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
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Webinar: Optimizing for Telecom Network Deployment Services Opportunity in 2023
Free webinar: Learn the current state and future outlook for telecom network deployment services, the four mega challenges facing telecom infrastructure services vendors, and how vendors can overcome these challenges to pursue the market opportunity
Top 10 Impacts for CI & MI Teams in 2023
In 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
While 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
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?
Building a Lifecycle Approach to GSI Alliance Strategy
In this white paper, TBR uses its experience to dig into the trends driving GSI alliances and provide our recommendations to technology partners on how to approach building a GSI alliance strategy.
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.
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.