Tech Bytes & Insights

The IT Buyer Is Changing: Why Are High-Tech Vendors Slow to Adapt?

Posted by Brandon Mills on Tue, Sep 27, 2016

Chengappa Kodira co-wrote this post with Brandon Mills.

This post is the fourth in a seven-part series examining top trends that are reshaping the high-tech industry.

Historically, selling IT products and services has been pretty straightforward. All that you had to do was call on the IT department and convince them that your solution satisfied their requirements and budget. Maybe that’s oversimplifying it a bit, but the reality in the B-to-B high-tech industry is that selling has become more complicated because a new decision maker has entered the picture: the business buyer. CIOs and IT organizations are moving to more of an influencer role, while more IT budget control shifts into the hands of business or functional leads. 

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Topics: technology, ZS Associates, Innovation, ZS, IT, High Tech, Brandon Mills, seismic shifts

Betting Big: Four Keys to Unlocking Growth During Restructuring

Posted by Kyle Heller on Thu, Sep 22, 2016

This post is the third in a
 seven-part series examining top trends that are reshaping the high-tech industry.

The tech industry, much like technology itself, is based on an equilibrium of constant change and innovation. While each year feels familiar, new technologies, competitors and evolving customer engagement requirements create an ever-changing set of challenges and opportunities for tech companies seeking sustainable and profitable sales growth. In response, tech companies continue to search for new routes to market and sources of growth through both organic and inorganic means. This has created a subtle but powerful restructuring of the tech industry over the last several years as companies bet on new sales strategies and modes of growth.   

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Topics: Kyle Heller, technology, ZS Associates, Growth, ZS, High Tech, m&a, restructuring, seismic shifts

3D Printing: How Cutting-Edge Technology Is Shaping the Future of the Biotech and Technology Industries

Posted by Alec Goldfield on Tue, Dec 01, 2015

You may have heard a lot about 3D printing lately. The 3D printing market grew at more than 35% in 2014 to surpass $4 billion. Furthermore, Gartner Research lists 3D printing materials as a top technology trend for 2016, with expectations of 64% growth for enterprise 3D printer shipments through 2019.

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Topics: technology, ZS Associates, ZS, biotech, Alec Goldfield, 3D Printing

Value-Based Selling Achieves Results: Now, How to Achieve VBS?

Posted by Ashish Vazirani on Wed, Apr 09, 2014

Spring is finally starting to break through in the DC area, and I’m emerging from a runner’s hibernation in preparation for my spring and summer race schedule. This winter I faced a number of obstacles: an unusual amount of snow and particularly cold mornings, a nagging lower-back strain and a full travel schedule.

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Topics: Ashish Vazirani, value-based selling, tech, technology, tech companies, technology companies, VBS, customers, sales, marketing, ZS Associates

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