How vendors can improve content
In July 2011 we asked 100 Senior IT Decision Makers in UK enterprises (more than 1000 employees) this question: “What should vendors do to make their content as useful as possible for you?" This is what they told us.
In essence buyers want more independent material that is relevant to their industry. Ideally it should provide a wider perspective on new technology ideas than simply extolling the virtues of the vendor’s new version release and it should provide information that allows buyers to benchmark themselves and vendors against the wider market.
The Point: It looks as though vendors cannot rely solely on generic “in-house” content or talk the technology without applying a meaningful overlay of market information, evidence and validation.
The survey went on to examine a range of issues surrounding the availability, accessibility and relevance of information that enterprise IT buyers need, and where different content types are used in the buying cycle. If you’d like to see more results from the survey, there’s a short PowerPoint deck (here)
