In the nearly 40 years Dynamic has served customers, we’ve seen that enterprise IT purchasers – no matter whether they’re from commercial, government, or nonprofit organizations – have four main concerns about the IT supply chain. We like to call them the four C’s: confidence, compliance, convenience, and cost control.
Like all purchasers, those responsible for acquiring IT for their organizations want to feel confident they’re making a smart choice. They want to minimize risk in the supply chain. They look for proven products, and they look for IT suppliers who will test and validate the selected hardware and software, as well as handle all logistical details of the order. Dot every I, cross every T – that’s the level of attention that customers should expect and demand from their IT supplier.
Often, IT purchasers need to meet government regulations, industry requirements, or even their own internal standards for quality. For example, a medical device manufacturer will need for their products’ integrated IT to strictly adhere to FDA regulations. They’ll often insist on working with an IT supplier whose quality management system has been certified to ISO standards.
Over the years we’ve worked with many organizations that prefer to entrust IT purchases to a single source or just a few main suppliers. This is true even when the supplier acquires the hardware and software through the buyer’s own OEM-direct relationships. These purchasers want fewer vendors to keep track of. It helps streamline operations and reduce risk in vendor management.
Reining in costs is nearly always an IT purchaser’s concern. Saving money isn’t just desired; for some organizations, it’s the bottom line. A purchaser may not need to get the absolute lowest price – especially if rock-bottom pricing comes with compromised quality. In the “design to value” approach, the IT supplier will help control the customer’s costs without sacrificing quality. Vendor-neutral product selection can ensure that the customer gets only the IT they need.