... Already a Gartner client? Sales operations leaders face the challenge of delivering reliable, actionable insights throughout the business as data proliferates and the sales tech stack becomes more complex. This research offers three ways to increase the organization’s sales analytics value and deliver ...
Analyst(s): Steve Rietberg | Tyler Huguley
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... Chief sales officers face a make-or-break opportunity in the “Great Sales Awakening” to reinvent B2B sales leadership with AI, despite hurdles in data quality and organizational readiness. This research provides specific actions CSOs can take to set an AI vision, navigate adoption, and gain a competitive ...
Analyst(s): Sandhya Mahadevan | Dan Gottlieb | Bill Yetman
... overpurchasing during the semiconductor shortage that ended in 2023 but will resolve in 2025, with distribution sales accelerating in 2026. From 2027 onward, distribution sales growth will outperform direct sales. Overview Table of Contents for Download Attachment List of Tables for Download Attachment Gartner Recommended ...
... Prematurely passing leads to sales can erode marketing-sales alignment and weaken relationships with buyers. CMOs should guide their teams to optimize lead-scoring models using content consumption behaviors linked with pipeline conversion. Gartner Research ...
... The GTM engineer is the new basis for pipeline generation. For high-growth tech providers, agentic AI is eliminating manual top-of-funnel sales roles such as the SDR and replacing them with AI-driven GTM stacks. Strategic Planning Assumptions Gartner Insights Abstract ...
Analyst(s): Mark Petty | Michele Buckley | David Kung
... Buying sales software is a critical corporate initiative involving multiple functions including the CEO. Product leaders who do not align their go-to-market strategies with the market imperative to leverage AI and the competitive advantages of a broad sales platform risk revenue stagnation. Overview ...
... Gartner’s dynamic sourcing approach is agile and outcome-focused, facilitating a quicker selection of solutions fit to business needs. IT sourcing, procurement and vendor management leaders can use these resources to support their execution of Gartner’s dynamic sourcing approach. Analysis Research Hig ...
Analyst(s): IT Sourcing Procurement and Vendor Management Research Team
... Access Research Already a Gartner client? DevOps diagrams often place operations late in the cycle. This research helps platform leaders guide DevOps teams to use AI for operations tasks earlier, adopting a “shift-left” approach for improved outcomes. Overview Strategic Planning Assumption Introduction An ...
... Data streaming is essential for processing data in real time; however, organizations often find solutions to be overly complex and costly. D&A leaders should optimize data streaming architectures to support real-time use cases by selecting tools best aligned with required capabilities. Overview Introd ...
Analyst(s): Joe Antelmi | Thornton Craig | Michele Launi