Trends Report

Snugly Fitting Your Customers For Business Service Management

Qualifying Prospects For The Right BSM Approach

February 28th, 2008
With contributors:
Jean-Pierre Garbani , Reedwan Iqbal

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.

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