What Is Sales Enablement?
This IDC Insight defines the process of effective sales enablement for the modern era defined by the digital transformation. Sales enablement is a critical function for any IT vendor with a B2B (enterprise) product or service focus. Because sales enablement acts as a vital bridge between marketing and sales, the processes involved include actions that are owned wholly by marketing, actions that are owned wholly by sales, and those actions that are collaborative. This Insight is the product of a partnership between IDC's CMO Advisory Service research area and IDC's Sales Enablement practice.