IDL is a Thought Leadership analyst providing support to IT firms in achieving a competitive position within target markets or accounts by focusing upon client business policy changes that open new IT solution sale opportunities.


1. Policy

The IT solution budget is provided by the business policy owner who needs to understand that the risk and cost of policy execution will be effectively resolved by the solution provider. The justification is formalised in a Business Case.

2. Justification

The business policy owner cares more about risk mitigation than cost, so the business case must robustly present both requirements with Key Performance Indicators [KPIs].

3. Solution

The solution set should be formalised with pre-sales services to engage the business policy owner and reassure them that risk and cost are both being managed. Formalisation also drives repeatability for higher profit or staff utilisation.

4. Engagement

The IT vendor marketing team needs to open the business policy owners to engagement by the IT sales team by offering pre-sales engagement options, for example Stakeholder Workshop, Site Assessment, Demonstration, Pilot.



IDL Thought Leadership Papers

IDL produces Thought Leadership papers and guides for FREE download that provide further insight on how to achieve Thought Leadership for differentiation and profitability.

Engaging Risk Mitigation and Compliance

Engaging Risk Mitigation & Compliance

Generating and Applying Thought Leadership

Generating & Applying Thought Leadership



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