{"id":3309,"date":"2013-02-25T18:00:34","date_gmt":"2013-02-25T17:00:34","guid":{"rendered":"http:\/\/www.solucominsight.fr\/?p=3309"},"modified":"2015-01-21T09:55:41","modified_gmt":"2015-01-21T08:55:41","slug":"et-pourquoi-ne-pas-commercialiser-les-services-de-ma-dsi","status":"publish","type":"post","link":"https:\/\/www.riskinsight-wavestone.com\/en\/2013\/02\/et-pourquoi-ne-pas-commercialiser-les-services-de-ma-dsi\/","title":{"rendered":"Et pourquoi ne pas commercialiser les services de ma DSI ?"},"content":{"rendered":"<p><em>Et pourquoi ne pas commercialiser les services de votre DSI\u00a0sur le march\u00e9 externe ? L\u2019id\u00e9e est simple, et pourtant trop souvent ignor\u00e9e.\u00a0Levier certain pour d\u00e9velopper le business, cette d\u00e9cision strat\u00e9gique semble attirer de plus en plus d\u2019entreprises. Le facteur cl\u00e9 est de capitaliser sur les acquis de la DSI et de sa maison-m\u00e8re pour commercialiser de mani\u00e8re rentable les services \u00ab\u00a0IT\u00a0\u00bb \u00e0 des clients externes. <\/em><\/p>\n<p><em>La mont\u00e9e en maturit\u00e9 des DSI cr\u00e9e l\u2019opportunit\u00e9 de franchir le pas, comme l\u2019ont d\u00e9j\u00e0 fait plusieurs leaders comme Areva, Amazon ou encore Dassault. <\/em><\/p>\n<h2>Augmenter et diversifier l\u2019activit\u00e9 de la maison-m\u00e8re et de sa DSI<\/h2>\n<p>Areva, leader mondial de l\u2019\u00e9nergie nucl\u00e9aire, a fait le choix de capitaliser sur les actifs de sa DSI pour en commercialiser les services sur le march\u00e9. Preuve du succ\u00e8s de la transformation, cette DSI, maintenant filialis\u00e9e sous le nom d\u2019Euriware, a g\u00e9n\u00e9r\u00e9 pr\u00e8s de 294 millions d\u2019euros de chiffre d\u2019affaires en 2011\u00a0! <a title=\"\" href=\"http:\/\/www.solucominsight.fr\/wp-admin\/post-new.php#_ftn1\">[1]<\/a><\/p>\n<p>Ainsi, la commercialisation des offres de services des DSI sur le march\u00e9 est une occasion pour les entreprises d\u2019accro\u00eetre leur chiffre d\u2019affaires. Gr\u00e2ce \u00e0 la p\u00e9n\u00e9tration de nouveaux march\u00e9s, il est alors possible de diversifier le portefeuille de clients ainsi que les activit\u00e9s\u00a0: Euriware propose des prestations d\u2019infog\u00e9rance ou encore d\u2019int\u00e9gration de syst\u00e8mes pour des clients de l\u2019\u00e9nergie, mais aussi de l\u2019industrie et de la d\u00e9fense.<\/p>\n<h2>Faire de la DSI une entit\u00e9 g\u00e9n\u00e9ratrice de profit<\/h2>\n<p>Cette transformation est l\u2019occasion pour la DSI\u00a0de se positionner comme r\u00e9el actif strat\u00e9gique (en devenant un centre de profit). Pour garantir la rentabilit\u00e9, il faut commercialiser les services permettant de capitaliser sur les investissements de la DSI, tout en mutualisant les comp\u00e9tences et exp\u00e9riences de la maison m\u00e8re. Les produits ou services commercialis\u00e9s peuvent tout autant \u00eatre des savoir-faire sp\u00e9cifiques qu\u2019une surcapacit\u00e9 de production (sur un datacenter par exemple). Cette commercialisation est une opportunit\u00e9 pour l\u2019entreprise de g\u00e9n\u00e9rer du cash\u2026 sans trop avoir \u00e0 en d\u00e9bourser\u00a0!<\/p>\n<p>Ainsi, Dassault Syst\u00e8mes g\u00e9n\u00e8re du profit en commercialisant le logiciel Catia, qui avait \u00e9t\u00e9 initialement con\u00e7u pour les besoins propres de Dassault.<\/p>\n<p>La formalisation d\u2019un catalogue de services tarif\u00e9 ainsi que la d\u00e9finition d\u2019une strat\u00e9gie de p\u00e9n\u00e9tration du march\u00e9 sont des enjeux cl\u00e9s pour assurer le succ\u00e8s de la transformation. Une fois les premiers produits commercialis\u00e9s, la DSI g\u00e9n\u00e8re du chiffre d\u2019affaires et doit rentabiliser son activit\u00e9. Elle le fera en ajustant sa politique commerciale et en optimisant sa pr\u00e9sence sur le march\u00e9 tout en pilotant ses investissements.