Gartner Research

To Achieve Sales Objectives, Align Business Development Strategy to Market Reality

Published: 02 October 2017

ID: G00341433

Analyst(s): Annette Zimmermann , Alfonso Velosa

Summary

Many technology and service providers invest in IoT, but few show impactful sales results. Technology business unit leaders must align their IoT business development strategy to drive revenue and scale growth, or risk losing business, customers and resources wasted on pilot projects.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Set the Right Goals and Get the Right People for the IoT Sales Team
    • Recommendations for Technology Business Unit Leaders
  • Build a Two-Speed Sales Team That Can Drive Long- and Short-Term Sales Cycles
    • Recommendations for Technology Business Unit Leaders
  • Invest in Rapid POC Teams That Improve Odds of Winning and Accelerating Key Opportunities
    • Recommendations for Technology Business Unit Leaders

Case Study

  • Leverage Lessons From Slightly More Mature IoT Markets: Beacons
  • Lessons From a Worst-Case Scenario

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