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European IT Supplier Industry Outlook Survey 2011–2012: Industry Dynamics,Market Trends and Opportunities, Marketing Spend and Sales StrategiesReport SummarySynopsisThis report is the result of an extensive survey drawn from ICD Research’s exclusive panelof leading IT industry executives. It analyzes how IT industry suppliers’ media spend,marketing and sales strategies and business practices are set to change in 2011-2012. Thisreport gives you access to the media channel spending outlooks, media budgets, marketingagency selection criteria, business challenges and sales tactics of leading suppliers. Thereport also identifies future growth of buyers and suppliers, M&A and investmentexpectations.This report not only grants access to the opinions and strategies of business decisionmakers and competitors, but also examines their actions surrounding business priorities.The report also provides access to information categorized by region, company type andsizes.Buy Now: European IT Supplier IndustryBrowse All: Newly Published Market Research ReportsSummaryThis report is the result of an extensive survey drawn from ICD Research’s exclusive panelof leading IT industry executives. It analyzes how IT industry suppliers’ media spend,marketing and sales strategies and business practices are set to change in 2011-2012. Thisreport gives you access to the media channel spending outlooks, media budgets, marketingagency selection criteria, business challenges and sales tactics of leading suppliers.The report also identifies future growth of buyers and suppliers, M&A and investmentexpectations.This report not only grants access to the opinions and strategies of business decisionmakers and competitors, but also examines their actions surrounding business priorities.The report also provides access to information categorized by region, company type andsizes.Scope The opinions and forward looking statements of 233 industry executives have been captured in our in-depth survey, of which 35% represent Director and C-level respondents The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior marketing decision makers and leading supplier organizations·

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The geographical scope of the research is regional – drawing on the activity and expectations of leading industry players across the European region · In the report buyers identify what suppliers need to do to maintain their business and the key actions being taken by industry players to overcome the leading business threats Key topics covered include media spend activity, marketing and sales behaviors and strategies by suppliers, as well as threats and opportunities, investment outlook and business confidence among both buyers and suppliers. The report examines current practices and provides future expectations over the next 12-24 months European IT Supplier Industry Outlook Survey 2011-2012: Industry Dynamics, Market Trends and Opportunities, Marketing Spend and Sales Strategies 1 The report provides qualitative analysis of the key industry threats and opportunities and contains full survey results This report covers data and analysis on media channel expenditure, marketing and sales practices and industry developments by suppliersReasons To Buy Benchmark your sales and marketing spend with industry peers to effectively determine strategy Identify the specific marketing approaches your competitors are using to win business during the recessionary climate Better promote your business by aligning your capabilities and business practices with your customer’s changing needs during these times of market uncertainty Secure stronger customer relationships by understanding the leading business concerns and changing strategies of packaging buyers Predict how the industry will grow, consolidate and where it will stagnate Uncover the business outlook, key challenges and opportunities identified by suppliers and buyers in the industryTable Of Contents1.1 What is this report about?1.2 Definitions1.3 Methodology1) Online Survey2) Secondary Research3) Data Analysis and Report Writing4) Quality Control1.4 Profile of survey respondents1.4.1 Profile of buyer respondents1.4.2 Profile of supplier respondents

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2 EXECUTIVE SUMMARY3 INDUSTRY DYNAMICS3.1 Revenue growth expectations3.1.1 Revenue growth expectations by company type3.1.2 Revenue growth expectations by turnover3.1.3 Revenue growth expectations by senior level respondents3.2 Future developments in business structure3.2.1 Future developments by buyers3.2.2 Future developments by suppliers3.3 Merger and acquisition activity expectations3.3.1 Merger and acquisition activity expectations by buyers3.3.2 Merger and acquisition activity expectations by suppliers3.3.3 Merger and acquisition activity expectations by company turnover4 IT MARKET GROWTH OUTLOOK4.1 Demand in emerging markets4.1.1 Demand in emerging markets by buyers4.1.2 Demand in emerging markets by suppliers4.1.3 Demand in emerging markets by company turnover4.2 Growth expectations in developed countries4.2.1 Growth expectations in developed countries by buyers4.2.2 Growth expectations in developed countries by suppliers4.2.3 Growth expectations in developed countries by company turnover5 THREATS AND OPPORTUNITIES FOR THE IT INDUSTRY5.1 Leading business concerns for 2010-20115.1.1 Leading business concerns for the period by company type5.1.2 Leading business concerns by company turnover5.2 Key supplier actions to maintain and win buyer business5.2.1 Actions to maintain and secure buyer business by buyers5.2.2 Actions to maintain and secure buyer business by turnover5.2.3 Actions to maintain and secure buyer business by procurement budget5.2.4 Actions to maintain and secure buyer business by purchasing decision authority6 TECHNOLOGY INDUSTRY SUPPLIER MARKETING SPEND ACTIVITY6.1 Annual marketing budgets: IT industry suppliers6.1.1 Annual marketing budgets by company turnover6.2 Planned change in marketing expenditure levels6.2.1 Planned change in marketing expenditure levels by company turnover

