Knowledge Management, Integration, and Business Processes: Strategies for Solution Sales

This IDC study provides software vendors with guidance for identifying the key opportunities, risks, and types of partners to better sell software that meets the business process improvement goals currently sought after by enterprises. Software vendors that offer a variety of technologies being adopted by the enterprises to improve business processes must understand the opportunities and challenges created by increased demand for solutions rather than technologies. To help software vendors develop more appropriate software functionality and structure marketing and partnership plans accordingly, this IDC study examines application purchase plans, integration plans, and integration challenges faced by enterprises.

"Vendors must understand and capitalize on their role in delivering solutions to companies faced with improving or automating business processes that require a variety of knowledge-management–related technologies, including the enterprise portal," said Brian McDonough, research manager of the Enterprise Portal Software and Packaged Composite Applications program at IDC. "Vendors in the portal ecosystem can capitalize on this opportunity by providing the appropriate mix of functions, process know-how, and leadership in delivery of specific solutions."