| Description |
1 online resource (197 pages) |
| Contents |
Cover; Half Title; Title Page; Copyright Page; Table of Contents; About the author; Acknowledgements; Preface; Introduction; An influencer driven sector. How did we get here?; Not another channel sale; Who is the book for?; A lucky break; The routes to reward; Sell to (for internal use); Sell with; Sell through; Sell to (for client use); Sell to as part of a managed procurement arrangement; How to navigate around the various routes to market: Stephanie's story; 1. Why do companies invest so much in hiring consultancies, systems integrators and outsourcers? |
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How do we define consultants, integrators and outsourcers?Why do corporations and public sector bodies use a consulting firm or systems integrator?; Staff augmentation; Access to deep experience, IP and resources; A deep focus on a problem; Breaking down political and emotional barriers (aka detached view); Deep technical knowledge; Why outsource?; Focus on your core business; Financial benefits through shared services; Labour arbitrage; Access to high quality and flexible capabilities; Round-the-clock service; The client-side perspective: Paula's story; 2. Defining the players |
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Systems integratorsOutsourcers; Consulting firms; The other players; Business process outsourcing; Indian pure plays; Vertically aligned niche consultancies; The 'Big Four'; Services and vendor hybrids; Other common sources of influence; 3. Why partnering is win-win; The anatomy of a large IT project; Phase 1: business case; Phase 2: architecture; Phase 3: implementation; Phase 4: support; Typical scenario; Phase 1: business case; Phase 2: architecture; Phase 3: implementation; Phase 4: support; Key personnel; Management consultant; Solution architect and technical architect; Alliance manager |
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Procurement/supplier management/product managementProject manager; Client sales lead (aka account manager, client account lead, etc.); Legal; What's in it for the large IT services company?; Completing the solution; Additional profit and investment; Sales competitiveness and differentiation through accreditations; Cost saving through utilising additional resources; The technical inside track; Operational benefits; Channel networking; New business leverage; Selling together; Why partnering is a win-win: Peter's story; 4. Understanding the business model; Culture; Hard work; Diversity |
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Knowledge capitalIntegrity and reputation; Corporate social responsibility; Colleague respect; A final word on culture: decks; Career model; Career levels and performance management; Billing revenue; Deal shapes and shared risk; Time and materials; Fixed price contract; Business process outsource; Gain-share; Outcome-based (aka shared risk-reward pricing model); Going 'client-side'; The protocol of fee programmes; The background; What you need to know as an alliance partner; Co-opetition and ethical walls; Alliance excellence in the new economy: Georg's story; 5. Alliance best practice |
| Summary |
Global systems integrators, outsourcers and consulting firms are responsible for directly leveraging or influencing most?IT investment in large corporations. Original equipment manufacturers (OEMs), software companies and other technology providers aspire to create mutually successful partnerships with the large in?uencers due to their 'business case' driven approach, their early stage engagement in the sales cycle, their C-Suite relationships with large multi-national enterprises, and the often-giant scale of the typical technology spend that their projects and engagements drive. The projects that these companies deliver are specialist and complex, meaning that companies who aspire to work successfully in the sector require skill, knowledge and a sophisticated alliance approach to gain credibility and maintain long term sustainable relationships.? The Ultimate Route to Market provides an insight into the practices, construct and culture of global consulting firms, systems integrators and outsourcers and provides a suggested framework for a successful alliance with them. Here, Ian Shanahan provides organisations with an overview of the global systems integrator, outsourcer and consulting firm sectors, provides insight into their culture and expertly explains alliance best practice methodology. This is a must read for anyone that aspires to understand the market, how it works and how they become desirable to the large IT services companies, so that they can execute alliance engagements to the sector in a measured, methodical and low risk way |
| Notes |
Objections |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Print version record |
| Subject |
Consultants.
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Electronic data processing personnel -- Employment
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Information technology.
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Consultants
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information technology.
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Consultants
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Electronic data processing personnel -- Employment
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Information technology
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| Form |
Electronic book
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| ISBN |
9781317048589 |
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131704858X |
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9781317048572 |
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1317048571 |
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9781317048565 |
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9781315611259 |
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1317048563 |
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9781317048565 |
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1315611252 |
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9781315611259 |
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