|
Are you relying on technical features to win business?
Are you discounting at the end of the quarter to generate forecasted revenue?
Are your customers increasingly focused on price?
If you answered “yes” to any of these questions, you are not alone.
In the IT market, software and hardware are pure commodities. Several powerful but generally unrecognised market forces have redefined the concept of customer value in the IT industry. The kind of value for which customers will pay a premium is no longer embodied in product, services or brand name. Great and innovative products, excellent customer service and recognisable brands are now merely prerequisites—those attributes sellers must have just to earn the right to compete.
Unless sellers want to compete principally on price (i.e. rely heavily on discounting strategies as the main source of differentiation) they must approach the customer from a new frame of reference. In short, sellers whose main expertise is in their ability to communicate product differences are on a short path to commodity selling. Sellers must now be the primary engine of value creation.
Here is a sample of our IT/Hardware/Software clients:
- AOL - America Online
- Agfa
- British Telecom
- Cable & Wireless Comms.
- Canon
- Compaq
- Dell
- EDS
- Ericsson Telecom
- Fuji Xerox
- GE Information Systems
- Google
- HP
- IBM
- Lucent Technologies
- Motorola
- OCE
- Oracle
- Panviva
- Rational
- Reuters
- Ricoh
- Trend Micro
To learn more, please download our white paper: Creating Real Value for IT Customers .
|
