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Four Takeaways From The Gartner Tech Growth and Innovation Conference

by Hank Barnes  |  July 18, 2017  |  Submit a Comment

It has been a few weeks since the conference ended.    I again want to thank everyone that joined us in Huntington Beach.  The feedback has been extremely positive, which is gratifying for everyone here at Gartner that was involved.  Most importantly, the feedback generally indicates exactly what we hoped to do.   We wanted to give attendees 2 to 3 days away from the office to focus on the future, not the day to day pressures.  And opportunity to gain new perspectives that could be used to refine your strategies, adjust your tactics, and accelerate your growth path.  Many of you have told us that we delivered on that goal.

At the close of the conference, I wrapped things up with 4 key takeaways:

TakeawaysTogether

  • Takeaway #1 : Opportunities Abound, but Status Quo Is Not Sufficient.
    Technology markets continue to evolve, presenting many opportunities for vendors and service providers, but to capture those opportunities require change. While there is still money to be made in the traditional technology markets, most providers will need to evolve their business and delivery models to continue to grow. The winners will be those that can introduce and iterate new products, services, and business models quickly to capture the imagination of the customer and stave of increasingly credible threats from new forms of competition.
  • Takeaway #2: New Technologies Bring Dramatic Change.
    The impact of artificial intelligence, IoT, serverless computing, and multi-modal user experience technologies extend far beyond their core value. They will fundamental change the entire ecosystems of products and services that are required to develop, operate, and enhance business operations that level them. Vendors and service providers must look closely at their core business operations to understand what aspects of their business will be disrupted and develop strategies that can be quickly implemented to counteract those disruptions with new revenue lines.
  • Takeaway #3: Change doesn’t succeed without evolving internal operations.
    In periods of change, organizations must be prepared not just to launch new products, but to change the way they operate. From evolving culture to embracing design thinking to organizing around new business models, successful providers will rethink how they approach everything—from talent acquisition and management to funding to product strategy. Creating a culture that is ready for anything requires a constant reassessment of everything—doubling down on things that work and abandoning things that no longer are successful.
  • Takeaway #4: The Customer is at the Center of All Change
    With the pace of technical and market change, making the right choices is hard. Successful vendors and services providers will orient their change around a deep understanding of their customers, delivering what they need and want—as well as what they need but may not recognize—and using that to prioritize plans. Using approaches like account based marketing and improvements in sales enablement to uncover the details of customer situations, winners will deliver customer experiences that provide value throughout the entire customer life cycle, creating a virtuous cycle of renewals, growth, and advocacy that fuel ongoing success.

Some of these takeaways are pretty obvious, I admit, but they definitely reflect the four key dimensions that were explored in detail at the event.   If you want to go back and review some sessions, or explore ones you missed, please visit Gartner Events on Demand.

We hope to see all of you–as well as some new faces that missed this year’s event–in San Diego next year from April 30 through May 2.

 

Category: go-to-market  

Tags: change  customer-experience  gartnertgi  growth  innovation  status-quo  strategy  

Hank Barnes
VP Distinguished Analyst
4+ years at Gartner
29 years IT Industry

Hank Barnes provides research and advisory services on go-to-market strategies for technology providers. He focuses on issues related to positioning, storytelling, the technology customer life cycle, and customer experience. Read Full Bio




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