Gartner Research

Use a Focused Approach to Seize IT Services Sales Opportunities in the Midsize Market

Published: 11 July 2013

ID: G00252182

Analyst(s): Warren Bell

Summary

The midsize market offers significant selling opportunities for service providers who understand the market and utilize a focused sales approach. Providers will be able reap significant benefits after correcting their faulty assumptions about the midsize market.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Recognize Midsize Firms Buy IT Services at Similar Rates as Large Enterprises
  • Understand the Business Opportunities in the Midsize Market
  • Develop Solutions Right for the Market
  • Choose the Best-Fitting Go-to-Market Model
  • Utilize Pricing Models Appropriate for the Midsize Market
  • Build a Midsize Marketing Focus and a Dedicated Sales Force

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