Gartner Research

General Manager Insight: Appeal to the Planned Innovation Nature of the SCD Enterprise Technology Adoption Profile

Published: 24 April 2019

ID: G00389236

Analyst(s): Hank Barnes, John-David Lovelock, Derry Finkeldey

Summary

Enterprises with strict, cooperative and dynamic traits balance innovation with a planned, reasoned approach. This research provides technology general managers with insights into the buying behavior of SCDs and recommendations for how to engage effectively.

Table Of Contents

Analysis

  • SCD Profile Overview
  • A Planned Approach to Innovation
  • SCDs Seek Information That Validates Plans
  • SCDs Want Your Focus to Be on Them During Sales Engagements
  • SCDs Want You to Remain Committed to Their Success
  • Summary

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