<\/p>\n<h2>D\u00e9velopper et fiabiliser l\u2019expertise de la DSI<\/h2>\n<p>Amazon, qui est originellement un site d\u2019achat et de vente en ligne, a pourtant \u00e9t\u00e9 parmi les premiers \u00e0 lancer des offres <em>cloud<\/em>, via leur entit\u00e9 Amazon Web Services. Amazon a profit\u00e9 de son expertise de l\u2019infrastructure SI et de sa ma\u00eetrise des besoins des acteurs du web pour commercialiser son <em>Infrastructure as a Service<\/em> (IaaS) sur le march\u00e9.<\/p>\n<p>L\u2019augmentation de l\u2019activit\u00e9 SI permet d\u2019investir et de fiabiliser les services utilis\u00e9s par la maison-m\u00e8re. Confront\u00e9e \u00e0 de nouvelles demandes et de nouvelles exigences, la DSI est incit\u00e9e \u00e0 monter en comp\u00e9tence et \u00e0 d\u00e9velopper son expertise. L\u2019industrialisation de l\u2019activit\u00e9 et la croissance du portefeuille de clients permettent aussi d\u2019asseoir la cr\u00e9dibilit\u00e9 et la l\u00e9gitimit\u00e9 de la DSI en interne.<\/p>\n<p>La commercialisation des services d\u2019une DSI sur le march\u00e9 repr\u00e9sente une transformation de grande ampleur, se d\u00e9roulant sur plusieurs ann\u00e9es. Du positionnement prix \u00e0 la structure de co\u00fbt en passant par l\u2019infrastructure SI\u00a0; les enjeux strat\u00e9giques, financiers ainsi que ceux li\u00e9s au syst\u00e8me d\u2019information doivent \u00eatre ma\u00eetris\u00e9s\u00a0! Il faut \u00e9galement se poser la question de l\u2019\u00e9volution de l\u2019organisation avec, bien souvent, celle de la filialisation de la DSI. Des probl\u00e9matiques cl\u00e9s doivent alors \u00eatre pilot\u00e9es, comme l\u2019\u00e9volution culturelle ou la mutation des activit\u00e9s. En r\u00e9sum\u00e9, la commercialisation des services IT est une opportunit\u00e9 aux enjeux forts. Mais comment s\u2019assurer que le profil de votre entreprise pr\u00e9sente les caract\u00e9ristiques n\u00e9cessaires\u00a0? R\u00e9ponse dans un prochain article\u00a0!<\/p>\n<div>\n<div>\n<p><a title=\"\" href=\"http:\/\/www.solucominsight.fr\/wp-admin\/post-new.php#_ftnref1\">[1]<\/a> http:\/\/euriware.areva.com\/FR\/euriware-935\/euriware-chiffres-cles.html<\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Et pourquoi ne pas commercialiser les services de votre DSI\u00a0sur le march\u00e9 externe ? L\u2019id\u00e9e est simple, et pourtant trop souvent ignor\u00e9e.\u00a0Levier certain pour d\u00e9velopper le business, cette d\u00e9cision strat\u00e9gique semble attirer de plus en plus d\u2019entreprises. Le facteur cl\u00e9&#8230;<\/p>\n","protected":false},"author":300,"featured_media":3046,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"page-templates\/tmpl-one.php","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[35],"tags":[748,977,975,978,918,919,976,704,447,142],"coauthors":[2545],"class_list":["post-3309","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-strategie-projets-it","tag-catalogue-de-services","tag-centre-de-profit","tag-commercialisation-de-services-it","tag-croissance","tag-gouvernance-it","tag-organisation-de-la-dsi","tag-penetration-de-marche","tag-pilotage-economique-de-la-dsi","tag-strategie","tag-transformation"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Et pourquoi ne pas commercialiser les services de ma DSI ? - SolucomINSIGHT<\/title>\n<meta name=\"description\" content=\"Et pourquoi ne pas commercialiser les services de votre DSI sur le march\u00e9 externe ? 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