A perfect fit: What to consider when choosing a system integrator
Cloud adoption over the last decade has triggered broad evolutions within organisations. Most companies have already moved many of their applications to the cloud and most-commonly to hyperscale providers like AWS, Google Cloud and Microsoft Azure.
In years gone by, this move was typically focused on cost-effectiveness, whereas now it has extended to how companies can leverage cloud technology to bolster their teams with new capabilities that provide a competitive edge. Customers want to understand which partners can help them achieve these outcomes, but face an immediate challenge to either go with their current, incumbent System Integrator (SI) or select a smaller expert team.
Here are seven criteria to consider when determining which SI is best for your business.
1. The ability to innovate
Most digital transformation projects are naturally geared towards innovation and future-proofing, and you'd be right to assume that the larger, well-known players in the industry are able to deliver this for you.
However, they are no longer the only option. Smaller, niche integrators now provide excellent alternatives because they provide you with a layer of specialist and focused expertise, which large integrators may not to be able to offer on a flexible resourcing basis.
The choice between the two really comes down to what level of expertise you require as both types of integrators can deliver innovation.
2. Business models
Large and small SIs both work to achieve the same outcome, but with two fundamentally different business models.
Smaller SIs that operate within a specific niche lead with their solutions and specialisation, rather than selling people and time. For example, if a smaller SI specialises in SAP in hyperscale cloud, that expertise can bring innovation into the process through automation. They would then add as much automation as possible into SAP workloads running in the cloud, instead of keeping a mass of consultants and architects busy and billable.
On the other end of the scale, larger GSIs are more focused on providing people and time. With hundreds of thousands of workers on standby waiting for the next project to come in, larger SIs will look to take control of an entire project, offering everything across the board—and providing a wider service. However, it is important to keep focused on the requirements that are being delivered and avoid scope creep - it can lengthen decision-making, and potentially increase timescales and costs.
So, if your business is looking for support across a wider part of the business, larger GSIs would work best. But, if the focus is more pinpointed and innovation is the name of the game, then smaller integrators would be your best bet.
3. Proven track-record and experience
First and foremost, you need to trust the company you partner with, and that will likely be determined by their past experience.
The difference when it comes to experience is linked to the scope and scale of your problem. Smaller integrators can rapidly spot the problems customers are likely to face and respond with a targeted solution because they have deep expertise in the area.
Larger organisations, on the other hand, come into their own when a problem requires a wide array of experience, which they can deliver thanks to their broader scope of services, and therefore resource.
Experience and trust are the foundations of any strong partnership with your system integrator - it all comes down to which experience you value more.
4. Consultancy and service
Both large and small system integrators have invaluable experience to help support you through your cloud projects. As we've established, smaller SIs often deliver more niche offerings, with narrow focuses to drive innovation in specific areas.
You need an SI who delivers the level of service needed, without suffering from a one-size-fits all approach.
5. Agility, agility, and agility
To realise enhanced performance with cloud technology, organisations, providers, and system integrators need to work as one, and become far more collaborative. Agility is key, and agility requires flexibility. Your ideal SI needs to be able to work symbiotically with other providers and your internal team - friction is the enemy of agility.
GSIs have a process and model that works very well, and standardised training that teaches everyone to do things in the same way. This certainly has its benefits, but when it comes to areas that need a little bit more customisation, a necessity when realising new capabilities through cloud technology, some GSIs often don't have the flexibility to adapt.
Smaller system integrators, however, tend to be more flexible, as we established earlier. They are interested in delivering solutions, not people, so they tend to be flexible when it comes to implementing the right solution for each customer scenario. It's important to identify and define your core objectives ahead of choosing your system integrator. For example, if you prioritise a standardised training process with greater resource and manpower, then GSIs are probably the way to go. But if you want greater flexibility, smaller SIs would be the best choice.
6. Cost remains a factor
A big part of the decision will usually come down to cost.
Typically, GSIs will have higher costs. Having more people on a team will naturally lead to an increase in overhead costs, and the scale of resource will contribute to the final figure as well. Smaller SIs on the other hand, have their core area of specialism so will be able to give a fair price without the need to add unnecessary contingency.
For example, SIs focused on hyperscalers will understand intimately how to secure funding from hyperscalers and their partners to cover much of the costs to do projects such as Cloud migrations.
Knowing where you want to spend the majority of your budget will again depend on your originally set out business objectives.
7. Risk management
Historically, companies defaulted to a global integrator brand to mitigate the risk associated with complex technology projects. However, more and more organisations are recognising the capabilities and value of smaller SIs in the same space.
In some instances, GSIs have hit problems delivering cloud projects and reducing the subsequent risks, and a specialist SI is called in by either the customer, hyperscaler or even the GSI themselves, to rescue the project.
Opting for large GSIs with standardised processes is an appealing choice for organisations, but's important not to disregard smaller integrators when they can offer just as much value (and safety and security).
Making your own decision
When it comes to choosing your system integrator, we've established that there is no wrong decision. It ultimately comes down to what blend of needs you have, and what you classify as priorities.
Unfortunately, there is no silver bullet.
If you go with a larger integrator, I recommend pushing them for the level of deep expertise that you would get from a smaller integrator. And vice versa, with a smaller integrator, make sure to question them fully if they can match your plans to scale in the near and distant future.
Both have value, so neither should be overlooked.
Eamonn O'Neill is CTO at Lemongrass Consulting