Tailored Services

Stephen Davidson, Director, Strategy Consulting



Coverage and Focus Areas
Strategy business consulting; market screen analysis; go-to-market analysis; peer, competitor and partner analysis; value proposition and messaging; customer segmentation; product and solution strategies; business model transformation; risk mitigation; digital transformation; customer experience management; Internet of Things (IoT); private equity; global professional services

Role and Responsibilities
As director of Strategy Consulting for TBR, Stephen Davidson is responsible for driving TBR’s strategic business consulting. The strategic business consulting team engages TBR’s executive clients and advises them on how to set and deploy growth-oriented business, portfolio and go-to-market strategies using structured decision support frameworks and approaches.

Experience and Background
Stephen has over 26 years of industry experience, having held senior consulting, product development, product marketing and leadership positions at McKinsey & Co., Forrester Research and Eduventures. Prior to joining TBR, Stephen advised and led strategy engagements with senior business and IT executives within Fortune 500 companies and technology enterprises and startups.

Stephen holds a B.A. in economics from the University of Massachusetts Amherst.

Greg Richardson, Director, Tailored Services



Coverage and Focus Areas
Customer buying behavior, customer satisfaction and experience, customer loyalty, customer perception, partner and channel satisfaction, new product feasibility, product adoption studies, profit modeling and forecasting, pricing and positioning studies, distribution channel and ecosystem analysis, competitive and strategic action plans, client advisory and consulting, storage, unified storage, big data, x86 servers, blade servers, rack servers, UNIX servers, mainframe, PCs, notebooks, desktops, tablets, virtual desktop, smartphones, support services, mobile device management, public sector IT, healthcare IT, government IT, datacenter solutions

Role and Responsibilities
Greg Richardson is an engagement manager and senior analyst within TBR’s Computing Practice, leading the group’s Customer Satisfaction and Segment Profit Modeling programs. Greg is responsible for client engagement and project management – from vision match through delivery – directing research that delivers actionable insights into the alignment between customer behavior, business performance and the competitive marketplace. His research and analysis is focused on the top vendors in the IT compute and storage markets, such as HP, IBM, Dell, Lenovo, EMC and NetApp. Furthermore, Greg is frequently quoted as an expert in business publications such as The Wall Street Journal, BusinessWeek, Bloomberg and Investor’s Business Daily.

Experience and Background
Prior to joining TBR, Greg held sales, marketing and consulting roles at a Fortune 500 insurance and financial services company.

Greg holds a B.S. degree in business administration with concentrations in marketing and finance from the Whittemore School of Business and Economics at the University of New Hampshire, where he also received a B.A. in English.

Geoff Woollacott, Senior Strategy Consultant & Principal Analyst





Role and Responsibilities
Geoff Woollacott is a senior strategy consultant and principal analyst in TBR’s Tailored Services group.

With a career spanning over four decades in consulting, it’s Geoff’s mission to dissect this era of unprecedented disruption and apply his project management experience to coach junior staff on how to solutionize client engagements.

Experience and Background
Prior to joining Tailored Services, Geoff oversaw the syndicated research team for TBR’s Software and BI Services practice.

Before joining TBR, Geoff owned Renaissance Group (RGI), a boutique market research firm founded in 1991 serving blue-chip clients such as IBM, HP and EMC. RGI conducted competitor assessments of IT vendor go-to-market strategies, operational benchmarking studies, M&A support and distribution channel satisfaction studies. Early in his career, Geoff was an end user and reseller salesperson for Arrow Electronics and a marketing manager for Arrow Field Service, where he designed the company’s first Third Party Maintenance program before working at Technology Financial Services as principal of the company’s IT hardware vendor practice.

Geoff writes commentaries for Nearshore Americas and globalcomment.com and has been a columnist for Nashoba Publications.

Geoff received a cum laude degree in economics and government from Bowdoin College and spent a semester studying at the London School of Economics, where he completed a thesis on the complexities and legal challenges of European Economic Community Integration.

Bryan Belanger, Engagement Manager & Senior Analyst



Coverage and Focus Areas
Professional services labor rate analysis, operational strategy, resource strategy, partner business model and strategy, IT marketing strategy, global professional services delivery, competitive benchmarking, go-to-market strategy, cloud adoption, customer satisfaction (CSAT), partner program satisfaction, mobility, consulting services, systems integration, infrastructure outsourcing, applications outsourcing, business process outsourcing, support and maintenance, data center asset migration, survey design, blogs, white papers, webinars, online focus groups

Role and Responsibilities
Bryan Belanger is an engagement manager within TBR’s Engagement Services and supports TBR’s custom consulting and market research engagements. Bryan is responsible for managing and delivering custom engagements that leverage multiple research tools - including in-depth interviews, online surveys, focus groups and financial modeling - to deliver actionable insights into the alignment of customer behavior, business performance and the competitive marketplace.

Bryan leads TBR’s custom research, focused on competitive internal operations strategy, which delivers quantitative and qualitative analyses covering topic areas such as labor rates and product pricing, pricing strategy, discounting, organizational structure, resource models, delivery, and operational effectiveness. Bryan’s research also covers additional topic areas such as alliance ecosystem management, IT market messaging, industry vertical business model strategies and emerging technology adoption.

