Adam Horne, Specialist in IT Sales within Managed Services and Outsourcing at Hays, discusses what IT outsourcing clients are looking for. An expert in all aspects of the IT Outsourcing and Managed Services, he would be happy to hear from anyone interested in this post by email or on LinkedIn.
In the past, the main reason to outsource IT services was to cut costs. However, a recent survey by both InfoSecurity Europe 2011 in London and RSA Conference 2011 in San Francisco found that IT service contracts were costing more than expected for 62% of businesses, with 27% saying costs were significantly higher. However, while outsourcing may not always be the cost-cutting solution that clients want it to be, there are other ways it can benefit the clients.
A recent survey by CRN provides some interesting insight into other factors that clients consider. While reducing IT spend was the highest priority with 27.2% of respondents describing it as very important, there was also an interest in sophisticated security threats, increased demands for storage, reducing power consumption and moving towards cloud storage systems. Furthermore, while cost/value is rated as the most important attribute, clients also value responsivess, technical expertise, personal relationships and familiarity with emerging technologies. These figures both show that, while keeping costs down is very important, clients are aware that there are other benefits to outsourcing services.
A common theme throughout the survey results was proactiveness, responsiveness and building familiarity with the supplier, all of which are areas that salespeople can help with. Clients want their suppliers to get to know the business and show an understanding of their problems, which a good salesperson would always take the time to do.
This is a rapidly changing market and clients are demanding more from their suppliers. What else can IT outsourcing companies do to keep their clients happy?
Your post is very agreeable.
ReplyDeleteHaving a strong work ethics should also be observed in the staff of outsourcing companies.They should be trustworthy, responsible and loyal. The staff must have the ability to multitask, because they are working under two companies.
With this kind of staff, we can make our clients happy.