Gartner Research

Emerging Providers Selling Large Deals Need to Invest in 6 Key Areas

Published: 18 July 2018

ID: G00360590

Analyst(s): Michele Buckley

Summary

Selling large deals, particularly in the enterprise segment, requires much more significant skills, time and resources than emerging technology providers may expect. To successfully win large deals repeatedly and profitably, technology CEOs need to invest staff time and effort in six key areas.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Enterprise Buying Behavior Is Unique
    • Technology Purchases Are Made via Large, Complex Teams
    • Technology Purchases Represent a Long-Term Investment
    • Technology Purchases Involve Professional Buyers in Procurement
    • Technology Purchases Conform to Corporate Policies and Procedures
  • Enterprise Deals Increase Vendor Workload 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 — Oversight on Time and Cash Burn
  • Summary

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