Gartner Research

Tech Go-to-Market: How to Appeal to the Opportunistic Nature of the ABD Organization Through Its Enterprise Personality Profile

Published: 29 August 2017

ID: G00328270

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

Summary

Organizations with accommodating, business-led and dynamic personality traits are good candidates for innovative solutions, assuming they can identify value. Here, we provide technology product marketing leaders with insights into ABD buying behavior and recommendations for how to engage with them.

Table Of Contents

Analysis

  • ABD Profile Overview
  • The Business Is in the Driver's Seat
  • Important Buying Characteristics of ABD Organizations
  • Summary

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