In this blog we discuss issues facing technology marketers and sales people. For example:
I just reviewed a pitch from an IT service providers that opens with the famous statistic – that 70% of the typical IT budget is consumed with keeping the lights on. Haven’t we been looking at this statistic for at least 15 years? Or maybe even longer?
The dismal numbers in the Standish report haven’t changed much either. Granted, some of the Standish numbers have improved, but there is still a shockingly high statistic that continues year after year: that 50% projects don’t meet original requirements.
If you sell IT services, you liklely use these statistics to boltser your selling arguments – that if IT shops could do things like “free up cash for strategic projects of a transformative nature” that would be a good thing (and you’re just the partner to help them fulfill such a dream).
But my question: why do these numbers remain unchanged year after year? If IT services vendors claim to do the same thing — free up cash for projects of strategic value – shouldn’t these statistics be improving?
If you sell IT services and have an answer to why this circa 1985 statistic that 70% of IT spend still goes toward keeping the lights on – or whatever metaphor you choose to show we’re standing still – isn’t changing - you could have a mighty powerful differentiating message.