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Using Remote Teams to Win Business

Major industry players such as Accenture, IBM and HP have been using a distributed service delivery model for many years. This has allowed them to win large, long-term business based upon three basic elements:

  1. They quickly assemble the required technical skills regardless of the customer location.

  2. They provide a competitive price by blending lower-cost remote resources with a higher-cost local delivery team.

  3. They spend a lot of money positioning themselves as "global players" and that their customers need this global capability.

While Accenture, IBM and HP have built their own offshore delivery organisations, many larger domestic IT service firms have chosen instead to "partner" with offshore service providers who promise to deliver and, in many cases, manage the remote development teams.

Local IT service firms have traditionally been reluctant to make the financial and logistic commitments required to set up their own offshore offices and teams. They have also found it difficult to get the attention of the more successful offshore service providers who have focussed their attention on building partnerships with the larger national and international service firms.

The result is that many of the local IT service firms are finding it harder to compete with larger competitors who are using a distributed model. Most Government and Industry customers actually prefer to support local service providers but require greater confidence in their delivery capability and better pricing.

What if local IT services firms could use the same success model as their larger competitors? What if smaller firms could access the same resources as the larger firms but without the traditional risk, lead-time or investment? What if we could level the playing field?

Well, we can ... and have.

It's called the Build-Operate-Transfer model.

The Build-Operate-Transfer model has been developed by Velocity Solutions to help IT service firms and software developers build and manage their own remote teams. The model is based upon the following:

  1. Teams are small.

  2. They are built incrementally.

  3. Team members are specialists, hired specifically for the task at hand.

  4. The team resides in a low-cost location.

  5. The costs of the remote team are significantly lower than a local team.

  6. The team belongs exclusively to the client (IT service firm).

  7. The team's office accommodation, HR, payroll and technical support is provided by Velocity Solutions.

  8. Team members can transition to become direct employees of the client.

It's time to win more business by levelling the playing field.

For more information on how you can build your remote delivery or support team, visit

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