Gartner Research

Tech Go-to-Market: Building Your IT Service Value Story, Part 5 — Telling Your Service Value Story

Published: 11 March 2014

ID: G00262632

Analyst(s): Rob Addy

Summary

Value stories don't tell themselves. Your sales and delivery teams must be able to convey your value and make it truly "real" for your customers. Here, we show how combining sales education and interactive templates can help you to demonstrate your service benefits and derived value successfully.

Table Of Contents
  • Key Challenges

Introduction

  • Contextualizing This Research Within the Value Articulation Process

Analysis

  • Telling Your Service Value Story
    • It's Not Just What You Say, It's the Way That You Say It
    • Tools on Their Own Achieve Nothing, but They Can Help You Turn Good Into Great
  • Best Practices for Telling Your Service Value Story
    • Educate Your Sales Teams and Arm Them With Customer References
    • Create Usable Templates and Tools, Not Rigid Boilerplate Collateral

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