Traditional channel models of the past are no longer fit for purpose. “Field of Dreams”-based approaches where providers rely upon “If you build it, they will come” strategies are inefficient and ineffective.
The game has changed. It’s no longer about baiting your hook and waiting for the fish to bite.
It’s about spear fishing. You need to identify and target the right partners, track them and then proactively and powerfully engage with them with precision.● Who should you target? Why your primary targets should be the resellers and implementers of your direct competition?● What is a partner value story? How can you create a compelling partner value proposition to engage with these “fr-enemies”?● Which channel engagement strategies are best and how can you drive the behaviors you desire?
Apr 3, 2019 - Join us for three days of vendor-exclusive Gartner research and dialogue at this year's Gartner Tech Growth & Innovation Conference.
Digital products and services are becoming central to the differentiation of almost all enterprises in all industries. Providers of products and services that enable their customers to achieve these digital transformations have recognized the importance of the digital product manager in their businesses as well as the new priorities that these product managers must bring to the market through their products and services. Differentiation, disruption, design, delivery and data-driven priorities are critical factors in the otherwise traditional planning, development and introduction cycles in product management. Attendees will learn about how the role of the digital product manager is evolving, and insights from the recent 2018 Branded Annual Survey For Product Managers will be shared.
Service line managers in consultancy and implementation service companies have taken very different approaches from those of product managers in product companies. The trend toward “as a service” offerings means that some service line managers must change their approach and adapt best practices from product management.Key Issues:1. What are best practices for service line management?2. How are service providers' businesses changing, and what does this mean for service line managers?3. What can service line managers learn from traditional product management best practices? The rise of digital business means access to information pertaining to business operations, customer activities and process efficiency is more important than ever before.
This session leverages Gartner's extensive experience with data and analytics to inform tech CEOs how they can leverage information to grow their business.Questions answered include:●Data and analytics for SMEs●Data and analytics for growth●Combining internal and external data to optimize your portfolio●Building a data-driven culture in a fast-moving environment●Making growth activities repeatable and scalable with a data-driven culture●Advancing your analytical maturity as your business grows.