The Ultimate Route to Market
How Technology Professionals Can Work Successfully with Global Systems Integrators, Outsourcers and Consulting Firms
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 inﬂuencers 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.
Table of Contents
About the author; Acknowledgements; Preface; Introduction ; CHAPTER 1 – Why Do Companies Invest So Much In Hiring Consultancies, Systems Integrators & Outsourcers; CHAPTER 2 – Defining The Players; CHAPTER 3 – Why partnering is win-win; CHAPTER 4 – Understanding The Business Model; CHAPTER 5 – Alliance Best Practice; CHAPTER 6 – Innovating With Global Systems Integrators, Outsourcers & Consulting Firms; CHAPTER 7 – Partnering In The New Economy; CHAPTER 8 – The Ten Steps To Success; CHAPTER 9 – How To Put What You Have Learned Into Action; Glossary & Definitions; Additional Reading ; Index
Ian Shanahan has been in sales, leadership, business development and alliance management for 30 years. His career has included a consistent record of successful channel and alliance execution for a range of technology companies including Sun Microsystems, IBM and Microsoft. During this time, Ian has managed various successful alliances between the world’s largest technology providers and leading global consulting organisations and systems integrators.
'In an age when so called David and Goliath alliances are increasing in importance daily, Ian Shanahan provides a valuable route map to allow smaller companies to collaborate successfully with the "Goliaths". The book is: informative, practical, insightful, and well written in equal measure.' – Mike Nevin, Managing Director, Alliance Best Practice Ltd