Gartner Research

Market Insight: 3 Account Entry Strategies for IT Services Product Managers

Published: 09 July 2019

ID: G00403195

Analyst(s): Susan Tan

Summary

Large enterprises favor incumbents on their procurement’s preferred vendor list. Product managers for IT services looking to penetrate a new logo need to work with their marketing and sales team to craft an account entry strategy that makes it easier for enterprise buyers to test out a new provider.

Table Of Contents

Analysis

  • Account Entry Strategies
    • Small Projects
    • Emerging Solutions
    • New Buying Centers
    • How to Get Started

Background and Context

The Impact

Conclusion

  • Key Success Factors

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