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

Summary

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

Analysis

  • 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

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?

Become a client

Learn how to access this content as a Gartner client.