Gartner Research

Proactively Address Security Concerns to Avoid Deal Delays

Published: 06 August 2019

ID: G00434167

Analyst(s): Hank Barnes

Summary

The challenge of addressing security concerns is the most cited cause of delays in enterprise technology buying decisions. Product marketers should enable sales teams to proactively drive security conversations early in the buying process to avoid lengthening sales cycles.

Table Of Contents

Analysis

  • Key Insight
  • Implications
  • What You Need to Do
    • Create a Security Review Kit
    • Enable Sales Teams to Be Proactive About Security
  • What You Need to Know

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