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Analyst Relations Newsletter Q2 2019: Key Highlights from Custom Research

Key highlights from recent custom research projects by Everest Group

Case #1: A large U.S.-based health insurance payer needed help in building an internal business case to seek funding for a new IT platform.

Everest Group’s approach: We took a two-pronged approach to the project:

• Developed a framework to correlate investments in platform modernization with business, operational, and cost impact
• Conducted peer assessment research to compare our client’s maturity with a select group of industry peers. We assessed the client and 12 other health insurers on the parameters identified and created a strong case for impact through investments

Our client realized a couple of key benefits from the research. First, the information helped the client to assess, compare, and benchmark its investments and the impact created. Second, using the information we provided, we identified gap areas, quantified differences from peers, and suggested a concrete road map for future investments.

Case #2: A leading U.S.-based healthcare services vendor engaged us to identify a select group of health systems and build account-specific insights not only enhance their understanding of each health system but to identify their propensity to adopt the vendor’s analytics-based value proposition.

Everest Group’s approach: We developed an account prioritization model to assess 4,000+ hospitals and 500+ health systems, which we down-selected to 15 based on five criteria and the vendor’s inputs. From there, we conducted deeper analysis to understand the extent each health system’s investment in value-based care, including the existing technology landscape, underlying infrastructure, value-based initiatives, and relationships with other vendors and/or service providers. With that information, we evaluated each account on six parameters/factors to determine which accounts were most amenable to adopting analytics.

The benefits for our client included the identification of account-specific insights for each potential opportunity and several detailed approaches to each account including account-specific explicit need, a CXO-level talk track, and/or account-specific investments.

Analyst Relations Newsletter Q3 2018: Key Highlights from Custom Research

Key highlights from recent custom research projects by Everest Group

Case #1: Advised a leading service provider in U.S. location selection and portfolio design

Everest Group’s approach: The client sought Everest Group’s support in developing its 2020 location strategy for its U.S. locations. The scope of work included both technology and business process services. Everest Group developed a strategy for the service provider, which involved:

• Identifying a long list of potential locations
• Conducting a detailed function-specific filtering to identify relevant locations for further analysis
• Conducting a detailed function-specific deep-dive in each of the selected locations covering dimensions of talent availability, scalability/sustainability, operating costs (both current and future), and business/operating risks
• Recommending best-fit locations for the client and inputs on location portfolio design

The client is in process of implementing Everest Group’s recommendations on the best-fit locations

Case #2: Advised a leading global insurance firm on its GIC strategy design

Client overview and background: The client sought Everest Group’s help in developing its 2018-2025 GIC strategy to enable the parent to leverage the GIC more strategically. The new strategy was intended to strengthen and maintain the competitiveness and differentiation of the GIC from other options, including outsourcing.

Everest Group’s approach: Everest Group developed a 2025 strategy for the GIC, which involved:

• Framing key objectives for the future strategy, including a clear articulation of why the client needs a new strategy
• A blue sky assessment of priority areas for the new strategy and strategy finalization in syndication with the Group GIC board and management committee
• A collaborative effort with the GIC management and leadership teams to lay out an approach to achieve desired outcomes, i.e., how the GIC will implement the new strategy

The new strategy was developed using a combination of inputs including perspectives of key parent stakeholders, GIC leaders, and Everest Group’s outside-in perspectives. Everest Group created a strategy roadmap for 2018-2025, including prioritization of opportunities for the near term (1-2 years), medium term (3-5 years), and long term (5-7 years) and detailed plans to guide implementation in the near term.

Analyst Relations Newsletter Q2 2018: Key Highlights from Custom Research

Key highlights from recent custom research projects by Everest Group

Case #1: How we advised a leading services provider to identify the addressable market opportunity and associated value prop in cloud-based F&A services

Client overview and background: The client has a strong presence in some horizontal BPO services, but minimal to no presence in Finance & Accounting (F&A) and wanted to identify opportunities within cloud-based F&A services as well as value differentiators that would resonate in that market.

Everest Group’s approach: Everest Group conducted a detailed analysis of market attractiveness along the following dimensions:

• Market demand (opportunity size, growth, buyer trends)
• Competitive landscape (key players, offerings, approach, proposition)
• Solution dynamics (process coverage, digital leverage, pricing trends

Client benefits: We cut the market across its constituents and identified pockets of addressable opportunity. By combining both demand and supply constraints, we helped the client prioritize opportunities and drive thinking on the required solution characteristics to be successful in the shortlisted segments. Everest Group’s inputs and insights served as a direct input into the client’s investment decisions and to-to-market strategy.

Case #2: How we assisted a fast-growing back-office services provider to develop and execute a go-to-market strategy for an Accounts Payable (AP) services offering in Australia

Client overview and background: The client offers back-office accounting services to Australian clients primarily from its offices in India and wants to expand into AP services banking based in its current footprint in Australia.

Everest Group’s approach: Everest Group conducted a two-phased approach to help the client:
Phase 1: Opportunity identification – assessing addressable opportunity across industries and prioritizing high-potential industries
Phase 2: Go to market strategy (for a chosen industry) – Buyer demand and trends in AP services, customer segmentation, target group identification, CFO behavior archetypes and proposition design, sales force structure and size, sales territory design, etc.

Client benefits: Everest Group used its proprietary data assets to shortlist one industry from Phase 1 that offered the highest opportunity for the client. In Phase 2, we conducted an in-depth exercise to understand the Australian AP market within the chosen industry and the client’s internal structure and capabilities. The client used Everest Group’s recommendations to guide its go-to-market strategy in Australia.