target audience: TECH SUPPLIER Publication date: Aug 2024 - Document type: Market Presentation - Doc Document number: # US51700424
Industry Conversation Handbook: Worldwide EOVC Manufacturing, 2024
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- 28 slides
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Abstract
This IDC Market Presentation provides an Industry Conversation Handbook, which is designed to provide general and synthetic knowledge to support salespeople of technology suppliers when they first approach buyers. This handbook aims to ignite meaningful customer engagement, addressing these questions:
- What is the industry structure and what are the key business value chains?
- How can you improve your sales approach to better address the needs of potential buyers?
- Learn about the specific needs of different subverticals or subindustries and position your products/services to meet those requirements effectively
- Communicate competently with buyers using language that resonates with them in initiating conversations and asking questions that are relevant to their interests and needs
- Showcase the most appropriate products/services that meet the buyer's needs and illustrate with real-life examples how they can be advantageous to the buyer
The topics discussed in this Industry Conversation Handbook are selected by senior IDC analysts based on in-depth and ongoing IDC research about engineering-oriented value chains (EOVC) in the manufacturing industry.
The handbook equips sales professionals with basic information concerning the engineering-oriented manufacturing value chain industry to contact buyers with confidence. It provides a toolkit to start discussions, helping salespeople show preparedness and stimulate interest in technology buyers with significant conversation teasers and examples. It does not provide in-depth analysis of the industry or of buyer personas, nor does it seek to present a comprehensive sales strategy.
"It is key for tech providers to understand the characteristics of the subvertical in which their targeted manufacturing organizations are in as these differ and impact their challenges and needs significantly," said Stefanie Naujoks, research director, IDC Manufacturing Insights.