Forrester

Networking and IT vendors prepare for the changing face of customers

Now that the last WAN appliance has been packed away and that forgotten computer charger tucked into a drawer, never to be reunited with its owner, Interop 2009 is just a memory. 

However, one question may be lingering long after collected business cards are reviewed and sales prospects investigated: Who are the customers of tomorrow and how will their personal and business makeup impact the way communications products are bought, sold and marketed to the masses?

The answer to this question will have a huge impact on the long-term strategies of such leading networking vendors as Cisco, which believes newly empowered employees, borderless collaborative computing and green initiatives will play a significant role in the psychology and demographics of next-generation buyers, said Tom Wesselman, senior manager of software development at Interop.

The newer generation of enterprise executives and those who will make key purchase decisions over the next decade are very motivated by such things as who has control within a network, universal tele-presence, and consumer-driven technology options, he explained, noting the impact of such devices as Apple’s iPhone on their personal and work habits.

Continued »