Macovei, S&T: Nobody buys a complete solution from a single IT supplier any longer

The domestic subsidiary of Austria’s S&T, the biggest IT services provider, recruited Nicoleta Macovei from Oracle to adapt its sales team to market changes: longer acquisition processes, bigger requirements from clients and tighter competition on projects.

The company plans to tackle new market segments and develop, through rapid recruitment, its competence on the segments it’s already present on to face mounting competition amid the prolonged crisis and bigger requirements from clients buying integrated IT solutions, says Macovei, the company’s new sales manager, in an interview with ZF.
The change made by S&T at its most important department, sales, comes at a time when the company has aggressive growth plans, namely reaching 100m-euro revenues in around three years.
“The group’s strategy at this moment is verticalisation. In Romania, the team was already organised along industries, but we’ll extend this organisation. (…) At present, no client on the market will buy a complete solution either from a single producer or a single integrator. And then you must know how to match the pieces just like in a puzzle and where to offer help and sell in the respective industry,” Macovei states.