Gartner Research

Tech Go-to-Market: Improving Go-to-Market Strategies Within a Digital Business Ecosystem for Technology Providers, Part 3

Published: 30 March 2017

ID: G00326266

Analyst(s): Mark Paine , David Yockelson


Enterprises and their digital business ecosystems demand open, modular and flexible solutions formulated around industry use cases. Technology business unit leaders developing GTM strategies targeting these enterprises must choose technologies and partnerships that can deliver on their demands.

Table Of Contents


  • Introduction
  • Technology and Technology Partner Selection
    • Technology Selection
    • Completing the Solution
    • Partner Selection
    • Rules of Engagement
  • Positioning and Messaging
    • What's Different Marketing to an Enterprise With a Digital Business Ecosystem?
    • Who Is Your Competitor? Your Right to Be in the Ecosystem
  • Routes to Market to the Digital Business Ecosystem
  • Organizational Structure and Ongoing Development
  • Conclusion

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