Category: Uncategorized

Sourcing of Application Services Management Grows Steeply Among Smaller Enterprises —Everest Group

Optimizing applications is a mandate for enterprises of all sizes, but enterprises seek more business value from sourcing engagements.

Enterprises with revenue less than US$5 billion have witnessed a steep increase in adoption of application services (AS), increasing from 55% to 79% in the last two years, according to Everest Group. The growing share of smaller enterprises in AS engagements reinforces the fact that optimizing the application estate has become a universal mandate. The COVID-19 pandemic has also forced many smaller enterprises to undertake modernization initiatives to remain resilient in the wake of another black swan event.

Although AS engagements take the top spot (more than 70%) in an IT services market expected to grow by 5-7%, most enterprises consider application management to be a necessary evil and the sourcing of application management to be solely a cost take-out function. According to Everest Group’s most recent poll of enterprise buyers of application services, enterprises believe service providers have not been able to add value to application management initiatives beyond cost-take out; value addition received the lowest score among assessment criteria. The key value-add benefits enterprises desire from their AS engagements include the following:

  1. Enable better experience for customers
  2. Increase scalabilty and resiliency of existing applications
  3. Facilitate advanced analytics and forecasting capabilities
  4. Increase security, reduce risk and adhere to compliance

To help organizations derive more business value from application services, Everest Group proposes a model that enterprises can use to drive transformation in their AS function. The “Business Value Orchestrator Platform” views application management as one part of a broader initiative comprising other technology towers, operating models, service management solutions, delivery enablement, and next-generation sourcing.

The model is described in detail in Everest Group’s newly published State of the Market Report, “Application Services – Transform Application Management to Drive Digital Success.” In this report, Everest Group also examines the market trends in the AS market, including IT services market size; AS buyer adoption trends across geographies, industry verticals and revenue sizes; and key trends shaping the AS market.

Selected Report Highlights:

 Though enterprises plan to adopt cognitive capabilities in application management functions, only 16% have adopted it thus far. The key challenge is the unavailability of suitable mature AI solutions.

  • Sixty percent of enterprises are integrating site reliability engineering (SRE) with application management.
  • With incumbent application management service (AMS) providers unable to drive more value, enterprises are willing to work with challengers. Everest Group sees nearly 20% of AMS engagements now being signed with challenger service providers rather than incumbents.
  • Discrete application services engagements continue to form 71% of the IT services market.
  • Enterprises continue to prefer short-term AS engagements (less than three years). The proportion of short-term engagements has risen over the last two years from 23% to 36% of all engagements.
  • AS engagements in the North American market continued to decline in comparison to other geographies, but Everest Group expects the North American market to grow faster than other regions as the market recovers from pandemic influences.

***Download a complimentary abstract of the report here.***Application Services

About Everest Group
Everest Group is a research firm focused on strategic IT, business services, engineering services, and sourcing. Our clients include leading global companies, service providers, and investors. Clients use our services to guide their journeys to achieve heightened operational and financial performance, accelerated value delivery, and high-impact business outcomes. Details and in-depth content are available at http://www.everestgrp.com

Outsourcing in the Great Resignation – What’s Working and What’s Not? | Virtual Roundtable

Virtual Roundtable

Outsourcing in the Great Resignation – What’s Working and What’s Not?

October 7, 2021 |
10 am CDT | 11 am EDT | 4 pm BST | 8:30 pm IST

Please join us for the exclusive virtual roundtable, Outsourcing in the Great Resignation – What’s Working and What’s Not?, on Thursday, October 7, 2021, 11:00 am – 12:30 am EDT.

Summary

The talent shortage has created staggering attrition numbers for service providers. 

A lack of talent availability in the market is driving up costs and threatening the success of digital transformation projects. Talent access and cost mitigation is a top priority for CIOs, sourcing leaders, and vendor managers.

In this exclusive virtual roundtable, we’ll discuss how sourcing and vendor management teams can support their organizations during this turbulent time and narrow down what’s working and what is not.

What you will take away

In this interactive session, our expert analysts will share marketplace observations and facilitate the discussion among attendees (who will only be from buy-side companies). Learn what strategies are working for your peers and what you should steer away from.

Who should attend?

  • Sourcing leaders
  • Category managers
  • Vendor/Supplier managers
  • IT leaders

Virtual Roundtable Guidelines

The only price of admission is participation – attendees should be prepared to share their experiences and be willing to engage in discourse.

Participation is limited to enterprises (no service providers), and Everest Group must approve each attendance request to ensure an appropriate size and mix of participants. The sessions are 90 minutes in duration and include introductions, a short presentation, and a facilitated discussion.

