Gartner Research

How Tech CEOs Can Beat Larger Providers in the RPA Service Market

Published: 11 February 2020

ID: G00466069

Analyst(s): Arup Roy, Arthur Villa, Rob Addy

Summary

As a high growth market, robotic process automation services has attracted a lot of service providers of all sizes. But many smaller providers are struggling to grow and scale due to intense competition. Tech CEOs should adopt a more targeted approach to compete and win against larger peers.

Table Of Contents

Analysis

  • Introduction
  • How to Beat Large RPA Service Providers
    • 1. Keep It Real — Ensure You Tell the Real RPA Value Story
    • 2. Focus on a Narrow Market Segmentation to Target Exactly the Customers Where Your Differentiated Value Is More Likely to Overcome Perceived Vendor Risk
    • 3. Define Your Offering at a Granular Level
    • 4. Broaden Your Portfolio of Offerings to Enable Hyperautomation for Clients Instead of Just Having a Narrow Focus on RPA
    • 5. Sell the Annuity-Based RPA Managed Service/RPA Support and Maintenance Service
    • 6. Address and Resolve Perceptions of Risk Early in the Sales Cycle

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