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This EMA Infographic will help you gage your organization’s sales readiness, with compelling insight into how and in what quantity decision makers consume content.
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How much content do you need ?Vendor Content Crucial to Selection Process
Pieces of Content Consumed
If you are not providing enough TRUSTED CONTENT, you are FRUSTRATING your prospects.
Trusted Information Hard to Come By…
Extremely challenging /Very challenging
Somewhat challenging
Not very challenging /Not atall challenging
38%
43%
19%
What content is TRUSTED by your prospects?Prospects trust content from Peers and Industry Analysts
Industry analysts31.4%
(cited by 31.4% of respondents)
28.7%
early in lifecycle
Peers
Influence of vendors as a trusted source lags at8.1%
3.1%2006
TO CLOSE?TO CLOSE?
ARE YOU PROVIDING YOUR SALES TEAM WITH
ENOUGH
an increase from
White papers
Case Studies
Guest blogging
Social media promotion
Infographics
CHOSEN VENDOR
5LESS THAN
30%
5-9
30%
10-14
13%
15-19
6%
20-24
3%25+
5%
On average, IT decision-makers consume 8 pieces of content created by, or on behalf of, the vendor they eventually select.
Vendor bias, sales pitches and trustworthiness of source were cited as the biggest challenges.
Savvy vendors will develop and deliver more content and tools...to create a
“circle of trust” with skeptical buyers, including independent endorsements, peer and analyst reviews, success stories, and validation needed to create trust.
Custom Research and EMA Branded Content including:
GIVE YOUR SALES TEAM A SOLID MIX OF CONTENT GIVE YOUR SALES TEAM A SOLID MIX OF CONTENT GIVE YOUR SALES TEAM A SOLID MIX OF CONTENT GIVE YOUR SALES TEAM A SOLID MIX OF CONTENT GIVE YOUR SALES TEAM A SOLID MIX OF CONTENT
resource for your content needs.
Market Coverage, including:
EMA'S EXPERT ANALYSTS CAN HELP EMA'S EXPERT ANALYSTS CAN HELP YOU ARM YOUR SALES TEAM WITH TRUSTED CONTENT!YOU ARM YOUR SALES TEAM WITH TRUSTED CONTENT!
EMA'S EXPERT ANALYSTS CAN HELP EMA'S EXPERT ANALYSTS CAN HELP YOU ARM YOUR SALES TEAM WITH TRUSTED CONTENT!YOU ARM YOUR SALES TEAM WITH TRUSTED CONTENT!
EMA'S EXPERT ANALYSTS CAN HELP YOU ARM YOUR SALES TEAM WITH TRUSTED CONTENT!
For more information on EMA Vendor Services and Special Offers, please visit:visit: http://research.enterprisemanagement.com/itvendors
EMA RADAR Reports evaluate vendors in specific product/technology
categories, helping buyer's short list vendors during the buying cycle. Several licensing options let you make use of this
trusted content with prospects.
EMA VENDOR TO WATCH reports are one page highlights of new and interesting vendors or new product directions. Written for our end user
subscribers, these are also compelling content for vendors to distribute.
As a leading Analyst firm, EMA is a trusted 3rd party
Q.When you are recommending and selecting vendors for major enterprise IT/security purchases, approximately how many pieces of content do you typically consume that are created by, or for, the vendor you eventually select?
Source: IDG Enterprise Customer Engagement, May 2012
Source: Predictions for 2012 and Beyond: The End of B2B Sales & Marketing as We Know It?, Alinean, Inc.
Source: IDG Enterprise Customer Engagement, May 2012
Q. Generally speaking, how challenging do you feel it is to locate enough high quality trusted information on major enterprise IT/security products and services to make an informed purchase decision you are comfortable with?
more than content from a Vendor.4 times
EMA Provides:
Co-branded Promotion
Guaranteed Number of Leads
Market Education & Validation
Hosted Webinars
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