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vendor, implementation partner and
third-party software provider. Customers
want solutions to their business problems,
which in today’s complex world requires the
cooperation of cross-functional and cross-
organisational teams. 70% of cloud service providers’ revenue
will be mediated by partners in the same
timeframe. However, the services that
business partners provide may evolve along
with the move to the cloud.
At Sage, we agree that our Sage makers. Are we ready for this confident,
tech-savvy IT purchaser who demands instant
gratification and collaboration?
Are we able to recruit the young talent
we need to serve these customers and
their needs? How can we capitalise on the
It’s up to all parties, vendors and service
providers to align themselves behind the
customer’s goals and to make it easy for
the customer to interact with their team.
Breaking down silos means establishing
shared strategic metrics to measure
collective success. This requires a mindset
change, from a transactional focus on project
profitability towards focusing on retention,
repeat business and references. Enterprise Management Partners will be a
key part of our continued journey to the cloud,
which is why we are continuously working
to align with them to create customer value
and success. We envisage there will be less
customisation work to be done, but that data
security, cloud integration, business strategy,
change management and other services will
only become more important.
Together with our partners, we are looking
at tomorrow’s tech opportunities, from
Artificial Intelligence (AI) to Blockchain. We
are also thinking about how the market and
customer will change. Millennials are moving
up the ranks and emerging as decision- explosive opportunity of new and emerging
markets to further growth? Change is
constant and brings enormous opportunity.
Design services for the future
IDC predicts that, by 2021, 30% of the tech
partner ecosystem will not exist in the form
it does today. But it also forecasts that
30
The future is about customer success
The successful IT services and software
companies of the future will be totally client-
aligned through sharing risks and rewards,
joint ventures and other means. They will
use external technology and ecosystems to
their augmented capabilities, building better
customer solutions and outcomes. They
will do what it takes to make their clients
succeed – because that’s their only path to
exponential growth.