target audience: TECH SUPPLIER  Publication date: Mar 2023 - Document type: Conference Proceeding: Tech Supplier - Doc  Document number: # DR2023_LL3B_SDB_KE

Digital-Native Businesses: How to Engage with Digital-Native Businesses

By:  Simone De Bruin


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These event proceedings were presented at the IDC Directions conference in Boston in March 2023.

Digital-native businesses (DNBs) are built from the start around modern technologies, adopting cloud and data across all aspects, from operations to business models to customer engagement. This means all core value and revenue-generating processes are dependent on those digital technologies. As such, they are a new customer segment with very distinct business and IT requirements, challenging the IT vendors' sales and segmentation processes.

This track provides key insights on how to engage with digital-native businesses, ranging from B2B to B2C to tech-oriented start-ups, scale ups, and unicorns. In this session, Simone de Bruin will draw from recently completed research of over 1,200 digital-native businesses to discuss what makes them tick and how to increase market and mind share with this high-potential customer segment.


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