Cover Image
市場調查報告書

策略性供應商夥伴關係的DNA:CEC與IDC的策略性合作夥伴指數調查

The DNA of Strategic Vendor Partnerships - The CIO Executive Council's and IDC's 2016 Strategic Partner Index Study

出版商 IDC 商品編碼 361999
出版日期 內容資訊 英文 25 Pages
訂單完成後即時交付
價格
Back to Top
策略性供應商夥伴關係的DNA:CEC與IDC的策略性合作夥伴指數調查 The DNA of Strategic Vendor Partnerships - The CIO Executive Council's and IDC's 2016 Strategic Partner Index Study
出版日期: 2016年06月30日 內容資訊: 英文 25 Pages
簡介

本報告以IDC和CIO執行評議會 (CEC) 所進行的共同調查為焦點,提供IT供應商的策略性的行動相關買主的認識相關驗證之系統性資訊。

IDC的見解

調查概要

  • 從「買主,應該注意」,到買主,應該配合
  • B2B的基本

概況

  • 策略性夥伴關係的必要事項
  • 定義:作為策略性合作夥伴的供應商行動

未來展望

主要建議

  • 成功的策略性夥伴關係的特徵

參考資料

  • 相關調查
  • 附錄
  • 調查手法
  • 摘要
目錄
Product Code: US41491916

This IDC study provides results of a joint survey conducted by IDC and the CIO Executive Council (CEC). IT buyers and vendors alike talk about how important it is to take their mutual relationships to a more integrated, strategic level. These discussions have become more frequent in the wake of digital disruption: Yesterday's strategic solutions/services are now mere commodities, budgets are shifting, and procurement decisions are more democratic. In today's landscape, the precise definition of "strategic" can be elusive. In our joint study with the CIO Executive Council, we tried to quantify the "strategic buyer-vendor relationship." The framework is built on a previous CEC study from 2012. Leveraging CEC's knowledge of the CIO community (including the findings of a CIO Research Advisory Board that provided input on criteria) and IDC's insights of vendors' sales and delivery organizations, we identified the key components of strategic partnerships. To get a complete picture of the B2B technology landscape, we also interviewed numerous IT leaders and sales executives from vendors before fielding the survey instrument. The results provide CIOs and IT vendors alike with valuable insights into the key attributes of the most strategic vendors while identifying perception gaps and potential impediments to long-term success. At the same time, we interviewed key players in the vendor community and learned how they identify strategic buyers. One of the many potential benefits of strategic partnership is a faster and more focused negotiation period."IT buyers and vendors alike aspire toward strategic partnership - rising above the transactional to become co-collaborators in creating demonstrable value for the enterprise," said Brendan McGowan, global media bureau and client research manager, CEC. "Our study captures the five key elements - client and market knowledge, collaboration, communication, flexible pricing and interest in shared risk/reward, and responsiveness - that are absolutely critical to long-term success.""About one third of buyers said that they would let their most strategic vendors help them structure the request for proposals (RFPs)," said Xiao-Fei Zhang, research director, IDC. "And almost two-thirds of IT leaders (64%) said that they would allow strategic vendors to bypass the competitive bid process sometimes. So being perceived as a strategic partner makes a world of difference to providers."

IDC Opinion

In This Study

  • From "Buyer, Beware" to Buyer, Collaborate
  • B2B Basics: Not More Interactions, But More Meaningful Client Interactions
    • A Shift from Sales to Strategic Solutions

Situation Overview

  • The Strategic Partnership Imperative
  • Defining Behaviors: Vendors as Strategic Partners

Future Outlook

Essential Guidance

  • Hallmarks of a Successful Strategic Partnership
    • Get the Basics Right First
    • Communication Is a Two-Way Street
    • Be Process Driven and Metrics Driven
    • Inspire Passion in People
    • Tell Me Something That I Don't Know - So I'll Actually Care
    • Being the Biggest Customer Is Not Enough Anymore

Learn More

  • Related Research
  • Appendix
    • A Sale Is Only a Beginning - What IT Vendors Say About Strategic Partnerships
    • Buyer Case Study: Joel Jacobs, CIO, MITRE Corporation
      • Vendor Management Strategy
      • Power Points
      • Last Word
    • Buyer Case Study: Caroline Faulkner, Former Senior Managing Director and CIO, Pramerica (Now Chief Operating Officer, Prudential Financial)
      • Vendor Management Strategy
      • Power Points
      • Last Word
    • Buyer Case Study: Robert Fecteau, CIO, SAIC
      • Vendor Management Strategy
      • Power Points
      • Last Word
    • Buyer Case Study: Brent Waechter, National Manager, Vendor and Asset Management, IT Management, Toyota Motor North America
      • Vendor Management Strategy
      • Power Points
      • Last Word
  • Methodology
  • Synopsis
Back to Top