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onald Lieuw-Sjong is the man behind Next Step Consulting (NSC), located on Curaao. NSC offers organizations in the Caribbean a range of consultancy and training services in IT
Meanwhile, NSC is making up lost ground by organizing demo days and discussing best practice frameworks such as ITIL. Fortunately, weve noticed that young graduate IT workers are being introduced to management activities during their studies. Doing business in the Caribbean also differs from the Netherlands, Lieuw-Sjong explains further. You need a more personal approach towards the sales process. On Curaao, who you know is often more important than what you know.
service management (ITIL and MOF) and facilities management. Lieuw-Sjong gives TOPdesk demonstrations on location, works as a consultant and provides training courses in the areas of ITIL, FM and process management.
ON CURAAO, IT IS CONSIDERED A COST, MEANING YOU FIRST HAVE TO CONVINCE ORGANIZATIONS OF THE TOOLS ADDED VALUE
Ronald Lieuw-Sjong - Next Step Consulting
visit Curaao for the rst time, explains Lieuw-Sjong. I have to tell them that over here, a yes does not always mean a customer is committed buying, but that they expect an expert opinion instead. In the Netherlands, on the other hand, saying yes can have immediate consequences. Nowadays, I dont really notice these differences anymore; after a while, you start speaking the same language.
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partners in the Caribbean also include ITEE NV (Suriname) and Gilette group (Trinidad and Tobago). TOPdesk currently has 24 customers in the Caribbean, including the government of the Netherlands Antilles, Harbour Port Authority and State Oil Company Suriname.
Caribbean, as their parent company provides them with the tools they need. Small organizations usually do not have the available budget, but an appointment with the IT manager from a larger local organization can be arranged without a problem.
minor issue, I always visit them personally; otherwise, I just call the service desk. It has all become a lot easier with the help of modern technology.
Customers on tOPdesk
Unlike the Netherlands, the Caribbean has seen a large number of TOPdesk Professional implementations. Enterprise is often too expensive for smaller companies in the Caribbean, and many organizations consider our lite version to be too lite, explains Lieuw-Sjong. Another remarkable difference is that SaaS is not yet seen as a worthy alternative. Not many organizations on Curaao outsource their IT tasks, explains Lieuw-Sjong. For now, SaaS is out of the question on Curaao, as staying in control of the software is vital. On the other hand, our customers do use Gmail to communicate with one another! TOPdesk currently has a secure market position in the Caribbean. Customers are especially overwhelmed by our demonstrations; and the number of TOPdesk modules is so vast, that I usually only present a selection, explains Lieuw-Sjong. I begin the demo by showing them the basic modules of Incident Management and Conguration Management. Once the customers, currently 25 in total number, start working with TOPdesk, Lieuw-Sjong is mostly met with positive responses. When I see how customers can generate gures and control processes with ease, their response is usually wow!. Some minor cultural differences aside, the Caribbean appears to be another successful location for TOPdesk.