December 2015

Systems integrator versus the Cloud

Out of the Belgian and Luxembourg companies with 50 or more employees, about 44% use one or more solutions in the (public) Cloud.
This evolution is forcing systems integrators to change their approach.
But what challenges do they face today?

 

  1. A systems integrator would be well advised to say goodbye to traditional cells or silos. It will have to deliver projects in the same way that a Cloud service provider does: from a single shared platform and in an 'as a service' model. A division-based approach will no longer cut it. Today time to market is key. Which explains why Cloud computing is so popular. An IT project can usually be handed over within one week via the Cloud, while systems integrators need at least 4 to 6 weeks.

  2. The systems integrator's sales team will have to abandon the 'hit & run' principle. An average sales representative sells IT services on a project basis: a one-off for which he or she usually pockets a fat bonus. These 'hunters' need to evolve into 'farmers', continuously generating business and maintaining long-term relationships with their customers. However, IT as a service is less attractive for the average sales representative. But creating added value is gaining importance. The evolution from hunter to farmer is not going to happen overnight. It is advisable to introduce this into the organization gradually, or search for additional profiles.

  3. Adapt or die: systems integrators should re-invent and re-position themselves. They all have one thing in common, however: they like doing everything themselves. That is what makes re-inventing themselves easier said than done. Our advice is to team up with parties that have already developed a Cloud platform, because anyone who has to start over in 2015 with an IT-as-a-service model has missed the proverbial bus a long time ago.

 

This text was written in cooperation with Cloud Makelaar.

 

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