Gartner Research

Tech Go-to-Market: Building Your IT Service Value Story, Part 1 — Formalizing the Value Articulation Process

Published: 11 March 2014

ID: G00262628

Analyst(s): Rob Addy

Summary

IT service value is often considered intangible. Unless providers make their value readily accessible and "real" in their customers' minds, they face the very real risk of losing to competitors that can. This series shows how to build value stories that will engage and resonate with your customers.

Table Of Contents
  • Key Challenges

Introduction

  • IT Service Value Articulation Is an Aspiration, Not a Competency

Analysis

  • Formalizing the Value Articulation Process
  • Applying the Value Articulation Process in Practice
  • Best Practices Relating to the IT Service Value Articulation Process

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