Rob Addy

Rob Addy

VP Analyst
Rob Addy is a Research Vice President in Gartner's Tech CEO Research Team. Mr. Addy's research focuses on commercial models and marketing best practices. As a former Product Manager within the enterprise software space, he helps our Tech CEO clients to grow faster and in a sustainable manner by delivering strategic guidance and tactical real-world advice on how they go to market, how they position their offerings and how to best organize their portfolios to drive the desired buyer behaviors.
Whether it's defining offerings, developing pricing models, refining sales process models, building customer reference programs and associated content or re-invigorating their channel stratgey and associated partner value story, Mr. Addy works closely with Tech CEOs to help them to become more competitive and successful.
Read More Read Less
Wednesday, July 21, 2021 / 12:30 PM - 01:00 PM EDT
Continuous Deal Qualification: Improve Sales Productivity While Improving Win Rates

Continuous deal qualification is a critical sales competency that tech CEOs must master. Traditional models are no longer fit for purpose. Knowing which deals to pursue and when to cut your losses and qualify out allows you to focus finite resources where you have the greatest chances of success. This session will show how to use Gartner’s SCOPE and DICE criteria before and during the sales cycle.

Join us to hear from Gartner experts and thought leaders.