Gartner Research

Tech Go-to-Market: Pragmatic Recommendations to Address Early-Stage Scaling Challenges

Published: 30 January 2018

ID: G00343916

Analyst(s): Neil McMurchy


Emerging technology providers must invest the time to plan for operational changes to support revenue growth. Technology business unit leaders should apply a pragmatic technique for building a scalable business as outlined in this research, which draws on the experiences of hundreds of providers.

Table Of Contents
  • Key Challenges


  • Scale-Up Providers Share Common Challenges Irrespective of Segment


  • Plan for People and Process at the Quantum Level of Scale
    • What Level of Scale Should You Target?
  • Focus on Eliminating Friction in Your Business
  • Drive a Relentless Focus on Process Innovation
    • Customer Engagement
    • Sales Process
  • Summary

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