Gartner Research

Report Highlight for Market Trends: The Rising Importance of the Business Buyer — Fact or Fiction?

Published: 07 January 2014

ID: G00261301

Analyst(s): Derry Finkeldey

Summary

A technology provider's market success is enhanced by its ability to address complex buying processes that span not only CIOs, but also influential business decision makers. Three consecutive years of further decentralized IT spending confirm the growing value of a vertical go-to-market strategy.

Table Of Contents

Objective

Report Highlight

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