Gartner Research

Grow Your Product Reseller Business With IT Services

Published: 07 January 2014

ID: G00248799

Analyst(s): Bob Igou, Rolf Jester, Fred Ng


Any product reseller in any region attempting to enter the IT services marketplace faces a rapidly changing competitive landscape. Focusing on "the right technology service" offerings will be the difference between success and failure in the new world order where many old rules no longer apply.

Table Of Contents
  • Key Challenges


  • Challenges
  • Market Opportunities for Resellers


  • Top Best Practices for Expanding Into the IT Services Market
    • Start With Strengths: Build on and Enhance
    • Focus on Results (and Inherent Value) That Your Brand Can Credibly Deliver
    • Plan a Big Strategic Vision, Taking "Baby Steps" for Starters
    • Prepare and Plan for Changes In People, Process and Culture
    • Summary
  • Key Questions to Ask Before Expanding Into the IT Services Market
    • Targeting a Market
    • Profiling a Market
    • Differentiating in the Market
  • Conclusion
    • An Example Provider Journey — Dimension Data
  • Ratings Methodology

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