Gartner Research

How to Help Your Customers Avoid 7 Common Mistakes When Implementing SAM

Published: 03 January 2018

ID: G00343773

Analyst(s): Roger Williams , April Adams

Summary

When customers implement SAM, avoidable mistakes can leave them either unable to complete the purchase cycle or unsatisfied with the tool purchased. Technology product marketing leaders who help customers avoid common problems can increase sales and build loyalty by becoming a trusted advisor.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Failure to Establish Governance
    • Recommended Actions
  • Failure to Articulate an Effective Business Case
    • Recommended Actions
  • Failure to Select an Appropriate SAM Tool
    • Recommended Actions

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