What’s Next for Innovation and Transformation Centers?
Learn how vendors are handling investments in innovation and transformation centers amid macroeconomic volatility and buyers reassessing their budget priorities
Entries by Patrick Heffernan, Practice Manager and Principal Analyst
Where to Start with an Alliance Partnership
Alliance partner prospecting will start with requests from the stakeholders for more information about a specific vendor — a request, basically to understand, Who are those guys?
Technology Alliances Are Evolving
TBR has been evaluating the changing nature of technology alliances through its subscription and commissioned research for decades. A series of best practices have emerged, most often developed by young technology companies, while the commercial impediments seem more acute for legacy vendors with their employees’ resistance to change. The balance of this document will discuss the successful approaches vendors have shared with TBR, and what end customers and small technology companies have shared with us as the anachronisms associated with legacy partner program structures.
Assessing Vendor Partnerships
TBR interviews with leaders of small SaaS vendors have shown a consistent blueprint for successful engagement with big vendors that consists of three major elements: Are you a strategic fit with the large vendor? How do you approach the large vendor for top-down attention within the firm? And how do you initially engage the large organization for positive, bottom-up, word-of-mouth marketing inside the large vendor?
PwC India Update: Sustained Outcomes and Trust
In early March, TBR met with Arnab Basu, PwC India’s Consulting Leader to discuss developments in India and how the firm’s presence and activities have changed in recent years. The following reflects that conversation, as well as TBR’s ongoing research around PwC, the other Big Four firms, and the broader management consulting and IT services market.
Clients, Cloud and Localization Shape Infosys’ Strategy in 2023
Across an afternoon at One World Trade Center, Infosys leaders hosted a steady stream of clients and technology partners discussing how they have worked with Infosys to apply technology to business problems and generate both cost saving and growth opportunities. Notably, every panel included at least one client, coming from a wide range of industries and describing a variety of problems addressed — and solved — by Infosys.
EY’s Cybersecurity Practice: Global, Local and Trusted
In TBR’s view, EY continues to operate through a global effort, complicated by regulatory and compliance requirements that vary by country as well as member firms’ different partnership structures. However, at multiple times during the discussion, EY leaders said the firm knew that cybersecurity services required being “local to be there with clients.”
Analytics, AI and digital transformation reach tipping point in acceleration
Discover the two main forces shaping TBR’s outlook for the digital transformation market and how they can help you capture analytics and insights opportunities while reducing and managing expenses
Top 5 Questions To Ask When Creating Market And Competitive KIQs
Developing and deploying KIQs requires creativity and precision, mixed with experience, so we wanted to share five tips we’re learned from over 20 years in this business
IBM makes smart IT services play in the U.S. federal sector IT services space
This month Patrick chats with Senior Analyst John Caucis, lead author of TBR’s Federal IT Services Benchmark, and Senior Analyst Elitsa Bakalova, who leads TBR’s coverage of IBM, about IBM’s investments in serving the U.S. federal IT market.