Gartner Research

Market Insight: How to Be Selected for Data and Analytics Service Deals Based on the Top Five Buyer Criteria

Published: 17 August 2017

ID: G00327339

Analyst(s): Jorgen Heizenberg , Twiggy Lo

Summary

Buyers value strategy, business processes and thought leadership more than technical expertise when choosing a data and analytics service provider. Technology product management leaders must align their value propositions with these criteria to differentiate and maximize win rates.

Table Of Contents

Analysis

  • The Top Five Evaluation Criteria
    • Strategic Expertise, Functional Skills, and Vision and Thought Leadership Are the Top Three Evaluation Priorities
    • Prior Experience With a Provider Can Make or Break a Deal
    • Infrastructure Expertise Goes Beyond the Traditional Build, Run and Manage the Performance of Enterprise IT Resources
  • The Top Five Disqualification Reasons
    • Price Is Always an Important Evaluation Criterion
    • Understanding Clients' Needs, Having the Right Mix of Team Members and Being Viewed as a Strategic Partner Matters in a People Business
    • Tailor RFP Response and Presentation
  • Other Evaluation Criteria

Background and Context

The Impact

Conclusion

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