Gartner Research

How Product Managers Can Win Vertical Clients by Focusing on Clients’ Business Outcomes

Published: 30 January 2020

ID: G00464118

Analyst(s): CK Lu


Technology cannot be expected to be a single disruption factor any longer. Overly emphasizing technology often leads to a small or one-time deal. Product managers need to adopt a “business-outcomes-first” approach to win vertical clients.

Table Of Contents
  • Key Finding
  • Recommendation


  • Uncover the Core Business Questions
  • Analyze Clients’ Business Processes
  • Conclusion

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