Gartner Research

Planet of the Ops: Why Operability Is Key to Growing Product and Service Revenue

Published: 14 April 2022

Summary

As tech buying influence expands beyond IT to more business-focused buyers, customers are increasingly demanding end-to-end solutions with high operability. By expanding portfolio focus to include nonfunctional requirements, technology general managers increase their TAM and differentiation.

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Overview

Key Findings
  • Buyer influence for technology purchase decisions is shifting significantly from purely IT-led to business-led and IT-business-collaboration, with business buyers demanding more complete and production-ready solutions.

  • Gartner Enterprise Technology Adoption (ETA) Profiles indicate that only 35% of technology buyers aggressively pursue new technologies, with the remainder using technology in response to external events or when it delivers demonstrable business value.

  • The growing “opsification” of many disciplines indicates the increasing importance of cross-disciplinary operational readiness throughout the development, implementation, operation and support life cycle of products and services.

Recommendations

To appeal to a broader range of technology buyers and influencers, thereby increasing their total

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Analysts:

Ephraim Baron

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