Gartner Research

Tech Go-to-Market: The Future of IT Sales and Factors Driving This Evolution

Published: 01 August 2013

ID: G00251860

Analyst(s): Tiffani Bova


Although technology has seen unprecedented advancements in the past decade and customers are more empowered, the sales models used to drive products are becoming less effective. Here we list the reports published in the first wave of research about go-to-market and sales development.

Table Of Contents


Research Highlights

  • The "Seller's Dilemma"
  • Disruption and Technology Innovation
  • An Outdated Approach Needs a Connected Solution
  • Changing Buyers, Changing Sales
  • New Technology, Scenario Planning and Channel Programs

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