... Despite top-down pressure to invest in AI-related technology, many organizations struggle with effective, timely decision making and value realization, which delays revenue growth. Addressing unhealthy buying behaviors is critical for product leaders to win their AI race. Overview Analysis Conclusion Ga ...
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... Enterprise Technology Adoption profiles consistently reveal the greatest differentiation in technology decision-making approaches and buying behavior of any segmentation method. Product leaders who use this approach can optimize their strategy for any market in which they compete. Gartner Research ...
Analyst(s): John Lovelock | Hank Barnes | Derry Finkeldey
... 60% of tech users say they have been provided software without an explanation of how it would help them do their jobs. Product leaders can use enterprise technology adoption profiles to increase user adoption of their solutions by determining the help their customers are likely to need. Data Snapshot ...
... Both business and technical buyers often experience significant levels of regret about their technology purchase decisions. The research highlighted in this report can help product leaders understand the causes of buyer regret, its impact on growth and how to mitigate regret in the buying cycle. Anal ...
... In 2021, Gartner introduced the idea of a New Chasm driven by the democratization of technology. This research provides product leaders with updated insight on interpreting and applying the New Chasm concepts to drive growth by understanding customers’ risk tolerance and decision process maturity. Ov ...
... Modern tech buying teams frequently deal with conflict that frustrates everyone and delays decisions, while increasing regret and the likelihood of implementation issues. Product leaders must create ways to manage this conflict in order to accelerate and improve their customers’ buying decisions. Ove ...
... Buying teams trust and value information that helps them execute their decision processes for technology. Product leaders must prioritize the creation and delivery of this content to support better, faster buying decisions. Data Snapshot Data Insights What You Need to Do Gartner Recommended Reading Note ...
... Gartner’s Enterprise Technology Adoption profiles provide a structured model for product leaders to integrate behavioral insights into B2B strategies to drive product success. This presentation outlines the model, data evidence and approaches to applying the profiles to go-to-market efforts. Gartner ...
... Access Research Already a Gartner client? In 2023 and 2024, over half of high-impact tech purchases made by business buyers were replacement-driven. Furthermore, 65% of these buyers are planning at least one replacement-driven purchase in 2025. Capturing these opportunities requires product leaders to ...