Published: 01 August 2024
Tech services leaders face the dual challenge of expanding client accounts while prioritizing the intricacies of service delivery. This research identifies three strategies to optimize account planning and drive sustained growth in this demanding environment.
According to the 2024 Gartner Digital Business Buying Drivers Survey, half of service buyers intend to expand their network of providers to meet future requirements, emphasizing the importance for tech services leaders to nurture client relationships and collaborate across portfolios to identify and capitalize on upcoming opportunities.
Many service providers lack a formal discipline or value realization framework to effectively measure value delivered to clients. Not having a framework can result in a lack of quantifiable outcomes needed to demonstrate success for new client opportunities and communicate the value for similar opportunities to new buyers.
Despite the advancements in emerging
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