ABSTRACT
Global systems integrators, outsourcers and consulting firms are responsible for directly leveraging, or influencing, the majority of technology investment in large corporations. Conservative estimates suggest that the large information technology (IT) services companies directly influence between as much as 60–80% of technology spend in Fortune 500 companies. The consultancy or the systems integrator is even hired to do a formal market appraisal and run a vendor selection process. As technology matures and corporations start to source an ever-increasing portfolio of products via the cloud, the ability to engage with the large IT services companies that are procuring, and in many cases retaining, ownership of the hardware and software assets increases the need for technology original equipment manufacturers and other more niche services companies to work with the organisations. In essence the model is simple: a consulting firm identifies a business improvement opportunity at a client; and the consulting firm is hired to create the process to make the business improvement.
