not so secret strategic advice

© 2016 Information Services Group, Inc. All Rights Reserved.

Rajib DattaPaul Schmidt

Not-So-Secret Strategic Advice for Enterprise Sourcing Buyers

© 2016 Information Services Group, Inc. All Rights Reserved 33

Trends in buyer strategiesISG’s point of view on strategic solutionsHow service providers can be part of the solution …


Recurring themes in buyer thinking…

Trends in Buyer Strategies


(But what does it mean?)Digital, digital, digital.


Top-down executive pressures

Technology is the business.Innovation needs to be a core competency.

Integrate the digital experience Need for speed and agility to manage flexible

business requirements On-demand infrastructure Manage the old, but don’t inhibit the new.


How to become “digital-first?”

• Engage, educate and embrace the challenges the business faces.

• Align the broader business plan with technology, both vertically and horizontally.

• Seek solutions like a technology broker.• Rationalize applications, factoring and

remediating for digital readiness.• Know the digital business case. Do your

“cloud math.”

Being digitally ready is more than just implementing technology … it is an exercise in readiness.


What we are advising to client executives…

ISG’s Point of View on Strategic Solutions


Connected Customers

Connected Partners

ConnectedEmployees

Connected Suppliers

3. Digital Supply Chain & Manufacturing (COO)

1. Digital Customer Experience (CMO) 2. Digital Products

& Services (CEO)

DigitalFabric

4. Digital Productivity(CPO/CHRO/CxO)

Enterprises will extract business value through their digital fabric in four main fields.

Organizationsare transitioning to a digital enterprise.


ISG Digital Enablement Framework

Enterprise

Processes Cloud

CustomerAnalytics

Collaborative Product

Innovation

BusinessInsights

Customer Experience

Product Analytics IoT

Automation

Platforms

Access Channel

Social MediaCollaboration

@@Customers

Suppliers

Partners

Employees

“The purpose of a business is to create and keep a customer.”

– Peter Drucker


ISG clientexecutive discussions

Talent, Transparency, TCO…

Success is talent-driven. There is an increased emphasis on putting quality leaders in place to drive change.

Services Transparency and the Business-user experience is a critical factor in defining success. Examples include:

The workplace of the future End-to-End Services views of delivery


ISG client executive discussions

Talent, Transparency, TCO…

The Total Cost of Ownership for change cannot be an additional cost to the business – but ironically investments are paramount to success.

Identify of self-funding opportunities Leverage service provider investments to

increase speed and optimize capital outlay.

Recommend scalable solutions considering a digital-first mindset

Automation drives down cost, Analytics drives up value!


Re-thinking your client relationship…and your value proposition

How to Be a Part of the Solution


Be prepared to meet changing client expectations.

Mirror your clients’ “digital-first” agenda.Are you willing to “eat your own lunch” (before someone else does)?

Demonstrate domain competency that leverages your technology investments in innovation and CoEs.

Strive to link costs to business value.

“Play nice” in the client eco-system.The digital future will have more suppliers and fragmentation to manage.

Remember: speed matters.

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