IT service providers face difficult choices in the current global financial crisis as they are forced to decide whether to wait for clarity about when the situation will improve or to act now without knowing what the outcome might be, according to Gartner Inc.
"The penalty for making the wrong choice will be severe, resulting in the loss of business and viability, and prudent service providers must view the current period as one that will likely be prolonged, rendering inaction inadvisable," said Christine Adams, managing vice president at Gartner.
"IT services can be sold in good times and bad; selling in bad times requires both agility and ability to sell wherever opportunity can be identified," Ms. Adams said. "Successful service providers will be those who manage to capture the available budget of buyers by not resting on their laurels."
Based on its research and observations in prior downward economic cycles, Gartner has developed 10 recommendations to help service providers improve sales prospects in the short term while providing some breathing space to see how things evolve.
Additional information is available in the Gartner report "Dataquest Insight: Ten Ways to Position and Sell IT services in Uncertain Times." The report is available on Gartner's Web site at http://www.gartner.com/DisplayDocument?ref=g_search&id=790515&subref=simplesearch.
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