Gartner Research

Deal 'Sweet Spot' Analysis Accelerates Service Provider Evaluation and Selection

Published: 29 August 2012

ID: G00223806

Analyst(s): Jim Longwood

Summary

When seeking cloud, utility or traditional services, using a deal sweet-spot analysis is a robust way to speed up the process of shortlisting candidate providers. It also helps avoid potential "speed dating" problems and reduces evaluation costs.

Table Of Contents
  • Key Challenges

Analysis

  • What Are a Provider's Deal Sweet-Spot Attributes?
  • The Five Deal Sweet-Spot Attributes in More Detail
    • Attribute 1. Fit of Service Offerings (Note 3)
    • Attribute 2. Scale of Services Deal (Note 5)
    • Attribute 3. Maturity of Service Delivery Processes (Note 6)
    • Attribute 4. Cultural Compatibility (Note 7)
    • Attribute 5. Flexibility in Dealings and Extensibility of Solutions (Note 8)
  • How to Use a Deal Sweet-Spot Analysis to Speed Up Market Scans and Evaluation and Selection Processes
  • Summary Guidelines on Best Practice for Using a Deal Sweet-Spot Analysis
    • General Guidelines
    • Guidelines on When to Use a Deal Sweet-Spot Analysis
    • Guidelines on When Not to Use a Deal Sweet-Spot Analysis

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