Gartner Research

Tech Go-to-Market Best Practice: Developing Insights That Resonate With Industry and Roles Can Improve Sales Performance

Published: 15 May 2015

ID: G00274580

Analyst(s): Derry Finkeldey , Tiffani Bova


Communicating the link between what technology providers offer and how they can help specific roles meet their business industry objectives continues to elude many organizations. Provider business leaders must arm their sellers with an approach to make that link for their prospects.

Table Of Contents
  • Key Challenges



  • Many IT Buyers Are Also Struggling to Measure the Value of IT
  • IT Buyers Need Providers to Make the Link Explicit for Them
  • The Starting Point Should Always Be Your Customer
    • Understand the Industry
    • Understand the Organization
    • Understand the Role
    • Understand the Business Drivers and Initiatives
    • Determine How They Are Measured
    • Bring It All Together
    • Industry Metric Frequently Asked Question: My Product Is Horizontal — Do I Really Need to Understand the Industry?

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