Gartner Research

Tech Go-to-Market: Best Practices for Technical Consulting and System Integration Value Articulation

Published: 24 February 2015

ID: G00274192

Analyst(s): Rob Addy

Summary

Initiating any technology project is a "leap of faith" with the buyer hoping that the potential upside outweighs the potential risks and likely costs. Successful providers reassure and energize their customers in equal measure, making them comfortable enough to "push the button."

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Plan for Value Articulation
  • Demonstrate Your Potential as Well as Your Capabilities
  • Derisk the Project in the Minds of Your Prospects
  • Embed Value Demonstration Into the Project Deliverables
  • Summary and Conclusions

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