Best Practices for Creating Business-Outcome-Based IT Services Deals for Service Providers

Archived Published: 12 January 2016 ID: G00292610

Analyst(s): Arup Roy

Purchase this Document

Price: $195.00 USD (PAGES: 15)

To purchase this document, you will need to register or sign in above.

Summary

IT services providers understand the potential value of selling business-outcome-based service propositions, but find them difficult to conceive, measure and execute, and hard to get buyer agreement. These best practices will help business unit leaders pursue and execute such propositions.

Introduction
- Key Characteristics of Business-Outcome-Based Engagements
- How Are Business-Outcome-Based Engagements Different From Traditional Engagement Models?
Analysis
- Communicate the Value of a Business-Outcome-Based Engagement
- Lay Out the Roadmap to Enable a Business-Outcome-Based Engagement
- Create Confidence by Doing Scenario Planning and Creating Multiple Roadmaps
- Clearly Define and Agree Upon Measurement Metrics
- Case Study 1
- Case Study 2
Gartner Recommended Reading

© 2016 Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartners research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.

Best Practices for Creating Business-Outcome-Based IT Services Deals for Service Providers

Analyst(s): Arup Roy

Purchase this Document

Summary

Table of Contents

Become a Client

Become a Client

Become a Client

Why Gartner

Already have a Gartner account?

Purchase this Document

Summary

Table of Contents

Become a Client

Become a Client

Become a Client

Why Gartner

Manage Finance Talent Supply & Demand

Creating a Culture That Performs

Gartner Top 10 Strategic Technology Trends for 2018

Managing R&D Portfolios

Speed Up Legal Reviews

Should You Build or Buy a Customer Data Platform?

Gartner Predictions for the Future of Supply Chain Operations in 2018

Effortless Experience Explained

To the Point: Lifting the Fog Around AI and Advanced Analytics in Healthcare

Gain an essential edge with independent, objective, accurate and rigorously researched insights drawn from over 1,900+ analysts and 380,000 client interactions — including 130,000+ executive interactions — each year.

Improve performance, reduce risk and optimize return on your investments through our combination of research insight, benchmarking data, problem-solving methodologies and hands-on experience.

Master your role, transform your business and tap into an unsurpassed peer network through our world-leading conference series.

View Our Event Calendar

ReimagineHR

Gartner Security & Risk Management Summit 2018

Gartner Digital Marketing Conference 2018

Supply Chain Executive Conference

Tech Growth & Innovation Conference

Your Job as CIO Is Changing. Here's How to Master the New One.

6 Ways Compliance Can Build Data Analytics Skills

Lead Culture Change

Make it Easier for Customers to Buy

6 Ways the Workplace Will Change in the Next 10 Years

Feed your business — not the newsfeed

CIOs Must Transform into Digital Leaders

Understand the continuous evolution of the B2B buying journey