Green Technology

This topical report is designed to inform new business teams at IT suppliers exactly what key decision-makers really think of “green IT” – should it be something you’re pitching as a USP of the products and services you’re selling?
Recent years have seen an ever-increasing take-up in the adoption of virtualisation technologies, alternate power generation, power management systems, more efficient hardware and recycling initiatives. We’ve spoken to decision-makers at eight companies featured in the “Global 100” rankings; an analyst-compiled list of the world’s most sustainable FTSE listed firms, unveiled in Davos at each year’s World Economic Forum. The companies featured in this report have invested time and money into becoming truly “sustainable”, and are some of the most fertile targets for your prospecting.
Some of our findings aren’t surprising – these businesses continue to invest in sustainable technologies to reduce carbon emissions and improve efficiencies. Some comments are perhaps unexpected, however: one senior infrastructure manager has expressed that in his view, IT simply “ain’t green” – it’s important, therefore, that you realise it’s about minimising harmful emissions, rather than proactively improving them. Another contact we spoke to mentions there’s a real danger of “green fatigue” and disillusionment with the term – a suppler looking to gain traction needs to present its green credentials as a component of its positioning, rather than relying on them too heavily as a selling point.
Our findings also reflect the fact that if you’re selling green technology solutions into industry, you need to pitch them as a cost justification, as well as something that’ll lessen the environmental impact of the organisation you’re speaking to.