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


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


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

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