Gartner Research

Overcoming the Insourcing Barrier When Selling IT Services for Tech CEOs

Published: 30 April 2019

ID: G00385383

Analyst(s): Helen Huntley

Summary

Tech CEOs need to know how to overcome insourcing bias when an enterprise prospect is considering outsourcing but still seems tied to in-house legacy delivery in the sales cycle. Helping a client understand the challenges for internal versus external delivery is often a way to win the deal.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Help Clients Truly Understand All the Risks of Insourcing
  • Often Overlooked Considerations That Tech CEOs Should Emphasize
    • Technology
    • Service Quality
  • 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.