Gartner Research

General Manager Insight: Appeal to the Practical Nature of the FCM Enterprise Technology Adoption Profile

Published: 14 May 2019

ID: G00389229

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


Enterprises with flexible, cooperative and measured technology adoption traits are team-oriented planners that will accommodate emerging business needs. This research provides technology general managers with insight into the buying behavior of FCMs and recommendations on engaging effectively.

Table Of Contents


  • FCM Profile Overview
  • Address an Identified Business Need — At the Right Price
  • Focus on Targeted Outreach, Possibly Using ABM, to Generate Demand
  • Build Trust With FCMs During the Buying Cycle
  • Success Leads to Advocacy, but FCMs Are Quick to Move on When Results Do Not Meet Expectations


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