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

Summary

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

Introduction

Analysis

  • 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

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.