Gartner Research

Tech Go-to-Market: Unlock Customer Potential by Enabling Your Sales Team to Sell Vertically

Published: 18 August 2014

ID: G00264739

Analyst(s): Derry Finkeldey

Summary

Sales leaders need to equip their sales organizations to articulate the industry-specific benefits of their offerings to meet the growing alignment between IT and the line of business. There are indicators as to how vertical your sales force needs to be.

Table Of Contents

Analysis

  • Introduction
  • Vertical-Industry Orientation Makes the Shift to Business Outcome Focus Quicker and Easier
  • Vertical-Industry Orientation Can Provide Competitive Advantage
    • Balance of Power in the Market Has Changed
    • Technology Buyers Have Changed
    • New Providers Are Entering the Competitive Landscape
  • Determining the Right Level of Vertical Orientation
    • Optimize
    • Transform
    • Innovate

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