Analyst Relations Newsletter Q2 2021: Key Highlights from Custom Research

Case #1: Advised an RPO and MSP service provider in the development of its Asia Pacific and Europe expansion strategy

A service provider client asked us to evaluate the attractiveness a wide variety of locations for two different service areas. We analyzed 60 market segments, two service areas in 30 countries, assessing their attractiveness across multiple parameters including market size and growth, market potential and penetration, the nature of enterprises’ ask, local vs. multinational corporate demand, and competitive intensity. As part of the project, we also the client’s existing capabilities in those countries in terms of people, process, technology, value proposition, sales and marketing capability.

We recommended a priority list of segments and associated investments based on which the client implanted a multi-million dollar investment initiative.

Case #2: Assisted a service provider and Fortune 500 company to review an existing CWM/MSP engagement

Our service provider client had a CWM/MSP engagement with a Fortune 500 company that was nearing the end of its term. The service provider and its client were happy with the overall engagement, but wanted to benchmark performance before starting renewal discussions, in part to attempt to renew the contract without having to engage in competitive bidding. We reviewed the solution, assessed the contract, aligned the SLAs/KPIs and benchmarked the price points.

Based on our recommendations, the contract was renewed at mutually acceptable and market-based price points SLAs/KPIs without the need to enter into a competitive RFP process.

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