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How Important Are Vendor Ecosystems in Network Services Deployment, and How Are They Evolving?
/in Blog /by TBRFor prime contractors, managing an ecosystem of subcontractors is a constant challenge. These challenges are prompting vendors to reevaluate their subcontractor ecosystem strategies, driving change in the makeup of subcontractor ecosystems as well as the approaches used to manage partners
Changes in MI/CI Observed by TBR
/in Blog /by TBRThe biggest change for CI/MI (competitive intelligence/market intelligence) in 2023 is the intensification of the “do more for less” mandate. Doing more for less has always been part and parcel of the CI/MI experience, but it’s particularly true in 2023.
Comcast Business Showcases Significant Progression Toward Becoming a Leading Global Provider of Secure Networking Solutions at 2023 Analyst Conference
/in Blog /by Steve Vachon, Senior AnalystThe 2023 Comcast Business Analyst Conference highlighted Comcast’s evolution from primarily serving local small businesses with traditional connectivity solutions during its infancy to its current ambition of competing as a leading global provider of secure networking solutions, supported by the Masergy acquisition and Comcast Business’ burgeoning enterprise business.
What’s Next for Innovation and Transformation Centers?
/0 Comments/in Blog /by TBRLearn how vendors are handling investments in innovation and transformation centers amid macroeconomic volatility and buyers reassessing their budget priorities
Top 10 Impacts for CI & MI Teams in 2023
/in Blog /by adminIn February of 2023 TBR surveyed its clean service teams on the state of competitive and market intelligence in 2023. One megatrend stood out in those results — change. In this blog post, we address the megatrend of change and dive into 10 subtopics that standout.
Challenges Facing Telecom Infrastructure Services Vendors
/in Blog /by adminWhile the specific challenges differ by vendor, geography and/or TIS service line, TBR consistently hears about four major pain points that are broadly impacting most providers of telecom infrastructure services: wage and benefits inflation, worker and subcontractor shortages, navigating government incentives and stimulus, and ability to differentiate.
Where to Start with an Alliance Partnership
/in Blog /by Patrick Heffernan, Practice Manager and Principal AnalystAlliance 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
/in Blog /by Patrick Heffernan, Practice Manager and Principal AnalystTBR 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
/in Blog /by Patrick Heffernan, Practice Manager and Principal AnalystTBR 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?
Build a Successful GSI Alliance Program in 5 Steps
/in Blog /by adminTBR views the path to a successful GSI alliance program as a five-step process, with many small steps, tasks and requirements associated with each step. Technology vendors may be anywhere in this journey, depending on the maturity of their GSI alliance program, if they have one. It should be noted that this is our perspective, based on the support we have given companies along this journey with our research and advisory services. We have drawn elements of this framework from ASAP’s Alliance Life Cycle framework to make it specific to ISV-GSI partnerships.