Executive Summary (This is a document excerpt)

The new mantra of IT service management is business service management (BSM). Vendor strategy professionals have reacted to this trend, and most IT management software vendors now include BSM solutions in their product strategies to reflect the accelerated interest in business-oriented IT management projects. But BSM solutions are more like business applications than IT management software tools; they require a consultative sales approach covering all potential buyer stakeholders. The challenge for vendor strategists now is to communicate the BSM solution effectively in a more sophisticated market and prepare the sales force for the more complex buying scenario.

Buy Risk-Free

Download and print PDF immediately. Price: US $1749

Our Money-Back Guarantee: If you are not completely satisfied, return it for a full refund within three weeks of your online purchase.

Already a Forrester Client?
Log in to read this document.