The Science of Selling, Buying and Deal-Making
- Available for pre-order. Item will ship after September 24, 2021
Information Technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy, and develop and execute business models. Amounting to over 3 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques and methods involved in IT sales and marketing.
- Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing and developing IT solutions that create value for customers;
- Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention;
- Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape;
- Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning.
The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organization-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, Technology sales, and Digital transformation.
Table of Contents
Introduction 1. Understanding IT Market 2. Business Value of IT 3. IT Project Management Essentials 4. Sales and Bid Management Process 5. Buying IT 6. Client and Account Management 7. Marketing and Sales Enablement 8. Leading with Digital 9. Selling Cloud to Enterprises 10. Careers in IT - today and tomorrow
Sandip Mukhopadhyay is Associate Professor at Institute of Management Technology, Ghaziabad, India. His research interests include digital platforms and ecosystems, social media analytics and selling technology, and IT solutions. He has published widely in different international journals and authored multiple case studies. Before academia, he worked for IBM, Ericsson, Reliance and Siemens for about twenty years, focusing on selling and deploying technology solutions. He has completed his PhD from MDI Gurgaon, India, specializing in business models for digital platforms. Prior to that, he received his PGDM (MBA) from IIM-Calcutta and studied engineering at IIEST, Calcutta, India.
Srinivas Pingali has close to thirty years of varied experience in product development and innovation and sales and marketing in multinationals and entrepreneurial companies. He is currently Professor of Practice at the Indian Institute of Management, Udaipur, India. His areas of expertise include strategy, digital transformation, entrepreneurship, and innovation. He is a Chemical Engineer for Osmania University, College of Technology, India and holds an MBA degree in Marketing from the University of Illinois at Champaign-Urbana, USA. He is an Executive Fellow in Management (Doctoral equivalent) from the Indian School of Business.
Amitabh Satyam is Chairman of Smart Transformations and a former Managing Partner of SAP. A graduate of IIT Kanpur with an MBA from Fisher College of Business, USA, he led Global Telecom Consulting at IBM where he also set up the global IoT practice. His earlier roles include Managing Director at MobiApps, Vice President at Siemens, National Head of Operations at Reliance Infocomm, and Financial Advisor at Morgan Stanley Smith Barney. His book ‘The Smart City Transformations’ (2017) is an established global reference book on the topic. In the USA, he also taught at The Ohio State University and Rider University for four years.