Gartner Research

Tech Go-to-Market: How to Appeal to the Business-Focused Nature of the ABS Organization Through Its Enterprise Personality Profile

Published: 31 August 2017

ID: G00328271

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


Organizations with accommodating, business-led and stable personality traits seek proven solutions that drive efficiencies and do not seek untested or novel technology. This research provides technology product marketing leaders with insights into ABS buying behavior and engagement recommendations.

Table Of Contents


  • ABS Profile Overview
  • Business and IT Work Together in Their Own Time
  • Provider Engagement and Selection: Show Me (the Value)
  • Summary
    • Priorities for Success With ABS Organizations

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