Results2Match

We introduced a practical model to characterize IT solution suppliers in their development phase in Part 1. In this blog I present some typical value elements that you will encounter when dealing with the suppliers in the respective phases.

The elements are not qualified as being opportunity or threat, this depends on the specific situation, but could influence your overall comparison between solution providers. Also when you stay with a solution provider for some time you can expect these elements to surface when they move through the respective phase.

Incubator phase

• you are the first and only customer and can set the specs of the solution
• you will get value for money
• you might need to prepay for product completion
• you could end up with a tailor made on-off solution
• you will need to sell internally going for this dark horse

Start-up phase

• you still can strongly influence the specs of the solution
• you will have to pay for implementation
• you could still end up with a tailor made on-off solution
• you will have to live with patching for some time
• you will be asked to sponsor and refer

Black number phase

• you will talk and do business with other people now
• you will ask value for support money
• you will have to pay for new added functions
• you will see the prices rising
• you will compare notes with other users

Flux phase

• you are just a customer who has to queue like al others
• you will invite the owners to explain why things are so uneasy
• you will hire cheaper partner resources
• you will stall upgrades if not absolutely necessary
• you will contemplate on next version/competitive offers/replacement

Second life phase

• you will encounter standard services
• you will have no personal relations with the supplier
• you will be able to purchase products and services via multiple channels
• you will see ownership change through mergers and IPO
• you will compare with commoditized alternatives or outsourcing

Maybe you recognize the above in dealing with your current or to-be providers and is the information we provided helpful for you. Discomforting as it is, there is still one element that can overrule everything carefully thought over: time. What was good yesterday may look different today and may be stupid tomorrow. Why did we ever want to become a manager?

Comments welcomed.

Hans.van.nes@results2match.com