The world of IT is changing
The IT market is one of the youngest and agile markets around. Innovation and new developments in customer demands and available technology are constant. This delivers a huge opportunity for Service Providers and Software Vendors. But, most are unable to leverage the full potential this market holds for them.
Over 80% of the IT providers have grown from mastering technology. Offering product based services, and managing their daily operations. Up to today, this was all needed to grow in business. A traditional approach in executing sales was enough to act upon customer demands.
Why change and innovate when current margins are 30% or more and growth is 20% year over year? You as an IT Provider or Software Vendor are more than comfortable. For now. Newcomers in this market act from the latest market developments. Understand the changing needs and know how to act upon that. They develop new business solutions that fit the changing demands of the market. For your customers!
Together we innovate the commercial approach for monthly based IT services. Or let this business grow faster.
IT Service Providers
IT Service Providers provide IT services to support the business of their customers. The value of an IT Provider lies in the knowledge of their solution, not so much in the business of their customers.
Developments in public Clouds, like AWS or Azure, will change the positioning of IT Service Providers. The future opportunities at their customers are business targeted, pay-per-use IT solutions.
Commercial model have to be changed. From a feature based offering into a business value based proposition. Service Providers with their IT service and technology DNA, need to change their commercial model from a feature based offering to a business value based proposition.
Software vendors develop solutions that supports specific business functions at their customers. Varying from core business process systems or collaboration between employees or companies. Subscription and business based demands are changing the business of ISV´s.
Customers want business solutions, delivered in a monthly subscription model. ISV’s need to solve the monthly services and business challenge coming from this demand.
Selling business focused, subscription based software solutions requires a new commercial approach. Focus on the dynamics of your customers, what do you solve? What type of companies, or business processes. Focus is key. Force21 can assist in redefining your business model. Build a usage based portfolio. And the go to market models set-up.