TBR’s Business Insights

The Midmarket Opportunity: Which GSIs Can — and Should — Pursue It?

09.25.26

Expanding into the midmarket has been a recurring theme for GSIs for many years, and some are dusting off that strategy yet again. This time, platform-led operating models that are less linked to FTE-based pricing may change the game. When looking at Accenture, Atos Group, Capgemini and Deloitte, which company could reasonably enter or expand into the midmarket? More importantly, which should?

The Time to Start Building Your Multiparty Alliance is Now

09.11.26

Every software and technology company should be building multiparty alliances through codeveloped solutions supported by joined-at-the-hip sales teams. Additionally, executives should be thinking about, planning for, acting on and beginning to deliver around outcome-based pricing.

Convergence Takes Center Stage as U.S. Telecom Operators Pursue the Next Phase of Growth

08.24.26

The U.S. telecom market is entering a new phase in which convergence, broadband scale, and higher-value connectivity services such as AI infrastructure connectivity are becoming increasingly important competitive differentiators.

A Winning Strategy in IT Services and Consulting

08.21.26

We have voluminous data at TBR, 30-plus years of data and analysis on the largest and leading companies across the technology stack, from McKinsey & Co. to Wipro, from Amazon Web Services to Verizon. Because we publish data and analysis quarterly, looking back one year and forward two to five years, we don’t often take the longitudinal view. Looking at our research since October 2021 (18 months after the start of the pandemic) to today, what can we say about the strategies, business models and investments that have separated leaders from laggards, particularly in the IT services and consulting space?

AI-wrapped IT Modernization Opportunities Will Serve as Both Marketing and Revenue-generating Engines as Infosys Builds Verticalized Use Cases Tied to Outcomes to Expand AI Revenue Share

08.20.26

Infosys’ opportunity is not simply to sell more AI tools but also to use AI as the reason clients modernize applications, clean data, rethink workflows and consolidate vendors. That positioning matters because buyers remain practical: They want productivity, measurable outcomes and lower operating complexity, not another layer of technology hype.

The Paradox of AI Infrastructure: Hyperscalers’ Ambition Collides With the Power Grid and What This Means for Telcos

08.17.26

The AI infrastructure supercycle is entering a new phase. The central question is no longer whether hyperscalers have the capital or appetite to build AI infrastructure but whether the power grid can support what they intend to build.

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Hidden Costs of AI Market Intelligence

07.28.26

The enterprises that succeed will not be those that provide unrestricted AI access to every employee. The winners will build trusted intelligence architectures enabled with proprietary, non-public data and analysis that prevent organizations from paying thousands of times for the same expensive thought. The future of enterprise AI is not simply broader access. It is governed intelligence aligned to enterprise strategy, with CFO approved efficiency. And increasingly, that efficiency may prove more valuable than the AI models themselves.

The Race for Digital Sovereignty: How 4 IT Services Leaders Are Positioned

07.21.26

TBR Fourcast is a quarterly blog series examining and comparing the performance, strategies and industry standing of four IT services companies. The series also highlights standouts and laggards according to TBR’s quarterly revenue projections as well as its geographic and segment estimates. With discussions about sovereignty in Europe only becoming louder, TBR thinks it is worthwhile to examine Atos Group, CGI, Fujitsu and Kyndryl. Our intent is to shine light on these similarly sized companies that have a strong presence in Europe and/or a strong presence in ITO and consulting and to discuss where each company’s opportunity lies.

