Gartner Research

Market Insight: The Top Four Changes in Buyer Behavior That Will Determine the Winning IT Services Providers in the Digital Era

Published: 08 March 2017

ID: G00324211

Analyst(s): Arup Roy

Summary

IT services providers must realize that their traditional approach to sales, operations and offerings in the digital era is disrupted. In this report, we identify four priority areas of action that technology product management leaders must accomplish in the next 12 months to address these changes.

Table Of Contents

Analysis

  • Priority No. 1: New Digital Business Practices
    • Implications for IT Services Providers
  • Priority No. 2: Change in Ownership and Collaboration of Technology Decisions
    • Implications for IT Services Providers
  • Priority No. 3: Adoption of New and Less-Proven Technologies at a Faster Pace
    • Implications for IT Services Providers
  • Priority No. 4: Need for Collaboration Between Cross-Functional Areas
    • Implications for IT Services Providers

Background and Context

  • Digital Business Is Changing the Way Things Are Done in Traditional IT Disciplines

The Impact

  • Operations
  • Sales and Go-to-Market
  • Solution/Offering Planning and Development
  • Client Engagement and Management Approach

Conclusion

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.