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Jimit Arora
Partner
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Amy Fong
Vice President
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Rahul Gehani
Partner

Sales – Client Director | Current Openings

Everest Group is a global firm, with headquarters in Dallas and offices across the US, Canada, the UK, Prague, and India. Everest Group’s research practice focuses exclusively on the global services market and sells a combination of research subscriptions and custom decision support to leading enterprises, service providers, investors, and other stakeholders (technology firms, economic development agencies, etc.). The unique combination of offerings combined with fact-based research and reputation for quality has led to 25%+ annual growth the past five years. Within the firm’s entrepreneurial atmosphere, you can grow as an individual and a professional with immense opportunities to challenge yourself daily and be recognized for your contribution. We are currently looking for Client Directors with 6+ years of experience.

Responsibilities

  • Extensive interaction with new and existing customers and analyst partners to drive revenue
  • Continuous engagement and building solid relationships with customers
  • Maximizing sales coverage by prospecting and/or responding to sales leads, converting them to net new sales
  • Engaging in an end-to-end sales cycle, including converting leads into actual customers, regular meetings and follow-up discussions, sharing product information, making highly effective presentations, extending quotations, and taking the contract to closure
  • Preparing prospective customer proposals that are on time, functionally and technically accurate, commercially verified, and offering the best all-round solution
  • Negotiating sales orders within agreed delegation of authority
  • Strong knowledge of Everest Group offerings and the benefits they provide to clients
  • Strong knowledge of Everest Group contracts, pricing models, and value propositions
  • Working knowledge of Everest Group solutions
  • Adhering to the sales process and methodology
  • Properly forecasting opportunities to team sales representatives and sales leadership
  • Documenting all sales contacts and activities in Salesforce.com
  • Operating under moderate supervision
  • Ability to adapt to changes in roles and responsibilities
  • Being aware of, and complying with, all company policies
  • Available to travel less than 10% of the time

Requirements

  • BA in business or related area of study
  • Demonstrable relevant sales experience, selling professional services (research, consulting, advisory) to buyers and sellers of technology and technology-enabled services
  • Selling business-to-business solutions to financial, IT, and procurement departments is a plus
  • Experience with Challenger Sales is highly desirable
  • Interest in learning about global trends in technology, technology-enabled services, and the outsourcing industry
  • Interpersonal, verbal, and written communications skills; telephone, public relations, and customer skills; composing presentations and summarizing findings
  • Ability to learn quickly, provide feedback, and represent company in sales or account management
  • Computer proficiency to include Word, Excel, PowerPoint
  • Flexibility to work as per client requirement
  • Not afraid to prospect or ask for business or sell to senior leadership confidently
  • Ability to handle and work on constructive feedback
  • Clockspeed to speak a compelling story during a sales pitch based on accurate data

Value competencies

  • Passion for and responsibility to the customer
  • Leadership through innovation
  • Passion for what you do and a drive to improve
  • A relentless commitment to win
  • Personal and company integrity
  • Accountability for actions and performance

Everest Group is an equal opportunity employer. We have a culture of inclusion, and we provide equal opportunities for all applicants and employees, including those with disabilities. We are committed to providing an environment that is free of all discrimination and harassment and to treating all individuals with respect.

Product Marketing Manager | Current Openings

About Everest Group

Everest Group is a research firm focused on strategic IT, business services, engineering services, and sourcing. Our clients include leading global companies, service providers, and investors. Clients use our services to guide their journeys to achieve heightened operational and financial performance, accelerated value delivery, and high-impact business outcomes.

With you on the journey

Everest Group is with you on the journey. We are committed to empowering team members to develop their potential, share their authentic selves, and inclusively engage. This means we continually celebrate the diverse journeys different individuals cultivate. We hire great people from a wide variety of backgrounds, not just because it’s the right thing to do, but because it makes our company stronger. If you share our values and enthusiasm for solving challenges, you will find a home at Everest Group.

Job Overview

Join our fast-growth global research firm to support the go-to-market strategies for new memberships.

This Product Marketing role will be responsible for understanding the clients’ needs and work with research leaders to ensure that memberships reflect those needs; defining value propositions and messaging for memberships; and helping define effective marketing plans for memberships.

Reporting to the CMO, you’ll work closely with cross-functional team members in Research, Sales, and Marketing.

