As a Senior Principal Analyst, I advise High Tech Providers on Tech Buying Dynamics and Buyer Behavior Insights across various industries, specializing in Manufacturing and Construction. My research focuses on developing go-to-market strategies for tech vendors, emphasizing best practices for solution messaging and value alignment.
My Key Areas of Coverage include:
Technology Buying Behavior, Digital Buying Centers, enterprise and buyer personas (CIO/CTO), enterprise psychographic profiles (ETAs), technology buying priorities, buyer journey mapping & insights, GTM strategy - Messaging & Storytelling (Manufacturing, Construction Industry focused GTM strategy)
Previously, I worked with Gartner's Manufacturing (MTR&CG) practice within the CIO and AI Leaders insights unit where I focused on business and technology strategy formulation and digital transformation across industrial manufacturing, construction and agriculture, based on the principles of Industry 4.0 and the emerging paradigms of Industry 5.0. My research included development and optimization of information and technology (I&T) operating models, as well as the critical alignment and integration of information technology and operational technology (IT/OT) within asset-intensive organizations.
Prior to Gartner I worked with the KPMG Singapore and other Southeast Asian member firms to assist with their Deal Advisory and Management Consulting research projects. I provided research insights on various businesses, markets and industries. I have significant exposure to multiple niche sub-sectors across the Manufacturing and Utilities industry of the SEA region.
Gartner, Principal Analyst, 3 years
KPMG Global Services, Senior Analyst, 4 years
Tech Buying Approaches
Tech Buying Priorities and Motivations
Tech Buying Challenges
Product Strategy and Go-to-Market Execution in Industries
Cross-Functional Tech Buying Dynamics
B.E. - Mechanical Engineering
M.B.A. - Marketing and Operations
What are the enterprise tech buying behavior trends, buyer priorities & pain points - Especially for Digital Buying Centers (including CIO/CTO/CEO)
What are the Enterprise Personas and ICP Best Practices (ETAs-psychographics, business and operating models)?
How can we align messaging, positioning, and value proposition to buyer needs and while working on these values stories how do we connect technical, digital, business metrics?
What are the CIO priorities in asset intensive industries? How are they investing and prioritizing vendors? What are the buying behavior trends, buyer priorities & pain points?
How can we better align our GTM strategy to the business outcomes of strategy?