Information Technology Professionals Survey Results
Transforming Sales and Marketing with IT collaboration
A high-tech company favored leaderless teams of IT professionals assigned to different projects. One of their main responsibilities was making a team member available to sales people on customer calls to represent technical capabilities little understood by the sales force. The lack of clear roles or a way of identifying the people who would be assets on a sales call caused problems for everyone. The sales process took longer and was often ineffective. As a result of using Nova’s survey, the IT professionals who were most adroit at translating customer needs into solutions were designated to work with the sales force as well as with internal clients. All other IT professionals were developed according to the competencies to increase their value. The results? Sales and marketing both understood far more readily which technical solutions to market for which purposes, clarifying their efforts. Meeting time with internal and external clients dropped significantly, and sales of networking solutions doubled.