... Access Insights Already a Gartner client? AI is accelerating the fragmentation of the B2B buying journey. B2B CMOs will struggle to find alignment with sales and their buyers unless they transition to a martech portfolio that allows marketers to scale and automate buying group management. Insights at a Glance ...
Analyst(s): Nicholas Mortensen
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... With Microsoft sales teams and partners intensifying their push for MCA-E-based MACCs over the EA, clients face major contractual and commercial risks. IT sourcing leaders must assess the impacts of the forced transition and prepare strategic alternatives 12 months before their MACC renewal. Insights ...
Analyst(s): Samantha Ruiz | James Chang | Sara Gravesande | Yoann Bianic
... Access Insights Already a Gartner client? AI promises sales transformation, but tools alone aren’t enough. CSOs must drive results by shaping clear goals, defining the human-AI partnership, and ensuring strong AI governance to truly operationalize AI and achieve lasting impact. Insights at a Glance ...
Analyst(s): Sandhya Mahadevan | Wendy Butler-Mafuz | Paul Vignati
... Access Insights Already a Gartner client? Agentic AI for multidomain CRM unifies, analyzes, and optimizes customer relationships across marketing, sales, customer service, digital commerce and cross-CRM functions. It provides customer-facing teams with intelligent tools for improving interactions and ...
... Access Insights Already a Gartner client? Chief sales officers rely on existing customers for growth, but many say account managers lack key skills. To drive growth, rightsize the AM role and focus their skills on customer-centric communication, strategic planning, agility and technical partnership. ...
... growth, yet many organizations manage them with a generic, one‑size‑fits‑all approach, undermining revenue potential and creating avoidable risk. Chief sales officers can use this tool to create subtiers within their key account program to have more targeted engagement and resource deployments. When to Use ...
Analyst(s): Daniel Hawkyard | Robert Lesser | Srishhti Sinha
... CSOs to know which seller pain points to address. Seller experience diagnostics equip leaders with hard evidence, enabling them to see friction in the sales process, fix what matters first, and scale what already works. Case Overview Problem/Objective Critical Components Results Recommendations Gartner Recommended ...
... AI-augmented workflows are transforming traditional sales roles, changing how the work of selling gets done and who does what. CSOs must redesign seller roles to be future-fit for AI while enabling sellers to focus on human value in buyer engagements. Insights at a Glance Strategic Planning Assumption ...
... Sales processes and connected technologies often confine sellers to linear, static actions, making it difficult to keep up with changing buyer journeys. Sales operations leaders can use this research to develop an adaptive sales process that supports buyer needs and scale it using sales technology. ...