Hyperscalers and their partners need each other more than ever

In the current cloud and IT market, the success of both hyperscalers and their partners has never been so intertwined. Partners, most critically consultants, systems integrators, managed services providers and ISVs, are the most important route to market for hyperscalers to achieve growth. And for those partners, their business models depend on large-scale cloud environments that incorporate AI, generative AI (GenAI) and other emerging technologies that their customers desire.

 

Join Principal Analyst Allan Krans, Senior Analyst Catie Merrill and Senior Analyst Alex Demeule Thursday, Sept. 4, 2025, for a live discussion and Q&A on TBR’s latest partner research for hyperscalers, IT services providers and ISVs. The team will share exclusive feedback from all parties within these ecosystems, taken from TBR’s new Voice of the Partner, Hyperscaler report, which identifies areas that are still working and still challenging for these partnerships as well as the direction these relationships will go moving forward.

 

In this FREE session on opportunities within the cloud ecosystem you’ll learn:

• The most critical elements for a successful partnership
• Partner perceptions of Amazon Web Services, Microsoft and Google Cloud
• The ways GenAI is impacting partner activity and opportunity, including how AI ISVs partner differently with hyperscalers
• How hyperscalers’ marketplaces serve GenAI tools (and how hyperscalers deploy capital)
• The current challenges within ecosystems
• Where the greatest opportunity for future success lies

 

 

TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous sessions can be viewed anytime on TBR’s Webinar Portal.

 

 

Realizing the AI opportunity

AI presents a once-in-a-generation opportunity for the telecom industry to achieve two key objectives: generate new revenue and reduce costs. However, there is a real risk that most communication service providers (CSPs) globally will miss out on the full benefits of AI. Although leading CSPs have been investing in AI, most of these investments appear to be myopically focused on quick-hit wins. This strategy is acceptable in the short term, but true opportunity capture will be contingent on broader-scope initiatives, coupled with upfront investment.

 

In this TBR Insights Live session Principal Analyst Chris Antlitz discusses how CSPs are integrating AI into their internal operations and their products and services. Chris also shares insights from the latest edition of TBR’s Telecom AI Market Landscape, which focuses on the opportunity sizing of key new revenue and cost-efficiency use cases.

 

In this free session on AI opportunity for the telecom industry Chris will answer:

• Where does the telecom industry currently stand in terms of generative AI (GenAI) adoption?
• How big is the opportunity for telcos to generate new revenue from AI by 2030?
• How significant is the opportunity for telcos to reduce costs through AI by 2030?
• Who stands to gain if telcos don’t change?

 

 

Excerpt from Telcos Risk Losing the AI Race Without Strategic Shift; $170B at Stake by 2030

Potential annual AI-related opportunity for CSPs will reach $170 billion by 2030, approximately 53% of which is new revenue and 47% is cost efficiencies

 

 

Visit this link to download this session’s presentation deck here.

 

TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous sessions can be viewed anytime on TBR’s Webinar Portal.

 

Opportunities will emerge after the dust settles from DOGE’s early actions

After an unprecedented four-year bull market in federal IT spending, the Trump administration and its Department of Government Efficiency (DOGE) have sparked widespread fear, uncertainty and doubt about the near-term future of the federal IT and professional services sector.

 

Shortly after the presidential inauguration, the General Services Administration began reviewing ongoing programs, and DOGE canceled thousands of IT and professional services contracts it deemed “non-mission critical.” This move sent shockwaves through the entire ecosystem of federal IT contractors and their partners. Since that time, federal technology vendors — particularly advisory-led firms — have been waiting anxiously for greater clarity and transparency around the Trump administration’s IT budget priorities.

 

In this TBR Insights Live session Senior Analyst John Caucis and Analyst James Wichert discuss current disruptions to federal IT and professional services vendors’ order books and business development. Additionally, the team will look at how the administration’s plan to aggressively leverage digital technologies to make the federal government smarter and more efficient could have a long-term upside for the federal IT community and its commercially centric AI, analytics, cloud and telecom partners.

Watch the below session on expectations for federal IT vendors in 2H25 to learn:

• The impact of Trump’s second term and DOGE initiatives on federal IT contractors so far
• How federal IT vendors are pivoting to support the Trump administration’s emerging priorities in AI, cloud, data science, defense technologies, quantum computing and security
• The implications of shifting federal IT spending patterns and priorities for federal systems integrators’ alliances with ISVs, cloud hyperscalers, OEMs, telecom providers and others

 

Excerpt from Trump 2.0 and the Rise of DOGE: What Federal IT Contractors and Their Ecosystem Partners Need to Know

Multiyear boom in civil IT ended in 1Q25 as DOGE began implementing large-scale cuts to existing awards

 

Visit this link to download this session’s presentation deck here.

