Recently we were fortunate to be able to interview Jerry Bowman, former president of BICSI. He shared his thoughts and perscpetives while answering several questions we had for him. In this brief post we are going to look at his thoughts on changes in the information and communications technology (ICT) industry.
"There has been changes across the board in the industry. Every stakeholder has dealt with the economic impact ... the global issues have dealt us but I think the biggest that I've seen, the biggest changes I've seen have been in the end users and the clients.
When I got in the business back 20 or 30 years ago, it was really all about selling the technology or the product. That evolved into a solution sale were I'm selling a collection of products bound together by a particular service or vertical, but I'm seeing today that it's more often than not the outcome.
People are buying results, and they are no longer buying just the technology or buying just the service. They want to buy what you can do for them, and I think we are starting to see that in the BICSI Exhibition Halls. We are starting to see it in what clients are buying and who they hire to do it. They want results and they don't want just want the technology or the service behind it."