In the previous post I introduced the role that the most savvy and visionary ECM vendors have and will have in the Big Data Era.
But what are the key elements that define if an ECM vendor strategy is strong enough not only to survive but to grow and prosper in the technological tsunami of the 3rd platform era?
What makes an ECM vendor attractive to the enterprises which are navigating in the messy waters?
During my pilgrimages across EMEA I’ve collected inputs from many different people and customers and in this mini-series of 3 articles I will briefly touch on what I think are the most relevant elements that customers are looking for when searching for a reliable ECM partner to walk with during the journey to the 3rd platform.
Let’s start with the first element: Industry Knowledge
- In order to understand what the enterprises need it’s always wise to start from …ehmm…the enterprises. What do they need? What are the key processes that drive their businesses? What do they need to look for to grow their businesses or lower their operational costs? Which are the most interesting trends in the markets they operate in? To answer the questions above and become a relevant spokesman for the enterprises, ECM vendors, traditionally focused on IT platform plays, we need to move much closer to their customer’s business owners and learn their languages as this is the only way they can truly and deeply understand their customer’s ecosystem and business requirements. Knowing only the technology they sell is not enough for ECM vendors to gain the trusted or preferred advisor ranking. In the same way a patient with an illness wants to be cured by a specialist and not a generic doctor, enterprises give much higher credits to ECM vendors that are able to present the value that solutions build upon their technologies can bring in the industry sector in which their customer operate. This new consciousness will redefine the role of the vendors who will gain a much closer intimacy and trust from their customers and a much stronger competitive advantage.