Gartner Research

Technology Providers Need to Reshape Their Business to Capitalize on Digital Business Opportunities

Published: 21 July 2016

ID: G00303177

Analyst(s): Julian Poulter

Summary

Digital business transformation requires new business models and roles within enterprises. Business unit leaders of application technology providers need to update many aspects of their business and business model to reflect customer change and to capitalize on the huge digital business wave.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • What Is Digital Business?
  • Digital Business — What Is the Opportunity, and Should I Care?
  • Digital Business Challenges for a Technology Provider
    • Challenge 1: Selling a "Vision," Not a Product
    • Challenge 2: Platform Versus Application
    • Challenge 3: What Will Be Sourced Internally or Externally?
    • Challenge 4: Types of Business to Target
    • Challenge 5: New Job Roles and Buyers
    • Challenge 6: Changing Business Models
  • Impact — Organizational Imperatives and Recommendations
    • Office of the CEO (or Business Unit Leader)

Case Study

  • Salesforce
    • What Is Salesforce Ignite?
    • How Salesforce Sells Ignite
    • Ignite Organization
    • Ignite Case Studies

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