Gartner Research

Tech Go-to-Market: Use 'Disruption' Effectively in Your Go-to-Market Endeavors

Published: 13 March 2017

ID: G00320968

Analyst(s): David Yockelson

Summary

TSPs are eager to sell into client demand for digital transformation, and digital disruption can be either a crutch or a differentiator, depending on how it is treated. Technology product marketing leaders must tune messages to capitalize on the appropriate elements of disruption.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Disruption in Go-to-Market: Look Beyond Technology and Drive Customer Value With Respect to the Elements Affected
  • Link Offerings or Methods to Tangible Customer Value Propositions to Rise Above Noise
  • Apply the Appropriate Tactics, Given Customer Appetite to Be Disruptive, Based on Segmenting and EPPs

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