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1、Leadership Vision for 2025Top 3 Strategic Priorities for Startup Tech CEOs2Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025In 2025,startup tech CEOs must navigate a dynamic landscape by focusing on cost management and strategic AI investments to drive productivit

2、y and efficiency.Agility,deep industry knowledge and a commitment to security are crucial as buyers demand risk assurance.GenAI is now expected,not adifferentiator,prompting increased cybersecurity spending andpolicy development for secure adoption.To meet these challenges,startup tech CEOs should:U

3、se GenAI to streamline operations,customer interactions andproductivity Establish trust with buyers through simplified risk management Position themselves as visionary partnersUse these insights to balance innovation urgency with buyer trust,and achieve your goals in 2025 and beyond.IntroductionWhat

4、 are the major trends affecting startup tech CEOs?What are startup tech CEOs top priorities for the year ahead?What actions do startup tech CEOs and their teams need to take to succeed?Key questions addressed3Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025The Fu

5、ndamentals of 2025Startup tech CEOs must prioritize agility and deep industry knowledge,and focus on security,trust and operational resilience to guide buyers through purchase Buyer-focus on risk assurance from startupsGenAI is an expectation,not a differentiatorBuyers looking to vendors for help wi

6、th buying solutions Source:Gartner4Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Funding and Tech Spend on an Upward TrajectoryTrajectory of spending202320242025 expectations and sentimentSoftware spending growth1 11.5%12.6%14.9%aIT services spending growth1 4.

7、9%71%10.7%aVC-M&A exits deal value2 30%58%32%aFunding from VC investors3 41.9%40.3%2.5%aLabor costs4 4.5%3.9%Expected to increase at 3.8%(just below 2024increase)India(followed by Vietnam and Mexico)expected to see highest rate of growthgloballySources:1 IT Spending for Software and Services Gartner

8、 Market Databook,2Q24 Update(G00808569)2 VC-M&A Exits Deal Value Global M&A Monitor for Tech CEOs,4Q23:Sluggish With a Silver Lining(G00806117)3 Funding From Investors “Global Venture Funding In Q3 2023 Falls Again Despite Late-Stage Rebound Led By Huge AI Deals”(https:/ Labor Costs “Worldatwork.org

9、”(reflects higher of U.S.Salaried Employee Exempt and U.K.Management Salaried each year),2023 https:/worldatwork.org/media/CDN/dist/CDN2/documents/pdf/resources/research/SBS2023-24_TopLevelData_Participants.pdf,2024/2025 EST https:/worldatwork.org/media/CDN/dist/CDN2/documents/pdf/resources/sbs/SBS2

10、024-2025_TopLevelData_Participants.pdfa Indicates forecast as of close 2Q24VCs prioritize early-stage funding in GenAI startups and“required”startups to integrate AI into business and/or product strategies toattract AI-specific funds.5Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeader

11、ship Vision for 2025AI Is Top of Mind for Enterprise Buyers BoardsBuyer boards and IT decision makers are addressing GenAI risks by accelerating cybersecurity spending,establishing policies and initiating pilot programs to ensure secure and scalable adoption.Boards discuss top technologies leading w

12、ith AIn=285,nonexecutive board of directorsSource:Board Graph:Boards Discuss Top Technologies Leading With AI https:/ managementData and analyticsCustomer centricityAI/MLDigital transformationAccounting/finance-related technologiesSoftware enhancement(including ERP)CloudAutomationDigital products,se

13、rvices or solutions38%18%11%48%19%11%29%14%15%8%50%0%25%6Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 20253 Trends Defining the 2025 Landscape for Startup Tech CEOsGenAI an expectation,not adifferentiatorGenAI is now integral to business strategy,products and oper

14、ational efficiency.By 2026,GenAI will be a necessity.Venture funding will hinge on startups using AI.GenAI-assisted software engineering and product development will have at least a 50%reduction in time to market.By 2028,agentic AI will be mainstream.Thirty-three percent of enterprise software appli

15、cations will include agentic AI,up from less than 1%in 2024.AI agent machine customers will replace 20%of the interactions at human-readable digital storefronts.Explore The Gartner Hype Cycle for Emerging Technologies,2025Buyers need vendors help in making purchase decisionsTechnology adoption is in

16、creasingly driven by buyers risk tolerance,with early adopters seeking innovation and vendors evolving into trusted advisors for cautious mainstream buyers by providing deep industry expertise.Buyers who are innovators and early adopters are willing to experiment and accept more risk when integratin