Key Responsibilities

  • Conduct client listening sessions – develop an innate understanding of our clients, understanding their goals, personas, and purchase motivations
  • Create feedback loops for client input as part of the lifecycle process
  • Conduct competitor analysis and market research
  • Develop membership positioning, communications, and collateral
  • Identify the key features to spotlight and empower Sales with clear value propositions
  • Work closely with other members of Marketing to plan and execute effective Marketing campaigns
  • Provide guidance throughout the lifecycle of the membership to the Research analyst team

Experience and Education Requirements 

  • Minimum of 7 years of experience in B2B product marketing
  • Experience in research/knowledge product marketing
  • Experience in conducting client/customer interviews and focus groups to determine needs and feedback
  • Outstanding written and verbal communications with the ability to develop strong value propositions and product collateral that engages prospects
  • Ability to monitor for and identify market signs, trends, and client opportunities and help translate into new and/or refined memberships
  • Strong quantitative and qualitative business analytics, including ability to use quantitative analytics into actionable plans with measurable business impact
  • Ability to collaborate and influence cross-functional teams across all levels of the organization
  • Excellent project management skills
  • A bias for action and a willingness to roll up your sleeves to do what it takes to get things done
  • Balance of vision, passion, and practicality
  • Bachelor’s degree, MBA desirable

Everest Group is committed to creating a diverse environment and is proud to be an equal opportunity employer. We have a culture of inclusion, and we provide equal opportunities for all applicants and employees. We are committed to providing an environment that is free of discrimination and harassment and to treating everyone with respect.

Analyst Relations Newsletter Q3 2021: Key Highlights from Custom Research

Case #1: Assisted a top-5 global financial institution with an ambitious cross-shore consolidation exercise

We helped a top-5 global financial institution with an ambitious cross-shore consolidation exercise by evaluating locations in its existing portfolio for their ability to support evolving skills needs. We established design principles for a locations portfolio, the definition of progressive end states, a roadmap to achieve those end states, and related business plans. Our work served as the blueprint for the client in shaping and implementing its 2030 locations strategy.

Case #2: Advised a leading global service provider to shape its expansion strategy

We supported a leading global service provider’s growth initiative by evaluating multiple locations for the delivery of a mix of traditional skills, data analytics, and next-generation IT skills. We assessed the locations at both the function and skills levels across key dimensions including talent pool and skills availability, financial attractiveness, and overall sustainability to prioritize and highlight related tradeoffs. The study helped our client understand 3- to 5-year talent sustainability across locations to shape its expansion strategy.

IT COS Raise Rates by 5-40% To Bake in Wage Hikes | In the News

Indian information technology service providers have raised their billing rates for some segments by 5-40% as they look to pass on some costs of double-digit wage hikes and other incentives for employees.

“Most, if not all, IT firms are looking to raise prices on both new and existing business,” said Peter Bendor-Samuel, chief executive officer of IT research and consultancy firm Everest Group. “Increases range from 5% to over 30% in some of the new digital skill areas.”

Read more in Informist Media

 

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.

Sales – Client Manager | Current Openings

Everest Group is a global firm, with headquarters in Dallas and offices across the US, Canada, the UK, Prague, and India. Everest Group’s research practice focuses exclusively on the global services market and sells a combination of research subscriptions and custom decision support to leading enterprises, service providers, investors, and other stakeholders (technology firms, economic development agencies, etc.). The unique combination of offerings combined with fact-based research and reputation for quality has led to 25%+ annual growth the past five years.

Within the firm’s entrepreneurial atmosphere, you can grow as an individual and a professional with immense opportunities to challenge yourself daily and be recognized for your contribution. We are currently looking for Client Managers with 2-5 years of experience.

Responsibilities

  • Extensive interaction with new and existing customers and analyst partners to drive revenue
  • Continuous engagement and building solid relationships with customers
  • Maximizing sales coverage by prospecting and/or responding to sales leads, converting them to net new sales
  • Engaging in an end-to-end sales cycle, including converting leads into actual customers, regular meetings and follow-up discussions, sharing product information, making highly effective presentations, extending quotations, and taking the contract to closure
  • Preparing prospective customer proposals that are on time, functionally and technically accurate, commercially verified, and offering the best all-round solution
  • Negotiating sales orders within agreed delegation of authority
  • Strong knowledge of Everest Group offerings and the benefits they provide to clients
  • Strong knowledge of Everest Group contracts, pricing models, and value propositions
  • Working knowledge of Everest Group solutions
  • Adhering to the sales process and methodology
  • Properly forecasting opportunities to team sales representatives and sales leadership
  • Documenting all sales contacts and activities in Salesforce.com
  • Operating under moderate supervision
  • Ability to adapt to changes in roles and responsibilities
  • Being aware of, and complying with, all company policies
  • Available to travel less than 10% of the time

