To better understand, let’s dig deeper into the research data and then discuss a newer factory-like approach to low-code development. According to the WEBCON/Vanson Bourne survey, CIOs pointed to several recurring challenges when implementing new business applications: • 64 percent noted that their business requirements change “during the course of the project”; • 51 percent characterized their own business requirements as “imprecise”; and • 49 percent noted they were concerned about the increasing risk of managing a large number of applications. Uncertainty appears to be the norm. CIOs consider their own business applications to be both an unclear target and a moving one at that. It makes half of them nervous about taking on these kinds of projects at the scale needed to make a business difference. So, we have service organizations craving long-term stability, but a client base whose needs are anything but stable. It’s an app gap – and nature abhors a vacuum. Some consultants/integrators/ channel partners are pivoting toward agility, and more follow every day. They’re accepting – no, embracing – the reality that the way to make more money over the long haul is through repeat revenue, and juggling larger numbers of shorter projects is inevitable. The issue is that with an increase in agility comes an increase in risk that needs to be addressed. That includes the risk clients already fear regarding vendor lock-in, whether it’s for products or services. The shift to multiple smaller projects could inspire clients toward spreading service revenue among several providers. While this could provide more opportunities to approach new clients, it also increases the need for service provides to stand out. Ideally, given that risk aversion is a powerful driver behind a lot of decisions, the way to stand out is to double down on reliability and adaptability. It’s not enough to be good and fast – one must be, above all, flexible. There isn’t a client that doesn’t have an application backlog. Budgets can limit how many applications they have room to address, but bandwidth shouldn’t. The dreaded “umm, not now” answer comes from uncertainty over cost, duration and results. You get past that by demonstrating a track record of success. You can achieve that track record faster when there are a lot of shorter-term projects to be tackled. Once you reach critical mass, that leads to a series of subsequent “umm, why not?” opportunities. Referrals. Increased and repeating revenue opportunities. EMERGENT 12 CHANNELV ISION | MARCH - APRIL 2023 Source: WEBCON; Vanson Bourne Source: WEBCON; Vanson Bourne
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