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  1. 1. Digital transformation: the changing role of IT and its impact on the IT services industry Klaus Holzhauser, SVP PAC © PAC 2014
  2. 2. Businesses in every industry have to fundamentally reshape their strategies towards the empowered customer New digital products & services New forms of customer interaction New digital sales channels New digital marketing formats Digital transformation disrupts almost every industry today 2 Digital transformation: the changing role of IT and its impact on the IT services industry © PAC 2014
  3. 3. Digital transformation is a necessity! Digital transformation describes the adaptation of a company’s value proposition, technology strategy and operational model, to the fundamental changes brought about by digital technologies. • • • Business strategy Digital business models Business culture: innovation, participation, collaboration Organizational transformation Customer experience Narrow view: focus on the customer • Digital products & services • Digital sales • Digital marketing • Digital customer interaction • • • 3 Operational processes Enabling technologies • • • • • Cloud Big data/analytics Mobility Social media Ubiquitous Internet • Social collaboration • Information mgmt. • HR / change mgmt. • Supply chain & procurement Broad view: touches the whole organization Technology strategy Reliability & security Governance & organization Innovation & speed Digital transformation: the changing role of IT and its impact on the IT services industry © PAC 2014
  4. 4. Impact of the topic on the market and vendors’ business models Innovative and strategic growth topic Strongly increasing demand for digital transformation expertise incorporating a broad range of IT topics Opportunitiy for climbing up the value chain Become strategic partner for the digital transformation process of your customers! Disruptive force Providers that prepare now will play in the top league while others will lose relevance and remain stuck in low-margin legacy IT business. 4 Digital transformation: the changing role of IT and its impact on the IT services industry © PAC 2014
  5. 5. Key success factors and challenges for IT vendors New go-to-market models Need to target business decision makers (CxO & LOB), address specific business pain points. Stop siloed technology selling. Business value selling is key! New partnerships Changing ecosystems and new competitors (e.g. digital agencies) require new partnership models and channel strategies. New skill sets Highly innovative digital consultants, bridging business consulting with technology expertise and creativity 5 Digital transformation: the changing role of IT and its impact on the IT services industry © PAC 2014
  6. 6. About us From strategy to execution, PAC delivers focused and objective responses to the growth challenges of Information and Communication Technology (ICT) players. Founded in 1976, PAC is a privately held research & consulting firm for the software and ICT services market. PAC helps ICT vendors to optimize their strategies by providing quantitative and qualitative market analysis as well as operational and strategic consulting. We advise CIOs and financial investors in evaluating ICT vendors and solutions and support their investment decisions. Public institutions and organizations also rely on our key analyses to develop and shape their ICT policies. For more information, please visit: www.pac-online.com PAC’s latest news: http://blog.pac-online.com PAC France Pierre Audoin Consultants Immeuble Actualis - 2e étage 21 boulevard Haussmann 75009 Paris, France Tel: +33 (0) 1 56 03 67 24 info-france@pac-online.com PAC Germany Pierre Audoin Consultants Holzstrasse 26 80469 Munich, Germany Tel: +49(0) 89 23 23 68 0 Fax: +49(0) 89 719 62 65 info-germany@pac-online.com PAC Romania Pierre Audoin Consultants Negustori 12 023953 Bucharest-2 - Romania Tel.: +40 (0) 21 410 75 80 Fax: +40 (0) 21 410 75 81 info-romania@pac-online.com PAC U.S. Pierre Audoin Consultants 192 Lexington Avenue - Suite 1101 New York, NY 10016, USA Tel: +1 646 277-7250 Fax: +1 646 607-1716 info-us@pac-online.com PAC UK Pierre Audoin Consultants 2nd Floor, 15 Bowling Green Lane London EC1R 0BD United Kingdom Tel.: +44 (0) 207 251 2810 Fax: +44 (0) 207 490 7335 info-uk@pac-online.com PAC Brazil Pierre Audoin Consultants Rua Pedro de Toledo, 130, Office 61, Vila Clementino Sao Paulo 04039-030 Brazil Tel.: +55 (11) 5539 0280 Fax: +55 (11) 5539 0280 info-latam@pac-online.com PAC India Pierre Audoin Consultants 610-611, Ashoka Estate, 24 Barakhamba road, New Delhi - 110001, India Tel: +91 (0) 11 4353 4818infoapac@pac-online.com © PAC 2014