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雷达卡
by Ian Shanahan (Author)
About the Author
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 this book
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.
Brief contents
Introduction 1
1 Why do companies invest so much in hiring consultancies, systems integrators and outsourcers? 17
2 Defining the players 25
3 Why partnering is win–win 41
4 Understanding the business model 70
5 Alliance best practice 101
6 Innovating with global systems integrators, outsourcers and consulting firms 122
7 Partnering in the new economy 135
8 The 10 steps to success 153
9 How to put what you have learned into practice 172
Glossary and definitions 173
Additional reading 180
Index 184
Pages: 196 pages
Publisher: Routledge; 1 edition (2019)
Language: English
ISBN-10: 1472483073
ISBN-13: 978-1472483072
Routledge__The Ultimate Route to Market.pdf
(2.81 MB, 需要: 5 个论坛币)
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