Experience and Background
Bryan joined TBR in 2010 as a Professional Services Practice intern and served as a research analyst and then analyst with the group before transitioning to Engagement Services. Prior to his employment at TBR, Bryan was an intern with Adhesive Technologies, where he collaborated with the company’s industrial division management team to develop a comprehensive market analysis of the industrial adhesives industry, including SWOT analyses, recommended product offerings, competitor intelligence analyses and pricing strategies. Bryan also worked as a member of an MBA student team to establish an end-to-end search engine optimization strategy and implementation framework for Morse Data Corp.

Bryan holds an MBA with honors from the University of New Hampshire’s Whittemore School of Business and Economics and a B.S. with honors in business administration, also from the University of New Hampshire.

Angela Lambert, Engagement Manager & Senior Analyst



Coverage and Focus Areas
Customer buying behavior, customer satisfaction and experience, customer loyalty, customer perception, customer adoption and product landscape, go-to-market and marketing strategy, channel and partner analysis, research solution design, survey design and execution, focus group design and execution, in-depth interview design, program management, project management

Role and Responsibilities
Angela Lambert is a senior analyst and engagement manager with TBR’s Tailored Services group, where she regularly leads consulting and market research engagements with Fortune 500 clients. Her areas of focus include customer perception and buying behavior, marketing message testing and customer-informed modeling.

Experience and Background
Prior to joining TBR’s Engagement Services Angela was an analyst in TBR’s Computing Practice, where she contributed to custom research projects and syndicated coverage.

Angela graduated summa cum laude from the University of New Hampshire’s Whittemore School of Business and Economics. She holds a B.S. in business administration with a concentration in marketing and a minor in psychology.

Matthew Bowden, Analyst



Coverage and Focus Areas
Customer satisfaction, market research surveys, mobile computing, handsets, notebook PCs, desktop PCs, tablets, workstations, mobility, consumer electronics

Role and Responsibilities
Matthew Bowden, a TBR analyst focusing on tailored services, supports many of TBR’s custom reports and projects with his research and data analysis. Matthew contributes to primary research projects including online surveys and focus groups by facilitating research execution and providing statistical analysis that translates into actionable insights and recommendations for TBR’s client base.

Experience and Background
Prior to his current role, Matthew was a TBR intern and research analyst assisting TBR analysts. He contributed writing for quarterly syndicated reports covering data center and devices vendors such as Apple, Dell, EMC, Fujitsu, Intel and Samsung.

Matthew graduated summa cum laude from Merrimack College, where he received a B.A. in mathematics and economics.

Tom Deterling, Analyst



Coverage and Focus Areas
Cloud computing, analytics, professional services labor rate analysis, alliance business models and strategies, IT security, application development and outsourcing, IT outsourcing, storage, industry and vertical trends, management consulting, IT consulting

Role and Responsibilities
Tom Deterling is an analyst with a focus on TBR custom engagements that deliver research and analysis on key IT professional services topics such as labor rate and delivery analysis, alliance partner ecosystem management, IT marketing messaging, and emerging technology adoption. Tom is responsible for quarterly syndicated coverage of IBM Global Services, Fujitsu and Deloitte, and contributes to coverage of EMC and TBR’s quarterly benchmarks.

Experience and Background
Prior to joining TBR, Tom interned at Big Heavy World, a nonprofit organization dedicated to preserving Vermont’s musical history. Tom was responsible for research and content generation for the foundation’s website and promotion of the community radio station, The Radiator.

Tom received a B.S. in professional writing from Champlain College in Burlington, Vt.

Katie DuBois, Analyst & Project Manager



Coverage and Focus Areas
Custom research and strategic business consulting projects

Role and Responsibilities
Katie DuBois is responsible for scoping, bidding, researching, implementing, and delivering custom research and strategic business consulting projects within TBR’s Tailored Services group.

Experience and Background
Prior to joining TBR, Katie was the director of Market Research at NFP Research, a custom market research firm focused on the food service and consumer packaged goods industries. Katie designed, developed and implemented domestic and global product studies for various multinational corporations, and worked with clients to bring structure to their marketing problems.

Katie holds a Bachelor of Science in economics from Framingham State University (back when it was referred to as a college). She also graduated with honors from the University of Georgia’s Advanced School of Marketing Research.

Colin Naples, Analyst & Engagement Consultant

Coverage and Focus Areas
Business strategy, custom research, project management, client engagement

Role and Responsibilities
Colin Naples is an analyst and engagement consultant in TBR’s Strategy Business Consulting group. Colin is responsible for developing business strategy projects that provide C-level IT executives innovative strategies to drive tactical decisions that facilitate real-time business growth. He is also responsible for researching, implementing and delivering custom research in TBR’s Engagement Services group.

Experience and Background
Before joining TBR Colin took a leading role in venture-funded material technology companies, where he surveyed, identified and innovated business opportunities globally, specifically in medical technologies. Colin also worked in strategic company operations, in which he helped position two material technology companies for strategic M&A events.

Colin’s business development leadership has led to his proven track record of leveraging state-of-the-art technologies, positioning unique products for market entry and developing strategic acquisitions. He is skilled in evaluating the financial and market feasibility of emerging technologies and services, and has experience in developing licensing opportunities and negotiating long-term contracts.

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