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Analyst Relations

Analyst Relations Newsletter Q2 2019: Key Highlights from Custom Research

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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

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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

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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. 

Analyst Relations Newsletter Q1 2018 | Key Highlights from Custom Research

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Advised a leading Engineering Services provider on refining its market positioning and improving articulation of capabilities to customers

Client overview and background: The client believed that while it had strong engineering capabilities, it lacked in impactful messaging and effective articulation of business impact created

Our approach: Everest Group conducted a detailed analysis of client impact created across marquee projects in four areas of focus:

  • Design Thinking
  • AI/ML/Automation led engineering efficiency improvements
  • Transforming traditional products to smart products
  • Industry 4.0/Factory of the future

Client benefits: Everest Group was successful in bringing out compelling differentiation for the client, emphasizing on innovation and unique strengths, and enhancing articulation of outcomes. Everest Group’s inputs and insights served as a direct input into the client’s marketing strategy, sales pitch documents, and overall branding material.

Case Study II: Assisted a leading Engineering Services provider in identifying best-fit European location for delivery of engineering services

Client overview and background: The client’s current delivery presence in Europe was spread across small-scale centers and client sites. The client wanted to identify the best-fit location for establishing a large-scale delivery center which would service some of its existing clients as well as support a new large client.

Our approach: Everest Group conducted a detailed assessment of multiple locations in Southern Europe and Central & Eastern Europe. The analysis was based on a combination of analyst visits, interviews with market participants, and proprietary databases and IP.

Client benefits: The analysis provided views across Automotive Engineering skills and other adjacent verticals (Semiconductor, Electrical & Electronics, Medical, Telecom & networking, Software/Internet). The detailed assessment consisted of a deep-dive on skills availability, operating costs, incentives, infrastructure, existing player landscape, and business environment assessment. Everest Group also provided insights on scalability potential and forward-looking talent sustainability across the cities.

Analyst Relations Newsletter Q3 2017 | Key Highlights from Custom Research

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Case Study I: Everest Group supported the India GIC of a global top-5 technology company in its growth plans for software product engineering teams leveraging digital skills

Client overview and background: As the client was preparing for growth of its India delivery center, it was evaluating opportunities to expand the scope of services delivered in the GIC, especially in software products based on new horizon skills areas (e.g., cloud, mobility, SoA, big data and analytics, design-thinking, customer-centric engineering). The client sought support in identification and prioritization of key talent investment areas involving product engineering based on expected future business needs and market evidence of successful delivery models, capabilities, and services maturity at GICs of peer technology/internet software companies.

Our approach: Everest Group assessed the current talent model and team capabilities in product engineering skills at the client GIC and also conducted a detailed market assessment of how GICs at peer companies are leveraging the India delivery centers (scale, penetration, breadth, and complexity, and level of ownership of global service delivery for product development and digital skills). We identified gaps in the talent model and skills-sets at the client GIC across specific roles, skill-sets, and level of ownership/maturity. Everest Group presented perspectives on key thrust areas for investment and industry momentum in skills/role development by peer GICs. We also identified growth opportunities for client and provided best-in-class examples of increasing ownership and growing talent on niche skills (e.g., data scientists).

Client benefits: Everest Group identified and prioritized skill-areas for investment based on gaps in the client’s current delivery talent/skills portfolio for software product engineering and level of maturity achieved at peer GICs. Through a series of discussions with the client’s leadership in India and the U.S., Everest Group guided the client’s internal thinking on how to grow talent for niche digital skills and establish product engineering teams with higher level of global product ownership.

Case Study II: Everest Group Supported a large European engineering company in an assessment of the talent landscape in the Indian city of Bangalore. This was for a new engineering and R&D center the firm wanted to set up in the city

Client overview and background: The client was facing challenges in hiring mid-level talent in its home markets owing to reducing enrolments in STEM. It was looking to offshore high-end design, engineering, and innovation work and identified Bangalore as a location for setting up its in-house / shared services center. To be better prepared for this, the client wanted a comprehensive assessment of the talent landscape in the city across the following aspects: availability of talent across 7 functional areas, key competitors for talent (including Indian engineering companies), future outlook for talent sustainability, workforce preferences for office location within the city, employee value drivers in choosing an employer, and benchmarking of compensation and benefits.

