Appendix I: Results Dutch IT Buyers Survey
1. To which vertical market does you company belong?3. How internationally focussed is your company?
4. Number of employees in your company?
5. What is the size of the IT budget of your company?
6. What percentage of the IT budget of your company is used for the payment of outsourced services?
7. Does your company make use of offshore outsourcing?
8. My company thinks that due to offshore outsourcing economies of scale can be reached.
9. A reason for my company not to make use of offshore outsourcing, is that the deliverance of outsourced services is performed from out The Netherlands.
11. A reason for my company not to make use of offshore outsourcing, is that the concept of offshore outsourcing does not fit with our company culture.
12. A reason for my company not to make of offshore outsourcing, is that the cultural differences between the offshore location and The Netherlands are too large.
13. A reason for my company not to make use of offshore outsourcing, is that my company wants to protect our intellectual property rights.
14. A reason for my company not to make use of offshore outsourcing, is that the process differences between the offshore location and The Netherlands are too large.
15. A reason for my company not to make use of offshore outsourcing, is that the human resources problem that could arise due to offshore outsourcing is too large.
17. The improvement of the quality of services is for my company a reason to make use of offshore outsourcing.
18. A deficit of internal skills is for my company a reason to make use of offshore outourcing.
19. The speeding up of the time to market is for my company a reason to make use of offshore outsourcing.
20. The size of the difference between the price of the self deliverance of IT services and the price that the IT service provider asks for the deliverance of the same IT services is an important factor when choosing an IT service provider.
21. What is the official language within your company?
23. Within my company people most likely want to work with co-workers and IT service providers that speak the same language as our official company language, despite extra costs.
24. It is important for my company that our IT service provider receives some government support.
25. It is important for my company that chosen IT service provider operates in a country where a sufficient pool of highly educated IT professionals are present.
26. It is important for my company that the quality of the delivered IT services remain constant when using offshore outsourcing.
27. Within my company people most likely want to work with those who have the same culture.
28. It is important for my company that my IT service provider shows financial robustness.
30. It is important for my company that the chosen IT service provider uses high quality process accreditations and methodology accreditations.
31. It is important that the IT service provider has a good reputation.
32. The nationality of the IT service provider is an important factor when choosing an IT service provider.
34. Which of the following IT services would your company consider to bring offshore?
35. When outsourcing a specific IT service, my company will choose the IT service provider that has the most expertise regarding the specific It service.
36. It is important for my company that my IT service provider shows commitment when delivering the IT services.
37. It is important for my company that my IT service provider has much experience with outsourcing.
39. It is important for my company that my IT service provider offers solutions for the human resources problem that arises when IT services are offshored.
40. It is important for my company that the headquarters of my IT service provider are located in the same country as the country where the IT services are executed.
41. It is important for my company that the program management of my IT service provider is located in the same country as the country where the IT services are executed.
42. It is important for my company that the local client interfaces of my IT service provider are located in the same country as the country where the IT services are delivered.
43. It is important for my company that the used language of the local client interfaces of my IT service provider is the same as the official language of my company.
44. It is important for my company that offshored services are centrally managed within the offshore location.
46. My IT service provider must provide solutions for the human resources problem that arises when IT services are offshored.
47. It is important for my company that the program management of my IT service provider is located on the same continent as the continent where the IT services are executed.
48. It is important for my company that the local client interfaces of my IT service provider are located on the same continent as the continent where the IT services are delivered.
49. My IT service provider must advise my company about the (in)appropriateness of IT services that could be offshored.
50. Which of these statements is the most applicable for your company?
I. My company most likely want to work with an IT service provider that actively and
intensively cooperates with my company about high end IT solutions that in the long term (> 5 years) results in positive effects for my company.
Appendix II: Results Internal Research
1.Name client manager:95% gave their name. 2.Name of the client:
85% gave the name of the client
3. How internationally focussed is the client?
4.Total IT Budget in millions of euro’s:
10 40 60 80 100
150 165 166 180 200
220 250 300 300 400
600 960 2500 3000
5. What percentage of the IT budget of your company is used for the payment of outsourced services?
6. What is the contract value of the client for the ISP in millions of euro’s?
4 5 10 10
11 11.4 12 13
15 15 22 24
36 50 75 350
8. Which of the below standing IT services are outsourced by the client? These IT services can be delivered by the ISP, but also by other ISPs.
