3 Step IT Annual Report 2018 - Page 17



SWEDEN RIDES
A SERVICES WAVE
While the IT hardware market in Sweden was
flat, total IT spending, boosted by services,
was healthier, growing around 4%. A buoyant
market for anything-as-a-service played to our
strengths: our lifecycle management offering is
device-as-a-service, and our Swedish business
exploited the trend to enjoy 21% growth.
It helps build interest in our lifecycle offer and
also in the third step: with double-digit growth
in our business buying customer-owned devices
for remarketing. As Swedish sustainability
trends spread, this may be a leading indicator for
remarketing business growth elsewhere.
Our lifecycle services are attractive to the IT
channel as well. Our work with channel partners
consistently delivers about half our business,
and 2018 continued the trend. We develop joint
offerings to share in a partner’s ecosystem, so
they can use our lifecycle management engine to
differentiate the service they offer. The approach
worked well for Huawei, who gave us their ‘best
finance partner’ award for 2018.
SUSTAINABILITY CHALLENGED
The Swedish sustainability culture provided both
challenge and stimulus for our own practice.
The era when sustainability was a purchasing
tiebreaker after-thought has long passed. Now
clients evaluate our sustainability credentials,
to assure their supply chain sustainability,
before considering our proposal. Some give us
feedback after their evaluation to say how we
could do better still; these suggestions have led
to new, improved approaches.
Set up services help to extend the scope of our
offer. Business partners generally do basic set
up, and use a tailored service to go one step
further. We developed a new bespoke service
to offer a welcome pack to new hires: we
prepare a client-branded box with logoed pens,
and the employee’s business cards, laptop and
smartphone, ready to use on opening the box.
Doing more to promote sustainability was one of
these suggestions. Prompted in this way, and as
the circular economy requires partnership, we
started an occasional circular economy seminar
series to share examples, promote successes
and prompt discussion around challenging
questions. While we had no idea if anyone would
come, interest in the first seminar ‘From waste
to value’ was high. It spiked visits to our web site
and delivered a lively audience, a mix of students,
business people and academics.
Our tailored approach works well for a
smartphone partner: we use an adapted version
of 3ChooseIT to let users choose their new
phone, and then integrate their choices into the
mobile service provider’s fulfillment system.
Remarketing handles replaced phones: erasing
sensitive data and refurbishing them for resale.
“It was a remarkable year, with strong growth balanced across
all parts of our business.”
Peter Onstrand
Riksbyggen is a Swedish housing company
owned by building unions, housing associations
and other national co-operative associations.
With some 2700 employees, it manages around
176,000 apartments through 2650 housing
associations.
“BEFORE WE EVALUATE A BID, WE EVALUATE
THE SUSTAINABILITY STANCE OF A SUPPLIER.
WE LOOKED AT 3 STEP IT AND FOUND AN
ORGANISATION WHERE SUSTAINABILITY LAY
AT THE CORE OF ITS SERVICE, SUPPORTED
BY ISO CERTIFIED PROCESSES, AND A CLEAR
DESIRE TO IMPROVE.”
AMIR CHIZARI
Following this balanced performance, we see the
as-a-service trend, and the potential for more
client-optimised front-end services helping to
deliver healthy, sustainable growth in 2019.
Our 97% reuse rate is another advantage in a
country frequently rated the ‘most sustainable’.
15
CIO/CDO, RIKSBYGGEN
16

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