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

Archived Published: 12 January 2016 ID: G00292610


Purchase this Document

Price: $195.00 USD (PAGES: 15)

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


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.

Table of Contents

  • 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.

Why Gartner

Gartner delivers the technology-related insight you need to make the right decisions, every day.

Find out more

Call +1 855-515-4486 or contact us

to become a Gartner client.