IT Outsourcing Visionary Tony Greenberg Comments on 10 Years of IT Deal Making
Fitting buyers of information technology services with the perfect vendor has been the goal of Tony Greenberg for the past decade. As founder and now chairman of the IT outsourcing advisory firm RampRate based in San Francisco, he recollects on the progress and failures of IT deal making over the past ten years in a recent blog posted on The Huffington Post.
San Francisco, CA, July 08, 2010 --(PR.com)-- Fitting buyers of information technology services with the perfect vendor has been the goal of Tony Greenberg for the past decade. As founder and now chairman of the IT outsourcing advisory firm RampRate based in San Francisco, he recollects on the progress and failures of IT deal making over the past ten years in a recent blog posted on The Huffington Post.
“In 1996, I recognized a problem in the way IT services were bought and sold,” writes Greenberg. “The sales process wasn’t set up to solve a customer’s problems. Instead, it was set up to close a deal. Unfortunately for IT buyers, there really weren’t any better alternatives.”
Greenberg points out that in his experience, too much of the IT sales process is focused on closing a deal and making everyone at the executive level happy. Unfortunately, that leaves a difficult situation for those left with ultimately working through the details of the client/vendor relationship.
“The deals were being toasted by the executives but in the back room, while the guys that actually had to do the work were saying, ‘Let me tell you what I really need.’”
Greenberg believes the industry still hasn’t created the perfect fluid, dynamic and efficient IT marketplace for everyone. To read the full blog post, go to www.ramprate.com/blog/
To address these issues, Greenberg also announced that he plans a series of articles on the 15 myths that have contributed to this situation. These will be posted on both The Huffington Post as well as his blog sites on tonygreenberg.com and ramprate.com.
About Ramprate
RampRate is a customer-centric, IT outsourcing advisory firm that transforms the way businesses select providers through proprietary methodologies that leverage RampRate’s benchmarking data models to offer clients optimized service level agreements and improved price performance for data centers, content delivery networks (CDN), managed services, colocation, bandwidth/hosting and cloud computing. At the center of RampRate’s client value is the SPY Index™, and extensive sourcing market repository that maps supplier-client relationships against more than 100,000 recent data points for near real-time intelligence on more than 350 vendors, in 80 countries and 200 metro regions. For more information, visit www.ramprate.com or call (415) 373-0673.
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“In 1996, I recognized a problem in the way IT services were bought and sold,” writes Greenberg. “The sales process wasn’t set up to solve a customer’s problems. Instead, it was set up to close a deal. Unfortunately for IT buyers, there really weren’t any better alternatives.”
Greenberg points out that in his experience, too much of the IT sales process is focused on closing a deal and making everyone at the executive level happy. Unfortunately, that leaves a difficult situation for those left with ultimately working through the details of the client/vendor relationship.
“The deals were being toasted by the executives but in the back room, while the guys that actually had to do the work were saying, ‘Let me tell you what I really need.’”
Greenberg believes the industry still hasn’t created the perfect fluid, dynamic and efficient IT marketplace for everyone. To read the full blog post, go to www.ramprate.com/blog/
To address these issues, Greenberg also announced that he plans a series of articles on the 15 myths that have contributed to this situation. These will be posted on both The Huffington Post as well as his blog sites on tonygreenberg.com and ramprate.com.
About Ramprate
RampRate is a customer-centric, IT outsourcing advisory firm that transforms the way businesses select providers through proprietary methodologies that leverage RampRate’s benchmarking data models to offer clients optimized service level agreements and improved price performance for data centers, content delivery networks (CDN), managed services, colocation, bandwidth/hosting and cloud computing. At the center of RampRate’s client value is the SPY Index™, and extensive sourcing market repository that maps supplier-client relationships against more than 100,000 recent data points for near real-time intelligence on more than 350 vendors, in 80 countries and 200 metro regions. For more information, visit www.ramprate.com or call (415) 373-0673.
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Jeff Anderson
214 412 7771
www.ramprate.com
Jeff Anderson
214 412 7771
www.ramprate.com
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