Gartner Research

Gartner's Vertical Strategy Framework: Your Roadmap for Successful Industry Go-To-Market Strategies

Published: 26 February 2018

ID: G00348511

Analyst(s): Rajesh Kandaswamy , Venecia Liu , Katell Thielemann , Anurag Gupta , Derry Finkeldey , Moutusi Sau , Kenneth Brant , Molly Beams


To succeed, industry verticalization efforts must move beyond marketing jargon to the core of business strategy. Technology business unit leaders should use the Gartner Vertical Strategy Framework to assess how much verticalization is right for them, inform strategy and align execution.

Table Of Contents


  • How Do I Decide How Much Verticalization Is Right for Me?
  • What Strategic Areas Do I Need to Consider for a Verticalization Strategy?
    • Industry Segmentation, Targeting, Positioning
    • Industry Sales, Channels, Lead Qualification
    • Product/Service Development
    • Delivery and Continuous Improvement
    • Continuous Competitive Assessments
    • Organization, Staffing
  • The Spectrum of Verticalization Options, Illustrated
  • Recommendations
    • Be Deliberate
    • Design for Flexibility
    • Challenge Your Assumptions and Self-Evaluations Regularly

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