The Ultimate Route to Market ― How Technology Professionals Can Work Successfully With Global Systems Integrators, Outsourcers and Consulting Firms

Global Systems Integrators, Outsourcers and Consulting Firms (GSIOCF) are responsible for directly leveraging or influencing most IT investment in large corporations. Technology OEM’s and software companies aspire to create mutually successful partnerships with the GSIOCF due to their ’business case’ driven approach to IT consumption, their early stage engagement in the IT sales cycle, their C-Suite relationships with large multi-national enterprises and the often-giant scale of the typical IT spend that their projects and engagements drive. The projects that the GSIOCF deliver are specialist and complex meaning that IT companies who aspire to work successfully in the sector require skill, knowledge and a sophisticated alliance approach to gain credibility and maintain long term sustainable relationships

The Ultimate Route to Market provides and insight into the practices, construct and culture of global consulting firms, systems integrators and outsourcers and provides a suggested framework for a successful alliance with them. Here, Ian Shanahan provides organizations with a thorough overview of the GSIOCF sector, offers insight into its culture and expertly explains alliance best practice methodology.

This is a must read for anyone that aspires to understand the market, how it works and how they become desirable to the GSIOCF so that they can execute alliance engagements to the sector in a measured, methodical and low risk way.

Ian Shanahan has been in sales, leadership, business development and alliance management for 28 years. His career has included a consistent record of successful channel and alliance execution for a range of IT companies including Sun Microsystems, IBM, and Microsoft. Ian currently manages a successful multi-million dollar strategic alliance between one of the world’s largest software companies and a leading global consulting organisation.