Gartner Research

Tech Go-to-Market: B2B Routes to Market for Technology Provider Business Leaders — Part 2

Published: 17 April 2015

ID: G00276804

Analyst(s): Ed Cordin, Mark Paine


With an increasing number of methods available to interact with customers, business leaders in technology and service providers need to evaluate their optimal use and relevance before applying them to their business. Part 2 of this collection examines the types of interactions and their common uses.

Table Of Contents


  • What Interaction Types Are Often Used in B2B Sales?
    • Field Sales
    • Telesales
    • Digital
    • Storefront Assistant
  • How Do Interaction Mixes Differ Between Direct and Indirect Modes?
  • What Are the Common Mixed Configuration Types?
  • Tell Me More About Indirect Mode Types
  • Which Mode Types Are More Effective for My Business?
  • Conclusion

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