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6.2.2 Planned change in marketing expenditure levels by revenue growth expectations6.3 Future investment by media channel6.3.1 Planned change in marketing expenditure by company turnover6.4 Suppliers’ future investment in marketing and sales technology6.4.1 Planned investment in marketing and sales technologies by company turnover7 MARKETING AND SALES BEHAVIORS AND STRATEGIES IN 2011-20127.1 Key marketing aims of suppliers for 2011-20127.1.1 Key marketing aims by company turnover7.1.2 Key marketing aims by revenue growth expectations7.2 Essential amendments to marketing activities in 2011-20127.2.1 Amendments to marketing activities by company turnover7.3 Use of new media for business prospects7.3.1 Use of new media by company turnover7.4 Critical success factors for choosing a marketing agency7.4.1 Critical success factors by company turnover8 APPENDIX8.1 Survey results8.2 Methodology8.3 Contact us8.4 About ICD Research8.5 DisclaimerLIST OF TABLESTable 1: Total European Technology Industry Survey Respondents by Company Type, 2011Table 2: Buyer Respondents by Job Role (%), 2011Table 3: Buyer Respondents by Global Company Turnover (%), 2011Table 4: Buyer Respondents by Total Number of Employees in Organizations (%), 2011Table 5: Supplier Respondents by Job Role (%), 2011Table 6: Supplier Respondents by Global Company Turnover (%), 2011Table 7: Supplier Respondents by Total Number of Employees in Organizations (%), 2011Table 8: Revenue Growth Optimism (%), 2010-2011Table 9: Revenue Growth Optimism by Buyers (%), 2010-2011Table 10: Revenue Growth Optimism by Suppliers (%), 2010-2011Table 11: Revenue Growth Optimism by Turnover (%), 2011Table 12: Revenue Growth Optimism by Senior Level Respondents (%), 2011Table 13: Key Expected Changes in Business Structure in the IT Buyer Industry (%), 2011Table 14: Key Expected Changes in Business Structure in the IT Suppliers Industry (%),2011

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Table 15: Merger and Acquisition Activity Expectations, IT Industry Buyers (%), 2010-2011Table 16: Merger and Acquisition Activity Expectations, IT Industry Suppliers (%), 2010-2011Table 17: Merger and Acquisition Activity Expectations by Company Turnover (%), 2011Table 18: Demand in Emerging Markets by IT Industry Buyers (%), 2011Table 19: Demand in Emerging Markets by IT Industry Suppliers (%), 2011Table 20: Growth Expectations in Developed Countries by IT Industry Buyers (%), 2011Table 21: Growth Expectations in Developed Countries by IT Industry Suppliers (%), 2011Table 22: Leading Business Concerns (%), 2010-2011, 2011-2012Table 23: Leading Business Concerns by Company Type (%), 2011-2012Table 24: Leading Business Concerns by Company Turnover (%), 2011-2012Table 25: Actions to Maintain and Secure Buyer Business – Buyer Responses (%), 2011Table 26: Actions to Maintain and Secure Buyer Business – Buyer vs. Supplier Responses(%), 2011Table 27: Actions to Maintain and Secure Buyer Business by Company Turnover (%), 2011Table 28: Actions to Maintain and Secure Buyer Business by Procurement Budget (%), 2011Table 29: Annual Marketing Budgets: IT Industry Suppliers (%), 2010-2011Table 30: Annual Marketing Budgets by Company Turnover (%), 2011Table 31: Planned Change in Marketing Expenditure Levels: IT Industry Suppliers (%),2010-2011Table 32: Planned Change in Marketing Expenditure Levels by Company Turnover (%),2011Table 33: Net Change in Planned Marketing Expenditure, All Industries (%) 2011Table 34: Future Investment by Media Channel: IT Industry Suppliers, 2011Table 35: Planned Investment in Marketing and Sales Technologies (% SupplierComparison), 2011Table 36: Planned Investment in Marketing and Sales Technologies by Company Turnover(%), 2011Table 37: Key Marketing Aims: IT Industry Suppliers (%), 2011Table 38: Amendments to Marketing Activities (% Supplier Comparison), 2011Table 39: Amendments to Marketing Activities by Company Turnover (%), 2011Table 40: Use of New Media by Suppliers (% Supplier Comparison), 2011Table 41: Use of New Media by Company Turnover (%), 2011Table 42: Critical Success Factors: IT Industry Suppliers (%), 2010-2011Table 43: Critical Success Factors by Company Turnover (%), 2011Table 44: Survey Results – Closed Questions

