Industry – Technology 2017-02-08T01:44:48+00:00

We help Technology Providers deliver long-term success

 

Competing on price & features is hard to avoid, yet you have to play higher.

The knowledge divide affecting systems implementations since the ’80s remains:

  • Clients do not know what consultants know about the systems they deploy.
  • Consultants rarely understand their clients context, practices and rationale.
  • Classic change takes too much time and effort to understand what matters.
  • So gaps usually remain and lead to poorly designed, and poorly used, systems.

New execution challenges have appeared:

  • Enterprise applications projects have gotten dramatically shorter.
    This leaves providers little time to understand their clients, and design good systems.
    This also leaves your clients no time to get proficient with the systems they receive.
  • Competition forces providers to make cheaper offerings and reduce their costs.
    It is hard to keep change consultants on payroll, and dedicate them full-time to clients.
  • The same competition prevents clients staff to dedicate time and effort away from BAU.
    It is hard to make good decisions, get new ways of thinking and working – with no time.
  • And yet, change is as important as ever, to ensure implementations are successful.

The right people combined with yours:

  • Change evangelist – a savvy sponsor
  • Change alchemist – a p(e)ace maker
  • Change catalysts – movers & shakers
  • Extra temporary hands – as needed

The right approach and pace to succeed:

  • Trust-building takes time.
    Why rush? Get them to take a sip.
  • Trust-building takes consistency.
    Why wait? Start with learning.
  • You won’t know unless you ask.
    Why assume? Adopt the beginner’s mind.
  • Clients will only get it once they do it.
    Why do what they must do? Let them.

We help your team elevate the conversation with your clients.
So you can become a trusted advisor and grow your key accounts. Contact us.

Customer success is a key to recurring revenue.

The new equilibrium brings both a big risk and a great opportunity:

  • On the one hand, highly profitable, multi-year, time-and-material efforts are history.
    They are being replaced by riskier, shorter (often less-than-a-year), fixed-cost efforts.
  • On the other hand, on-premise infrastructures are losing ground to cloud deployments.
    Short implementations can lead to poorly designed, and poorly used, systems.

Great execution is key to adoption and success, and yet harder than ever:

  • Enterprise applications projects have gotten dramatically shorter.
    This leaves providers little time to understand their clients, and design good systems.
    This leaves clients no time to get proficient with the systems they receive.
  • Competition forces providers to make cheaper offerings and reduce their costs.
    It is hard to keep change consultants on payroll, and dedicate them full-time to clients.
  • The same competition prevents clients staff to dedicate time and effort away from BAU.
    It is hard to make good decisions, get new ways of thinking and working – with no time.
  • And yet, change is as important as ever, to ensure implementations are successful.

The right people combined with yours:

  • Change evangelist – a client advocate
  • Change alchemist – a p(e)ace maker
  • Change catalysts – movers & shakers
  • Change backlog – your new best friend

The right approach and pace to engage:

  • Change takes time.
    Why rush? Take a sip… little by little.
  • Change takes effort.
    Why wait? Start learning on day 1.
  • Clients can’t know what they want.
    Why plan A-to-Z? Iterate to success.
  • Clients can only help when they act.
    Why decide for them? Involve them.

We make customer success happen with your sales and service teams.
So you can align their efforts and grow your business. Contact us.

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