Gartner Research

Tech Go-to-Market: Sales Strategies Must Change for IT Services Providers to Thrive in the Future

Published: 03 September 2013

ID: G00251423

Analyst(s): Linda Cohen, Allie Young


Providers' service offerings, investments and solution strategies have already shifted to support cloud priorities and critical new technologies such as social, mobile and information. New user data provides insights into how providers' sales strategies must also evolve to be more impactful.

Table Of Contents


Background and Context

  • Market Context: Clients' Adoption of Nexus Technologies Driven by Importance to Their Strategy
  • Focus on Business Outcomes, Enabled by Technology Innovation, Is Paramount to Guiding Sales Strategies
  • Prepare for the Joint Influence of Business and IT in the Selection and Purchasing of Technology Solutions

The Impact




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