For Vendor Strategy Professionals

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	February 28, 2008 Snugly Fitting Your Customers For Business Service Management Qualifying Prospects For The Right BSM Approach by Peter O'Neill with Jean-Pierre Garbani, Reedwan Iqbal	Average: 10  (1 rating)

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Executive Summary

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.

TABLE OF CONTENTS

• The BSM Ball Is Now Rolling
• How To Deal With BMS Customer Segments

RECOMMENDATIONS

• Put The "Business" In Business Service Management
• Related Research Documents

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