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Key Focus |
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Gartner Consulting applies its proven Go-to-Market solution to provide strategic advice to technology companies and help them address their unique challenges. Combining the power of Gartner research with the value of management consulting, Gartner brings you decision-quality results geared to the fundamentals of today's — and tomorrow's — market. Our understanding of the market, the buyer, and the vendors that you compete with and rely on, creates an unparalleled capability in today's growth (and risk) market. Our ability to apply this capability creates three vital points of value to you: strategic advantage of knowledge to shape decisions in a complex market; time-to-insight to help you make the right decisions in a fast-paced market; and time-to-results to help you grow and meet your market potential. |
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Our Perspective |
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Growth is the issue...and the ability to understand market nuances, take action, and execute are the key tools in today's market. As such, the distance between growth aspirations and achievement are meaningful, and increasingly premised on key challenges that need to be addressed in planning:
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Focus: When not all elements of your portfolio can grow, and not all markets provide the opportunity for growth, which do you select? How do you know? We believe successful growth is premised on stabilizing and/or incrementing your base, and — importantly — focusing on specific solutions and market that would respond to increased investment and attention.
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Relevance: In a buyers' market, relevance is in the eyes of the buyer, not the vendor. In essence the true asset base is the customer, not the products or technologies. Relevance is the basis for increased account penetration, improving sales (and incumbent) performance...and growth. The problem is that most vendors have lost relevance in the market due to overall technology skepticism, poor performance, and the buyers' concern about again losing control of the buying process.
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Agile response to threat: The level of threat in the market continues to be extremely high, from peer and non-peer competitors alike. Exacerbating this is the increasing acquisition and partnering activity that can fundamentally alter your competitive landscape with little warning. SWOT analysis to drive understanding used to be sufficient; now, competitive modeling to either preempt or rapidly respond is needed.
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(Agile) Response to market shifts. The important shift to a buyer's market with growth expectations is creating buyer- and vendor-driven shifts. Buyer focus on operational performance, not technology performance, market consolidation, the emergence of managed services business models and utility offerings, among others, are reshaping this industry. The inability to sense, understand, and respond to changes limits the potential to lead or be a fast follower — and puts at risk both revenue growth and stabilization opportunities.
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Execution, execution, execution. Execution superiority is a strategic weapon...and in most cases, is substantially more impactful than superior technologies or products. Making the market model work is exceptionally challenging, and increasingly so as you work to make you channels, partnerships, products drive growth.
Learn More about how Gartner can help by contacting us at Consultinginfo@gartner.com.
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What Our Clients Are Saying |
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OpenTide Asia Pte Ltd. |
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"Gartner Consulting's involvement in our effort to develop a marketing strategy was most beneficial. Their involvement had supplied us with information valuable in helping us understand our market better and in producing a marketing plan that is effective." |
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