What does Ecosystem Gravity mean for go-to-market?

CRM tracks who the rep named; it misses the gravitational bodies already in orbit — the hyperscaler, the SecOps platform, the identity control plane, the channel relationship that shaped the deal before the vendor ever saw it.

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Ecosystem Gravity

GTM Concept

Definition

The pull exerted on a deal by platforms, partners, resellers, MSSPs, and procurement paths — the influence a named-competitor field never captures.

What it means for GTM

The relevant question is not “who did we compete against” but “what already had gravity in this account.” Platform ecosystems bend deals before a competitive cycle begins.

Appears in

Displacement Market Map