Gartner Research

Market Insight: How to Be Selected for Data and Analytics Service Deals

Published: 18 April 2019

ID: G00383129

Analyst(s): Jorgen Heizenberg , Twiggy Lo


Buyers place a higher importance on strategy, vision and thought leadership than technical expertise when choosing a data and analytics service provider. Product managers must align their offerings and engagement models with buyer preferences to differentiate and maximize win rates.

Table Of Contents


  • Scaling Digital Capabilities Requires Strong Vision, Thought Leadership and Strategic Expertise in Data and Analytics
  • Servware Increases the Need for Application Expertise and AI and Data Science Skills
  • Two Personas — One for Business and One for Technology

Background and Context

The Impact


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