Tech Go-to-Market: Best Practices for Selling Services or Solutions to CFOs



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CFOs continue to be highly involved in most IT purchasing decisions. Gaining CFO support is one of the most challenging sales objectives for providers selling services or solutions into enterprises. Crafting appropriate value propositions and sales models will improve success with this buyer.

Table of Contents

  • Introduction
  • Analysis
    • Don't Cold-Call the CFO
    • Strengthen Business Impact Evidence Within Value Articulation
    • Distinguish Your Solution Through Greater Benefit Realization
    • Focus on Mitigating the Important Risks
    • Avoid Self-Inflicted Wounds in the Sales Process
  • Recommended Reading
© 2013 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

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