advice for provider sales Archive
What Venture Capitalists Can Teach Us about Driving Transformation
On November 24, 2015 In Thought Leadership
The current way we buy complex services through a purchasing department is to come up with elaborate detailed requirements, which often can only be implemented over several years. We put these out to bid, forcing the vendor community to respond with far more detail and waterfall project plans laying out in excruciating detail how
Transformation Services Procurement: What’s Wrong with this Picture?
On November 10, 2015 In Thought Leadership
For large transformation projects, the services world has locked itself into a world permeated with high dead deal costs, wasted solutioning, and long transitions of nine to 18 months where the client sees low value and tries to get the provider to absorb the cost as well as expensive consultants and legal fees for
Technology Is Advancing Quickly; So Why Are Organizations Changing So Slowly?
On October 22, 2015 In Thought Leadership
The pace of new technology is advancing exponentially. But organizations change so slowly. This is particularly frustrating if you’re a senior executive who sees the opportunity to drive efficiencies or value and by making big changes in your organization, yet you find it’s painful and difficult to drive change and you can only make
Automated Services Need a New Licensing Structure
On October 6, 2015 In Thought Leadership
Service Delivery Automation (SDA) encompasses cognitive computing as well as RPA (robotic process automation). Software providers that provide SDA come to market with an enterprise licensing structure that basically requires the customer to license a number of agents for a specific length of time. But in using this licensing model, service providers unintentionally constrain
DevOps: Disruptive and Changing the Purchase of IT Services
On October 1, 2015 In Thought Leadership
Businesses now demand that IT departments dramatically change the velocity of the cycle time it takes to take ideas from concept to production – often from as long as 12-18 months to only four to six weeks. Organizations can’t achieve a change of this magnitude with just a change in methodology. To do this, they
A Light Bulb Has to Want to Change
On September 22, 2015 In Thought Leadership
There’s an old joke that asks how many psychologists it takes to change a light bulb. The answer is it doesn’t matter; the light bulb has to want to change. I think this has a deep truth when applied to the services market. Almost every service provider looking for growth sees that capturing a
Why Is HP Breaking Up?
On September 2, 2015 In Thought Leadership
I’ve been blogging about why certain companies such as Accenture, ADP, and TCS are such successful service providers. In contrast, let’s look at HP and examine why it’s breaking up. I’ve explained in prior blogs that the most successful companies have six operational elements aligned, as shown in the Everest Group assessment framework below.