Gartner Research

How to Lead With Business-Outcome-Based Engagements as an Emerging Service Provider

Published: 29 April 2019

ID: G00381183

Analyst(s): Arup Roy , Chrissy Healey , Rene Buest


CIOs’ roles are increasingly shifting to deliver business outcomes from IT delivery roles. Service providers that can elevate themselves as business partners will take competitive advantage. Tech CEOs must cultivate business-outcome-based propositions as a discipline across all their engagements.

Table Of Contents
  • Key Challenges



  • Identify Services That Can Directly Influence Business Outcomes
  • Elevate Your Position and Become a Trusted Advisor and Partner
  • Cap Your Gains in Overachievement of the Business Outcomes Baselines

Case Study

  • Background and Context
  • Key Challenges
  • Solution and Best Practices

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