Will Cloud Integration Make Dinosaurs of Systems Integrators?

Loraine Lawson

Heads up, systems integrators - Google is calling you out.

 

Specifically, Peter Lorant, the head of EMEA Partners Google Enterprise, described you as out-of-touch dinosaurs.

 

Oh, yes he did, and while making his case to IT channel providers at the Channel Expo in Birmingham, according to the Channel Register, which quotes him thusly:

 

"The days of the huge system integrators are waning, a lot of them are our partners, so I have to tread a fine line here. I've had conversations with some system integrators that went along the lines of we know that you're toxic for the business, but we have to do it anyway because our customers are asking us to do this.' Funnily enough I never heard from them again."

 

I suspect he'll be hearing from them now.

 


Lorant went on to say cloud integration offers a simpler business model for channels than systems integration, which is bogged down by complexity and heavy lead times for both consulting and implementation. He also contended that business users will embrace cloud offerings "because they totally rebel against this ivory tower that it has to be complex and you can't do anything unless you call your IT administrator."

 

As the article points out, Google began wooing authorized IT channel players in January in an attempt to attract more business customers to its cloud offerings.

 

But systems integrators probably shouldn't hanging up their hats just yet. While Google might appeal to small and mid-sized businesses, IT Business Edge's Rob Enderle argues that Google is NOT enterprise ready:

 

"...the more I look at Google, the more I see a new version of Netscape. Netscape had a figurehead CEO with an enterprise background, but the company actually was run by college kids and ex-Apple folks who clearly wouldn't have recognized an enterprise if someone hit them over their collective heads with it."

 

He's not even convinced Google could evolve into enterprise-ready:

 

"Increasingly, Google's lack of understanding is being showcased in the way it deals with customers, analysts, media, government and its own employees. Yes, it is successful, but it is increasingly clear that this appears to be more luck than skill in many critical areas, and with enterprise sales, you typically don't get do-overs. .... I've worked with enterprise vendors, I've worked for the one of the greatest, and Google is no enterprise vendor."

 

And what's more, he believes enterprises will not be swayed by a cheaper solution. What really matters to enterprise clients, he says, is customer loyalty, reliability, security and successes.



Add Comment      Leave a comment on this blog post
May 26, 2009 1:28 AM Steven Rdzak Steven Rdzak  says:

Loraine

I think one area that is being overlooked for a company to efficiently utilize the cloud to unseat the System Integrator grip on enterprises is around the process side of Cloud offerings. There needs to be standardization of the process side so I as an enterprise can effectively partner with a 3rd party provider to use the public Cloud to support my business.

I would like to point you to an excellent post by William Vambenepe on this topic http://stage.vambenepe.com/archives/783

I think some of what Rob Enderle argues is an inhibitor is also echoed in William's piece.

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