Gartner Research

Tech Go-to-Market: How to Appeal to the Practical Nature of the FCS Enterprise Personality Profile

Published: 07 July 2017

ID: G00328274

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


Organizations with flexible, cooperative and stable personality traits are team-oriented planners that will accommodate emerging business needs. This research provides technology product marketing leaders with insight into FCS buying behavior and recommendations for engaging effectively.

Table Of Contents


  • FCS Profile Overview
  • Address an Identified Business Need — At the Right Price
  • Focus on Targeted Outreach, Possibly Using ABM, to Generate Demand
  • Build Trust With FCS Organizations During the Buying Cycle
  • Success Leads to Advocacy, but FCS Organizations Are Quick to Move on When Results Don't Meet Expectations


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