Gartner Research

Tech Go-to-Market: Best Practices for Selling Services or Solutions to CFOs

Published: 31 July 2013

ID: G00251353

Analyst(s): Bryan Britz


CFOs continue to be highly involved in most IT purchasing decisions. Gaining CFO support is one of the most challenging sales objectives for providers selling services or solutions into enterprises. Crafting appropriate value propositions and sales models will improve success with this buyer.

Table Of Contents
  • Key Challenges



  • Don't Cold-Call the CFO
  • Strengthen Business Impact Evidence Within Value Articulation
  • Distinguish Your Solution Through Greater Benefit Realization
  • Focus on Mitigating the Important Risks
  • Avoid Self-Inflicted Wounds in the Sales Process

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