Gartner Research

How to Appeal to the Judicious Nature of the ACR Enterprise Technology Adoption Profile

Published: 25 January 2019

ID: G00381266

Analyst(s): John-David Lovelock , Hank Barnes , Ray Pun , Suzanne White


For enterprises with accommodating, cooperative and responsive technology adoption traits, obtaining business outcomes takes priority over driving innovation. This research provides technology product marketers with insight into ACR buying behavior and recommendations for how to engage effectively.

Table Of Contents


  • ACR Profile Overview
  • Technology Is a Business Enabler, Not the Goal
  • ACRs Will Perform Deep Research, Looking Across a Wide Spectrum of Sources
  • Sales Interactions Need to Show “How” the Technology Can Be Used
  • Invest in Continued Product Success During the Owning Cycle


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