Gartner Blog Network

David Yockelson
Research VP
1 years at Gartner
30 years IT Industry

David Yockelson is a Research Vice President on the Tech Go-to-Market and Sales Strategies team in the Technology and Service Provider Research organization.. Read Full Bio

The future of sales…without sellers?

by David Yockelson  |  December 1, 2016

After spending a few days at the AWS re:Invent conference in Las Vegas, I suppose I could easily succumb to the web services KoolAid liberally dispensed out of every one of the 32,000 attendees, ISVs, SIs, customers and AWS employees wandering around (most with heads down on smartphones, but I digress) the set of hotels it […]

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All Roads Lead To Differentiation

by David Yockelson  |  October 31, 2016

At first blush, service providers – as distinguished from tech providers or vendors that create, market and sell software or hardware products – have a tough problem: how can they make their services stand out among a huge set of competitors that all do the same basic thing: supply resources that substitute for clients’ lack thereof. OK, […]

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Lessons from Lochte: What B2B Marketers Can Learn from Ryan Lochte’s Exploits

by David Yockelson  |  August 22, 2016

After reading that title, I’m sure your minds are swimming with questions about how there could possibly B2B takeaways from the Ryan Lochte soap opera that has just unfolded. Well, in a stroke of brilliance (and possibly too much coffee and clearly too much Olympic coverage), I’ve pooled together several parallels that will allow you to keep your […]

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Buying into Disruption

by David Yockelson  |  July 23, 2016

In the past week, there were two acquisitions announced that would seem to be entirely unrelated. These are the Softbank acquisition of ARM Holdings for $32B (that’s roughly 23.8X revenues) and the Uniliver acquisition of Dollar Shave Club for a “mere” $1B (which, given its $152M in sales last year according to Bloomberg, means a roughly 6.5X […]

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Early Lessons from Pokemon Go

by David Yockelson  |  July 13, 2016

I seem to have woken up from a deep slumber a few days ago to a new world. Check that – a world that was slightly different from what it was just a week before. The evidence of this was demonstrated in two ways: (1) every other news item, article or Facebook post was suddenly about Pokemon […]

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The Four Ps of Digital Services or Mind Your Ps and Digitals

by David Yockelson  |  July 3, 2016

My conversations with technology and service providers (can you really have one without the other these cloudy days? Perhaps my group should be “TechnoService Providers”; ah, nomenclature…but I digress) include conversations with…no surprise, many SERVICE providers. These are organizations seeking to help commercial organizations through digital transformation to become digital business and to participate in or […]

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The Power of Big Animal Pictures

by David Yockelson  |  June 24, 2016

This blog has discussed in the past the need for and power of differentiation within provider messaging. But another pervasive need and frequent shortcoming – particularly on provider web sites – is the ability to clearly state value proposition along with differentiable features and benefits. Often, sites and pages are over-engineered, especially since many tech companies have been […]

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Vision vs. Strategy

by David Yockelson  |  June 17, 2016

I am fortunate to read many strategy documents, especially those related to marketing, as part of my daily job, which is basically to – among other things – determine if those deliverables are performing the mission for which they are intended. Many of these open with a high level statement, often characterized as the “marketing strategy.” […]

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Technology Growth and Innovation Conference Highlights

by David Yockelson  |  June 10, 2016

Over 400 technology and service providers attended our conference this past week in sunny Los Angeles. As I’m sure most of you know, at our conferences, analysts support “1:1” meetings which, though they’re often likened to “speed dating” sessions, enable our clients to spend (fleeting) time asking analysts for help, advice, suggestions or comments on nearly anything. Having hosted […]

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Channeling Success

by David Yockelson  |  June 2, 2016

It’s been a week filled with channel-related questions from clients and provider announcements. Perhaps because it’s spring and love is in the air, providers thinking “channel” and “ecosystem” and hopping into action. Today’s Cisco/IBM/Bell Canada partnership announcement provides me with a data point (and a reason – I was LOOKING for a blog topic) for discussion […]

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