... Access Insights Already a Gartner client? Excessive focus on the technical aspects of a solution during the sales process often leads to proof-of-concept failures for tech CEOs. This research outlines how to shift to a proof-of-value approach oriented toward business outcomes, leading to higher win ra ...
Analyst(s): David Kung
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... Access Insights Already a Gartner client? Tech CEOs from the Middle East and North Africa (MENA) region often struggle to find customers across Western geographies in Europe or North America, due to a mismatch in go-to-market approaches, business culture, and negotiation styles. Learn these difference ...
... Access Insights Already a Gartner client? AI’s “cheap,” subsidized below-cost tool/platform pricing era will eventually end. Tech CEOs must act now or risk profit loss, vendor failures, and customer fallout as costs surge and the AI market consolidates. Tech providers that fail to plan will fall behin ...
... Access Insights Already a Gartner client? Explore how leading service providers have implemented the “Client Zero” approach to AI services. Learn from standout examples and discover how to measure success using internal and external metrics that demonstrate trust, performance, and business impact. Insi ...
... Access Insights Already a Gartner client? The capabilities that define today’s cutting-edge distribution platforms are not a recipe for future provider success. To avoid disruption, product managers need to capitalize on emerging technology opportunities by prioritizing investments in areas such as Ge ...
... Access Insights Already a Gartner client? Are you capable of leading an AI sales development representative workforce? Forget everything you know about tech rollouts. AI SDRs aren’t just tools, they’re virtual workers. If you treat them like software, you’ll fail. Success demands a job assignment, com ...
... Access Insights Already a Gartner client? Managed services opportunities for incumbent providers will shrink. By 2030, the obtainable opportunities will be half what they are today. To survive, tech services leaders responsible for managed services must immediately pivot to AI-driven portfolios while ...
... Access Insights Already a Gartner client? Despite AI’s potential, its usage in the early stages of the software delivery life cycle remains limited. Software engineering leaders should use Gartner’s AI Use-Case Framework to identify and promote high-impact AI use cases early in the SDLC that deliver m ...
... Data-driven culture change is a significant challenge that can seem like a massive undertaking outside D&A leaders’ control. However, there are six targeted, pragmatic change management techniques that can increase the willingness and ability of staff across the organization to make data-driven deci ...