Gartner Research

How Tech CEOs Can Accelerate Sales Cycles by Shifting Buying Dynamics Toward Business Outcomes

Published: 11 March 2019

ID: G00386785

Analyst(s): Neil McMurchy


Technology buyers often struggle with the risk posed by newer products. Tech CEOs in emerging providers can accelerate sales cycles by creating a buying process that focuses on improving the customer’s desired business outcomes.

Table Of Contents


  • The Challenges for Emerging Providers
  • The Opportunity
    • An Outcome-Focused Buying (and Evaluation) Process
    • Where This Works Best
  • Conclusion

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.