Gartner Research

Tech Go-to-Market Best Practice: Leveraging Routes to Market for Established Provider Business Leaders

Published: 25 June 2015

ID: G00277338

Analyst(s): Mark Paine, Tiffani Bova

Summary

Established technology providers are challenged more than ever by customer demands, business model disruption, innovation and competitive pressure. This document allows business unit leaders to assess their current route-to-market strategies and identify areas that can maximize sales effectiveness.

Table Of Contents
  • Key Challenges

Introduction

  • Introducing the Gartner Route-to-Market Transformation Stages

Analysis

  • Evaluating Your Current Route-to-Market Strategy Against the Gartner Transformation Stage Model
  • Be Realistic on Changes That Need to Be Made While at Stage 1 or 2
  • Moving to a Leveraged Sales Strategy — Continue Improvement to Stage 5
  • Introducing a New Product Into Your Portfolio
  • Conclusion

Appendix

  • Route-to-Market Construction
  • Established Providers

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