The world of Telecommunications has changed more in the last
12 months than at any time in the last 100 years! The good
news is that the next 12 months will be even more exciting!
What is driving this change? Technology, Competition,
De-regulation, the move to wireless? All of the above! But
probably most of all, more demanding users.
Users will only pay for applications that result in real
profit improvement. (not technologies, boxes or the latest
Buzz-words).
 In the
past, IT and Telecommunications Departments would provide
these applications by integrating the services of outside
companies. Today, with the accelerating rate of change, users
need their new applications instantly. The only way to do this
is to "buy direct" not build.
Application Service Providers are the logical extension of
outsourcing, providing both added value and profit.
To succeed as an Application Services Provider, you must be
able to discover the real needs, of the real user, understand
the business problem, know the benefits of each of the
alternative solutions and "help the customer to make the
right decision."
Unless your sales teams can effectively position themselves
as "The Consultant of choice" in helping your
customer "Build Their Revenue Building Applications"
you will not only lose revenue but also your most valuable
asset account control.
Remember that "dumb pipes" are not profitable,
added value is!
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