The IT industry in general tends to focus on pushing a product or solution but Australian ICT consulting and solutions provider, Tecala Group, is attempting to buckle this trend by building rapport and relationships with customers through educating them about all the options available.
Tecala Group sales and marketing director, Pieter DeGunst, said the company was taking this approach following a demand for education and information by customers.
“There is a lot of change going on, a lot of confusion in some cases about what that means to the organisations, and what options are available to them,” he said.
DeGunst said that confusion was further complicated by an increasing number of options becoming available over the last six to 12 months.
“I suspect they are trying to gauge the market more broadly than in the past, so our major response to that is to start and progress the conversation quite far in an education perspective,” he said.
So before asking what a client may want or require for their business, DeGunst said Tecala’s staff will most likely talk more holistically about everything that is going on in the industry.
In the process, customers will be provided with a grounding that allows them to “know that they are making their own decisions in a way that is meaningful for them.”
The modern office
DeGunst characterises the last couple of years for Tecala as “piecing together the breath of offerings” that the vendor has to offer to its clients.
When coming into 2013, DeGunst said the company is now in a place where it can go and talk to clients about what the modern IT office looks like and where the industry is heading.
“Instead of focusing on a particular point, such as Cloud, UC, or so on, we actually go and presenting to them about the modern IT office, as well as the different business functions and units,” he said.
“Clients buy into that and start to build their roadmap.”
Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.