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For CIO Professionals

Getting The Most Out Of Client Site Visits

IT Services Vendors Need To Focus More On Their Innovation Capabilities

April 13, 2012

By Seepij Gupta with Frederic Giron, Michael Barnes, Abhinav Dhruwa

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Why Read This Report

Delivery center site visits (CSVs) have been a great sales tool for IT services vendors over the past decade. However, these CSVs are currently undergoing a transformation, driven by new client requirements and changing client/vendor engagement models. As a result, vendors need to transform CSVs from a technological capability showcase into a more private, customized, and intimate client experience. This report details three key areas — innovation, experience, and flexibility — where vendors must showcase industry leadership.

Tags: Corporate Strategy, Decision Making, Enterprise Portals & Search, Enterprise Portals, Intranets & Extranets, Information Management, Innovation, Innovation Strategies, IT Services, Partnership Strategies, Product & Solutions Strategies, Sales Enablement, Sourcing & Procurement, Technology, Technology Product Strategies, Vendor Alliances & Partnerships
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TABLE OF CONTENTS

  • Old Site Visits Don't Meet Clients' New Expectations
  • Site Visits Should Showcase Innovation, Experience, And Flexibility
  • Executing Highly Effective Client Site Visits: Before, During, And After

  • WHAT IT MEANS

    IT Services Vendors Need To Think Locally And Act Globally
  • Supplemental Material
  • Related Research Documents
 
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