Vendor Issues Systems Integration Western Europe

136 Pages·1991·7.5 MB·English

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• .0;-'V.-.;.,
VENDOR
ISSUES
SYSTEMS INTEGRATION
WESTERN EUROPE
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VENDOR ISSUES-SYSTEMS INTEGRATION. WESTERN EUROPE INPUT
Researched by
INPUT
Piccadilly House
33/37 Regent Street,
London SW1Y 4NF
England
Published by
INPUT
1280 Villa Street
Mountain View, CA 94041-1194
U.S.A.
—
Systems Management Programme Europe
Vendor Issues—Systems Integration
Western Europe
Copyright ©1991 by INPUT. All rights reserved.
Printed in the United States of America.
No part of this publication may be reproduced or
distributed in any form or by any means, or stored
in adata baseorretrieval system, withoutthe prior
written permission of the publisher.
SEIV1 ‘See* 1991
VENDOR ISSUES—SYSTEMS INTEGRATION, WESTERN EUROPE INPUT
Abstract
This report examines the European systems integration market from a
vendor point of view, identifying and commenting on the major chal-
lenges that face systems integration vendors. Major systems integration
projects are few in number and competition for them is intense. This
report discusses vendor strategies in targeting the systems integration
market and the strengths and weaknesses of the major categories of
vendor. Both bidding for and executing systems integration projects
carries a considerable risk, and vendor approaches to reducing these risks
are discussed. Alliances are also becoming a critical success factor in the
systems integration market and the report considers the ways in which the
nature of these alliances is evolving.
SEIV1 ©1991 by INPUT. ReproductionProhibited.
Digitized by the Internet Archive
2015
in
https://archive.org/details/vendorissuessyst1566unse
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VENDOR ISSUES—SYSTEMS INTEGRATION, WESTERN EUROPE INPUT
Table of Contents
Introduction I-l
A. Objectives I-l
B. Scope 1-2
C. Report Structure 1-4
Executive Overview
II-
A. Long-Term Alliances Are a Critical Success Factor for II-
Systems Integration
B. Driving Forces II-2
C. Sales Channels II-4
D. Risk Management II-5
E. Use of Alliances II-9
F. Vendor Strategies 11-12
G. Vendor Challenges IT17
III Market Development III-l
A. Overview III-
B. The Market Environment III-7
Economic Environment IIT7
1.
2. Information Systems Management Challenges III-10
3. Outsourcing III-12
C. Market Trends III- 14
1. Professional Services Trends III-14
2. Systems Integration Trends III-17
D. The Buying Process III-20
Risk and Programme Management rv-1
A. Introduction IV-
B. Qualification Stage IV-2
1. The Sales Process IV-2
2. Opportunity Identification and Qualification IV-3
3. Business Value of Project IV-4
4. Technical Risk IV-5
5. Competition IV-6
SEIV1 O 1991 by INPUT. Reprcxjuction Prohibited. i
11
VENDOR ISSUES—SYSTEMS INTEGRATION. WESTERN EUROPE INPUT
Table of Contents (Continued)
IV c. The Proposal Stage IV-7
1. Project Specification IV-7
2. Pricing IV-8
3, Partners IV-9
4, Programme Manager Involvement IV-11
5. Additional Considerations IV-11
D. Systems Development IV-14
1. Programme Management Objectives IV-14
2. Risk Management IV-18
Communications and Change Management IV-20
3.
