The IDC MarketScape: A User's Guide to Vendor Assessment
This IDC study, written for CIOs, LOBs, and IT buyers, explains the use of the IDC MarketScape, a standardized IDC methodology and comprehensive guide that assesses the performance of vendors in a specific target market and explores the advantages and disadvantages of formulating a contractual relationship with any one of those vendors. This document explains:The assumptions behind an IDC MarketScape studyThe decision outcomes of an IDC MarketScape studyThe steps that must be taken to fully benefit from an IDC MarketScape studyAn IDC MarketScape study brings clarity to IT buyers' purchasing decisions by providing an analytical rationale for selecting the most appropriate technology partners, free of political influences that often mar existing working relationships."The old sales adage, 'people buy from people,' applies even to large IT purchases: when faced with a dizzying array of options, IT buyers, apprehensive about the risks involved, will resort to simplifying their thinking down to the lowest common denominator by choosing someone they trust rather than a technology they believe in," says Adib Carl Ghubril, adjunct analyst with IDC's Research Network. "Choosing IT vendors and building new working relationships are stressful undertakings made much easier with IDC's MarketScape."