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For CIOs

Systems Integrators Are Failing To Meet The Expectations Of Indian CIOs

Business Results, Not Products Or Solutions, Differentiate SIs In The Eyes Of These CIOs

January 16, 2013

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Authors

  • By Manish Bahl
  • with Dane Anderson,
  • Charu Khera,
  • Rupika Malhotra

Why Read This Report

The CIO's role is clearly evolving to become less technical and more business-oriented. Indian CIOs have started looking beyond IT when engaging systems integrators (SIs) with the objective of driving business results through innovative business solutions. Forrester's survey of CIOs in India identified a large gap between what these execs expect from their SI partners and their actual experiences; it also found a pervasive CIO perception that SIs in India focus too much on technology. This report presents Forrester's iterative framework for SIs to refine their sales, delivery, and client service strategies, become more business results-driven, and better engage CIOs in India.

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Table of Contents

  • Indian CIOs Are Disappointed In The Business Value Their SIs Deliver
  • CIOs Drive Their Own Agenda To Extract Business Value From SIs
  • SIs Must Shift Their Strategic Focus To Business Results
  • RECOMMENDATIONS

  • De-Emphasize Products And Services In Favor Of Business Outcomes
  • Related Research Documents