Post on 11-Nov-2014
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TBR
T EC H N O LO G Y B U S I N ES S R ES EAR C H , I N C .
TBR’s BI Professional Services Customer
Research Highlights and Outlook
Services upstaging software in the business intelligence space Technology Business Research (TBR) Quarterly Webinar Series
Sept. 17, 2014
TBR
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BI Professional Services Customer Research Highlights and Outlook: Webinar Presenters
Jen Hamel
Professional Services Analyst Email: jennifer.hamel@tbri.com
Twitter: @jenhameltbr
Patrick Heffernan
Principal Analyst and IT Services Practice Manager Email: patrick.heffernan@tbri.com
Twitter: @TBR_PatrickH
TBR
3 TBR Quarterly Webinar Series | 9.17.14 | www.tbri.com | ©2014 Technology Business Research Inc.
• How TBR’s Business Intelligence program is used:
o Identify opportunity.
o Adjust messaging to align with customer needs and broader purchasing criteria.
o Improve competitive positioning.
• Insight to advance clients’ business intelligence (BI) software and services businesses:
o Understand segment customers’ current and evolving behaviors.
o Realize market opportunity based on customers’ perception and assessment of BI vendors.
o Profit from insights around exemplar vendor strategies, customer trends and results.
Clients gain advantages and a better understanding of revenue opportunities through our reports and their personal relationships with TBR.
BI Professional Services Customer Research Highlights and Outlook: Webinar Overview
TBR’s Business Intelligence program delivers insights into vendor and customer behavior that improve clients’ market opportunity
Covered in today’s webinar: TBR’s Business Intelligence
Professional Services Customer Research report
Additional BI products: • Business Intelligence Services
Vendor Benchmark • Business Intelligence Software
Customer Research • Business Intelligence Software
Vendor Benchmark
TBR
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BI Professional Services Customer Research Highlights and Outlook: Key Trends
BI Professional Services Customer Research, August 2014
Buying Trends: Vendors that speak equally to IT and lines of
business (LOBs) and deliver speed and efficiency to improve
business outcomes are best positioned to gain customers.
Vendor Outlook: Despite BI software vendors’ head start,
C&SI vendors can unseat incumbents by nurturing
relationships and addressing external concerns.
Opportunity: As the BI market expands, BI professional
services vendors have the opportunity to guide buyers
toward end-to-end solutions.
Third-party professional services vendors must prove their value beyond what BI software vendors deliver to gain market share
TBR
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Customers want big data and analytics solutions to get ahead; they need vendors to provide options and manage deployment and ongoing use
BI Professional Services Customer Research Highlights and Outlook: Opportunity
The broad spectrum of maturity in the market presents varying profitable opportunities for
professional services vendors. Vendors can leverage advisory and consulting to help new
buyers navigate to solutions and position SI and managed services to extract greater value
from existing BI investments.
TBR
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BI professional services market expansion will outpace the growth of IT services overall as analytics adoption becomes more mainstream
Barriers to BI Growth
• Budgetary pressure
• Software vendor entrenchment
• Unclear value of additional BI
professional services
• Sluggish IT services growth
Drivers of BI Growth
• Operational efficiency
• Industry expertise
• Scalability of resources
• Maturation of complementary
emerging technologies
Global BI Professional Services Market Opportunity
2013
$57 billion global
revenues
2016
$85 billion global
revenues
BI Professional Services Customer Research Highlights and Outlook: Opportunity
TBR
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As the BI market expands, organizations will broaden the spectrum of professional services used to maximize value from software investments
Similar to the trend TBR observed in the cloud professional services market over the past four years, according
to its 1H14 Cloud Professional Services Customer Research, vendors with end-to-end BI professional services are
best positioned to win in the next year. Organizations will move beyond the exploratory phase to build,
customize and manage BI software deployments to drive business outcomes and ROI.
BI Services Adoption by Service Line
BI Professional Services Customer Research Highlights and Outlook: Opportunity
TBR
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Customers are buying professional services to speed development and deployment of BI solutions
Top 4 Purchase Drivers by BI Service Line
BI Professional Services Customer Research Highlights and Outlook: Buying Trends
Messaging the value that BI-focused services can bring in expediting installations and creating additional
operating efficiency positions BI professional services vendors to positively influence decision makers.
TBR
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Customers rely on relationships with trusted consultants to help select BI solutions that meet their unique industry needs
BI and analytics services customers value relationships and relationship-selling. They want contact
from current IT services vendors, consultants and sales teams.
Top 4 Key Factors in BI Solution Evaluations
SOURCE: TBR
BI Professional Services Customer Research Highlights and Outlook: Buying Trends
TBR
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As BI software increasingly falls under LOB budgets, IT and LOB share decision-making responsibility for related professional services
BI Services Decision Makers
BI Professional Services Customer Research Highlights and Outlook: Buying Trends
More frequently, the person making the buying decision is in the C-Suite, indicating high-level, established
relationships factor into BI and analytics purchases more than expertise and capabilities.
Customer Quote: “Whatever we implement, I want to have my team more intimately involved in the implementation. Not
only to save some cost where my team can do some of the stuff that we might otherwise pay an implementer to do but also
just so they are intimately familiar with it — so that once it is up and running and we get down the line, my team knows
how to make adjustments instead of having to pick up the phone and call and pay another fee to get someone out here to
fix something or change something.” — F&A Director, Travel/Hospitality industry
TBR
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The relative immaturity of the BI professional services market results in organizations relying on software vendors to deliver services
Vendor Incidence by Service Line
IBM, SAP and Oracle are
the top three selected
BI professional services
vendors across service
lines, indicating
organizations prefer
working with the same
vendor for BI software
and professional
services.
