Gartner Research

Tech Go-to-Market Best Practice: Shorten Your DCIM Sales Cycles by Focusing on Customers in These Six Scenarios

Published: 08 July 2015

ID: G00279636

Analyst(s): April Adams , Rakesh Kumar, Jay E. Pultz


DCIM marketing managers can accelerate sales cycles by training their sales teams to recognize when target organizations are in one of six common scenarios, and equipping sales to help prospects make a solid business case for a data center infrastructure management investment.

Table Of Contents
  • Key Challenges



  • Scenario 1: Prospect Is Facing Major Power, Cooling and Physical Space Capacity Issues
  • Scenario 2: Prospect Is Planning to Build a New Data Center or Undertaking a Major Refurbishment of an Existing One
  • Scenario 3: Prospect Is Undertaking Data Center Consolidation, Colocation or Cloud Projects
  • Scenario 4: Prospect Is Undergoing Data Center Financial Audits or Cost Reviews
  • Scenario 5: Prospect Is Considering Technical and Architectural Changes
  • Scenario 6: Prospect Has an Environmental and Sustainability Focus

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