Gartner Research

Tech Go-to-Market: Eight Steps to Sell Head-Mounted Displays to Improve Work Processes

Published: 27 April 2017

ID: G00328054

Analyst(s): Tuong Nguyen , Stephanie Baghdassarian , Kanae Maita


HMDs providing augmented reality solutions are among the drivers of business transformation. Technology product marketing leaders at HMD providers have the opportunity to extend the reach of their products by tailoring offerings to address businesses willing to enhance the processes.

Table Of Contents
  • Key Challenges


  • Introduction
  • Start With a Business Use Case
    • No. 1: Identify Use Cases, Aligned With Process-Improvement-Specific Issues
    • No. 2: Make Your Use Case Measurable
  • Choose Your Channels, Partners and Their Attributions
    • No. 3: Work With Indirect Channels
    • No. 4: Select Marketing Partners That Promote the Solution
  • Know Your Audience
    • No. 5: Understand Who Is Your Contact
  • Educate Your Audience
    • No. 6: Explain the Intrinsic Value of Immersive Technology
    • No. 7: Engage Through Education Activities
    • No. 8: Educate Through Publicized Case Studies and Customer Advocacy
  • Summary

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