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					International Press Conference 2008

IT Services Markets in Transformation
 Business Innovation and Transformation Partners Gaining Market Share




Vienna, 09 September 2008

                             www.snt-world.com
                                                                        1
Customer Demands on IT Consultants
and Service Providers


Industrialisation of IT
• The industrialisation of IT is progressing at speed – increasing numbers of
  companies are purchasing standard IT services.


Innovation and Process Skills
• Innovation is a central aspect in the competitiveness of
  companies - IT is one of the driving factors for innovation,
  and thus also for sales and business results.

• Alongside product and service provision innovation, the importance of
  business process innovation is increasing.

• IT service providers must provide their customers with
  a high level of business process skills.




                                                                                2
Customer Demands on IT Consultants
and Service Providers



Change Management Skills
• The process of change is a permanent challenge for globally
  active companies. IT is expected to provide optimal support
  to such change processes.

Comprehensive Service Portfolio
• Many companies wish to keep the number of IT suppliers
  they use to a minimum in order to remain flexible.

Extensive Geographical Coverage
• Companies operating internationally want to make use of their
  IT provider’s services at all their locations.
  Global Delivery and Sourcing Models that provide added
  value for customers are a must.




                                                                  3
Consolidation in the IT Consulting
and Services Market




• Customer demands are leading to increasingly global
  competition in the world of IT consulting and IT service provision.

• This in turn leads to increasing market consolidation.
  Drivers of this consolidation are the so called “Value Growers”,
  which are companies that have already achieved a critical size,
  and which provide extensive geographical coverage and a
  comprehensive service portfolio.
  They also offer strategy and management consulting alongside IT consulting,
  system integration, and IT and business-process outsourcing.




 Source: Lünendonk
                                                                                4
Change in the Provider Structure


                Management
                                      System Integrators
                Consultants

          Strategic                 IT Technology
                        Business                                               Business
         Corporate /                     and          IT System    IT System
                        Process                                                 Process
         Structural                 Infrastructure   Integration   Operation
                       Consulting                                              Operation
         Consulting                   Consulting



                          IT Consultants                           IT Service Providers




                          Business Innovation / Transformation Partners (BITP)




 Source: Lünendonk
                                                                                           5
Definition of a BITP



• More than 60% of sales achieved by consulting and services.

• Of these revenues, at least 10% in each case is accounted for
 by the three categories:

             - Management or IT consulting

             - System realisation or integration

             - Operation of IT systems (outsourcing) on behalf of the customer




 Source: Lünendonk
                                                                                 6
Customers’ Selection Criteria for a BITP



 • Industry skills and competence

 • Commercial stability

 • Management skills

 • Innovation

 • Technical competence




 Source: Lünendonk
                                           7
  Customer Expectations for BITP Providers
                                 Expected skills from Complete BITP Service Providers
                                                             Values stated in %
                              (listed in accordance with number of times mentioned - multiple answers possible)


                                          Holistic Approach (no partial solutions)                                           22,9%


           Consulting Skills (comprehensive consulting, management consulting)                                           20,0%


                                               Process and Implementation Skills                                  17,2%


                                         General Comprehensive Skills/Expertise                                  16,2%


                              Technical Skills/Technological Skills and Know how                           14,3%


Project Support (consulting and support/maintenance)/Integration of the Business                           14,3%


                                               Cost/Benefit Analysis /Profitability                       13,3%


                              Transformation Services (e.g. of know how , skills)                       12,4%


                                                                    Industry Skills                    11,4%


                                                                                 0,0%   5,0%   10,0%     15,0%      20,0%        25,0%   30,0%   35,0%   40,0%
      Source: Lünendonk
                                                                                                                                                                 8
Many Thanks!




               www.snt-world.com
                                   9
Eugen Schwab Chesaru
Partner & Managing Director PAC
Central & Eastern Europe
IT Services Market – New Competitive Landscape




Vienna, 09 September 2008

                             www.snt-world.com
                                                 10
Artur Borowski
Channel Manager Central & Eastern
Europe EMC²
Changing the landscape of the digital universe




Vienna, 09 September 2008

                              www.snt-world.com
                                                  11

				
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