But one recent case study I wrote for a global professional services company got me thinking of the “T” word. The reason: The “transformation” we described delivered substantial, ongoing improvements as well as permanent changes in how their customer operated.
Angle One: Beyond Cost-Cutting
That customer was a major telecommunications provider with hundreds of applications and tens of thousands of servers and databases. It was looking for a new outsourcer to take over and improve its operations, cut its operating costs by at least 30% and reduce the number of service outages and the delays in fixing them.
What makes this “transformation: The goals went beyond just reducing the costs of normal IT operations. The customer wanted fundamental change and improvement in the quality of service the business providers its customers.
Angle Two: Working Differently
The customer’s goals included overhauling many of its internal processes. This included improving communications among its internal and external support staff, increased consistency among their support processes and establishing and enforcing service level agreements (SLAs). The customer also wanted its support group to be able to scale up the amount and type of services it provides. On the measurement side, the customer needed to assess the outsourcer’s work by its impact on the business, not just IT. One example: The ability to easily ramp up infrastructure to meet the traffic needs of big revenue-generating events such as major league games or concerts.
What makes it “transformation?” Making permanent, significant changes in internal work processes, not just doing the same old things a bit more quickly or inexpensively.
Angle Three: Ongoing Benefits
The customer wanted the service provider to do 15 percent more work while reducing costs by 15 percent each year. The service provider is achieving this through, among other things, increased automation of IT processes and shifting from a traditional time and material model to managed services linked to business needs. The service provider also has a road map for taking on the support of additional systems, is broadening its SLAs to cover additional metrics, and training first-level service teams to handle more problems.
What makes it “transformation?” Improvements that keep giving over time, not just a one-time cost or performance boost.
Uncovering the “Transformative” Angles
In working with clients or your internal subject matter experts, try these questions to better uncover how you’re doing “transformation” for your white papers, case studies and other collateral.
- How are we permanently changing our customer’s systems or processes for the better?
- How will our product and services deliver ongoing (not just one-time) benefits for the customer?
- What is fundamentally new and different for the customer after the implementation of our product or service?
- Draw “before” and “after” pictures of the customer’s systems, processes or business structure to show what you’ve changed. If you don’t see much difference between the two, make sure you’ve captured all the real changes by re-asking the questions above.
And finally, if it ain’t transformation, don’t pretend it is. As Gartner noted several years ago, transformation can sour outsourcing deals by leading customers to expect more than they’re really getting.
Filed under: Content Marketing For IT Vendors
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