Gartner Research

How CDOs Can Get Buy-In and Sell Data and Analytics to Stakeholders

Published: 08 July 2019

ID: G00389657

Analyst(s): Alan D. Duncan


Getting buy-in is a consistent challenge for data and analytics leaders, such as CDOs. To do so, they must “sell” the overall vision and strategy for data and analytics and the measurable business benefits, while also overcoming any stakeholder objections and underlying change resistance challenges.

Table Of Contents
  • Key Challenges



  • Step 1. Take the Lead in Setting a Strong Vision for the Desired End State and Business Outcomes
  • Step 2. Be Honest, Resilient and Courageous in Calling Out Inhibitors
  • Step 3. Propose a Solution Architecture That Traces Business Outcomes Back to Supporting Data and Analytics Output and Underlying Data
  • Step 4. Present the High-Level Data and Analytics Delivery Roadmap in Business Terms
  • Step 5. Illustrate a Cost-Benefit Analysis Summary for Data and Analytics Within the Overall Business Initiative
  • Step 6. State and Take Three Immediate Next Actions to Kick-Start the Data and Analytics Initiative

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