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

Summary

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

Analysis

  • 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

Summary

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