Let's Be Serious Here

Here's what I'm most concerned about now: How many solution providers and vendors are preparing properly for the future? How many are investing rather than cutting? How many are being truly realistic about the upside potential?

I started really wondering about these things after a revelatory conversation several weeks ago with ex-Scient marketing guru-turned-management consultant Chris Lochhead. Recently, Lochhead has spent a lot of time studying corporate budgets and the relationship IT infrastructure between total capital expenditures. It's his belief that the high-tech industry has hit a wall. In other words, even when big companies feel confident enough to open up their wallets again, there's no reason to believe they will,at least when it comes to adding new equipment. Surprised? Probably not.

More interesting, however, is the following train of thought. Lochhead also has noticed that very few big companies have really thought through the strategy behind their IT spending, something that is probably apparent to all of you as well. In other words, IT hasn't been subjected to the same best-practices scrutiny as manufacturing policies, for example.

Of course, the IT asset management services being increasingly touted by the likes of Siemens Business Services or CompuCom are a step in the right direction. Helping customers take stock of what they have and figuring out how those resources can be used more effectively seems a whole lot more productive than just concentrating on pushing new equipment sales that just might not materialize anyway.

Help shift the dialogue. Pick up the telephone and tell our reporters where you're making money, where you're hiring, where you're not.

Another way to help is by applying for CRN's inaugural Fast Growth 100 ranking. We're eager to recognize smart solution providers that are leading the way into the turnaround. Visit www.crn.com/fastgrowth to see if you qualify.

What's on your mind? HEATHER CLANCY, Editor/Strategy at CRN, welcomes your ideas at [email protected].