Gartner Research

Tech Go-to-Market: How to Appeal to the Business-Focused, Judicious Nature of the ACR Enterprise Personality Profile

Published: 21 June 2017

ID: G00328273

Analyst(s): Hank Barnes , John-David Lovelock , Michael Maziarka

Summary

For organizations with accommodating, cooperative and responsive personality traits, obtaining business outcomes takes priority over driving innovation. This research provides technology product marketing leaders with insight into ACR buying behavior and recommendations for engaging effectively.

Table Of Contents

Analysis

  • ACR Profile Overview
  • Technology Is a Business Enabler, Not the Goal
  • Will Do Deep Research — Looking Across a Wide Spectrum of Sources
  • Sales Interactions Need to Show "How" the Technology Can Be Used
  • Invest in Continued Product Success During the Owning Cycle

Summary

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