... Digital business acceleration and the pandemic have increased the volume and complexity of organizational change. To manage change successfully, PMO leaders must build change management capabilities among three key stakeholder segments — portfolio decision makers, BU leaders and impacted employees. O ...
Analyst(s): PMO Research Team
Get more from Gartner
Interested in receiving proven business and technology insights, analyst guidance, benchmarks, diagnostics and more? Connect with a Gartner representative to learn more about becoming a Gartner client.
... Address Both “Skill” and “Will” to Deliver Data-Driven Business Change CDAOs must address data literacy (“skills”) and data-driven culture (“will”) to become a data-driven enterprise. Analyst: Alan D. Duncan Becoming a data-driven enterprise requires explicit and persistent organizational change manage ...
... Access Insights Already a Gartner client? Short life cycle products face volatile demand, limited sales history and rapid assortment turnover, making forecasting, testing and optimization difficult. Use unified, AI-driven capabilities to improve profitability by achieving a greater understanding of customer ...
... rapidly evolving B2B buying landscape. To win the future of B2B buying, CMOs must optimize digital platforms (e.g., websites), strengthen buyer trust in sales reps and address buyer overreliance on AI. Analysis Research Highlights Gartner Recommended Reading Gartner Insights Abstract ...
... As B2B buyers continue self-directing their journeys and disengage from generic outreach, traditional sales development representative operating models no longer produce predictable pipelines. CSOs must modernize their SDR motion around intent-led, multichannel buying support or risk declining pipeline ...
Analyst(s): Greg Hessong | Alyssa Cruz | Morgan Barnes
... frontier AI models like Mythos. CISOs who have been approached by such vendors should use this insight to determine if these scans are valuable or a sales tactic. Insights at a Glance Strategic Planning Assumption Issue Impact Implications Gartner Recommended Reading Gartner Insights Abstract ...
... Access Insights Already a Gartner client? B2B buyers increasingly prefer digital self-service, causing a disconnect with traditional sales approaches. To capture high-quality deals, CSOs must realign engagement strategies to eliminate friction, prioritize buyer validation, and position sellers as decision-confidence ...
... buying decisions. B2B CMOs must systematically identify, prioritize, and engage these influencers to positively impact market perceptions and accelerate sales cycles. Insights at a Glance Impact Actions How to Execute Success Measures Gartner Recommended Reading Gartner Insights Abstract ...
... Technology GMs must prioritize generative AI to enhance sales and marketing offerings, enable personalized customer engagement, refine forecasting accuracy and strengthen revenue projections. Surveyed enterprises expect to increase sales productivity by 25.2% and revenue by 12.7% with GenAI. Overview ...