Srinivas Pingali – författare

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 3.7 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.In Selling IT, the book: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 customersDiscusses 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 retentionAnalyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscapeIncludes lesson plans, case studies, and chapter-wise practice questions to support teaching and learningThe book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-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.

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 3.7 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.In Selling IT, the book: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 customersDiscusses 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 retentionAnalyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscapeIncludes lesson plans, case studies, and chapter-wise practice questions to support teaching and learningThe book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-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.

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 3.7 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.

In Selling IT, the book:

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 organisation-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.

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 3.7 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.

In Selling IT, the book:

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 organisation-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.

Consumer and industrial products have evolved significantly over the last century, from physical to virtual products, services, and hybrid products. Product management has had to change and adapt to the rapidly changing business environments. This textbook offers an in-depth look into the role, what the job entails, and what skills it requires.Product managers are required to manage the ideation, development, production, marketing, and distribution of a product. This book:highlights the content and skills required to be an effective product manager including strategy, marketing management, technology, project management, and design;provides frameworks for developing and executing effective strategies throughout the life cycle of a product with the help of case studies and examples;highlights the unique considerations and processes underpinning digital product creation; and explores marketing strategies including various channels for digital marketing and how product managers can use these effectively.Detailed and lucid, this book will be of interest to teachers and students of product management, brand management, management, and business studies.

Consumer and industrial products have evolved significantly over the last century, from physical to virtual products, services, and hybrid products. Product management has had to change and adapt to the rapidly changing business environments. This textbook offers an in-depth look into the role, what the job entails, and what skills it requires.Product managers are required to manage the ideation, development, production, marketing, and distribution of a product. This book:highlights the content and skills required to be an effective product manager including strategy, marketing management, technology, project management, and design;provides frameworks for developing and executing effective strategies throughout the life cycle of a product with the help of case studies and examples;highlights the unique considerations and processes underpinning digital product creation; and explores marketing strategies including various channels for digital marketing and how product managers can use these effectively.Detailed and lucid, this book will be of interest to teachers and students of product management, brand management, management, and business studies.

Digital transformation, anchored in data and powered by frontier technologies such as artificial intelligence (AI), Generative AI (GenAI), and emerging agentic systems, is arguably the most widely pursued initiative among companies of all sizes worldwide. Digital natives and traditional incumbents alike are struggling to cope with the relentless pace of technological change. While successful incumbents may have mastered value creation and extraction within their established core businesses, they often continue to treat digital as peripheral to their core strategy. Yet recurring flashes of potential reveal digital as a credible source of sustainable advantage, creating ambiguity about its true scope and impact. Many organisations struggle to find a clear starting point or design a roadmap, and even when initiatives begin, return on investment (ROI) and change management remain major barriers. The second edition of this book offers theories and frameworks to understand and develop these elements, while updating and refining practical models for technology taxonomy, digital literacy, digital transformation, and paths to value. Incorporating lessons on competing in the digital era, it features real-world cases in consulting and strategy, accessible to students, instructors, and professionals without prior expertise. Designed to support teaching and learning, it remains a valuable resource for students of Business, Management and Marketing; Organisational Change; Production, Operations and Information; Management e-Business; Information / Knowledge Management; Innovation Management; Organisational Studies; and Management of Technology and Innovation.

Digital transformation, anchored in data and powered by frontier technologies such as artificial intelligence (AI), Generative AI (GenAI), and emerging agentic systems, is arguably the most widely pursued initiative among companies of all sizes worldwide. Digital natives and traditional incumbents alike are struggling to cope with the relentless pace of technological change. While successful incumbents may have mastered value creation and extraction within their established core businesses, they often continue to treat digital as peripheral to their core strategy. Yet recurring flashes of potential reveal digital as a credible source of sustainable advantage, creating ambiguity about its true scope and impact. Many organisations struggle to find a clear starting point or design a roadmap, and even when initiatives begin, return on investment (ROI) and change management remain major barriers. The second edition of this book offers theories and frameworks to understand and develop these elements, while updating and refining practical models for technology taxonomy, digital literacy, digital transformation, and paths to value. Incorporating lessons on competing in the digital era, it features real-world cases in consulting and strategy, accessible to students, instructors, and professionals without prior expertise. Designed to support teaching and learning, it remains a valuable resource for students of Business, Management and Marketing; Organisational Change; Production, Operations and Information; Management e-Business; Information / Knowledge Management; Innovation Management; Organisational Studies; and Management of Technology and Innovation.

Consumer and industrial products have evolved significantly over the last century, from physical to virtual products, services, and hybrid products. Product management has had to change and adapt to the rapidly changing business environments. This textbook offers an in-depth look into the role, what the job entails, and what skills it requires.

Product managers are required to manage the ideation, development, production, marketing, and distribution of a product.

This book:

highlights the content and skills required to be an effective product manager including strategy, marketing management, technology, project management, and design; provides frameworks for developing and executing effective strategies throughout the life cycle of a product with the help of case studies and examples; highlights the unique considerations and processes underpinning digital product creation; and explores marketing strategies including various channels for digital marketing and how product managers can use these effectively.

Detailed and lucid, this book will be of interest to teachers and students of product management, brand management, management, and business studies.

Consumer and industrial products have evolved significantly over the last century, from physical to virtual products, services, and hybrid products. Product management has had to change and adapt to the rapidly changing business environments. This textbook offers an in-depth look into the role, what the job entails, and what skills it requires.

Product managers are required to manage the ideation, development, production, marketing, and distribution of a product.

This book:

highlights the content and skills required to be an effective product manager including strategy, marketing management, technology, project management, and design; provides frameworks for developing and executing effective strategies throughout the life cycle of a product with the help of case studies and examples; highlights the unique considerations and processes underpinning digital product creation; and explores marketing strategies including various channels for digital marketing and how product managers can use these effectively.

Detailed and lucid, this book will be of interest to teachers and students of product management, brand management, management, and business studies.

Digital transformation, anchored in data and powered by frontier technologies such as artificial intelligence (AI), Generative AI (GenAI), and emerging agentic systems, is arguably the most widely pursued initiative among companies of all sizes worldwide. Digital natives and traditional incumbents alike are struggling to cope with the relentless pace of technological change. While successful incumbents may have mastered value creation and extraction within their established core businesses, they often continue to treat digital as peripheral to their core strategy. Yet recurring flashes of potential reveal digital as a credible source of sustainable advantage, creating ambiguity about its true scope and impact. Many organisations struggle to find a clear starting point or design a roadmap, and even when initiatives begin, return on investment (ROI) and change management remain major barriers. The second edition of this book offers theories and frameworks to understand and develop these elements, while updating and refining practical models for technology taxonomy, digital literacy, digital transformation, and paths to value. Incorporating lessons on competing in the digital era, it features real-world cases in consulting and strategy, accessible to students, instructors, and professionals without prior expertise. Designed to support teaching and learning, it remains a valuable resource for students of Business, Management and Marketing; Organisational Change; Production, Operations and Information; Management e-Business; Information / Knowledge Management; Innovation Management; Organisational Studies; and Management of Technology and Innovation.