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Telecom Infrastructure Services Market Expected to Become More Dependent on Hyperscalers and Fiber Technology Deployments

07.02.26

TBR research shows hyperscaler investment across multiple network domains will intensify through the forecast period, both to support cloud and AI as well as for general connectivity, driving TIS spend growth for this customer segment

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Four by four by four equals four

10.10.18/by Patrick Heffernan, Practice Manager and Principal Analyst

Four straight weeks of traveling for work, to four different cities to meet with four different clients, brought out four thoughts about where the IT services and consulting markets stand as we move into the autumn rush of 2018. First, the next few years will finally bring the shift in the consulting model that we’ve […]

Postcards from the edge: Complexity is here — wish it were not

09.27.18/by admin

“Analog dollars to digital pennies” is a phrase used to discuss the continued compression on technology price points as Moore’s Law economics, coupled with continued IP abstraction, creates economic trigger events aimed squarely at legacy business model best practices. Recently, I attended analyst events in New York City — one sponsored by Lenovo and one […]

As the 2018 finish line nears, will McKinsey continue its breakaway or slip back into the peloton?

09.26.18/by Patrick Heffernan, Practice Manager and Principal Analyst

Every six months, we review McKinsey’s performance, analyze its strategy and consider likely scenarios for the firm in the near term Back in June, we said, “If McKinsey truly gains market permission to take digital transformation from design through execution, its peers will be pressured to emulate the firm.” In advance of the November profile, […]

VMware leans on partners IBM and AWS to go increasingly all-in on cloud

09.20.18/by Allan Krans, Practice Manager and Principal Analyst

What’s new from VMworld on the cloud front? VMworld 2018 in Las Vegas came to a close just a few short weeks ago, but the impact from the slew of cloud-related announcements from VMware and its partners continues to reverberate. After multiple changes in course over the past 10 years as VMware reacted to the […]

The JEDI contract: We don’t see the force; do you?

09.12.18/by admin

Considerable ink has been sacrificed parsing both the wisdom and the potential winners and losers of the Joint Enterprise Defense Infrastructure (JEDI) contract award, which is estimated to be worth up to $10 billion over 10 years. TBR wrote two commentaries around the topic in June that handicapped the potential bidders and outlined the fundamental […]

SaaS sweetens the cloud pot but requires vendors to up their ante to participate

09.11.18/by Allan Krans, Practice Manager and Principal Analyst

Despite the simple graph in Figure 1 depicting SaaS market size, the space remains difficult to sum up. In the eyes of customers, SaaS options are proliferating and spanning a wide swath of business functions and stakeholders. Yes, SaaS is the largest segment of the “as a Service” cloud market—and yes, it will continue to […]

The 4 P’s of marketing – people, process, partners and platforms – emerge behind AI and compel vendors to adopt S-centric frameworks

09.05.18/by admin

Market dynamics will evolve in the next 5 years, with voice and video the core conduits for trusted and tangible AI-based marketing campaigns The digital marketing services (DMS) market will grow at a CAGR of 16.2% from 2017 to 2022, reaching $125 billion, as organizations across geographies adopt artificial intelligence (AI)-enabled, customer experience-based voice and […]

Robots laundering IT budgets?

09.04.18/by Patrick Heffernan, Practice Manager and Principal Analyst

Automate a bad process or fix the process first? As consultancies start expanding their robotics process automation offerings (RPA) and the software and related services begin permeating through enterprises’ procurement, human resources, IT, and even internal audit, a curious debate has surfaced between the merits of opting for careful and meticulous process assessment, documentation and […]

Digital transformation advances analytics and insights

08.28.18/by admin

Realizing the dream of AI-embedded business processes must start with people and data management Every enterprise looks to use emerging technologies to cut costs, grow revenue or create new business models. The combination of changes in how people work and what new technologies can best be applied creates massive opportunities for services vendors. This new […]

IoT Customer Spotlight: Colfax survived the stormy seas of IoT after righting its ship, and its story can serve as a navigational aid for peers still caught in the squall

08.28.18/by admin

Colfax is an industrial conglomerate with two operating companies under it, ESAB and Howden. ESAB produces equipment and filler metals for most welding and cutting applications, and Howden delivers precision air and gas handling equipment for numerous industrial applications. Both are worldwide industrial suppliers with multiple manufacturing plants and globally distributed support apparatus. I learned […]

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