 

TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous sessions can be viewed anytime on TBR’s Webinar Portal.

 

There is no GenAI strategy without a data strategy

Realizing the long-promised ROI of generative AI (GenAI) will require customers look for ways to better access, integrate, manage and govern large amounts of unstructured data. Data-native ISVs, hyperscalers and global systems integrators (GSIs) are evolving their critical ecosystems of solutions to deliver on the commitments of GenAI for enterprise. As such, roles within the cloud ecosystem are shifting, and the increase in open APIs and architectures will have lasting impacts on many data cloud ISVs and GSIs, including how they partner with one another as they race to gain AI workloads.
 
In this TBR Insights Live session, TBR Principal Analyst Boz Hristov and Senior Analyst Catie Merrill share their insights into data cloud ISVs’ and hyperscalers’ strategies and their professional services partners, as well as how forming a triparty alliance structure at the data layer will help partners pursue higher-value GenAI opportunities.
 
Additionally, the pair share an exclusive look at TBR’s revamped Cloud Data & Analytics Market Landscape, which provides insight into enterprises’ data strategies, vendor analysis by workload, and where the market is headed through 2025 and beyond. TBR’s Cloud Data & Analytics research stream tracks all hyperscalers; SaaS vendors such as SAP and Salesforce; and data cloud ISVs including Boomi, Confluent, Cloudera, Databricks, Informatica, MongoDB and Snowflake. The research also looks at the overarching layers of the data cloud stack, from storage and querying to business intelligence.

Watch the below session on the emerging data ecosystem to learn:

• The data cloud ISVs that have demonstrated success in alliance strategies
• Ecosystem best practices of data cloud ISVs
• C-Suite priorities regarding data management and GenAI
• How hyperscalers are adjusting their partnering strategies to improve the flow of data and win new GenAI workloads
• Why vendors are positioning around data intelligence, and the components necessary to succeed in this space

 

Excerpt from The Emerging Data Ecosystem: ISVs, Hyperscalers and Global Systems Integrators

Cloud vendors want partners to understand the importance of data foundations before GenAI can be scaled

Compared to services and OEM vendors, cloud vendors ranked data strategy and data management as the top growth areas for partners, ahead of generative AI (GenAI). This sends a strong signal to partners about the importance of putting the right data foundations in place, breaking down silos and applying governance before GenAI can scale and ROI can be realized.
 

 
Visit this link to download this session’s presentation deck here.
 
TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous sessions can be viewed anytime on TBR’s Webinar Portal.

 

Partnering for growth: How to ensure alliance and partnership success in 2025

In 2025 IT services companies and consultancies will refine their alliances, winnowing lists of 100-plus technology partners to the handful that drive more than 90% of their business, articulate a clear joint value proposition, and align at both the leadership and sales force levels.
 
A technology- and partner-agnostic approach was always a bit of a fiction and in the coming years will become a relic of the past. To make all that happen, ISV SaaS leaders to AI model providers, global systems integrators to hyperscalers, and semiconductor to platforms vendors will invest in ecosystem intelligence and elevate alliance management within their organizations.
 
In this TBR Insights Live session, Principal Analysts Angela Lambert, Allan Krans and Patrick Heffernan share insights from TBR’s 2025 Predictions special report Ecosystem Intelligence: Key Strategic Changes for 2025.
 

In this above session on ecosystem intelligence strategies you’ll learn:

• How to place strategic ecosystem bets on alliance partners that are well-positioned for the next growth wave
• How competitors are gaining ground with common alliance partners through sales programs, go-to-market motions and training
• How to create unique value with alliance partners that resonates with end customers

 

Excerpt from Ecosystem Intelligence for IT Services, Cloud and Consultancies: Strategic Insights for 2025 Success

Cloud providers will have their hands full juggling ecosystem investments amid a changing technology landscape

Visit this link to download this session’s presentation deck here.
 
TBR Insights Live sessions are held typically on Thursdays at 1 p.m. ET and include a 15-minute Q&A session following the main presentation. Previous sessions can be viewed anytime on TBR’s Webinar Portal.