Tech Go-to-Market: How to Win With DevOps Buyers


Archived Published: 15 May 2015 ID: G00275226

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Summary

Technology and service providers that have traditionally sold to I&O buyers are struggling to gain traction with DevOps personnel. Business unit leaders can use the practices outlined in this research to gain mind share within organizations embracing DevOps philosophies.

Table of Contents

  • Introduction
    • DevOps Changes Buying Decisions
    • Migration to Cloud Means More DevOps Influence
    • DevOps Enters the Mainstream
    • Providers Must Embrace the Connected Go-to-Market Model to Win
  • Analysis
    • Product Leaders Must Establish a Base Set of Product Capabilities
      • Tooling Integration
      • It's All About the API (and Community)
    • Sales Leaders Must Offer Simplified and Frictionless Access to Their Software
      • Frictionless Consumption
    • Marketing Leaders Must Identify Key Influencers and Avoid DevOps-Washing to Increase Visibility and Credibility Among DevOps Personnel
      • Avoid DevOps-Washing
      • Enabling Enterprise Success Is Key
  • Case Study
  • Gartner Recommended Reading
© 2015 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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