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Gartner Expert
Roland Johnson
Sr Director Analyst
Tech Go-to-Market Analyst specializing in: Go-to-market for Tech CEO, Sales Process for Tech CEO, Tech Buying Behavior, Tech Buyer Enablement, Sales Effectiveness, Messaging & Differentiation.
Previous experience
Sales leadership and New Product introductions for large SaaS vendors, and Sales / General Management for start-up tech vendors.
Professional background
Office Shadow Inc, President, 5 years
SAP, Sales Director: New Products , 3 years
J.D. Edwards , Business Unit Manager, 2 years
Areas of coverage
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Tech Buying Priorities and Motivations
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Go-to-Market
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Demand Generation and ABM Strategy
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Customer Acquisition
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Customer Expansion and Engagement
Education
Masters in Physics, Oxford University
MBA, Warwick University
JD, Northwestern California University
Taught Finance and Markets (MSc), Warwick University
Taught Business Strategy (MBA), University of Toronto
Top Issues That I Help Clients Address
Understand Customer Buying Journey: problem identification, needs assessment, supplier evaluation, value assessment, total cost of ownership, due diligence, negotiation
Improve sales effectiveness: sales process, sales agents, sales presentations, business discovery, product demonstrations, value messaging, ROI
Positioning, messaging, and sales content: optimizing content to drive action, problem-based messaging, developing positioning statements, embedding messaging into sales
Improve sales enablement
Sales tools and technology