In earlier blogs, we’ve established that IT is equipped to speak the business side about their goals. We’ve also explained why linking your products and services to business goals is so important. Now let’s turn to value and why you must quantify the value.
If the funnel no longer operates as it used to, with the old, bilateral information exchange no longer taking place, how are we to provide salespeople with the knowledge they need to meaningfully engage buyers in conversations they will find relevant? IDC’s Thomas Barrieu explains