Gartner Research

Best Practices: Take These Simple Steps to Avoid Four Common (and Costly) Integrated System Go-to-Market Mistakes

Published: 15 August 2014

ID: G00263948

Analyst(s): Jeffrey Hewitt

Summary

Some technology and service providers that develop and sell integrated systems are making potentially costly go-to-market errors that can be addressed with some relatively simple corrective steps outlined in this research.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Best Practice Step 1 — Integrate Strategic Sales Plans Into Market Requirements Documents and Business Cases for Integrated Systems
  • Best Practice Step 2 — Address the Organizational Structure of the End Customer With It Before Selling an Integrated System Into Its Environment
  • Best Practice Step 3 — Focus on Simple Business-Based Value Propositions, Instead of Complex TCO Arguments
  • Best Practice Step 4 — Appoint Specific and Qualified Sales Professionals to Take Primary Responsibility for Integrated System Sales

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