Gartner Research

What Tech CEOs Need to Know to Sell Bigger Deals

Published: 21 August 2019

ID: G00441692

Analyst(s): Hank Barnes , Chrissy Healey

Summary

As technology spending grows, enterprise buying teams often struggle to deal with complexity and conflict. Tech CEOs need to focus their team’s efforts on building confidence across the buying team, not only to secure a sale, but to put the customer on a path to successful outcomes.

Table Of Contents

Analysis

  • What You Need To Know Now
    • Buying Teams Include Many People in Many Roles
    • Buying Teams Use a Wide Variety of Information Sources
    • Buying Teams’ Time Is Highly Fragmented and Not Always on the Same Timeline as Providers
    • Complexity Is the Reality
    • The Process, People, Presumptions, and Projection Onto Desired Decisions and Into Achievable Outcomes Often Aren’t Easy, Nor Optimal
  • Call to Action for Tech CEOs — How to Build Collective Confidence to Drive Continuous Customer Experience

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