Changes in IT Sales in the last 15 years – part 2 – Sales Strategy or Business Model

The changes in the IT business model over the last 15 years have had a significant impact on the strategy for hiring professionals and the sales approach in the IT market, both globally and in Brazil. Here's a discussion of these impacts:

1. Hiring Professionals:

a. Skills and Expertise:

Global Impact: With the emergence of new technologies and digital transformation, the demand for professionals with specific skills such as cloud computing, data analytics, cybersecurity, and AI has skyrocketed.

Brazil Impact: Brazilian companies have also sought professionals with these skills to keep up with global trends, resulting in a competitive job market for tech talent.

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b. Remote Work and Global Talent Pool:

Global Impact: Remote work has enabled companies to access a global talent pool. Businesses can hire professionals from different regions, increasing diversity and access to specialized skills.

Brazil Impact: Brazilian companies have embraced remote work and have looked beyond local borders to recruit talent, fostering a more diverse workforce.

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c. Emphasis on Soft Skills:

Global Impact: Beyond technical expertise, soft skills such as communication, adaptability, and problem-solving have gained importance, as remote and cross-functional teams require effective collaboration.

Brazil Impact: Brazilian companies have recognized the significance of soft skills in a rapidly changing digital landscape and have sought professionals who possess both technical and interpersonal competencies.

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2. Sales Approach:

a. Subscription and Service-Based Models:

Global Impact: The shift towards SaaS and subscription models has transformed the way software is sold. Companies focus on building long-term customer relationships and delivering ongoing value.

Brazil Impact: Brazilian IT companies have adopted subscription-based models, emphasizing customer retention and continuous service improvement.

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b. Consultative Sales:

Global Impact: With complex IT solutions and the need for customization, consultative selling has become prevalent. Sales teams work closely with clients to understand their needs and provide tailored solutions.

Brazil Impact: Brazilian IT firms have also adopted consultative sales approaches to address unique customer requirements and offer comprehensive solutions.

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c. Digital Marketing and Online Sales:

Global Impact: The digital transformation has led to increased reliance on digital marketing, content, and online sales channels, enabling companies to reach a wider audience.

Brazil Impact: Brazilian IT companies have invested in digital marketing strategies and e-commerce platforms to expand their market reach, both domestically and internationally.

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d. Customer-Centric Focus:

Global Impact: The emphasis on customer experience has reshaped the sales approach, with a focus on understanding customer pain points and providing solutions that address specific needs.

Brazil Impact: Brazilian IT companies have aligned their sales strategies with a customer-centric approach, aiming to build long-lasting relationships and customer loyalty.

As an outline, the changes in the IT business model over the last 15 years have led to a more dynamic and competitive landscape for hiring IT professionals and selling IT solutions. Companies, both globally and in Brazil, have had to adapt their strategies to meet the evolving demands of the digital era, placing greater emphasis on skills, remote work, customer-centricity, and innovative sales approaches.