by Paul Caffrey, senior cloud solutions consultant, MJ Flood Technology
I have spent the last six years of my IT career in MJ Flood Technology, providing white glove, pre-sales Microsoft consultancy to a large telecommunications company (telco) and its clients in the UK.
During this time, I have seen a dramatic shift of mind-set from clients towards the cloud, and witnessed first-hand the declining revenues of the telco industry, contract resign after contract resign.
Clearly, clients see the business value in moving infrastructure, apps or other services to the cloud. Many choose their trusted IT service provider to do this for them but more and more, they are turning to their telco as a one-stop-shop for help and advice to address all their communications needs – including cloud.
It’s difficult for telco’s to compete in this space, moving from a traditional model of selling mobile or fixed line connections to more complex ICT services. But it is possible and time and time again, three critical success factors consistently emerge, that help telco’s compete and beat traditional IT companies to win lucrative cloud service contracts.
Sometimes they are exhibited by one individual and on larger projects these skills are demonstrated by a few members of the engagement team.
Every day that passes, sees telco’s get better and better at providing technology solutions to their customers. These three distinct skillsets blended together will help them better serve their customers. However, there is still a long road ahead until this is a reality throughout the entire industry.
Connect with me on Linkedin, Follow me on Twitter: @PaulMMCaffrey, MJ Flood Technology
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