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LIST OF FIGURESFigure 1: Revenue Growth Optimism (%), 2010-2011Figure 2: Revenue Growth Optimism by Company Type (%), 2010-2011Figure 3: Revenue Growth Optimism by Turnover (%), 2011Figure 4: Revenue Growth Optimism by Senior Level Respondents (%), 2011Figure 5: Company Revenue Growth Optimism: Cross Industry Comparisons (%), 2011Figure 6: Key Expected Changes in Business Structure in the IT Buyer Industry (%), 2011Figure 7: Key Expected Changes in Business Structure in the IT Suppliers Industry (%),2011Figure 8: Merger and Acquisition Activity Expectations, IT Industry Buyers (%), 2010-2011Figure 9: Merger and Acquisition Activity Expectations, Technology Industry Suppliers (%),2010-2011Figure 10: Merger and Acquisition Activity Expectations by Company Turnover (%), 2011Figure 11: Top Five Emerging Markets, 2011Figure 12: Demand in Emerging Markets by IT Industry Buyers (%), 2011Figure 13: Demand in Emerging Markets by IT Industry Suppliers (%), 2011Figure 14: Demand in Emerging Markets by Company Turnover (%), 2011Figure 15: Top Five Developed Regions by Growth (%), 2011Figure 16: Growth Expectations in Developed Countries by IT Industry Buyers (%), 2011Figure 17: Growth Expectations in Developed Countries by IT Industry Suppliers (%), 2011Figure 18: Growth Expectations in Developed Countries by Turnover (% ‘Increase’Responses), 2011Figure 19: Top Ten Growth Regions (%), 2011Figure 20: Leading Business Concerns (%), 2011-2012Figure 21: Leading Business Concerns (%), 2011-2012Figure 22: Actions to Maintain and Secure Buyer Business – Buyer Responses (%), 2011Figure 23: Actions to Maintain and Secure Buyer Business – Buyer vs. Supplier Responses(%), 2011Figure 24: Actions to Maintain and Secure Buyer Business by Company Turnover (%), 2011Figure 25: Actions to Maintain and Secure Buyer Business, Purchasing Decision Authority(%), 2011Figure 26: Annual Marketing Budgets: IT Industry Suppliers (%), 2010-2011Figure 27: Annual Marketing Budgets by Company Turnover (%), 2011Figure 28: Planned Change in Marketing Expenditure Levels: IT Industry Suppliers (%),2010-2011Figure 29: Planned Change in Marketing Expenditure Levels by Company Turnover (%),2011Figure 30: Planned Change in Marketing Expenditure by Revenue Growth Expectations (%),2011Figure 31: Future Investment by Media Channel: IT Industry Suppliers, 2011

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Figure 32: Future Investment by Media Channel by Company Turnover (% ‘Increase’Responses), 2011Figure 33: Planned Investment in Marketing and Sales Technologies (% SupplierComparison), 2011Figure 34: Planned Investment in Marketing and Sales Technologies by Company Turnover(%), 2011Figure 35: Key Marketing Aims: IT Industry Suppliers (%), 2011Figure 36: Key Marketing Aims by Company Turnover (% ‘Increase’ Responses), 2011Figure 37: Key Marketing Aims by Revenue Growth Expectations (%), 2011Figure 38: Amendments to Marketing Activities (% Supplier Comparison), 2011Figure 39: Amendments to Marketing Activities by Company Turnover (%), 2011Figure 40: Use of New Media by Suppliers (% Supplier Comparison), 2011Figure 41: Use of New Media by Company Turnover (%), 2011Figure 42: Critical Success Factors: IT Industry Suppliers (%), 2011Figure 43: Critical Success Factors by Company Turnover (%), 2011Latest Market Research Reports: Global and China CPV Solar Industry, (2011 Deep Research Report) 2011 Deep Research Report on Global and China CPV Solar Industry Global E-waste Market 2010-2014 Global E-waste Market 2010-2014 ERP Market in China 2010-2014 Global Femtocells Market 2009-2013About Us:ReportsnReports is an online library of over 75,000 market research reports and in-depthmarket research studies & analysis of over 5000 micro markets. We provide 24/7 online andoffline support to our customers. Get in touch with us for your needs of market researchreports.Follow us on Twitter: http://twitter.com/marketsreportsContact:Mr.Priyank7557 Rambler road,Suite727,Dallas,TX75231Tel: +1-888-989-8004E-mail: sales@reportsnreports.comhttp://www.reportsnreports.com