Gartner Research

CSPs Must Build Business Objectives Into Billing and Customer Management Contracts to Succeed in Digital Transformation

Published: 16 April 2018

ID: G00355194

Analyst(s): Jouni Forsman , Amresh Nandan , Norbert Scholz

Summary

CSPs transforming their revenue management and billing often experience vendor misalignment with their own business objectives, leading to missed transformation targets, project delays and cost overruns. Technology business unit leaders must sign revenue-based contracts for optimal business value.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Ensure That the Vendor Understands Your Needs and Is Responsive to Your Requests
    • Positive Experiences With Project Implementation, Administration and Support
    • Negative Experiences With Project Implementation, Administration and Support
  • Thoroughly Simplify Your Contracts With Revenue-Based Pricing

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