17、g new solutions versus mainstream buyers who expect track records ofproven solutions.Buyers demand that startups provide security,compliance and operational resilienceEnterprise buyers increasingly scrutinize startups for risk factors like data privacy,AI ethics,data security,regulatory compliance a

18、nd operational resilience before partnering.Concerns about AI risks will continue in the next two years,particularly in information integrity(41%)and data privacy and security(37%)and other regulatory landscape considerations.Buyers who evaluate startups without industry standard compliance certific

19、ations during the purchase process use a rigorous questionnaire(SIG Analysis)to address business risk posture.Source:SRS Q4 Pulse Report,Global Fundraising Monitor 4Q247Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 20253 Priorities and Actions for Chief Product Off

20、icers Automate customer interactions with GenAI to streamline workflows and save time for strategic product development.Use AI-driven insights to analyze feedback,identify trends and refine featuresquickly.Speed up prototyping and testing by generating and iterating product variationsfaster.Use GenA

21、I Solutions to Streamline Operations,Customer Interactions and Productivity01PRIORITYACTIONGet to PMF Faster With GenAI to Shorten the Time Between MilestonesEstablish Trust With Buyers and Conserve Cash With Simplified Risk Management Prioritize compliance from the start by using it as a trust-buil

22、ding differentiator and aligning certifications with growth goals.Treat compliance as an ongoing process by dedicating resources,utilizing third-party expertise and promoting a culture of accountability.Incorporate regulatory requirements into product design early to avoid expensive rework and reduc

23、e technical debt.02PRIORITYBalance Urgency of Innovation With Building Buyer TrustACTIONPosition Yourself as a Long-Term,Visionary Strategic Partner to Deliver Value Beyond Products Demonstrate industry expertise and thought leadership by identifying trends,sharing in-depth vertical knowledge and in

24、sights specific to your field.Establish credibility through early customer successes,industry recognition and awards,and strong partnerships.Exhibit financial discipline and operational resilience to assure buyers of long-term stability and value.03PRIORITYEstablish Business Credibility to Win Buyer

25、 ConfidenceACTION8Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Successfully integratingAI requires maintaining organizational vision and product stability,while ensuring that scalable,business-focused innovation enhances user experience and product consistency

26、 in the ecosystem.The startup curve to PMF when using GenAI PRIORITY 01Get to PMF Faster With GenAI to Shorten the Time Between MilestonesStarts working GrowthTimeScalePMFPMFScaleStartup ideationInitial enthusiasmReality sets inDecision to incorporate GenAIIdentify toolset(s)Starts workingTesting,ad

27、ding and scaling Experimenting and pivotingRock bottomPMF with GenAIPMF no GenAISource:Gartner9Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Ensure seamless integration of innovations with organizational goals through a structured approach,while focusing on del

28、ivering substantial value to drive market adoption.For buyers,trustworthiness is a preferred characteristic for differentiationSum of top 3 PRIORITY 02Balance Urgency of Innovation With Building Buyer Trustn=1,106;all respondents,may vary by technology categorySource:B2B Tech Buying Basics,https:/ N

29、ote:Sum of top tier ranksCultural fit18%Social responsibility policies and practices21%Lowest risk22%Recommended provider from our product vendor24%Existing relationship24%Willingness to collaborate with us28%Service offering innovations29%Terms and pricing33%Demonstrated understanding of our situat

30、ion33%Skills of personnel supporting implementation34%Trustworthiness38%Industry knowledge38%40%20%10Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Replacing proofs of concept with proofs of value and transforming the pitch deck into a strategic buyer deck showc

31、ases long-term value,measurable impact and credibility supported by high-value,referenceable customers.POV win agreements drive sales through business value demonstration PRIORITY 03Establish Business Credibility to Win Buyer ConfidenceSource:GartnerOverview and scopeEngagement prerequisitesMileston

32、es/results and communication planPricing and legal considerationsPOV win agreement421311Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Focus on adaptive product development and cost managementUse AI for agile development and data-driven decisions to create an ad

33、aptive product roadmap and avoid the Death Valley Curve.Secure referenceable customersUse AI to provide greater customer service to gain early advocates and support funding.Establish holistic operations Automate tasks for efficiency:Install AI productivity tools and implement data strategy.Strategic

34、ally combined GenAI/agentic AI solutions ACTION 01Use GenAI Solutions to Streamline Operations,Customer Interactions and ProductivitySource:Gartner123 Business productivityTech stack expansion using GenAIInflection point:Company decides to incorporate GenAIInitial success with GenAIIncreased product