Requirements

  • BA in business or related area of study
  • Demonstrable relevant sales experience, selling professional services (research, consulting, advisory) to buyers and sellers of technology and technology-enabled services
  • Selling business-to-business solutions to financial, IT, and procurement departments is a plus
  • Experience with Challenger Sales is highly desirable
  • Interest in learning about global trends in technology, technology-enabled services, and the outsourcing industry
  • Interpersonal, verbal, and written communications skills; telephone, public relations, and customer skills; composing presentations and summarizing findings
  • Ability to learn quickly, provide feedback, and represent company in sales or account management
  • Computer proficiency to include Word, Excel, PowerPoint
  • Flexibility to work as per client requirement
  • Not afraid to prospect or ask for business; selling to senior leadership confidently
  • Ability to handle and work on constructive feedback
  • Clockspeed to speak a compelling story during a sales pitch based on accurate data

Value competencies

  • Passion for and responsibility to the customer
  • Leadership through innovation
  • Passion for what you do and a drive to improve
  • A relentless commitment to win
  • Personal and company integrity
    Accountability for actions and performance

Everest Group is an equal opportunity employer. We have a culture of inclusion, and we provide equal opportunities for all applicants and employees, including those with disabilities. We are committed to providing an environment that is free of all discrimination and harassment and to treating all individuals with respect.

Digital Marketing Strategist | Current Openings

Everest Group is looking for a Digital Marketing Strategist with an innovative digital demand generation experience to join its growth oriented collaborative marketing team. The ideal candidate will have 3-5 years of B2B marketing experience and the aptitude for hands on-learning across the full digital spectrum, currently possessing digital landscape knowledge, project coordination skills and have a working knowledge of data analytics, SEO and WordPress. Marketing automation (Marketo) and CRM (Salesforce) experience are a plus.

This team member must be a detail-orientated collaborator with the ability to independently initiate and manage projects. This position can be fully remote.

Responsibilities

Digital Analytics

  • Comfortable using popular analytics tools such as Google Analytics to make informed decisions and track the full digital journey
  • Track digital marketing KPIs and report on outcomes and subsequent adjusted strategies
  • Collaborate to implement and optimize website content and experience with the goal of improving performance metrics and results
  • Stay abreast of the changing digital landscape and the many new features and changes to search, social, etc. and communicate and collaborate across organization on threats and opportunities

SEO/SEM

  • Assist in continuously improving SEO via a range of on-page and off-page tactics
  • Consistently implement SEO activities when adding new posts and articles
  • Support the design, implementation, and tracking of SEM strategies
  • Use web analytics and SEO tools to monitor, analyze, and optimize website activity, traffic, rankings, conversions, competitor analysis, and overall metrics
  • Ability and desire to learn more about SEO and other digital skills to drive traffic to all digital assets

Project Coordination

  • Good communication and interpersonal skills and enjoy brainstorming and collaborating with other team members
  • Strong organizational and multi-tasking skills
  • Excellent analytical and problem-solving abilities
  • Efficiently manage priorities, tasks, and stakeholders to implement projects to meet deadlines and drive continuous improvements

Marketing Technology

  • Support the development and execution of campaigns, social media promotions, nurture streams, and landing pages
  • Monitor and improve campaign results
  • Present new data-driven ideas and strategy for improvements
  • Focus on data and list hygiene activities
  • Experience editing websites using CMS systems like WordPress

Aptitude/Skills

  • 3-5 years of marketing experience
  • Marketo or marketing automation experience
  • Salesforce knowledge
  • Passion for digital marketing that results in clear, measurable business impact
  • Ability to create short- and long-plans and execute
  • Experience working within a small team whose members have overlapping responsibilities and complementary skill sets
  • Excellent project management skills and ability to work on multiple projects simultaneously
  • Attention to detail
  • Strong writing and editing skills
  • Ability to prioritize activities with limited direction
  • Motivated by a fast-paced, entrepreneurial-like atmosphere, where you can make significant contributions
  • B2B marketing experience preferred
  • Professional services firm experience preferred
  • Enjoy working with smart people across the globe, including extended marketing team members, sales directors, analysts, industry partners, and senior executives
  • Proactive, strategic thinker, and swift executioner

This position could be remote. Re-location assistance is not offered for this position.

‘Indian Offshore Model Will Dominate IT Scene for a Decade’ | In the News

IT markets are picking up to such a degree that both the U.S. and Europe are running out of critical skills, and with this, offshore and Indian alternatives are increasingly becoming attractive for tech buyers, analysts said.

In addition to the skills shortage, the pandemic-induced work-from-home has further raised the openness of global tech buyers to working in a distributed environment, away from onshore (or the client’s location), Peter Bendor-Samuel, CEO, Everest Group, said.

Read more in The Hindu

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