Becoming A Customer-Outcome Solution Provider
The global COVID-19 pandemic has solidified themes around the critical need for digital transformation, agility, worker mobility, security and the overall client experience, said Cagnazzi.
“So when you look at that theme, we are in an era now where the technology products to the clients are sometimes less important than the outcome,” he said. “The outcome is, ‘How are you driving a digital transformation organization? Can we transform the client experience? How are we transforming our operational processes? And how are we transforming our business models?’ The key is, ‘How do I utilize digital to make my customers have a better experience when they’re dealing with me—whether it’s on the purchase side or support side in any way shape or form.’”
Helping transform a customer’s operational process and business model to create greater efficiency, speed and agility to help it go to market faster is critical, he said.
“It is about those outcomes today. Those outcomes are around agility, strategic relevance, cost optimization and security,” said Cagnazzi. “How are we helping clients create these multi- and hybrid cloud platforms where the underlying infrastructure almost becomes irrelevant, the underlying OEMs almost become irrelevant. How are we securing that entire platform and offering clients these different services in an as-a-service and secure way?”