Solutions Selling Is Key to Success in the IT Industry, IDC Says

FRAMINGHAM, MA – FEBRUARY 13, 2001 – For IT suppliers, it may no longer be enough to develop and distribute the best product on the market. According to IDC, to succeed in today's market, IT companies need to establish a global presence in the area of services as well as distribution of products. IDC believes a number of factors are driving this change, including the maturity of hardware markets.


"The challenge for hardware suppliers is adapting to the realities of the move toward a solutions-dominated marketplace, where value-added services and software are more often the drivers for increases in technology spending than investment in the actual hardware needed for running the solutions," said Kevin White, senior research analyst for IDC's Worldwide IT Spending Patterns: The Worldwide Black Book program. "The increasing importance of software and services is an irreversible trend, and the ability to deliver some level of service with technology products will be essential."

IDC says another factor heightening the importance of services is that IT is increasingly being viewed as a business issue and is now an important part of business strategies. "Business decision makers rather than IT professionals are now responsible for technology spending," said Stephen Minton, manager of IDC's Worldwide IT Markets and Strategies research. "IT suppliers who are best able to deliver business-focused technology solutions stand in a strong, long-term position in the IT industry."

IDC recently published Competitive Analysis of Global IT Suppliers 2000 (IDC #B23816). The report provides a strategic overview of the largest worldwide IT vendors and looks at their influence on the entire IT market. The following 10 vendors are profiled: Cisco Systems, Compaq, Dell, EDS, Fujitsu, Gateway, Hewlett-Packard, IBM, Microsoft, and Sun Microsystems. Vendor profiles include a company overview, performance and strategic analyses, and IDC's overall assessment of the vendor. To purchase this report, contact Cheryl Toffel at 1-800-343-4952, extension 4389, or email her at

About IDC

IDC is the foremost global market intelligence and advisory firm helping clients gain insight into technology and ebusiness trends to develop sound business strategies. Using a combination of rigorous primary research, in-depth analysis, and client interaction, IDC forecasts worldwide markets and trends to deliver dependable service and client advice. More than 700 analysts in 43 countries provide global research with local content. IDC's customers comprise the world’s leading IT suppliers, IT organizations, ebusiness companies, and the financial community. Additional information can be found at

IDC is a division of IDG, the world's leading IT media, research and exposition company.


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