We believe we are undergoing a fundamental shift in the way IT decisions are made. They are no longer made solely by IT and, increasingly, we see finance, line-of-business, and the executive committee exert significant influence on the IT project decision. This places IT at a disadvantage and requires they evolve skills regarding business knowledge and outcomes, become better “partners” to both finance and the business, and evaluate project spend objectively and determine its direct benefit to the business. Since 1995, we have structured our company to account for this change and help our clients evolve their skills to adapt to the change.
We provide our solutions via two brands: STA and PSC - Strategic Consulting. STA concentrates on providing the “tactics of IT” with a focus on services, servers and storage across two primary practices: Virtualization and Information Management. PSC - Strategic Consulting concentrates on strategic information technology management consulting with a focus on IT strategy and planning, Business Process to IT alignment, Cloud roadmaps and, disaster recovery and business continuity planning. The STA brand is differentiated substantially in a crowded market by offering the only written Solution Warranty in the IT industry – our solutions will function as designed or we will refund the client’s money.
We have chosen to offer two separate brands to eliminate the perceived bias of our clients when services offered by PSC - Strategic Consulting were included in STA’s offerings. Our true intent and desire for the PSC brand is that it provide objective management consulting with no desire to influence, or participate in the margin from, infrastructure purchases. However, we believe our clients will, over time, see true value in the services PSC provides and, as a result, will want to extend the trust PSC has earned with them into an infrastructure transaction with STA.
We focus on a set of common initiatives across both brands: financial analytics and community enrichment. Our financial analytics initiative uses a proprietary, SaaS Business Case tool to support our team and our clients in developing, evaluating and justifying IT projects relative to Business Outcomes required for successful project approval by the CXO suite and Board of Directors. Our community enrichment initiative comprises a set of offerings to stimulate learning within the community and promote the Systems Technology brand persona of “expert, trusted and knowledgeable” and includes the following programs:
Our go-to market strategy is best represented by the diagram below.
None of our competitor’s back their solutions recommendations up in writing like STA does. Our viewpoint on this issue is that every person in this industry leaps at the opportunity to take credit for the sale to a customer, but more of our fellow professionals need to take responsibility for the work they deliver.
I just wanted to formally write to you and express my gratitude with the project that STA assisted us with here at PCCC… This was one of the smoothest upgrades that we performed at PCCC and with John and Leslie's expertise, it made it a pleasure.
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