Are Your Customers Lacking Digital Ambition?
I’ve often thought about what it would be like to be in the work force today–if I were 90 years old. Not that I am rushing, but because it is an interesting concept.
Consider that for a second. If you were born during the Great Depression, and you slowly saw, over the first half of your lifetime, the introduction of cars and the telephone and even space travel.
And now, over the last 20 years of your life, you’d have seen the internet and smart phones, social media, self-driving cars, and every other technology introduced, and that is even before artificial intelligence fully takes hold.
It’s hard to keep up, and enough to make your head spin.
I can empathize. Sometimes, it’s tiring trying to keep up, even if you’re not 90. That is Technology Fatigue.
And so, in the same vein, I want to talk to you about Transformation Fatigue and how partners need to help their customers overcome it. Transformation Fatigue is real. At a recent Gartner IT Symposium, this was described as a hurdle companies experience when–despite their focus, investments and efforts– companies aren’t getting the expected digital business results. A main cause of this is a lack of digital ambition, perhaps brought on by feeling overwhelmed from all the technology changes happening in industry so quickly.
Now, you may be shrugging this off because, as an IT provider you certainly realize growth and digital transformation are a top priority for your customers. It’s likely your customers are aware that digital change is inevitable, too. According to the same Gartner Symposium, 50% of CEOs acknowledge that their industry will be digitally transformed and have taken some measures to adjust to technological advancements.
The challenge is that many organizations haven’t seen an immediate increase in profit margins yet. They’ve gone through all the motions of establishing digital processes without first examining the most effective method of development. This scenario puts you in a great position to add your expertise and value to help your customers run at their best.
If your customers have focused on traditional optimization projects rather than make bold investments in new platforms and business models, then they may delay realizing the benefits of a true transformation.
You certainly don’t want that to be the fate of your customers. It doesn’t bode well for them, and it will certainly not help you grow your partner business, either. Instead, guide your customers with the right framework to thrive in the digital era.
You can start by analyzing the strategy of an existing customer and consider if the fundamentals are in place. Are you helping them with things such as a governance, choosing the right portfolio and product lines, and are their products or services being supported by a team with an evolving roadmap and funding based on business priorities?