Positioning Your Firm In The IT Ecosystem

The IT industry is currently undergoing a structural transformation that will have a profound effect on how IT vendors and service providers conduct their business. New constituencies of buyers and suppliers are emerging — supported by new, truly global processes for the development and delivery of technology. Corporate clients are reacting to the greater interdependence of IT and business processes by demanding a closer alignment of their IT operations with corporate objectives and business needs. Consequently, corporate buying patterns are increasingly framed by the requirements and needs of line-of-business (LOB) management and the objectives and decisions of the executive management.

In this workshop we provide a view on how the underlying changes in corporate buying patterns are going to affect IT vendors and service providers, the way they need to position themselves, and how they need to re-align their sales and partnership strategies.