differentiation Archive
FOMO (“Fear of Missing Out”) – the Service Provider’s Ebola
On July 14, 2015 In Thought Leadership
FOMO is reaching epidemic proportions among service providers. We see it particularly in the Indian firms, but it’s not confined to the Indian providers. It starts in the sales teams as they fall behind in their sales goals; then it spreads and infects the entire organization. You can easily identify the providers infected with
EPAM Defies the Odds in Global Services Market
On May 5, 2015 In Thought Leadership
EPAM, a midsize, $800+ million service provider, is growing faster than the market. And it’s achieving this notable status in a mature application space where others have struggled and also in a services world that favors scale and size. What is its secret for beating the odds and seemingly defying gravity? At first glance,
How to Stand Out in a Crowded Global Services Market
On September 25, 2014 In Thought Leadership
As industry analysts we at Everest Group listen to endless PowerPoint deck presentations from service providers. They should provide information about what separates a provider from its competitors. But in reality, they just all merge together and lose relevance. Providers need to focus on a little less talk and a lot more action. Here
Is Xerox Changing Direction or Is It More of the Same?
On March 27, 2014 In Thought Leadership
I’m watching with great interest the current change in leadership at Xerox. They just announced that Lynn Blodgett will retire at the end of 2014 and Robert Zapfel will join the firm on April 1 as president of Xerox Services and EVP of the corporation, reporting to the chairman and CEO. Bob has had
Cognizant Finds the Secret to Growing a Services Business Faster
On November 7, 2013 In Thought Leadership
Service providers often ask Everest Group for advice on how to grow their business faster. We usually find that their starting-point perspective has a pitfall. They fall for the seduction of new logos. The problem with this growth strategy is that it’s very difficult to win a brand new customer without “privilege.” Privilege is
The Biggest Losers in the Service Provider World
On October 24, 2013 In Thought Leadership
I talked recently with one of the biggest losers among service providers. They had just been through a competitive RFP process as the incumbent provider. They worked tirelessly to martial the firm’s resources to get both the external and internal sale and get executives lined up. Their sales team was engaged. There were a
The World Doesn’t Need Another White Paper
On September 18, 2013 In Thought Leadership
Would you maintain a marketing strategy that has shifted to a disadvantage? The answer seems like a no-brainer, but the reality is many providers in the global services market are indeed marching forward with a disadvantaged strategy. In the increasingly competitive services marketplace, providers are running to thought leadership as a differentiation. That’s great.