Gartner Research

Tech Go-to-Market: Invest in Seven Areas to Successfully Scale Selling Large Deals

Published: 13 November 2017

ID: G00343594

Analyst(s): Michele Buckley

Summary

Selling large deals, particularly in the enterprise segment, requires significant skills, time and resources. To successfully win large deals repeatedly and profitably, technology business unit leaders need to make strategic investments and operational changes in seven key areas.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Enterprise Buying Behavior Is Unique
  • Increased Workload Requires Investment in Specific Areas
    • No. 1 — Sales Communications
    • No. 2 — Competitive Differentiation
    • No. 3 — Technical Demonstrations
    • No. 4 — Bid Management
    • No. 5 — Technical Certifications
  • Deal Complexity Requires Operational Changes
    • No. 6 — New Forecasting and Qualification Methods
    • No. 7 — New Management Systems Focused on Cost of Sales
  • Summary

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