Gartner Research

Tech Go-to-Market: Best Practices for Capturing Increased IT Services Opportunity in India

Published: 03 September 2013

ID: G00252543

Analyst(s): Arup Roy

Summary

The overall rise in Indian IT budgets offers a chance for service providers to find growth with IT services, but this is being undermined by providers' indifferent attitude. They need to focus on their customers' business problems and develop a holistic, transparent approach to doing business.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Move Sales Account Management Earlier in the Process to Develop a Strong Business Case
  • Shift From Tactical Point Solutions to a Holistic, Strategic Approach
  • Focus on Transparency and Long-Term Commitment to Strengthen Relationship
  • Articulate Business Objectives Clearly and Gauge the Internal Politics at Play

Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.