High quality, low regret deals are good for the customer and TSPs. But in a recent survey, Gartner found they only occurred 27% of the time. This is both a warning sign and an opportunity for immense improvement. In this session, Gartner will expose the issues that enterprise buyers struggle with and explore innovative approaches that TSPs can use to improve the odds for more success.

Note: If not accepted as a keynote, this would fit well with Track C.

Differentiation is critical for TSPs, but it also is extremely challenging. This clinic will provide a step by step guide into how to approach differentiation

The use of segmentation and ideal customer profiles is well understood, but often strategies focus primarily on broad firmographic attributes (size, location, industry). Gartner research demonstrates that attitudes and behaviors are more important. This session will take a deep dive into Gartner Enterprise Technology Adoption profiles, an assessment model of enterprise buying behavior and related concepts to fuel more market success.