Gartner Research

Best Practices for Creating Business-Outcome-Based IT Services Deals for Service Providers

Published: 12 January 2016

ID: G00292610

Analyst(s): Arup Roy


IT services providers understand the potential value of selling business-outcome-based service propositions, but find them difficult to conceive, measure and execute, and hard to get buyer agreement. These best practices will help business unit leaders pursue and execute such propositions.

Table Of Contents
  • Key Challenges


  • Key Characteristics of Business-Outcome-Based Engagements
  • How Are Business-Outcome-Based Engagements Different From Traditional Engagement Models?


  • Communicate the Value of a Business-Outcome-Based Engagement
  • Lay Out the Roadmap to Enable a Business-Outcome-Based Engagement
  • Create Confidence by Doing Scenario Planning and Creating Multiple Roadmaps
  • Clearly Define and Agree Upon Measurement Metrics
  • Case Study 1
  • Case Study 2

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