target audience: TECH SUPPLIER Publication date: Oct 2023 - Document type: Market Presentation - Doc Document number: # US49866123
Industry Conversation Handbook: Worldwide Utilities, 2023
Content
- 37 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 vendors when they first approach a buyer. This handbook aims to ignite a meaningful customer engagement, addressing these questions:
- What is the industry structure, and what are the key business processes?
- 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 by using language that resonates with them and 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 the utilities industry.
The handbook equips sales professionals with basic information concerning the utilities industry to contact buyers with confidence. It provides a toolkit to spark discussions, showing preparedness and stimulating interest in technology buyers with significant conversation teasers and examples. It does not provide an in-depth analysis of the industry or of the buyers' personas nor it seeks to present a comprehensive sales strategy.
"The complex growing operational needs in utilities industry often present unexpected hurdles for tech vendors to understand the needs and specificities of the subverticals. This IDC Conversation Handbook breaks it down for you. It offers structured knowledge and practical conversation tips, helping you to effectively connect with utility industry buyers and succeed," said Gaurav Verma, research manager, IDC Energy Insights.