EDS and other large systems integrators have made significant investments that they believe will position themselves to compete against smaller Internet professional services firms.
The companies are still in the process of reinventing their business models to compete effectively in the e-business services market. EDS has targeted much of its efforts toward start-up or momentum companies, which do not provide the same level of revenue stability that EDS' traditional customer base offers.
Gartner believes that the company should
In general, enterprises should use the level of maturity of ESPs (enterprise service providers) and offer to determine reasonable value expectations in terms of price/performance and business results. A recent study conducted by Gartner shows that the following factors, in varying degrees, are critical for successful implementers of enterprise applications solutions:
Relative technology competencies
Culture and style
No single provider is likely to be "world class" in all of these areas. Having a winning strategy requires that they carefully analyze their strengths and weaknesses with these factors, assess the needs of their target markets, and develop plans to plug any holes.
Buyers today, to a large degree, remain relatively unsophisticated in assessing capabilities. They will spend months selecting the product and implementing it on the basis of responses to a three-page RFP (request for proposal). But companies that rely on prospects' lack of sophistication expose themselves on two fronts: Risk of failure increases dramatically when real requirements do not match capabilities, and buyer sophistication is increasing.
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