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Research Aug 2021
... The global enterprise software market grew 9% in 2020 to over $535 billion, confirming its status as the most dynamic and fastest-growing IT market. The proportion of IT spending shifting to cloud will accelerate through 2021, increasing the share of cloud spend in the software market. Gartner Insigh ...

Analyst(s):   Sharat Menon   |   Cathy Tornbohm   |   Craig Roth   |   Jessica Ekholm   |   Balaji Abbabatulla   |   Fabrizio Biscotti   |   Michael Warrilow   |   Vanitha Dsilva   |   John-David Lovelock   |   Naveen Mishra   |   Neha Gupta   |   Varsha Mehta   |   James Richardson
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Research Jun 2024
... Access Research Already a Gartner client? Traditional sales funnels or digital-only buyer journeys are no longer enough to capture the attention and trust of time-constrained SMB decision makers. CSPs can drive SMB acquisition and growth with human-augmented digital buyer journeys that seamlessly blend ...

Analyst(s):   Mounish Rai   |   Khurram Shahzad
Research Apr 2026
... Access Insights Already a Gartner client? Sales enablement leaders often see sporadic AI use and subpar results. A structured 90-day plan can shift all sellers from basic awareness to daily AI-driven execution by building confidence, habits, and ownership through practical workflows and manager role ...

Analyst(s):   Melissa Hilbert   |   Guy Wood
Research February 15 2022
... Leveraging Buying Guides to Improve Midfunnel Sales Effectiveness as a Tech CEO Support and influence buying teams in their journey. Experts: Eric Hunter, Erica Huang 90% of buyers agree that the information they encountered as a part of their purchase decision was generally of high quality, but they ...
... Mission-critical priority William Choe, VP of Products at HPE Networking, engaged Gartner to navigate the Juniper Networks integration, uniting product strategy, sales, and company culture. How Gartner helped Gartner provided actionable execution plans to align culture—the "journey of one"—and helped create a converged ...
Research Jan 2024
... Access Research Already a Gartner client? Just stopping by? Successful customer acquisition and expansion has always required strategic targeting and powerful storytelling. But, in a changing landscape of customer preferences and emerging technologies, tech CEOs must carefully balance investments acros ...

Analyst(s):   Erin Lloyd Gordon
Research Jan 2024
... Access Research Already a Gartner client? Just stopping by? When organizations fail to differentiate between key accounts, they risk missing growth opportunities and wasting resources by treating all key accounts equally. CSOs must employ key account subtiering to distinguish specific relationship and ...

Analyst(s):   Daniel Hawkyard   |   Robert Blaisdell
Premium Research Feb 2025
... The capabilities of digital tools used by buyers continue to advance, with buyers increasingly delegating purchase activities or decisions to technologies with entirely different needs to human buyers. CSOs must prepare their teams to engage with both human and machine stakeholders to stay competiti ...

Analyst(s):   Daniel Hawkyard   |   Luke Tipping
Research May 2017
... Advanced analytics techniques that focus on SPM — including predictive, prescriptive, benchmarking and machine learning — are now available. Application leaders must choose the right combination of advanced and traditional analytics to boost efficiency, optimize performance and increase revenue. Key ...

Analyst(s):   Melissa Hilbert   |   Melissa Davis
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