Gartner Research

Tech Go-to-Market: Five Steps to Partnership When Selling IoT to the Enterprise Business Buyer

Published: 08 July 2016

ID: G00304382

Analyst(s): Mark Paine , Nathan Nuttall

Summary

Business buyers drive much of the IoT purchasing decisions. Emerging IoT providers must be part of the ecosystem to present the business impact that is applicable to the buyers' market segment. Business unit leaders should follow these best practices to ensure their selling approach is relevant.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Step 1: Identify the Business Buyer Within Your Target Segment (or Vertical), Along With Its Processes and Challenges
  • Step 3: Identify the Right Ecosystem(s) Delivering the Solutions
  • Step 4: Identify Partnerships and Alliances Within the Ecosystem
    • Alliance, Partnership or Ecosystem?
    • Consider These Points When Identifying Alliances and Partnerships
  • Step 5: Create Partnerships and Alliances, and Participate in the Ecosystem(s)
  • Summary

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