Gartner Blog Network

Posts from Date:   2013-2

To the Barricades! Annulling the Revolution

by Rolf Jester  |  February 25, 2013

Two recent media reports on automation in IT services highlight some old advice and a major shift in the business of IT services. Ten years ago I applied a “counter-revolutionary” approach to the offshore revolution.  The conclusion of my research was that traditional, non-offshore providers should adopt a two-pronged strategy.  First “absorption”, which could be […]

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Selling the Invisible

by Rolf Jester  |  February 17, 2013

I research the business of IT services, especially the marketing and selling of those services.   One useful and enjoyable book on the topic is Selling the Invisible: A Field Guide to Modern Marketing by Harry Beckwith (Thomson Texere, 2001).  While not new, it’s still available, though not as an e-book unfortunately: “Selling the invisible” […]

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When to Stop Using the Cloud Word

by Rolf Jester  |  February 13, 2013

When should service providers stop using “Cloud” to describe their services offerings? A story today in the Australian “Computer Daily News” reports on a global study done by KPMG and chooses to highlight the finding that a third of executives surveyed said they found that they found higher than expected cloud implementation costs and integration […]

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