Gartner Research

Use Narrow Segmentation to Compete Against Large Providers as a Tech CEO

Published: 31 July 2019

ID: G00379118

Analyst(s): Neil McMurchy , Arup Roy


Tech CEOs of emerging providers can compete more successfully against larger, bigger brand competitors by having a more focused customer segmentation.

Table Of Contents
  • Key Challenges



  • Identify a Narrow Range of Customer Types and Use Cases
  • Qualify Buyer Perception of Risk Aggressively and Early in a Sales Cycle
  • Keep Your Sales and Marketing Focus Narrow Until You Build Out Compelling References
  • Conclusion

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