IDC Launches Sales Enablement Services for Technology Industry Sales Teams

FRAMINGHAM, MA – March 6, 2008 – IDC today announced the launch of its new Sales Enablement Services (SES), designed to provide training, content, and tools to sales teams across the technology industry. The new services, built around a team of sales and content experts, will be led by Michael Bleyhl, IDC’s recently hired Director of Sales Enablement Services. Bleyhl joins IDC from EMC's Global Education and Productivity Organization.

IDC's Sales Enablement Services was created to assist sales executives and sales organizations with formal sales curriculum, "just in time" performance support, such as sales guides, message maps, and educational podcasts, and IDC-branded sales assets, including value measurement tools, white papers, and presentation content, for use in the field. Service offerings come in standard formats or customized to a client’s specifications for optimum sales assimilation.

"Sales costs are growing faster than IT spending, forcing sales organizations to more efficiently manage what has become an increasingly complex buying process. Improved sales enablement has become a strategic imperative for many companies in the technology sector,” noted Clare Gillan, senior vice president of Executive and Go-to-Market Programs. “IDC’s vast research on technology markets, regions, industries, and buyers, paired with our sales organization and productivity expertise, makes this a must-have offering for sales professionals."

“The IT industry invests $174 billion to reach and influence IT buyers, yet vendors are being thrown out at the point of sale due to poor due diligence and information provisioning,” said Michael Bleyhl, director of the new IDC Sales Enablement Service. “Failure to connect with the buyer by demonstrating a keen understanding of their industry segment, the buyer’s role within the segment, and the buyer’s business priorities minimizes the vendor's chances of being selected as a partner. The Sales Enablement Services deliver competitive advantage by increasing the industry and solution knowledge of enterprise sales forces and arming them with tools to take to customers.”

IDC is in a unique position to provide a complete offering for technology sales teams, combining leading technology industry information, sales enablement expertise, and team of dedicated content developers. Offerings include instructor-led training, eLearning solutions, sales kick-off presentations, industry and solution sales guides, and more. These assets are further supported by point solutions from IDC, including the IT Wallet, IT Advisor pricing and assessment tools, IDC ROI tools, and more. The new service also complements IDC’s successful Sales Advisory Service, which provides sales executives and their operations counterparts with insights, benchmarking, and best practice research to improve sales productivity and performance.

Prior to IDC, Mr. Bleyhl was the Enterprise Sales Curriculum Manager within the Global Education and Productivity Organization at EMC. He brings over 13 years experience improving field organization productivity through best practices in learning and development. His accomplishments include mapping professional development curricula to behavioral competencies of large enterprise sales teams, leveraging new technologies to increase effectiveness and reinforcement of corporate field messaging and sales campaigns, and adding quantifiable revenue to businesses through the delivery of strategic instructor-lead programs. In addition, Bleyhl has led Lean and Six Sigma Black Belt projects related to training and learning.

For more information about IDC’s Sales Enablement Service, please contact Michael Bleyhl at mbleyhl@idc.com or 508-935-4172.

About IDC

IDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 900 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 90 countries worldwide. For more than 43 years, IDC has provided strategic insights to help our clients achieve their key business objectives. IDC is a subsidiary of IDG, the world's leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com .

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