Targeting Business Buyers of IT Operations Management Software

Published: 30 May 2018 ID: G00362022

Analyst(s): | |

Purchase this Document

Price: $195.00 USD (PAGES: 9)

To purchase this document, you will need to register or sign in above.


ITOM providers are increasingly missing opportunities to message to business buyers due to an inability to resonate beyond the technical buyer. Technology product marketing leaders must focus on demonstrating value delivered to the business via use cases rather than feature and product capability.

Table of Contents

  • Introduction
  • Analysis
    • Create Use-Case-Based Content That Takes Customers From Technical Features to Statements of Value for Their Businesses
    • Identify the Technical Features That Provide Differentiation
    • Link Technical Capabilities to Benefits That Impact Business Value
      • Assembling the Elements of Technical Value
  • Gartner Recommended Reading
© 2018 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.

Why Gartner

Gartner delivers the technology-related insight you need to make the right decisions, every day.

Find out more

Call +1 800 213 4848 or contact us

to become a Gartner client.