Gartner Research

Tech Go-to-Market: How to Win With DevOps Buyers

Published: 15 May 2015

ID: G00275226

Analyst(s): Andrew Lerner , Tiffani Bova , Hank Barnes , Joe Skorupa

Summary

Technology and service providers that have traditionally sold to I&O buyers are struggling to gain traction with DevOps personnel. Business unit leaders can use the practices outlined in this research to gain mind share within organizations embracing DevOps philosophies.

Table Of Contents
  • Key Challenges

Introduction

  • DevOps Changes Buying Decisions
  • Migration to Cloud Means More DevOps Influence
  • DevOps Enters the Mainstream
  • Providers Must Embrace the Connected Go-to-Market Model to Win

Analysis

  • Product Leaders Must Establish a Base Set of Product Capabilities
    • Tooling Integration
    • It's All About the API (and Community)
  • Sales Leaders Must Offer Simplified and Frictionless Access to Their Software
    • Frictionless Consumption
  • Marketing Leaders Must Identify Key Influencers and Avoid DevOps-Washing to Increase Visibility and Credibility Among DevOps Personnel
    • Avoid DevOps-Washing
    • Enabling Enterprise Success Is Key

Case Study

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