Gartner Research

General Manager Insight: Appeal to the Judicious Nature of the ACR Enterprise Technology Adoption Profile

Published: 30 April 2019

ID: G00389235

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

Summary

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

Table Of Contents

Analysis

  • 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

Summary

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