4. Methodologies and Tools IV-24
5. Project Managers IV-25
6. Resource Exposure IV-27
V
Vendor Alliances V-1
A. Current Use of Partners V-1
B. Types of Agreement V-8
C. Major Trends V-11
VI Vendor Strategies VI-
A. Vendor Objectives VI-
B. Vendor Targeting VI-3
C. Vendor Strengths and Weaknesses VI-7
D. Future Strategies VI-9
E. Vendor Challenges VI-14
Appendix
A. Systems Integration Vendor Questionnaire A-1
II © 1991 by INPUT. ReproductionProhibited. SEIV1
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VENDOR ISSUES—SYSTEMS INTEGRATION, WESTERN EUROPE INPUT
Exhibits
—
-1 Information Services Industry Structure 1991 1-3
-1 Driving Forces Systems Integration, Western Europe II-2
-2 Reasons for Outsourcing, Systems Integration, II-3
Western Europe
-3 Key User Personnel, Systems Integration, Western Europe II-4
-4 Key Sales Channels, Systems Integration, Western Europe II-5
-5 The Principal Risks, Systems Integration, Western Europe II-6
-6 Risk Management Specification, Western European II-6
Systems Integration
-7 Financial Risk Management, Western European Systems II-7
Integration
-8 Technical Risk Management, Systems Integration, Western II-8
Europe
-9 Need for Third-Party Services Western European Systems II-9
Integration
-10 Evolution of Partnerships Western European Systems II-IO
Integration
-11 Advantage of Established Partners Western European II-1
Systems Integration
-12 Vendor Targeting, Systems Integration, Western Europe 11-12
-13 Strategic Trends, Systems Integration, Western Europe 11-13
-14 Management of IT Consultancy Congruence 11-14
-15 Equipment Vendors, Strengths and Weaknesses, Systems 11-14
Integration Western Europe
-16 Professional Services Vendors, Strengths and Weaknesses, 11-15
Systems Integration, Western Europe
-17 Management Consultancies, Strengths and Weaknesses, 11-16
Systems Integration, Western Europe
-18 Vendor Challenges, Systems Integration, Western Europe 11-17
-19 Influences on Profitability, Systems Integration, 11-18
Western Europe
SEIV1 © 1991 by INPUT. Reproduction Prohibited. Ill
VENDOR ISSUES—SYSTEMS INTEGRATION, WESTERN EUROPE INPUT
-1 Systems Integration Market Analysis Western Europe, III-2
1990-1995
—
-2 Western Europe Vendor Ranking Systems Integration, III-3
1989
-3 Systems Integration Markets Western EuropeAJ.S. III-4
Comparison
-4 Products/Services in Systems Integration Projects III-6
-5 Information Technology Driving Forces III-8
-6 Key IS Management Challenges III-10
-7 Information Systems Characteristics for the 1990s III-13
-8 Outsourcing, Developing Market Opportunities III-14
-9 Professional Services Vendor Opinions Growth Drivers III-15
-10 Professional Services Vendor Opinions Growth Inhibitors III-17
-11 Key Driving Forces, Systems Integration, Western Europe III-19
-12 Influences of Low Impact, Systems Integration, III-20
Western Europe
-13 Key Players in Buying Process, Systems Integration, III-21
Western Europe
-14 Key Vendor Personnel in Lead Generation, Systems III-22
Integration, Western Europe
-15 Key Influences in Lead Generation, Systems Integration, III-22
Western Europe
IV -1 The Principal Risks, Western European Systems Integration IV-2
—
-2 Risk Management Customer Requirements, Western IV-5
European Systems Integration
—
-3 Risk Management Pricing, Western European Systems IV-8
Integration
—
-4 Risk Management Partners, Western European Systems IV-10
Integration
—
-5 Proposal Process Factors That Impact Programme IV-12
Management
-6 Bid Development and Investment IV-13
-7 Pre-Sales Review Process for SI Projects IV-14
-8 Major Technical Management Factors IV-15
-9 Major Schedule Management Factors IV-17
-10 Major Cost Management Factors IV-18
-11 Risk Management Tools and Reviews IV-19
-12 Programme Communications IV-22
-13 Change Management System Components IV-23
-14 Programme Management Tools and Methodologies IV-25
-15 Project Manager Sources IV-26
iv ©1991 by INPUT. ReprodudionProhibited. SEIV1