Beruflich Dokumente
Kultur Dokumente
40%
35%
35%
30% 28%
27%
23%
25%
19%
20%
15% 13%
11% 12%
11%
10%
5%
0%
2004 12 Months 18 Months
Base: All respondents (n=603)
© Ipsos 2005
Many IT providers have already shifted their focus to include business process and
consulting services in their outsourcing portfolio, in response to increased customer
demand for more comprehensive services that include not only technology but also
strategic and business services.
Another important outsourcing trend that surfaced in our research was customer
behavior towards service providers, specifically with regards to existing outsourcing
contracts. Companies are likely to deepen their relationships with service providers
and expand existing contracts, rather than to deploy net new service contracts. In the
applications sector, for example, this is likely to occur either by broadening selective
application outsourcing agreements or by incorporating application related services into
larger IT outsourcing agreements. This trend will be more pronounced in the mid
and large enterprise segments, where application outsourcing is more mature, resulting
in fewer but possibly larger new outsourcing contracts coming into the market this
year and next.
Yes
23% No
27%
Yes
73%
No
77%
© Ipsos 2005
Conclusion
The coming year appears to be crucial for providers to solidify existing customer
relationships and address any potential weaknesses that may expose competitive vulner-
abilities.Vendors may need aggressive strategies to capitalize on a buyer environment
that is shifting towards outsourcing.
This is especially significant for providers in the software industry. An anticipated
decline of 13% over three years in net new spending by the end of 2005, combined with
an increase of 6% in spend earmarked for outsourcing in the applications sector is a
strong indication that software vendors need to make inroads in the application services
market. This move will ensure that software providers possess the versatility required
to weather this transition and develop an ancillary, services based revenue stream.
Managing existing customer relationships as a pre-emptive competitive measure in what
might be an increasingly competitive environment in the IT services space is pivotal to
ensuring sustained growth. In the end, only a handful of providers will come out ahead
of the others with it comes to market and wallet share. Success ultimately depends on
the ability to differentiate oneself and deliver an uncompromising agility and adaptive
commitment to progressively changing buyer needs.
Europe
Latin America
Asia-Pacific
Middle East
w w w . i p s o s - n a . c o m
1 . 8 8 8 . 2 1 0 . 7 4 2 5