BI Professional Services Customer Research Highlights and Outlook: Vendor Outlook
IBM holds the strongest
overall position with
strategy consulting
services to help make
the business case for BI
adoption.
TBR
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Customers are new to BI and looking for more, creating opportunities for C&SI vendors to overcome software vendors’ established positions
Buyer Experience and Sentiment Around BI Solutions
Of BI services adoption, 60% has
happened in the last two years.
Of BI services customers, 55% are
looking for more.
As customers seek to enter the BI market or expand BI capabilities and move beyond
implementation, software-centric vendors will cede more of the rapidly growing BI services
market to C&SI vendors providing testing, planning, development and optimization services.
BI Professional Services Customer Research Highlights and Outlook: Vendor Outlook
TBR
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BI Professional Services Customer Research Highlights and Outlook: Vendor Outlook
Though software vendors are top of mind for BI services, C&SI vendors can take share by building relationships and tailoring solutions
As customers look to review more BI solutions and demand greater responsiveness from services providers, client-focused C&SI vendors will gain market share from software-led organizations.
IBM Strategy and Analytics
• Combined practice delivers end-to-end analytics services (design-implement-run).
• Includes management consultants and data scientists (15,000+ dedicated experts) in GBS
Accenture Strategy & Accenture Digital
• Accenture Strategy: management and technology consulting to guide transformation
• Accenture Digital: implementation and managed services around analytics and other digital technologies
SOURCE: IBM
SOURCE: TBR AND ACCENTURE
IBM’s end-to-end BI capabilities (software, hardware and services) will be tough to beat.
Opportunity for C&SI-led Vendors
TBR
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BI Professional Services Customer Research Highlights and Outlook: Vendor Outlook
Looking forward, vendors that can address customers’ uncertainty about harnessing and protecting data will lead the BI services market
Regulatory compliance and growing competition from emerging markets rank high on the list of customer concerns, and professional services vendors can message how analytics can improve
customers’ foresight and agile reaction to changing market requirements.
Top External Factors Impacting BI Professional Services Buyers Over the Next 5 Years
Beyond data security, a concern that permeates the entire IT market, opportunity exists for vendors engaging in implementations of data warehousing tools as customers seek to mitigate the
impacts of a large increase in the volume of available data.
TBR
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TBR evaluates the business intelligence professional services market across 4 lines of service delivery
Consulting (BI Strategy)
Integration and
Implementation
Applications Development
and Maintenance
Operations, Management
and Maintenance
Provide strategic and tactical advice in a particular area of expertise for the use of
business intelligence.
Offer assistance in aligning business intelligence deployments with existing on- and off-premises
infrastructure and applications.
Software development and personnel-led maintenance that encompasses requirements of engineering design, implementation, testing
and maintenance to construct software for business intelligence
Assistance in the maintenance, enhancement and monitoring of business intelligence
deployments, and support of overall interaction of the infrastructure
BI Professional Services Customer Research Highlights and Outlook: Taxonomy
TBR BI Professional Services Taxonomy Segments
TBR
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TBR delivers actionable intelligence on the maturing BI market to help clients bridge the gap between buyer aspirations and vendor actions
BI Professional Services Customer Research Highlights and Outlook: Research Portfolio
Business Intelligence Software Vendor Benchmark
Business Intelligence Professional Services Vendor Benchmark
Business Intelligence Software and Professional Services Addressable Market Forecast
Business Intelligence Software Customer Research
Business Intelligence Professional Services Customer
Research
TBR
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Questions?
TBR
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BI Professional Services Customer Research Highlights and Outlook: Contact Information
Jen Hamel
Professional Services Analyst Email: jennifer.hamel@tbri.com
Twitter: @jenhameltbr
Telephone: 603.758.1875
Patrick Heffernan
Principal Analyst and IT Services Practice Manager Email: patrick.heffernan@tbri.com
Twitter: @TBR_PatrickH
Telephone: 603.758.1834
James McIlroy Vice President of Sales Email: mcilroy@tbri.com Telephone: 603.929.1166
Twitter: @TBRinc
SlideShare: www.slideshare.net/TBR_Market_Insight
YouTube: www.youtube.com/user/TBRIChannel
LinkedIn: www.linkedin.com/company/technology-business-research
TBR
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PSP Syndicated Research Coverage
IT Services Vendors Public Sector Vendors Benchmarks (Benchmark XLS data also available)
• Accenture • Atos • Capgemini • CGI* • Cisco Services • Cognizant • CSC • Dell Services • Fujitsu • HCL Technologies • HP Services • IBM Global Services • Infosys • T-Systems • Tata Consultancy Services • Unisys • Wipro IT Services • Xerox
• Booz Allen Hamilton* • CACI International* • General Dynamics IS&T* • L-3 Communications* • Leidos* • Lockheed Martin IS&GS* • ManTech* • Northrop Grumman IS&TS* • Raytheon Intelligence, Information &
Services* • SAIC*
• Business Intelligence Services Vendor Benchmark*
• Global Delivery Benchmark* • Healthcare IT Services Vendor
Benchmark • IT Services Vendor Benchmark • Management Consulting Benchmark* • Public Sector IT Services Vendor
Benchmark
Healthcare IT Services Vendors
• Accenture HITS* • CSC HITS* • Dell HITS* • HP HITS* • IBM HITS*
Management Consulting Vendors
• Bain & Company* • Boston Consulting Group* • Deloitte Consulting* • McKinsey & Co.* • PwC*
TBR Professional Services Practice Syndicated Coverage
*Semiannual publication
TBR
T EC H N O LO G Y B U S I N ES S R ES EAR C H , I N C .
About TBR Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, professional services, telecom and enterprise network vendors, and operators. Serving a global clientele, TBR provides timely and actionable market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today.
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