Gartner Research

Tech Go-to-Market: Accelerate Sales Cycles Through an Improved Process That Shifts Buying Dynamics Toward Outcomes

Published: 25 May 2017

ID: G00313090

Analyst(s): Neil McMurchy

Summary

Buyers often struggle with the risk posed by innovative products. Technology business unit leaders in emerging providers can accelerate sales cycles by creating a buying process that focuses on improving the customer's desired business outcomes.

Table Of Contents

Analysis

  • The Challenges for Emerging Providers
  • The Opportunity
    • An Outcome-Focused Buying (and Evaluation) Process
    • Where This Approach Works Best
  • Conclusion

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?

Become a client

Learn how to access this content as a Gartner client.