Gartner Research

Tech Go-to-Market: Selling to Both IT and Business Buyers Is Better When Technical Experts Participate

Published: 08 July 2016

ID: G00304847

Analyst(s): David Yockelson


A provider's technical experts are the most trusted resource for buyers during the customer decision life cycle, but many providers often don't use their skills to the fullest. Technical experts' credibility will benefit not only IT buyers, but also the growing number of business buyers.

Table Of Contents
  • Key Challenges



  • Understand the Buyer's Timing and Need for Technical Information
  • Sales Engineers
  • CIOs and CTOs
  • Architects
  • Product Managers and Developers
  • Customer Success Management
  • Future Scenarios

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