target audience: TECH SUPPLIER Publication date: Jun 2023 - Document type: Market Presentation - Doc Document number: # EUR150863723
Speaking the Language of the European C-Suite: Engaging Beyond the IT Department
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Abstract
This IDC Market Presentation shows how tech vendors can benefit from engaging with European C-suite executives throughout their sales and procurement processes. C-suite executives are increasingly involved in technology investments, and this presentation examines the personas involved and provides supporting data from IDC's 2022 Worldwide C-Suite Survey.
The global technology market is facing new pressures and challenges, and Europe is no exception. Tech vendors of all sizes are facing market headwinds and are looking to create advantages from this adversity. A way to do this is to widen their sales focus to include C-suite executives, who are increasingly involved in technology investments.
"European C-suite executives are becoming more involved in their organizations' technology procurement, and it is no longer sufficient for tech vendors to focus their sales efforts only on the IT department. There are significant benefits to be gained for those who can engage at the executive level with a long-term perspective and an understanding of business priorities," said Dave Clemente, research director for European C-suite, IDC Europe.