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


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



  • 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:

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