Gartner Expert

Julian Poulter

VP Analyst

Julian Poulter is a VP Analyst in the Product Marketer & Demand Generation team providing a broad holistic view of the CRM market, the major CRM vendors and many go to market issues relevant to product marketers, demand gen leaders, CMOs, sales leaders and tech CEOs. Mr. Poulter is based in the U.K. His main focus areas are: Sales and Marketing technologies, Demand Generation and Sales Effectiveness best practices working primarily high tech clients. The use of AI in sales and marketing processes is a key topic in 2026. In addition he covers account based marketing (ABM), B2B Marketing and B2C marketing technologies. He works mainly with product marketers, CEOs, CMOs and sales leaders, on go-to-market issues. He also works with vendors and invest client reviewing marekts and key vendors when related to CRM.

Previous experience

Mr. Poulter worked in front line sales and sales leadership roles for 25 years in enterprise software companies - mainly involved with business intelligence and CRM. In the past few years he was involved with digital marketing & CRM software, with heavy involvement with sales and marketing automation/lead management technologies, from the product management and sales enablement perspectives. He worked in a sales outsourcing services company as CEO, and set up a software company providing sales and marketing automation software.

Professional background

LAMP-360 (CRM Marketing Automation Vendor), CEO, 4 years

NCR , VP Sales, 2 years

SAS Institute, Sales Director, 2 years

Areas of coverage

  • Accelerate Customer Acquisition and Retention

  • Refine Tech Marketing Approaches

  • Technology Market Essentials

  • Technology Buying Dynamics

  • Elevate Demand Generation Execution

Education

B.Sc., Physics with Computer Studies

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Top Issues That I Help Clients Address

01

Go-to-market issues for technology vendors (marketing best practices, sales strategies, methodologies, management), buyer behaviour

02

Sales organization and any sales-related issues (organization, management etc.)

03

CRM market and trends - market share and forecast by CRM market, vertical and geography

04

Account Based Marketing tactics

05

Application of AI in sales and marketing

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