Channel Customers Seek Complete Infrastructure Picture

By Dennis McCafferty

These days, leaders overseeing enterprise IT infrastructure acquisition and deployment are under pressure to increase efficiencies while reducing costs. They're challenged by the wealth of application, network and end-user support that depends upon smart decisions about these purchases. To address these dynamics head-on, more enterprise customers are adopting an increasingly commercial-style model of interaction with their channel partners, according to the recent McKinsey and Company report, "Managing the Demand for IT Infrastructure." This means customers are requiring more information from vendors about pricing specifics, consumption updates and other budget-spend influencers. By going this route and adapting a services-based mindset, they can expect a 15 to 20 percent improvement in efficiencies for new infrastructure investments, McKinsey reports. The following breakdown of how enterprise channel customers are implementing commercial practices is based on 50 discussions with Fortune Global 500 heads of infrastructure.

This article was originally published on 2014-04-28