Gartner Research

Market Trends: Sales Transformation Can Increase CSP Efficiency With Large Enterprises

Published: 28 January 2016

ID: G00293090

Analyst(s): King-Yew Foong, Monica Zlotogorski

Summary

CSPs must improve cooperation between internal functional units to accelerate go-to-market efforts aimed at large-enterprise customers. CSP sales leaders can leverage this research to benchmark their current sales models against those of other CSPs.

Table Of Contents

Introduction

Market Trend

  • CSPs Must Increase the Frequency With Which They Reassess and Realign Their Go-to-Market Models
  • Involvement From the IT Organization Is Still Low but Is Expected to Improve
  • The Gap Between Internal Sales Processes and Customer Engagement Focus Must Be Removed
    • Conducting Win/Loss Analysis
    • Improving Collaboration Between Functional Units
    • Improving Sales Channel Management
    • Selling Adjacent Market Services Effectively

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