A new era of vessel operations requires relationships that generate value from end to end, writes Tim Bailey, EVP of Product, Marketing and Business Development, Speedcast. Digitalisation is having a profound impact on how shipowners and managers run their business and what they want from their technology partners. Perhaps the most important factor in designing a digital strategy is developing a clear understanding of your business goals.
The need for new types of connectivity – and for a much broader range of services – has helped to create some separation between the suppliers who still think the old way and those with a clear vision of the future. If our customers are thinking in different ways, we need to have a view that extends months and years ahead in terms of operational needs or regulatory requirements.
At this higher level, what an owner or manager needs is not lower prices but better value. A long term communications partner like Speedcast will be distinguished from one that simply sees a short-term opportunity.