Gartner Research

Tech CEOs: Increase Consulting Wins With More Effective Differentiation

Published: 29 July 2020

ID: G00723752

Analyst(s): Brendan Williams , Chrissy Healey


Consulting buyers focus on relative differences between providers later in the buying process than many providers assume. Early in the process, tech CEOs need to focus less on the competition and more on increasing brand awareness and developing a compelling value proposition for clients.

Table Of Contents



Background and Context

The Impact


Gartner Recommended Reading

Note 1: Consulting Sales Scenarios

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.