Vol. 1 Issues 2 & 3
The following has been reprinted with permission of Dataquest. It is a research article from Dataquest's IT Outsourcing Services, North America, by Allie Young and Lori Weiner,
October 18, 1999.
Keane: Planning, Building, and Managing Its Future
Abstract: In its 34-year history, Keane Inc. has built its reputation in the IT services and outsourcing market by steadfastly focusing on supporting organizations' applications. This singular focus has enabled the Boston-based company to create a distinct market identity. Having passed the $1 billion mark in revenue in 1998 — two years ahead of plan — Keane enters a critical phase in its corporate history. Today, Keane must build on its heritage of applications development and management and long-term client relationships to evolve toward higher-value services that include business consulting and specialized technical expertise for business solutions.
Key Business Issues
How do outsourcers differentiate themselves in terms of market strategies, offerings, best practices, and competitive position?
Strategic Market Statements
Fundamental to Keane's strategic market position is its transition from being a project-based, technology-focused applications services provider to a full-service applications and solutions provider, especially in areas such as customer relationship management, e-Solutions, and data warehousing/business intelligence.
Critical success factors for Keane will be its ability to educate its employees and the market on its "Plan-Build-Manage" value proposition; develop and refine the sales and marketing skills to effectively address a "solutions" sale; and continuously evaluate its skills to evolve competencies and determine gaps in capabilities.
Strategic Business Assumption
By year-end 1999, Keane will successfully shift year 2000-related revenue to less than 5 percent of its total revenue composition by continued focus on client retention and efforts to cross-sell year 2000 clients to other Keane-provided applications services (0.8 probability).
Entire contents © 1999 by Gartner Group, Inc. All rights reserved. Reproduction of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. GartnerGroup disclaims all warranties as to the accuracy, completeness or adequacy of such information. GartnerGroup shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The reader assumes sole responsibility for the selection of these materials to achieve its intended results. The opinions expressed herein are subject to change without notice
