WT Business Beat

By Nick Wakeman

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Nick Wakeman

WT latest report targets purchasing priorities

I’m happy to announce that our newest Insider Report, which focuses on technology buying trends for the coming year, is now available.

For our report, 2014 Trends in Government Purchasing, we surveyed a wide range of buyers to gain insights into what agencies are likely to purchase in the coming year. We look at cybersecurity, infrastructure, mobility and other areas.

The nitty-gritty details are in the report and are available to members of our Washington Technology Insider program. This is the third research report we have published in the last seven months. These exclusive reports are one of the prime benefits of membership. More are on the way this year, as well. Click here to join.

That’s my sales pitch.

I wanted to share a few conclusions from the report, the biggest being how your customers see IT as critical to their daily operations and to completing their agency’s mission.

The report explores buying plans in areas such as mobility, cloud computing, hardware, software, storage and networking, but the results in the report also make it loud and clear that customers don’t really care what you are selling.

So, what do they care about?

  • Results
  • Efficiency
  • Delivering what you promise

It doesn’t matter what you sell as long as you are helping your customers meet their goals. And, of course, in today’s environment, those goals are both mission-focused and budget-focused.

Our Insider Report also explores some of the limitations your customers face in today’s market. The challenges they face in how they can interact with industry is something you have to keep in mind as you develop your go-to-market strategies.

Bottom line: Customer intimacy has never been more critical.

As we say in our conclusion: Success in today’s market is predicated on understanding not only what your customers plan to buy, but also how those purchases address their underlying needs and mission requirements.

Our Insider Report can be an important tool in meeting your customer needs. And, as always, I look forward to your feedback.

Posted by Nick Wakeman on Jan 30, 2014 at 9:23 AM

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