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Gartner Says Technology Service Providers Must Implement a Bimodal Road Map or Risk Being Left Behind

Gartner Analysts to Discuss How to Drive Innovation with Providers at the Gartner Sourcing & Strategic Vendor Relationships Summits 2016, 6-7 June in UK and 20-22 September in Grapevine, US

(PresseBox) (Egham, UK, ) As digital business transforms buying behaviours, organisations are quickly adopting bimodal strategies and questioning whether service providers can rapidly adapt to their evolving needs, according to Gartner, Inc. Service provider executives and strategists must implement a bimodal roadmap to exploit this unprecedented differentiation opportunity.

“Confronted by digital transformation IT leaders recognise the need to innovate more, manage uncertainty better and establish more agility,” said Claudio Da Rold, vice president and distinguished analyst at Gartner. “We anticipate that three out of four organisations will be at some level of bimodal maturity by 2017. Unfortunately, the same can't be said for providers' ability to aggressively transform into organisations that are able to respond to the needs of agile, bimodal enterprises.”

Many incumbent providers have found themselves challenged to make the necessary transition to embrace a bimodal work style, to deliver different product and services via new consumption models, to provide the basic sales model enhancements, and to focus on rapidly changing customer expectations across both Mode 1 and Mode 2 IT demands.

“The speed of digital business not only is dictating a new speed for IT, but a new pace for providers' own internal innovation if they want to remain relevant and competitive,” said Mr Da Rold. “While a few service providers have begun to employ bimodal capabilities in some business units, they face substantial cultural and mind-set challenges in scaling this across the organisation.”

While not all providers need to contemplate building bimodal capabilities organically, if a provider is targeting a customer segment that is interested in building stronger digital and bimodal capabilities, it is in their best interest to identify how best to transform. CEOs and business unit leaders need to recognise the need for deep change and accelerate investment in digital services and its unprecedented opportunities.

“Realise that success will be built on culture change. Strong leadership is a must,” said Mr Da Rold. “Start with small experiential steps but keep the momentum going by transferring a sense of urgency from top to bottom and from Mode 2 to Mode 1. Use small Mode 2 proof of concept (POC) projects to influence and sell the large Mode 1 projects that will follow.”

In the next two years, many organisations will reconsider existing provider relationships while implementing their roadmap to implement bimodal IT and adaptive sourcing. A layered approach to sourcing decisions is driving organisations to evolve: new models, including M&As, industry associations or consortia, and crowdsourcing; new channel partners, including independent software vendors, IT, operational technology, the Internet of Things and industry-specific partners and new providers, including startups and smaller, nimbler and more focused providers.

In a similar way, service providers looking to differentiate themselves in the market and evolve rapidly toward a bimodal approach must create a practical roadmap of the many changes required for a successful bimodal transformation. When providers make the decision to embrace a bimodal work style and capabilities, they must also consider the overall go-to-market, sales and partnering strategy as well. Providers that fail to co-innovate with their customers will not realize the full potential of digital business.

Service Providers that demonstrate understanding, alignment and prioritisation of both Mode 1 and Mode 2 initiatives will accelerate their relevance and exploit large opportunities. “Winning providers will co-innovate with customers, get linked into their POC and pilots, and ramp up in influence, volumes and large-scale Mode 1 transformation and modernisation projects,” said Mr Da Rold. “Providers that are unable to meet Mode 2 business buyers' expectations of speed, trust and credibility will face a market of cost-reduction-oriented services, frozen IT budgets and high competition for traditional spending.”

Further information is available in the research note “Technology Service Providers Must Implement a Bimodal Roadmap or Risk Irrelevance and Decline.”

Gartner analysts will further explore how to drive innovation with major providers at the Gartner Sourcing & Strategic Vendor Relationships Summits 2016, 6-7 June in London, UK and 20-22 September in Grapevine, Texas.. You can also follow updates before and during the events on Twitter using the hashtag #GartnerSSVR.

Gartner UK Ltd

Gartner, Inc. (NYSE: IT) is the world's leading information technology research and advisory company. The company delivers the technology-related insight necessary for its clients to make the right decisions, every day. From CIOs and senior IT leaders in corporations and government agencies, to business leaders in high-tech and telecom enterprises and professional services firms, to technology investors, Gartner is the valuable partner to clients in approximately 10,000 distinct enterprises worldwide. Through the resources of Gartner Research, Gartner Executive Programs, Gartner Consulting and Gartner Events, Gartner works with every client to research, analyze and interpret the business of IT within the context of their individual role. Founded in 1979, Gartner is headquartered in Stamford, Connecticut, USA, and has 7,900 associates, including more than 1,700 research analysts and consultants, and clients in more than 90 countries. For more information, visit

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