9. Which of the below standing IT services are delivered by the ISP towards the client?
10. Which of the below standing IT services are delivered by the ISP towards the client from an offshore location?
Question 10 “The client hasn’t reached a maturity level that indicates that outsourcing of tasks is seen as normal”
11.
Of which of the below standing IT services do you expect that the client demands more from it in the near future. (The IT service does not necessarily have to be delivered from out an offshore location.)Question 11 “When no cost advantage can be reached”
12.
Of which of the below standing IT services do you think that the client should increase the delivery in the near future. (The IT service does not necessarily have to be delivered from out an offshore location.)13. Of which of the below standing IT services do you expect that the client demands delivery from an offshore location?
Question 13 “Haven’t we talked about it yet”
14. Of which of the below standing IT services do you think that the client should demand delivery from an offshore location?
15. For what reasons does the client make use of offshore outsourcing?
16. For what reasons doesn’t the client make use of offshore outsourcing?
Question 16 “The client first needs to get its organization under control (demand/supply)” “The client is willing, but the ISP does not deliver”
“Services with a strong interpersonal character” “Politics”
“Cost savings are too small to give priority”
Question 17 “Loss of control”
“Large transition problems due to an outsourcing contract by IPPs” “Isn’t accepted yet”
“Knowledge sharing”
18. Through the eyes of the client offshore outsourcing is concerned to be a hype.
Question 18 “Is a type of sourcing that needs to be further professionalized” “No real policy available”
19. Through my eyes offshore outsourcing is a hype.
20. Put the below standing advantages of offshore outsourcing in a sequence of 1 till 5. Where 1 stands for an advantage that occurs most in your eyes and 5 is an advantage that occurs the least in your eyes.
22. Put the below standing problems of offshore outsourcing in a sequence of 1 till 5. Where 1 stands for a problem that occurs most in your eyes and 5 is a problem that occurs the least in your eyes.
23. Put the below standing problems of offshore outsourcing in a sequence of 1 till 5. Where 1 stands for a problem that occurs most in the eyes of the client and 5 is a problem that occurs the least in the eyes of the client.
25. Which three IPPs are the largest competitors for the ISP in your eyes? Given: HCL, Infosys, Patni, Satyam, TCS, Wipro)
26. Where do you encounter IPPs?
27. I only offer offshore services proactively when I know that an IPP is among the competitive bidders.
Question 27 “When I don’t show a proactive approach, I can forget future business” “Offshore outsourcing isn’t an option”
“Offshore will be directly taken into account!”
30. An IPP is equal to the ISP regarding quality when looking at:
31. An IPP is equal to the ISP regarding maturity when looking at:
33. The client is definitely interested in a sourcingscan that is delivered by the ISP.
34. To my opinion, the idea to offer (potential) clients a sourcingscan, has a large succes chance.
Question 34 “The sufficient offshore outsourcing maturity level of the client will be reached midst next year”
“The client has a well developed vision regarding the do’s and dont’s of offshore outsourcing. The client doesn’t see the ISP as an expert in this field and will certainly not ask for advice regarding offshore outsourcing, because the maturity of the ISP in this field is considered to be too low”
“ Already done. Client is in another stage”
35. The client is definitely interested in a sourcingscan that is offered by the ISP for a specific payment.
Question 35 “Problem: pre-sales effort versus neutrality” “ Already done. Client is in another stage” “Didn’t asked yet”
36. To my opinion, the idea to offer (potential) clients a sourcingscan that must be bought by the client, has a large success chance.
Question 36 “It must be seen as added value for the client”
“But only by clients that are present in another lifecycle regarding the offshore orientation”
“Clients that only considered it, or haven’t considered it”
“A pre-phase that will deliver turnover; a quickscan must be developed for this: not at the cost of the client”
37. The lower prices that a.o. arise due to offshore outsourcing do not help me to reach my turnover targets, therefore I’m not tend to offer specific offshore services.
Question 37 “By performing more different IT tasks, synergy effects can be reached” “A part of professionalism is the reducing of costs for the client, this one of the reasons to contract the ISP”
“No option because of security reasons” “Nonsense!”
38. It will help when we propose, with an existing contract, a new contract, including offshore outsourcing, to lengthen the contract and prevent a new RFI/RFP process.
Question 38 “This exactly has worked the same way in the past” “I already did this successfully”
“Some companies are obligated to make use of RFI/RFP (European)” “Government is obligated to make use of RFI/RFP”
