–By Stephen Hackett
According to IDC, worldwide spending on public cloud services could double from almost $70 billion in 2015 to over $122.5 billion in 2017. There is plenty convincing evidence that organisations are fully recognising and acting upon the competitive advantage that comes with cloud. Cloud is not losing momentum, and cloud has staying power.
As our customers take their businesses through digital transformation, they are faced with many choices, including which vendor (and even who are the vendors), as well as which technology. As they tread this path, they need advice and direction about which vendors they should be speaking to, and in turn from the vendors themselves, advice about the most appropriate technology solutions.
The opportunity is for you, their vendor agnostic advisor, to be their compass and become the one constant in this changing backdrop.
What is Digital Transformation?
Businesses invest in digital transformation to drive business evolution and modernisation. The trick is to dial in to your customer’s digital transformation strategy and understand what you can bring them to help. So how do we do this, and what exactly is digital transformation?
I recently saw one explanation as this:
“Digital transformation is the realignment of, or new investment in technology, business models, and processes to create new value for customers and employees and more effectively compete in an ever-changing digital economy.”
And then I thought, but what in practical terms does that mean, and where can I see this in action? Where is an example of a business that is changing it’s model to take advantage of the technology available to meet their end customers’ changing demands?
When I walked into Cannon Street Station in London, right by the entrance I saw a clear example.
Digital Transformation in Action
Argos, the retailer, led the shopping revolution years ago by condensing a huge department store into a printed catalogue, where the proposition comprises a showroom with catalogue stands, cash desks and a ticketing system for collecting your order from the warehouse behind the showroom.
In recent years (and their first stage of digital transformation), as customers became cash rich and time poor, they moved to ‘click and collect,’ having purchased items ready for collection, so that customers could order online and collect from their nearest store when passing.
The only problem with this stage was that many of their customers, being time poor commuters, were never about when the store was open for collection. (It’s not much use having ‘click and collect’ in your home town when you are getting of the train at 7 pm at night, is it?)
The real progress in the success of ‘click and collect’ occurred when Argos started to place their collection points in train stations, allowing customers to pick up items on the way home. As a result, Argos sales continue to grow in the face of competition from the likes of Amazon and eBay.
Creating New Value for Your Customers
The opportunity for us, as a vendor agnostic advisor, is to unearth this type of thinking and technology initiatives in our customers. Intelisys Global provides access to the suppliers that enable you to perform the role of an independent and agnostic technology advisor, giving your customers choice and a non-sales means of supplier engagement. When you do, and you align your conversation and suppliers to this, you are on to something!
About the Author
Stephen Hackett, Managing Director for Intelisys Global, is a 15-year telecoms industry veteran with extensive experience crafting and implementing compelling partner-facing strategies for development of industry programs via indirect sales channels.