Selling to the C Suite and Line of Business

The lion’s share of IT spend now comes from outside of the IT department. One 2016 IDC survey found 70% of technology spending in most developed countries is directed by lines of business.

This is a trend IDC expects to continue. That is because customer organisations are not looking for IT solutions but business outcomes. They want IT that delivers measurable impact, especially increased revenue, productivity and return on investment.

This new approach to IT buying requires a new approach to IT sales. Teams must now be able to engage with lines of business and senior executives, not just IT departments. They must also focus on the business strategy the technology supports, rather than the technology alone.

Engaging workshops

Engage ESM partners with large IT vendors and channel partners to transform the way sales teams engage with customers. We help realign the sales approach to the new approach to buying IT. Using our bespoke sales enablement workshops, both vendor internal sales teams and channel partners are benefitting from a faster way to start business-relevant conversations.


Very well presented course, providing strong tools to help engagement with key stakeholders outside of IT whilst managing the IT relationships. Provides a good basis to link key Business outcomes and drivers with IT strategies and Vendor platforms.

Sophia Jaxner-Hutchinson, Ideal Networks, 2016


Our workshops enable vendor, channel partner and value-added reseller sales teams to:

  • Enter strategic conversations with C-level executives and lines of business
  • Uncover new opportunities, increase customer influence and gain wallet share
  • Develop customer-centric value propositions so they can become a trusted advisor
  • Help to establish a compelling business case for every sale
Click here for more information on the deliverables at each stage

To get the best results, we extend the programme to in-field coaching at 15, 30 and 45-day milestones after the workshop. Key messages from the programme are reinforced using a concise video series. This combination ensures learners start using their new skills quickly, increasing retention and overcoming the usual obstacles with any typical training. 

As a result, sales teams can increase competitive advantage, profitability, and sales ROI. 

Contact Engage ESM now to understand how we can transform the way your sales teams engage with customers to increase business results.