EDITOR’S QUESTION
HOW CAN IT VENDORS
AND END-USERS MAKE
THE MOST OF THEIR
PARTNERSHIPS?
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T
he question of how IT vendors and
end-users get the most out of their
partnerships is a fascinating one.
It questions how those supplying solutions
can ensure they provide their customers,
often enterprises themselves, with a product
that precisely fits their requirements.
In the current technological environment
a one-size-fits-all solution no longer cuts it,
CIOs commissioning a product need to be
sure that money spent is a wise investment,
with a reasonable ROI, that comes with a
guarantee that their exacting requirements
are met.
Sometimes they succeed and sometimes
they don’t. In cases where they fall short,
it’s always important that vendors receive
feedback about where the shortcomings lie.
This is surely the only root to progress and
in all likelihood will have the outcome of
improving the relationship between vendors
and customer as the end-user is more likely
to get what they want – which in turn means
that the vendor is more likely to get what they
want too: satisfaction for their customers.
No doubt this is a Utopian vision to a large
extent and, of course, there is always the
option of system support to bridge the gap.
But vendors would do well to remember the
pressure CIOs are under when spending
money on IT. Their boards will expect value
for money and a solution that falls short will
undermine a CIO’s reputation particularly
when he or she has to justify their decision to
board members who may not see IT spend
as a priority.
Of course, this is easier said than done since
end-users come in all shapes and sizes and
work across a multitude of verticals.
You don’t need to be a student of
business to work out that the requirements
of a hospitality company looking for an ERP
solution are vastly different to a construction
company seeking the same.
That’s why some vendors offer vertical-
specific solutions in the hope of, if not
exactly delivering a bespoke solution,
at least offering one that will meet the
requirements of most companies operating
in a particular vertical.
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