Johannesburg, 22 Aug 2016
It seems counterintuitive for the managing director of a technology company to say "think solution, not technology" but that's exactly the approach George Grimes of EOH's Microsoft division takes to the businesses under his oversight.
"EOH sells technology as part of the solution, not the solution as part of the technology. Yes, our Microsoft business sells licences and products, but our real strength lies in building solutions for our customers. We're now starting to build solutions where we own IP as well," Grimes explains.
He says that Microsoft is one of the few traditional vendors that is making the transition to what analysts have called the fourth industrial revolution. Characterised by a fusion of technologies that blur the lines between the physical, digital and biological spheres, it places new focus on innovative approaches, such as those taken by AirBnB and Uber.
While applications and implementing ERP used to be the hot topics, Grimes says software developers are the superheroes of our time. "Solutions to real business problems are what drive the adoption of the new cloud technologies and digitisation, through building suitable solutions."
Grimes says disruptive technologies are of great concern to many companies. "Everyone talks about the Ubers and the Airbnbs, and who will start the Uber for the banking industry. We find opportunities to build new solutions, new channels, omni-channels, for established businesses."
He says the market is very tough at present, with companies under real financial pressure. Yet EOH's Microsoft division is doing well, and he projects that the business will grow by 100% this year. He is forthright about what keeps him up at night: finding and retaining the best people. Staff retention, he believes, depends on the leaders in the business really knowing their people, and creating an environment that challenges them. "If people feel they are stagnating, they will leave."
The EOH approach is working well: "Customers want a solution discussion, employees want a challenge. You can choose to approach it by simply selling technology, but selling solutions is what keeps the customers happy and our employees engaged."
Share