Tech Go-to-Market: Complex Technology Buying Dynamics Mandate Account-Based Strategies for TSPs

Posted on Mar 13 2017 - 2:54am by Gartner
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Technology service providers (TSPs) are constantly looking for new sales and marketing initiatives that will lead to breakthrough success. But buying is highly situational. Once an enterprise has interest, it seeks to build trust in potential providers, get detailed product information and experience the product before it will buy.

This special Gartner research highlights the key to success for TSPs: A deep understanding of each account that is being pursued – its priorities, personality and approach to technology decisions – to ensure that their offerings stay high on the enterprise’s diverse priority list.