Published: 01 December 2022
Technology general managers recognize that business buyers are shifting toward using business outcomes in solution selection and investment. Understanding the different use cases for business outcomes helps optimize growth pivots in the face of changing customer and market needs.
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Technology general managers recognize business outcomes as a major trend shaping buyer value and needs, particularly business buyers.
Business outcomes enhance the ability of both customers and providers to concentrate on realizing value from technology investments.
Enterprises and technology service providers can use business outcomes as a means of engagement and value realization.
Technology general managers who want to pivot to meet changing customer needs should:
Apply business outcomes across business and technology provider processesby profiling technology investments and solutions based on the tangible changes driven by outcomes.
Incorporate a business outcome approach to investments by replacing traditional cost-benefit analysis with a
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