Gartner Research

Tech Go-to-Market: Predictive Analytics Can Improve Top-of-the-Funnel Effectiveness for TSPs

Published: 27 June 2016

ID: G00297199

Analyst(s): Todd Berkowitz

Summary

Improving demand generation remains a priority for many technology and service providers. Predictive analytics can help focus B2B marketers and sales development reps on the right segments, accounts and contacts, to increase reach and conversions, and to generate more high-quality leads.

Table Of Contents

Introduction

Analysis

  • Leverage the Power of Machines to Drive Major Lift in Top-of-the-Funnel Metrics
  • Start With the Greatest Area of Need and Measure Lift Against a Control Group in a Pilot
  • Involve Key Sales Stakeholders Throughout the Process
  • Summary

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