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There are lots of GRC solutions available in the market, more are popping up every week. GRC 20/20 has mapped over 800 solutions across seventeen segments of the GRC market. Having great technology does not always win deals, good technology is often overlooked because of superior marketing and sales.

GRC 20/20’s Research Briefing, 2018: How to Market & Sell GRC Solutions focuses on this particular challenge. In this Research Briefing, GRC 20/20 trains and hones new and seasoned sales and marketing professionals to engage, interact, and connect with buyers of GRC related solutions. Over the past several years, GRC 20/20 has been praised for its success in equipping marketing, sales, and product strategy professionals to better engage and execute in the market.

This Research Briefing addresses the following:

  1. Understanding GRC and its various segments
  2. Who is buying solutions and what are they looking for
  3. Buyer personas and roles of
    • Corporate Compliance
    • EH&S
    • Internal Audit
    • Internal Control
    • IT/Information Security
    • Legal
    • Risk Management
  4. Geographic drivers and trends for:
    • Africa
    • Asia
    • Europe
    • Middle East
    • North America
    • Oceania
    • South America
  5. Industry drivers, trends, and needs – what is hot, what are companies looking for, what are the current pains
  6. How to engage GRC buyers
    • What to do when Gartner and Forrester are not giving you proper coverage
    • Tips and techniques for successful GRC RFPs and engagement
    • Warnings, pitfalls, and lessons learned from watching good solutions fail in RFPs and buying situations

This overview includes a detailed look at emerging requirements, regulations, and buying patterns and needs of organizations from these varying perspectives. It is the premier opportunity to train GRC solution and professional services staff and understand requirements and needs to build marketing, content, and sales strategies for 2018 and beyond.


rasmussenMichael Rasmussen – The GRC Pundit @ GRC 20/20 Research, Michael Rasmussen is an internationally recognized pundit on governance, risk management, and compliance (GRC) – with specific expertise on the topics of GRC strategy, process, information, and technology architectures and solutions. With 23+ years of experience, Michael helps organizations improve GRC processes, design and implement GRC architectures, and select solutions that are effective, efficient, and agile. He is a sought-after keynote speaker, author, and advisor and is noted as the “Father of GRC” — being the first to define and model the GRC market in February 2002 while at Forrester Research, Inc.


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No part of this publication may be reproduced, adapted, stored in a retrieval system or transmitted in any form by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior permission of GRC 20/20 Research, LLC. If you are authorized to access this publication, your use of it is subject to the Usage Guidelines established in client contract. The information contained in this publication is believed to be accurate and has been obtained from sources believed to be reliable but cannot be guaranteed and is subject to change. GRC 20/20 accepts no liability whatever for actions taken based on information that may subsequently prove to be incorrect or errors in analysis. This research contains opinions of GRC 20/20 analysts and should not be construed as statements of fact.  GRC 20/20 disclaims all warranties as to the accuracy, completeness or adequacy of such information and shall have no liability for errors, omissions or inadequacies in such information.  Although GRC 20/20 may include a discussion of related legal issues, GRC 20/20 does not provide legal advice or services and its research should not be construed or used as such.