04/11/2011
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"Quid pro quo"
Context is changing. Sales bias is changing. You only win if your customer wins. "Quid pro quo"
The current crisis is (or is going to be) no longer a latent reality, from the moment it involves a change of the business model, and companies and governments will continue demanding ICT solutions and services. However, they will demand their suppliers, or rather said Partners, to accommodate to this new environment, so that ICT sector should be aligned to this new paradigm in order to remain competitive, to continue providing innovative services to the market.
In a new market scenario where the main petitioners of ICT services, both the public administrations and large and medium companies -no matter the field-, have reduced their ICT investment significantly, or at least, they have slowed it in its effective implementation; the providers of ICT solutions and services have to accommodate their offer to the current situation.
Systems acquisiton, licensing and app development represents today for CEOs an obstacle in their decisions not only for its high financial burden that, at all costs,but because of it has changed their view of what was once considered an strategic asset. During 2012, it is estimated that CEOs will adjust downwards by 4% - 5% of their annual ICT expenditure.
In this scenario, the optimal alternative is to direct our services as true business partners and to adopt both BPO models (Business Process Outsourcing) and solutions in SaaS formats (Software as a Service) and/or PaaS (Platform as a Service) in the cloud (cloud computing), as well as virtualization solutions of the workplace that will be welcome as theur ensure a balance between quality - reliability - price/value.
If services bias is changing, in a first step, the next will be to accommodate selling arrangements to this new environment.
The new direction should consider the customer perspective to change his status of technological assets. By putting them in value by a replacement for solutions where the weight of financial investment for the customer is less, going through pay-per-use modalities, flat rates, even like fees related to the business value that these ICT solutions provides to the customers.
Customer-supplier relationship is transformed (as usual in each cycle) to seek proximity as a "related partner", a business catalyst of each customer. Today more than ever we must establish a "quid pro quo" (which in some professional circles is known as win-to-win) relationship which as a counterpart to the improvement of the efficiency and costs margins or by increasing its business framework by new channels through these solutions / ICT services, we receive an economic compensation associated with those benefits.
Context is changing. Sales bias is changing. You only win if your customer wins. “Quid pro quo”.
In a new market scenario where the main petitioners of ICT services, both the public administrations and large and medium companies -no matter the field-, have reduced their ICT investment significantly, or at least, they have slowed it in its effective implementation; the providers of ICT solutions and services have to accommodate their offer to the current situation.
Systems acquisiton, licensing and app development represents today for CEOs an obstacle in their decisions not only for its high financial burden that, at all costs,but because of it has changed their view of what was once considered an strategic asset. During 2012, it is estimated that CEOs will adjust downwards by 4% - 5% of their annual ICT expenditure.
In this scenario, the optimal alternative is to direct our services as true business partners and to adopt both BPO models (Business Process Outsourcing) and solutions in SaaS formats (Software as a Service) and/or PaaS (Platform as a Service) in the cloud (cloud computing), as well as virtualization solutions of the workplace that will be welcome as theur ensure a balance between quality - reliability - price/value.
If services bias is changing, in a first step, the next will be to accommodate selling arrangements to this new environment.
The new direction should consider the customer perspective to change his status of technological assets. By putting them in value by a replacement for solutions where the weight of financial investment for the customer is less, going through pay-per-use modalities, flat rates, even like fees related to the business value that these ICT solutions provides to the customers.
Customer-supplier relationship is transformed (as usual in each cycle) to seek proximity as a "related partner", a business catalyst of each customer. Today more than ever we must establish a "quid pro quo" (which in some professional circles is known as win-to-win) relationship which as a counterpart to the improvement of the efficiency and costs margins or by increasing its business framework by new channels through these solutions / ICT services, we receive an economic compensation associated with those benefits.
Context is changing. Sales bias is changing. You only win if your customer wins. “Quid pro quo”.
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