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161

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.

163

Build a Successful GSI Alliance Program in 5 Steps

TBR 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.

164

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.

165

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.

166

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.”