Gartner Research

Use Outcome-Based Contracts to Drive IoT Business

Published: 29 September 2017

ID: G00333274

Analyst(s): Isabel Chapman


Providers can mitigate risks to IoT solution implementation by working with enterprises to determine and guarantee business case metrics and outcomes. Technology strategic planners should enable a consultative sales organization for IoT and offer outcome-based contracts to increase success.

Table Of Contents
  • Impacts


Impacts and Recommendations

  • Numerous financial barriers are stalling IoT projects, forcing technology strategic planners to offer alternative finance and risk models
  • IoT investments are no longer just an IT decision, requiring technology strategic planners to develop new ways of doing business

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