Gartner Research

Three Sales Models That Enable Scalable Growth

Published: 21 June 2019

ID: G00385409

Analyst(s): Michele Buckley

Summary

Technology and service providers can accelerate growth by adopting one or more alternative scalable sales models that have demonstrated success in overcoming growth constraints in other technology companies.

Table Of Contents

Analysis

  • Traditional Sales and Marketing Models Are Losing Effectiveness
    • New Buyer Behavior Trends Are Impacting Sales Effectiveness
  • Three Sales Models Offer Scalable Growth
    • Scaling Up
    • Scaling Across
    • Scaling Out
    • Summary

Gartner Recommended Reading

©2020 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?

Become a client

Learn how to access this content as a Gartner client.