System Integrator: From Box Integrator to Business Practice Partner in Visual C#.NET

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System Integrator: From Box Integrator to Business Practice Partner
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One of the key trends I see emerging over the next few years with mobility system integrators will be the transition from box integrator to business practice partner We re already seeing this trend in the largest of integrators such as HP and IBM I believe this trend will cascade into the bulk of the integrator community with system integrators who generate $25 to $500 million in annual product sales Integrators from boutiques, which typically employ one to five people, to those with up to $25 million in annual product sales will likely remain focused more on the design and installation of network elements including mobility The larger integrators will almost certainly
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Summary and Future Trends
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offer varying degrees of business partner deliverables such as business intelligence, analytics, and smart targeting data for customers Partners who can provide equal amounts of operational consulting with engineering will emerge as super partners who will enjoy privileged relationships with not just the largest end customers, but perhaps more importantly the most profitable customers These privileged engagements will be part of a larger trend in which stakeholder teams will comprise personnel from both inside and outside the company This is not a shift to more bureaucracy for bureaucracy s sake; instead, there will be less tolerance of nonessential personnel in meetings and programs This will be driven by the need for increasingly greater levels of productivity and to gain the maximum benefit for employees on a pure cost basis In other words, employees will come under increasing scrutiny in terms of the value they add to an organization It may sound cold-hearted and somewhat ruthless, but this trend will also drive more employees to find ways in which they can add value It will cause improvements in collaboration skills, knowledge of communication tools, and the innate ability to work from any location with a deft incorporation of personal and professional obligations This will also drive systems integrators, end customers, and technology providers to understand several key verticals most likely healthcare, K-12 education, and manufacturing Where most businesses now sell in a primarily opportunistic manner, the deep integration of the three primary cash stream participants technology providers, integrators, and end customers will require a far better understanding of far fewer verticals The term cash stream participant is used here because the cash flow involves one continual stream that originates with the end customer, flows through the integrator, and then moves to the technology provider Many adjacencies occur for each of these participants, but for our purposes, the cash-flow stream exists from end to end along these three constituents Knowing the differences in how the cash stream operates from one vertical to another will be increasingly important and will be a key attribute in how well each of the constituents can operate within the common cash-flow stream For example, a hospital is quite different from a hotel though both have many beds, require large buildings, and depend on customer traffic for their existence A manufacturer is quite a different business from a warehouse, though both reside in large buildings with conveyor belts, shelves, and multiple docks for the arrival and departure of inventory Knowing not just the primary vertical in which each of the three primary cash stream constituents reside but, even more so, the specific business within each vertical will be key to synergistic and profitable relationships Each business within a specific vertical has unique priorities, financial and management systems, and many other unique attributes that will require an increased dedication and focus by the other cash stream constituents The rewards for managing these key relationships will be worth the effort in part because each constituent will commit to long-term services and goods on a noncompetitive basis This reduces the cost for the other constituents, thereby freeing resources and capital for increased profitability and increased quality of service and products to the other constituents Customer lists will therefore become shorter, but much more valuable
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