35、ivity with strategically combined GenAI solutionsDecreased productivity with too many incompatible GenAI solutionsCompany adds GenAI tools to build on initial successCompany adds additional GenAI tools for quick win use cases12Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vis

36、ion for 2025Avoid technical debtBuild with compliance in mind to avoid costly rework and technical debt.Empower customersEmpower users with privacy settings and data transparency controls to build trust andloyalty.Build scalable operational processes Start building with ongoing compliance processes

37、in mind and leverage third-party compliance vendors to stay onbudget.Nearly 50%of buyers state that security risk(including data privacy)is always formally assessed during the purchase process.ACTION 02Establish Trust With Buyers and Conserve Cash With Simplified Risk Managementn varies;all B2B lead

38、ers,excluding“not sure”Source:2024 Gartner End-User Buying Behavior Survey123Security,including data privacy (n=1,533)Financial viability (n=1,530)Legal and regulatory compliance (n=1,531)Provider strategy (n=1,531)Operational dependence (n=1,530)Involvement of parties/subcontractors (n=1,531)Geogra

39、phic considerations (n=1,524)Environmental/ESG factors (n=1,526)50%0%25%Not assessed at all Considered but not formally assessed Formally assessed as a part of the purchase process Always formally assessed as a part of the purchase process49%12%38%46%10%42%45%11%43%45%11%41%44%13%42%40%13%46%40%14%4

40、3%39%14%44%2%1%1%2%2%2%3%3%13Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Focus on product scalabilityEstablish proof of value or paid pilots with defined objectives and the timeline for an outcome to show the ease of product usage,integration and onboarding,a

41、nd demonstrate scaling ability.Create customer advocacyProvide white-glove service to your first key referenceable customers so they become business advocates for fundraising and help attract your next set of customers.Establish operational viability with decisionmakerFocus on C-Level meetings and t

42、heir requests for documentation covering funding,proof of long-term viability,integration and support,and compliance and data handling,showing real buyingintent.ACTION 03Position Yourself as a Long-Term,Visionary Strategic Partner to Deliver Value Beyond Products123Key action items checklistSimplify

43、 the onboarding process with reduced required information and self-service options.Build trust and credibility with industry-standard compliance certifications and processes.Optimize user experience for web presence and product(UI/UX/VUI).Develop a white-glove support process for referenceable clien

44、ts.Set up a transparent pricing structure with a simplified check-out flow.Reassure potential buyers with social proof by incorporating reviews,press mentions,use cases,client references and testimonials.14Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Recommend

45、ed ActionsCapitalize on new technology solutions(i.e.,AI)to accelerate product market fitEmbed trust and resilience into their business and product strategy to address buyers risk posture and be viewed as trusted,long-term partnersEstablish themselves as thought leaders and valued partners to help g

46、uide buyers through the decision-making processIn 2025,startup tech CEOs must:15Gartner for Tech CEOs Follow Us on LinkedIn Become a ClientLeadership Vision for 2025Recommended Gartner Research2024 Board of Directors Survey:Pivoting and Prioritizing AI on Board Meeting Agendas2024 Gartner End-User B

47、uying Behavior SurveyHype Cycle for Emerging Technologies,2024Top Strategic Technology Trends for 2025 Top Strategic Technology Trends for 2025:Agentic AI GenAI Is a Strategic Multiplier for Startup Tech CEO Product-Market FitAccelerate Revenue Through Hype CyclesExplore these additional complimenta

48、ry resources and tools for tech startup CEOs:ResearchBuild Your Venture Capital Funding Plan From Series A to Z as a Tech CEODrive a successful products and services strategy.ResearchSecure Venture Capital Funding to Achieve Strategic GrowthLearn how to develop a milestone-based fundraisingplan.Down

49、load nowDownload nowResearch4 Success Factors for Adopting GenAI Tools as a Tech CEONavigate your options to adopt GenAI tools to support internal processes.Download nowActionable,objective insightAlready a client?Get access to even more resources in your client portal.Log In 2025 Gartner,Inc.and/or

50、 its affiliates.All rights reserved.CM_3235965Connect With UsGet actionable,objective insight that drives smarter decisions and stronger performance on your mission-critical priorities.Contact us to become a client:US:1 855 322 5484 International:03300 296 946Become a ClientLearn more about Gartner for Tech CEOs connected to the latest insightAttend a Gartner conference View Conferences