Marco Giacomini, CEO at Real Comm, sought support from Gartner to expand internationally, advance AI-powered product innovation, and refine scalable go-to-market strategies.
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Client Story
Scaling B2B Go-to-Market Strategy for Industrial IT Solutions
Discover how Italian IT company Real Comm collaborated with Gartner to transition from intuition-driven B2B sales to a highly structured, scalable go-to-market model. Real Comm achieved greater efficiency, commercial acceleration, and improved decision-making quality by leveraging Gartner frameworks, assessments, and discussions with analysts.
Mission-critical priority
Marco Giacomini, CEO at Real Comm, sought support from Gartner to expand internationally, advance AI-powered product innovation, and refine scalable go-to-market strategies.
How Gartner helped
- Tech CEO Self-Assessments: conducted website reviews to optimize online presence.
- Improved Demand Generation: crafted sector-specific messaging to engage vertical audiences more effectively.
- Analyst Inquiries: to build a concrete AI roadmap tailored to the client’s product and industry.
Business impact
- Efficiency: Standardized sales cycles using Gartner frameworks, reducing lead management time by 35%.
- Scalability: Scaled product demos using avatar-led videos, cutting demo call times by 75%.
- Sales Effectiveness: structured more effective sales campaigns, achieving an overall response rate of nearly 25%.
Industry
IT, cloud computing and software development
Employees
< 100
