Gartner Research

Tech Go-to-Market: Aggressive Buyers Look to Providers for the Path to Strategic Growth and Innovation

Published: 17 October 2013

ID: G00256381

Analyst(s): Todd Berkowitz , Hank Barnes

Summary

Reaching aggressive adopters of technology requires a distinct marketing approach. Providers have a great opportunity to guide and influence their purchasing decisions by using the right messages, and sales and marketing strategies to match a particular buyer's preference.

Table Of Contents

Analysis

  • Introduction
  • Profile of the Aggressive Buyer
  • How Aggressive Marketers Differ From Other Buyer Types
  • Keys to Marketing to the Aggressive Buyer
    • Aggressive Buyers Crave Information
    • Tailor Messaging to Appeal to Business Buyers and Executives
    • Engage With a Range of Marketing Activities Across Many Channels
    • The Opportunity Does Not Stop After the Sale
    • Action Plan for Success With Aggressive Buyers
  • Summary

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