Research / Roles
Sales and Consulting
Research / Roles
Sales and Consulting
Sales and Advisory Services in the IT Operations Market
In this section, you will find articles covering market insights, trends and developments that are particularly relevant to those working in sales and advisory services.
Market knowledge
Price Trends In the ITO Market Q2 2026
The market price for composite IT operations agreements increased in Q2 2026. Read more in this article, where we review the quarter’s price data and translate the current development into concrete advice and recommendations for IT operations customers and suppliers, respectively.
The Danish ITO market 2026
Digital sovereignty is currently one of the most critical issues affecting both customers and vendors in the Danish IT infrastructure operations market. This is reflected in our latest market analysis, which maps the vendor and customer landscape as of the first quarter of 2026.
Public cloud IaaS – price comparison
This article reviews the key factors and elements required to accurately compare IaaS pricing across different cloud providers.
Tender and customer dialogue
Managing Discussions About Price Increases in
IT Operations Agrements
How do factors such as rising hardware and software prices, labour costs, and energy prices affect the cost of IT infrastructure operations? In this article, we answer these questions by examining the mechanisms that drive market prices for IT operations services and guiding customers through a scenario in which a vendor announces a price increase.
Digital sovereignty: Plan B for infrastructure outsourcing
What should an organisation do if its current outsourcing provider suddenly becomes unable to deliver its services? In this article, we outline how to develop a contingency plan (Plan B) for outsourced IT infrastructure services. We also examine five specific scenarios, each with a different emphasis on risk management, business continuity, and financial implications.
Pricing models for purchasing dedicated operational security services
In this article, we provide an overview of the most common dedicated operational IT security services currently offered in the market – for example, SOC. We review what these services include and take a closer look at how they are typically priced, as well as the factors that influence unit prices.
Key contract terms
The expensive terms: Capacity flexibility
The requirement for downward capacity flexibility is a key factor that significantly impacts the pricing of the overall ITO service agreement.
The expensive terms: Special security requirements
Certain terms in IT operations service agreements significantly impact the total contract price. In particular, the inclusion of specific security requirements has a decisive effect on the final cost of the agreement.
The expensive terms: Design authority
Design authority is one of the terms that has a decisive impact on the price of operating agreements. In this article, we will review why and what can replace it.
Digital sovereignty: Plan B for infrastructure outsourcing
What should an organisation do if its current outsourcing provider suddenly becomes unable to deliver its services? In this article, we outline how to develop a contingency plan (Plan B) for outsourced IT infrastructure services. We also examine five specific scenarios, each with a different emphasis on risk management, business continuity, and financial implications.
The expensive terms: High penalty clauses in outsourcing contracts
High penalty clauses in contracts lead to higher prices and are rarely the best way to ensure high operational quality.
The expensive terms: Short commitment periods
While a short commitment period on an outsourcing agreement may seem attractive, it typically entails additional costs that should be taken into consideration.
The expensive terms: Complexity
The complexity of the overall IT landscape is a factor that has a decisive impact on the price of ITO services.
The expensive terms: Special location requirements
Special location requirements are one of the conditions that have a decisive impact on the price of operating agreements.