With ideas of public and government funded healthcare on the rise, insurance providers, more than ever, need to find new ways to innovate their technology to remain competitive. Seamless, dependable patient care is absolutely crucial in the insurance industry, and the amount of data behind each and every patient is not only extensive, but incredibly valuable and also irreplaceable.

According to the December 2009 CIO Economic Impact Survey, CIO budgets and capital spending are both increasing from the previous years levels. When asked the same question in May 2009 only 14% of respondents said their budgets would be increasing compared to 40% in December 2009.

When selling an enterprise technology solution, you must communicate how your solution is going to help the customer solve a problem or an opportunity. These technology trends were identified using current business drivers within the company and what they’re saying they need to fix or expand in 2010. These are areas will not only be important next year, but over the course of the next few years, and they will have a profound impact on how businesses operate and where they spend their IT budgets.

Now, more than ever, marketers need to take the necessary actions to improve their leads using sales intelligence to identify prospects, target accounts, and reduce their research time. Aberdeen’s survey stated 74% want to improve the quality of their leads. You need sales intelligence resources that take pressure off of your sales team, but also to enable sales reps to be more productive and formulate better sales strategies. For example, a sales intelligence tool might decrease the time reps spend researching prospects, but if the data is inaccurate and not up-to-date, the investment in the tool is money down the toilet. Not every sales intelligence tool is created equally, and without quality data, lead quality will not improve.

The first part of the PACE Framework is “Pressures.” This is the first step in identifying the need for sales intelligence within a sales team: What is preventing you from hitting your numbers? Aberdeen suggests the “challenging economic climate” and “knowledge of the competitive landscape,” like competitors’ products and their customers. While the downturn in the economy has certainly hurt sales in every market and company, that can’t be changed to give a competitive advantage.