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CIO SUMMIT SPEAKER: Why apps management should be a priority

Zafar Anjum | July 25, 2012
Koh Eng Kiong, regional director, Compuware ASEAN, talks about apps management in an exclusive interview with CIO Asia.

Keh Eng Kiong

This is part of a special series by Fairfax Business Media Asia previewing speakers at the CIO Summit 2012.

As a business becomes more Web/mobile/applications centric, application management not only has a more pronounced impact on user experience, it also has a significant impact on revenue, brand equity and an organisation’s productivity. Koh Eng Kiong, regional director, Compuware ASEAN, talks about apps management in an exclusive interview with CIO Asia.

From reading your bio, it seems you have had an interesting career in sales in the tech industry. Tell us about it.

I really enjoy what I do because it enables me to combine two areas of interest in my portfolio - technology and sales. While the typical reaction to a sales job would conjure images of numbers and targets, I enjoy another aspect of sales that enables me to listen to my customers and help them address their business challenges. To me, solving these challenges together with my customers is very rewarding and I enjoy it even more because I see everyday how the power of technology in a business setting continues to help improve efficiencies, positively impact the bottom line and empower individuals.

In your current job, you provide market leadership in applications management solutions. What is the most challenging aspect of this job?

One of the most important challenges I face is the education process - basically to create a higher level of awareness about the new way of managing applications and what our solutions can do to address the business issues that customers or prospects may have. However, this is an exciting challenge for me as the way we sell has moved from a "talking-to" approach to a "talking-together" approach. It enables me to meet my customers more often and hear more consistently how their business is doing.

Every business faces the task of convincing customers or prospects how to make the right purchase. It is the same scenario in my team, however what we do differently is that we make it a point to showcase quantifiable benefits that highlight how managing network and servers in silos is no longer sufficient in the current business climate as things are rapidly changing and businesses are faced with new challenges. We make it a point to listen to what our customers are telling us, and then find a solution that will map to their needs - that way we are educating them, and at the same time, we are selling our solutions.

Why should applications management be a top priority for most IT organisations?

 

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