Gartner Blog Network

Category: 'new-customer-acquisition' Blog Posts

from the Gartner Blog Network

POST-COVID19 WORLD (III): Macroeconomics changes

by Daniel Sanchez Reina  |  May 22, 2020

This is the third (and last) of a series of articles about the world that awaits us out there. The perspectives showed in this article and their intensity will depend...

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The Vendor Conflict Between Closure and Continuous

by Hank Barnes  |  October 15, 2019

Closure. Closing the deal.  Completing a phase.  These are all things that organizations look for.  Many processes at vendors are all about closure.   The MQL hand-off.  The sales to customer...

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Vendors, Behave Like You Are Part of the Buying Team

by Hank Barnes  |  September 10, 2019

As we've continued to explore how enterprises make buying decisions, we've discovered that the biggest challenges often exist within the buying team.  Fundamentally, for all we talk about buying processes,...

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Integrating Different Perspectives

by Hank Barnes  |  July 2, 2019

One of the areas we explored in our recent survey on tech buying (for Gartner clients in our product marketing teams program, here are links to two of the formal...

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Burning Down the (Messaging) House

by Hank Barnes  |  May 28, 2019

When David Byrne, the lead singer of the great band, Taking Heads, discusses the lyrics for their song, "Burning Down the House," he regularly says the lyrics don't make sense...

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Building Collective Confidence

by Hank Barnes  |  April 23, 2019

Our understanding of the complexities associated with technology buying continues to improve.  We know that buying is frequently done by diverse teams.  We know that, in many cases, many of...

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