The Ultimate Route to Market

How Technology Professionals Can Work Successfully with Global Systems Integrators, Outsourcers and Consulting Firms

Ian Shanahan (Autor)

Buch | Hardcover

188 Seiten

2018
Routledge (Verlag)
978-1-4724-8307-2 (ISBN)

Artikel merken

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.

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.

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

Erscheinungsdatum	31.08.2018
Zusatzinfo	1 Tables, black and white; 24 Line drawings, black and white; 24 Illustrations, black and white
Verlagsort	London
Sprache	englisch
Maße	156 x 234 mm
Gewicht	430 g
Themenwelt	Mathematik / Informatik ► Mathematik ► Finanz- / Wirtschaftsmathematik
	Wirtschaft ► Betriebswirtschaft / Management ► Finanzierung
	Wirtschaft ► Betriebswirtschaft / Management ► Logistik / Produktion
	Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
ISBN-10	1-4724-8307-3 / 1472483073
ISBN-13	978-1-4724-8307-2 / 9781472483072
Zustand	Neuware