Winning Commercial and Solution Sizing Approaches in Technology Sourcing Deals

The economic environment is currently uncertain due to concerns around inflation and geopolitical instability in parts of the world. As a result, enterprises are pushing service providers to deliver more while keeping costs static or even lowering them.

Providers can differentiate themselves through a mix of efficient solution sizing, which involves the best use of granular market insights, continuous service improvement levers (including generative AI impact), balanced risk-taking to do more with less, and competitive underlying rates.

In this webinar, Everest Group’s pricing experts discussed some of the true differentiators observed on recent deals and the outlook for these approaches.

What questions did the webinar answer for the participants?

• What selection criteria have enterprise clients prioritized in recent IT outsourcing deals?
• What are the price and solution sizing themes that land well in terms of win rates?
• What are the pitfalls that enterprises and service providers should be mindful of?

Who should attend?

• CIOs, CTOs, CDOs
• IT executives and strategy leaders
• GBS leaders managing IT outsourcing contracts
• Pricing leaders
• Solutioning leaders
• Large pursuits or large deal leaders
• Sales leaders