Gartner Research

Boost SAM Tool Sales by Marketing to Customers in These Five Situations

Published: 09 November 2016

ID: G00314278

Analyst(s): Hank Marquis, Victoria Barber, April Adams

Summary

Software asset management tool vendors can increase their pipeline, speed up sales cycles and sell more tools by taking these actions. Technology marketing leaders should train sales to recognize when organizations are in one of five common situations and initiate specially designed plans with them.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Target Organizations That Are in Cost Optimization Mode
    • Recommended Actions:
  • Seek Out Organizations That Have a Data Center Consolidation Initiative
    • Recommended Actions:
  • Target U.S. Federal Government Agencies
    • Recommended Actions:
  • Proactively Engage With Organizations That Deploy Software From the Megavendors
    • Recommended Actions:
  • Capitalize on Any Experience You Have With Niche Software
    • Recommended Actions:

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.