Gartner Research

Tech Go-to-Market: The Connected Model Is the Key to Sales Success

Published: 31 July 2013

ID: G00251859

Analyst(s): Tiffani Bova, Hank Barnes , Ed Cordin


Newly empowered buyers are exerting control over the technology sales process, but technology vendors aren't adjusting their sales strategies to keep pace. To remain competitive, vendors must connect customers to the products and buying experience they want.

Table Of Contents


  • Introduction
  • Current Sales Models Work, but Are Cracking Under Pressure
    • What's Missing From Today's Sales Model?
  • A Connected Sales Model Can Deliver Improved Performance
    • Some Examples
  • How to Change the Status Quo
    • Meet the Customer in Where and How They Want to Buy
    • Become More Aware of Changes in Your Business
  • Conclusion

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