Gartner Research

Tech Go-to-Market: Building Your IT Service Value Story, Part 4 — Translating Service Benefits Into Business Value

Published: 11 March 2014

ID: G00262631

Analyst(s): Rob Addy

Summary

Service benefits are good. Business value is better. Providers that can translate the impact of their actions into meaningful business value that aligns with customer objectives will succeed. Here, we show how to create value stories that will be credible and therefore believable to your customers.

Table Of Contents
  • Key Challenges

Introduction

  • Contextualizing This Research Within the Value Articulation Process

Analysis

  • Translating Service Benefits Into Business Value
    • Bridging the Gap Between Benefits and Value
  • Best Practices for Translating Service Benefits Into Business Value
    • Translate Your Benefits Into Contextual Value Statements
    • Validate the Various Versions of Your Value Story in the Field

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