Gartner Research

How Tech CEOs Can Effectively Communicate the Value of a Data and Analytics Service Offering

Published: 07 January 2020

ID: G00465623

Analyst(s): Twiggy Lo, Jorgen Heizenberg

Summary

Buyers often have difficulty differentiating the value they receive from data and analytics service providers. Tech CEOs of data and analytics service providers should use seven steps to improve their communication of offering value.

Table Of Contents

Analysis

  • Communication Needs to Be Specific and Memorable
    • Define the Audience
    • Evaluate Buyer Readiness
    • Choose Competitors to Benchmark Wisely
    • Use Quantified Examples and Make Them Memorable
    • Identify the Intangible Elements
  • Keep Key Messages Updated
    • Assess the Relevancy of Key Messages
    • Pay Attention to External Influencers

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