IDC Blog - The Latest Tech News You Need to Know

For more than a decade, telecom operators have measured success by one metric above all others: average revenue per user (ARPU). But as competition intensifies and price wars continue to drive down returns, ARPU alone tells an incomplete story.

High-performance sales teams are not created by chance. It’s not about having the loudest pitch or the biggest pipeline. It’s about building teams that can step into the boardroom as trusted advisors.

Europe is a distinct market rather than as an extension of global models. Success in this region depends on understanding trust, compliance, and local engagement at a much deeper level.

B2B tech marketers are navigating tighter budgets and higher expectations in 2026. With ROI under the microscope, one strategy is emerging as both high-impact and measurable: events. IDC’s latest Sponsor Survey surfaces the data behind this shift.

Discover how European tech vendors are preparing their messaging strategies for 2026. Learn how to align strategy, sales, and analyst commentary - while addressing the added challenge of fragmented multi-country markets.

There is increasing market segmentation in the UC space, as customers demand more choice and flexibility. This underlines the need for UC providers to evaluate their strategies and align more closely with evolving market trends.