Gartner Research

Improve Technology Go-to-Market Effectiveness Primer for 2018

Published: 15 January 2018

ID: G00344110

Analyst(s): Michael Maziarka


Dynamic market conditions and the fluid buying cycle for technology purchases test every provider's ability to find, engage, win and retain customers. Technology business unit leaders should use this research to improve go-to-market strategy and execution to scale and drive profitable growth.

Table Of Contents



  • Top Challenges and How Gartner Can Help
    • How do I create messages that differentiate our solutions from the competition?
    • How do I generate awareness and create demand from the right buyers?
    • What are the most powerful strategies for increasing the effectiveness of our sales activities?
    • How do I better leverage partners to scale the business?
    • How can I increase growth through improved product and corporate strategies?
    • How can I continue to deliver value and develop deeper relationships with my customers to increase wallet share?

Related Priorities

  • Suggested First Steps
  • Essential Reading

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