... Access Insights Already a Gartner client? The time to be IT-centric is coming to an end for enterprise architecture. The convergence of AI with business and technology demands (or better, mandates) primary attention to designing, enabling and governing intelligent business models. Overview Strategic Pla ...
Analyst(s): Gilbert van der Heiden | Andrei Razvan Sachelarescu | Marcus Blosch | Lucas Kobat | Philip Allega | Duncan Robson | Saul Brand
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... As organizations deploy more AI agents, available IAM capabilities are rapidly evolving. CISOs are modernizing identity governance and credential issuance. They also extend existing authentication and monitoring controls into AI deployments to avoid breaches and data loss while scaling AI adoption. I ...
... erodes margins, and reduces trust. CSOs should use this research to identify, validate, and act on true customer urgency to effectively accelerate sales cycles. Insights at a Glance Impact Actions Cautions How to Execute Success Measures Gartner Recommended Reading Gartner Insights Abstract ...
... key buyer enablement insights. Sellers take one of three approaches In response to rising customer demands for information, sellers respond by taking one of three distinctive sales strategies to information sharing: Giving, Telling, or Sense Making. Read key insights in Gartner's 'How B2B Sales Reps Maximize ...
... transformation project for a leader in the oil & gas industry. Mission-critical priority A large British corporation turned to Gartner for help upgrading its sales & operations planning (S&OP) strategy, with the goal of driving service levels and supply availability. How Gartner helped Provided unbiased assessment ...
... an industry-leading medical device manufacturer. There, he provided leadership for the segment sales and marketing strategy across siloed strategic business units, and actively engaged in commercial enablement efforts supporting 100+ B2B direct sellers (and multiple large contracted selling teams) predominantly ...
... As AI transforms the sales tech market, CSOs face a pivotal choice: bring on stand-alone RAO vendors, or invest more in their CRMs. This research reveals the strategic trade-offs between the two options, guiding smarter evaluations and investment decisions. Insights at a Glance Strategic Planning Assumption ...
Analyst(s): Steve Rietberg | Dan Gottlieb | Adnan Zijadic | Wendy Butler-Mafuz | Guy Wood
... challenge lies in embedding this fluency across the marketing team. CMOs must equip their teams with the knowledge and processes to consistently align with sales on pipeline and revenue, driving measurable business impact. Insights at a Glance Impact Actions How to Execute Success Measures Gartner Recommended ...
... Access Insights Already a Gartner client? Effectively communicating sales compensation plans is as critical as plan design. CSOs must prioritize a communication strategy tailored to sellers’ roles, focused on what matters to sellers while empowering managers with resources to reinforce plan details and ...