contract renewal Archive
It Stinks to be an Incumbent Service Provider
On May 27, 2014 In Thought Leadership
In our tracking of industry contracts and trends, we find that, in the infrastructure space, incumbent service providers now win recompetes 85 percent of the time. However, the ACV (annual contract value) is 27 percent less scope. This means that the incumbent must be able to add new new logos. The good news is