pricing Archive
What Venture Capitalists Can Teach Us about Driving Transformation
On November 24, 2015 In Thought Leadership
The current way we buy complex services through a purchasing department is to come up with elaborate detailed requirements, which often can only be implemented over several years. We put these out to bid, forcing the vendor community to respond with far more detail and waterfall project plans laying out in excruciating detail how
Transformation Services Procurement: What’s Wrong with this Picture?
On November 10, 2015 In Thought Leadership
For large transformation projects, the services world has locked itself into a world permeated with high dead deal costs, wasted solutioning, and long transitions of nine to 18 months where the client sees low value and tries to get the provider to absorb the cost as well as expensive consultants and legal fees for
Automated Services Need a New Licensing Structure
On October 6, 2015 In Thought Leadership
Service Delivery Automation (SDA) encompasses cognitive computing as well as RPA (robotic process automation). Software providers that provide SDA come to market with an enterprise licensing structure that basically requires the customer to license a number of agents for a specific length of time. But in using this licensing model, service providers unintentionally constrain
Three Ways Services Customers Can Switch to as-a-Service Model
On August 31, 2015 In Thought Leadership
As the services industry begins moving into the as-a-service era customers look for providers that change their traditional services to make them elastic or consumption based. We at Everest Group have spent some time studying this, and we believe there are three key ways to change take-or-pay (fixed costs oriented) services and make them
Q1 2015 in Services Industry Reveals Heightened Tensions
On July 7, 2015 In Thought Leadership
In reviewing the DeepDive Equity Research report for Q1, it’s clear that this year’s first quarter was a bit of a disaster for the services industry. Contrary to industry expectations at the beginning of the year, the report evidences that growth is decelerating. What happened to the expectations? This report heralds what I’ve been
RPA Breaks Link between FTEs and Service Transactions
On June 17, 2015 In Thought Leadership
Robotic Process Automation (RPA) is becoming a big deal in the services industry. For the last 10 years, the Indian IT industry attempted to affect pricing by breaking the link between FTEs and the services they provide. They tried outcome-based or transaction-based pricing. As I have blogged in the past, although this is interesting
Perspective on Wipro’s Cost Reduction
On April 30, 2015 In Thought Leadership
Wipro is reportedly looking at headcount and cost-reduction exercise in the realm of $300+ million. Why are they doing this? Is it a good idea? Of a few possible interpretations for wringing out costs, here’s my opinion – starting with my belief that this undertaking was inevitable. The more important question is how will
Is the Services Industry in Decline?
On April 28, 2015 In Thought Leadership
Information Services Group (ISG) publishes a quarterly “ISG Outsourcing Index,” which is widely read in the services industry. Q1 2015 wasn’t a pretty picture. The Americas saw a modest 10 percent gain in ACV, and India/South Asia showed strong. But the rest of the world took a bullet, so to speak; EMEA’s ACV declined
Price Takes a Beating in the Services World
On April 23, 2015 In Thought Leadership
What I’ve predicted for several years is now happening and the global services industry is experiencing a pricing war. The industry’s core arbitrage marketplace is moving from modest pricing competition to an intense pricing war. Providers’ prices are coming down not by 3 to 5 percent but in some cases by 20 to 30
Service Providers are Killing the Goose That Lays Golden Eggs
On April 9, 2015 In Thought Leadership
I blogged last year about the growing anti-incumbent bias in the services industry. That’s not to say that clients are biased against incumbent providers, but there are more clients who want to switch out providers than there used to be. This is true across every segment of global services (applications, infrastructure and BPO). We
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