Systems Integrators, Business Process Outsourcers and Managed Service Providers are managing and controlling increasing shares of customer spend in information communication and technology and business processes.
To effectively partner with and sell to these organisations requires effective insight and understanding of what drives them, how to communicate and work with them and critically how to secure the support internally for the campaign of activity needed to succeed over time to deliver a sustainable result.
For many organisations that have developed their business either direct with customers or through indirect channels to market this league of organisation represents a fundamentally different set of issues and challenges to be overcome if the true value of such a relationship is to be realised.