strategy Archive
Dead Deal Costs Will Kill the Services Industry
On August 24, 2015 In Thought Leadership
I’ve blogged extensively on how the industrialized arbitrage market is maturing rapidly. One of the many frustrating aspects of a maturing services market is that a dominant portion of procurements for larger opportunities come through RFPs. These RFPs require sophisticated and elaborate responses with large deal teams and solutioning teams working at the provider’s
Why is TCS So Successful?
On August 18, 2015 In Thought Leadership
TCS has a sophisticated suite of apps and delivery tools. They accept small engagements with the intent to grow those accounts by being reliable and over-delivering. And they’re willing to shift away from their comfort zone. But this isn’t why TCS is a leader in the services industry. Why are they so successful? To
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
Taking the Internet of Things Journey from Pilot to Program
On July 10, 2015 In Thought Leadership
In the services world, how can we create business value from the Internet of Things? As I’ve blogged before, the IoT is replete with opportunities to apply the data flow among IoT devices to business processes and transform the world. Therefore, it should open an unending series of opportunities for service providers to create
How Service Providers Can Illuminate Clients’ Path to Transformation
On May 28, 2015 In Thought Leadership
One of the biggest issues facing executives today is that they see the need to change their organization through automation, analytics, or other big ideas that are clearly vetted, but they struggle to drive the change. Their organization is reluctant or frightened to change, much like horses in a steeplechase race that shy at
Services Sales through the Looking-Glass
On May 22, 2015 In Thought Leadership
Lewis Carroll is famous for his novel, “Through the Looking-Glass, and What Alice Found There.” In this whimsical world, everything starts out as familiar things but, on examination, turn out to be nonsense. It puts me in mind of many service providers’ sales pitches. Perhaps my favorite part of the Looking-Glass novel is Jabberwocky,
Lessons from IBM
On May 11, 2015 In Thought Leadership
Have you noticed how few service providers have the ability maintain a market leader role when the market changes to favor new technologies, or new service models? It’s very difficult to make this shift, and I’ve seen very few companies achieve the shift – let alone do it three times. Just one. Wow! If
Services Industry on the Cusp of a Changing Provider Landscape
On April 21, 2015 In Thought Leadership
I’ve blogged before about consolidation in the services industry, and I believe the industry is now on the cusp of a new round of significant acquisitions. But don’t expect a repeat of the usual M&A strategy. We’ll see a shift from the usual tuck-in acquisition strategy to billion-dollar-capability acquisitions. At this game-changing level, consolidation
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
Why Everest Group Changed its Point of View on Infosys
On April 6, 2015 In Thought Leadership
Since publishing our two most recent blogs about the business situation at Infosys (Connecting All the Dots and Silicon Valley company) and comparing those perspectives to our blogs over the past two years, people have asked us: “Why did you change your point of view about Infosys?” Here’s why – it’s because most of