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IT products
promise
Changing
the IT infrastructure for a company will be triggered by a salesman's
approach, a board members suggestion or the failures of the current
system. For each of these scenarios there will already be an agenda
for the project beyond that of improvement. Maybe the member of the
board wants to be promoted, the salesman will want you to buy their
product, while a failed system will need replacing to fix a specific
shortcoming.
Such
factors are very comforting. They provide a first step for a search
of the market, an initial criteria against which offers can be rated
and discarded. More of these criteria are added to the requirements
every time a new vendor is approached, they all have their own feature
to sell, and every time another internal department becomes involved
in the project.
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The
market itself is confusing:
| "There are so many implementers, resellers and
bandwagon consultancies already operating in this sphere, that the
clients are finding it progressively harder to decide who and what
to use." |
|
[IT Consultant]
|
| "When we first looked at the market
it was highly confusing. Do we need an end-to-end provider, a systems
specialist or what?" |
|
[Customer]
|
Project
leaders cannot be expected to know about all the options available to
them. Neither can they be expected to understand the products fully without
a considerable time commitment. They can however develop an acute understanding
of what their company really requires to move forward, not just on an
internal cost reduction level.
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