Gartner Expert

Charlie Xu

Sr Director Analyst

Mr. Xu is a Senior Director Analyst focusing on sales and marketing challenges technology companies face primarily in the early stage and growth phases. Mr. Xu specializes in advising technology vendors on their go-to-market strategies. As a part of the Tech CEO team in Gartner's Technology and Service Provider (T&SP) research group, he provides granular and actionable executive-level insight and decision support on go-to-market choices and tactics, including market segmentation and positioning, messaging and storytelling, lead & demand generation, sales model & process, as well as market expansions.

Previous experience

In his previous role as a technology executive, Mr. Xu has 25+ years of experience with various multinational tech companies. He has taken on leadership roles in general management, sales & presales, marketing as well as professional services and successfully driving digital transformations in various industries across the Greater China and APAC region, with a specialization in the fashion and apparel sector. Mr. Xu thrives in pioneering breakthrough industrial 4.0 solutions, both as a technology provider and as an in-house change agent.

Professional background


APAC VP Business Development

Lawson Software (previously know as Intentia)

Managing Director Greater China

Mizuno China

Deputy Genera -l Marketing

Areas of coverage

Marketing and Sales Execution for Tech CEOs

Tech Buying Behavior


Master of Science in Industrial Management and Engineering

Linkoping Institute of Technology, Sweden

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Top Issues That I Help Clients Address

1How do I position and message software applications to align with customer needs and competitive differentiation?

2Digitalization of product design and development, manufacturing, distribution and retail

3Sales management and enablement

4Driving strategic marketing inititatives

5Improve messaging within a website, presentation or pitch to prospects / clients (sales presentation)