Over recent weeks it has become clear to me from what I am hearing, that end buyers (especially Enterprises and Public sector) are starting to think differently about buying the full spectrum of technology, be that hardware, software, or DX / CX/ UX tech consultancy and professional services work.
What matters to buyers is the innovation and business risks they are accepting alongside the cost
Having mapped the buying decision making process from speaking to many tech firms CEO's I am seeing changes due to CV-19.
Stratification of Critical and Non-critical spending.
I am also seeing a strong stratification on spend between Critical and Non-critical spending. Each business has their own definitions for what is Critical but generally its along the lines of will it make “the boat go faster/ stop the boat sinking / put the fires out” type of issues.
Increasingly in both public and private sector Non-critical is being parked or budgets reduced such that it becomes an impactful tactical operation (at best) rather than a complete solution.
Business Risk, Disruption Risk, Organisational Risk, Tech risk, Time or simple UX risks all must now be acceptable.
The balance between speed, innovation and broader business risks are becoming more important. Be it Business Risk, Disruption Risk, Organisational Risk, Tech risk, Time or simple UX risks all seem to have gained in importance. CV19 has showed us all just how quickly the right change can be achieved for the right reasons. Buyers and sales teams are starting to have a more holistic conversation about a tech change in totality.
Cost is no longer the only feature and may not even be top of the list, especially as end buyers are increasingly looking to have a managed service offering alongside a straight “buy it now quote”. Whether buyers take the managed service now is a different decision but is a journey I see more people exploring for more functions and services.
Do all roads now lead to managed services? I believe CV-19 is further accelerating the transition to and adoption of managed services across all elements of the market , including areas traditionally done in house.
CV-19 is further accelerating the adoption of managed services including into new market areas.
What do you think and what are you seeing? Am I missing something key here?
CV-19 is further accelerating the adoption of managed services including into new market areas