Why Projects Fail After They Succeed: The Need for Transition & Onboarding Managers
When people look at IT system integrators from the outside, the structure appears logical and clean. Sales wins the customer. Presales designs the solution. Project managers implement it. Service Delivery Managers take over the operation. On paper, it looks like a seamless chain of responsibilities.In reality, there is a phase that exists in almost every […]
Why IT System Integrators Need “Hybrid Profiles” That HR Cannot Define
If you speak with IT system integrators today, you quickly notice that something fundamental has changed. The classic role models that once appeared clear and well defined no longer reflect reality. In the past, it was simple. There was Sales, there were Consultants, there were System Engineers, and there were Project Managers. Each role had […]
From Project Business to Managed Services: The Organizational Shift Most Integrators Fail
If you spend enough time working with traditional IT system houses, you start to recognize a recurring pattern. These companies are extremely good at winning projects, delivering projects, and closing projects. And that is exactly where the problem begins. Their entire mindset, their organizational structure, their sales logic, and even their staffing model are built […]
The Role Nobody Understands: Technical Consultants vs. System Engineers
If you spend enough time working with IT system houses, integrators, vendors, and end customers, you start to notice something strange: the job titles on business cards often say surprisingly little about what a person actually does. Consultant, System Engineer, Specialist, Architect, Technical Account Manager, Presales Engineer, Implementation Engineer – sometimes it feels as if […]
Project Managers in IT System Houses: Why They Decide Customer Satisfaction, Not Sales
In many IT system houses, almost everything revolves around sales, pipeline, forecast accuracy, new vendor partnerships, and winning new logos. A tremendous amount of energy is invested in securing the next deal. What is regularly overlooked, however, is the one role in the background that ultimately determines whether that deal turns into long-term customer satisfaction, […]
Why Vendor Managers Quietly Decide Which Integrators Win Big Deals
In the public perception of large IT integrators, the visible roles usually get all the attention: Account Managers, Key Account Managers, Presales, Solution Architects. They present, they negotiate, they write proposals, they sit at the customer’s table. From the outside, it looks like deals are won or lost right there.But anyone who truly understands the […]
Bid Management: The Hidden Revenue Machine Inside Large IT Integrators
When people are asked how large IT integrators win multi-million projects, the answer is almost always the same: “through strong sales people.” It sounds logical, intuitive and easy to understand. Yet once projects reach a certain size, this assumption is no longer true. In reality, the largest deals are not won by sales, but by […]
The Most Underrated Role in IT Integrators: Service Delivery Management (SDM)
Everyone talks about sales. Everyone talks about engineers. Hardly anyone talks about the Service Delivery Manager. And that is exactly the problem.Because in many IT system integrators, it is not sales that decides whether a customer is still there after three years. Not presales. Not the architect. It is the Service Delivery Manager. This role […]
Why Excellent Engineers Don’t Automatically Thrive in Presales – And Why That’s Perfectly Normal
In many IT system integrators, there is a widespread assumption that sounds logical at first glance but repeatedly proves misleading in practice: a technically outstanding engineer or architect should naturally be an ideal fit for a presales role. After all, this person understands technologies in depth, knows how architectures are built, has extensive project experience, […]