Our approach: Everest Group conducted in-depth desk research to size talent (at both entry- and experienced-levels) across the 7 functions in focus. This was followed by primary research with engineering companies operating in Bangalore, recruiters, industry experts, and a cross-section of employees to analyze aspects such as future outlook for talent sustainability, employee value drivers, and workforce preferences. Finally, we conducted a compensation and benefits benchmarking assessment in collaboration with a recruitment firm.

Client benefits: The client leveraged this in-depth study to set design parameters for its new delivery center. The mapping of functional areas by scalability and level of possible congestion in the future helped identify possible constraints and frame appropriate mitigation mechanisms (e.g., invest in training, move talent from home market). Our research also enabled the client identify the sources for talent (universities, competitors, other adjacent industries) and the optimum level of compensation/benefits across functional areas and seniority. Finally, the assessment on employee value drivers helped the client finalize the optimum value proposition for candidates.

Analyst Relations Newsletter Q1 2017 | Key Highlights from Custom Research

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Key highlights from three recent custom research projects by Everest Group:

Case #1: Everest Group helped one of the largest healthcare services organizations develop its value proposition for a hyper cost take out initiative for the heal2) thcare payer market 

A leading healthcare services organization wanted to create a value proposition of cost reduction for its healthcare payer go-to-market approach. It also wanted Everest Group to prioritize a set of payers accounts to determine their favorability towards its value proposition.

Everest Group solution: Everest Group used a mix of primary and secondary research in addition to in-house SME input to create a value proposition of cost reduction in the healthcare payer space. Everest Group created thought leadership content to create awareness about a hyper cost takeout initiative that build potential cost models of taking an as-a-service approach for the entire IT + operations stack. To determine favorability, Everest Group analyzed 20+ accounts on parameters such as financial health, technical debt, outsourcing maturity, and CXO focus. Based on these parameters, Everest Group created a scoring model to build an account prioritization list for the services firm to focus on

Case #2: Everest Group helped a global IT services player to develop a thought leadership framework that establishes enablers of innovation in application services and create thought leadership content assets

A leading global IT services player sought Everest Group’s help in doing the following:

  • Develop a thought leadership framework that establishes enablers of innovation in Application Services (AS)
  • Validating the competitive advantage created by it’s innovation DNA for application services
  • Develop objective thought leadership content asset(s) used by the IT player with external / internal audiences

Everest Group solution: Everest Group conducted focused market research with over 100 senior applications services executives (including CxOs) in North America to achieve the following objectives:

  • Validate the relative importance of the different enablers of innovation
  • Understand perceptions regarding the ability of different service providers to deliver innovation
  • Analyze the player and its leading competitors against the attributes defined in the innovation framework

Case #3: Everest Group helped a global insurance provider identify contact center outsourcing (CCO) service provider portfolio optimization opportunities

The client is a global provider of consumer insurance products, with customers and operations in all major geographies of the world and across dozens of countries. In an effort to optimize spend and achieve a strategic model that will support future business needs, the client asked Everest Group to map a set of possible CCO providers that could fulfill the client’s business and operational goals, both currently and in the future.

Our approach: Everest Group conducted a two-phase study, where the first phase sought to understand the client’s current operational footprint and provided a consolidated inside-out view of the client’s global CCO activities. This phase also allowed Everest Group to develop a detailed understanding of the client’s business requirements and customer support needs. In the second phase a careful screening of possible CCO providers was developed based on the learning from phase one, and the forward-looking perspective of how the client’s business realities might change.

Benefits to the client: Key outcomes from the project included a clarified view for the client of their own operations and spending profile, identification of possible best-fit CCO providers, and intelligence on the evolving CCO market that could benefit their own operations going forward. The client is now well-equipped to develop their own RFP for obtaining CCO services from the market.