Gartner Research

Tech Go-to-Market: BPO Messaging Best Practices — Convincing the First-Generation Outsourcing Customer, Part 2

Published: 28 April 2016

ID: G00292391

Analyst(s): Rob Addy


BPO messaging for first-generation outsourcing customers is poor. Providers must address the emotional and logical needs of first-time buyers if they are to be successful. We list best practices for communicating BPO service value while allaying fears and derisking the engagement in buyers' minds.

Table Of Contents
  • Key Challenges



  • Be Definite About Your Service Definitions
  • Explaining That You Are All in This Together
  • Allaying Fears and Building Trust
  • Demonstrate Potential Without Inferring Weakness
  • Summary and Conclusions

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