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Are formal alliances between consultants
and IT vendors buckling as the market shifts and changes?
Pat Sweet speaks to four market
experts about where partnership goes next.
Pressure on partnerships - Part 2 |
Part 1 | Part
3
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Duncan Williamson: harder to be a niche
specialist
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IT CONSULTANCY: SAP Consulting
Interviewee: Duncan Williamson, head of SAP Consulting.
Q1. Formal alliances.
A: A lot depends on the relationships software vendors
and hardware vendors have with the service providers. There
can be many of these, but they may not necessarily be formal
arrangements. Partners can come together for a specific deal
to meet client requirements, or they may work in alliance
with vendors all the time and be looking for opportunities
to handle implementations in a particular sector.
Of course there are cases where formal alliances are required
– few clients want to deal with a group of individuals who
turn up on the day – and vendors and consultancies need to
manage this. The one exception is where an organisation has
outsourced its business processes, and then wants to replace
its software and hardware. In that case, the outsourcer tends
to run the alliance.
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Consultants' Advisory 2004
Copyright © 2004 |
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