Information Technology

The IT industry is not only at the cutting edge of Innovation, it is also characterised by complex and dynamic relationships. These relationships not only exist between manufacturer and developer, but extend to the sales channel itself.

Grow the one you're with

When looking for growth opportunities, companies within the industry can assess a range of opportunities; at a technology level, at a business model level, at a business partner level and at a customer level. Choosing where to start will always be a challenging issue for management teams.

One of Australia's leading IT solutions companies decided to start with its business partners. The business wanted to gain better insight into the relationships it had with its major vendor partners. This knowledge would be used to develop strategies to engender stronger ties between the organisations and provide the evidence and support for growth.

Cogentum developed an approach that would unpack the key issues that existed and identify a range of needs that were currently not being met by each party. This analysis became the fuel for a range of strategies that will contribute to the businesses growth plans over the next 12 months.

Insight led strategy and innovation can deliver powerful outcomes for IT&C companies. By clearly identifying unmet needs, IT&C businesses are able to focus on adding value in the areas that matter.This approach provides an opportunity for companies to mitigate the risk of being overly lead by technology while also moving to a value selling model.