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IT Vendors

Even though the market for IT products and services into Telco and Media is growing fast again, all IT vendors (hardware, software and systems integrators) are under pressure to differentiate and add value. IT buying decisions and cycles are increasingly being driven by marketing and commercial functions, rather than by the CTO office. IT investment is being made more in ‘front office’, customer facing areas rather than the 'back office'.

Prices are coming under pressure through global sourcing and more transparent competition. More emphasis is being placed on open, non-proprietary systems and solutions. Buyers are looking for low risk, but creative solutions that mix telecom and IT technologies and which demonstrably work.

As we move faster towards convergence, the boundaries between partners and competitors are blurring. All IT players are looking to extend their portfolio of 'solutions' and control client technology strategies by selling long-term managed services.

All these pressures require improved innovation processes - innovation in R&D, product development, sales, marketing, supply chain, alliance management and organisational design and management. As the IT industry gets mature, greater rigour is needed to thrive in a dynamically changing customer marketplace.

STL works with many of the leading IT vendors on these issues.

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