New Cloud/AI Partners Winning Consulting and Implementation Deals
We have seen a new community of partners emerge with tech changes, such as the hyperscale cloud platforms and AI/machine learning tools. Traditionally, these companies would be good at one thing – and would learn slowly. For example, in the SAP ERP growth period, the projects were large and long. A single, mid-sized SI might only be working with 2-3 clients at a time. Therefore, the IP that they collected was limited – and they would find themselves with focused or niche skills. The large SIs had done many large, long projects across the globe and had much best-practice IP to call upon, giving them a broader and deeper knowledge of the technology and industries. Smaller providers had limited IP and industry experience.
But in this cloud and AI era, specialist providers work on hundreds of smaller projects with dozens or hundreds of clients. With the technology constantly evolving, the skills are constantly improving. While the global SIs are working on many cloud and AI engagements, they are often part of longer engagements – giving the consultants and tech teams less exposure to the new and evolving cloud platforms.
In a world where technology is changing at pace, the traditional global SI practice of “learning from peers across the globe” doesn’t happen at the pace the market requires. By the time your peers in the business have completed a project, documented it, and shared learnings, the market has moved on and technology has changed. Today it is easier and faster to learn directly from the tech vendors and cloud platform providers and their training partners. The network effect of knowledge in a team on the opposite side of the globe for a global SI is less valuable to clients. Often the smaller and mid-sized SIs have a deeper, broader knowledge of the technology platforms and toolsets than the larger providers – giving them a competitive advantage. For example, if you want the actual experience of moving SAP to Azure, or Oracle to AWS – you’ll often find the smaller providers have more experience. And this continues to play out. In many markets in the world, the top 5-10 SIs for cloud, AI and cybersecurity has a high proportion of local specialist providers.
Tech Buyers No Longer Look for Culturally Aligned Partners
Tech buyers themselves are changing too. In years gone by, the smaller tech partners would tell us that they felt they were included in bids to drive down the price from the global SIs. But today the story is different. Smaller partners are admired for their agility and innovation. Large enterprise customers will choose small providers because the small SI is NOT like them. In the past, they chose the global SI because they were just like them!
Because of this, the large SIs are mopping up their smaller competitors across the globe. Accenture has acquired 40 companies in the past 10-11 months, IBM has acquired over 10, Atos and Cognizant have also acquired many companies in the past 12 months. They are doing this for the skills as much as for the clients, along with getting a foothold in a new market or strengthening their position in geography. The challenge will be to hang on to the clients, culture, and the IP of the acquired business. Often these smaller competitors are growing at a significant pace – and the biggest risk is that the acquiring company takes their eyes off the prize.
Smaller and mid-sized SIs and consultants find it hard to create deep pools of expertise across multiple industries. While some may have a deep focus on a single or two industries, only the large players have broad and deep geography and industry experience. This puts many of the acquisitions into context – the global SIs will take these acquisitions and use that deep and broad technical and business knowledge and add it to their industry knowledge to create a more compelling offering.
Their challenge will still be one of cultural alignment. As discussed, many companies seek out tech partners who represent what they want to be, not what they are. The ability for the Global SIs to retain the culture, agility and innovation of the acquired business will determine their ability to continue to see similar or improved levels of growth from the acquired business. Using their IP in the context of industries will be the key to their ongoing success.
Most organisations have introduced remote working options till the end of 2020 and beyond; while some others have made working from home a permanent option. Organisations will have to re-evaluate when employees can be realistically expected to come back into the office, and many will extend their work from home policy. Amazon recently announced the extension of its work from home policy till June 2021, from January 2021. Other organisations are expected to follow suit as the virus continues to be active in many countries.
The Experimentation will Continue
Companies will continue to enable seamless collaboration that spans across virtual and physical realms. But what will be important is to see how organisations can successfully incorporate a remote working culture across its different locations. Dropbox has announced a new ‘Virtual First’ remote working policy which includes features such as the ability for employees to decline unnecessary meetings, and a way to open source their learnings with the wider business community. Dropbox will still retain some physical spaces called Dropbox Studios, that will either be repurposed office space or entirely new spaces designed for meetings, group events and special offsites. The core collaboration hours will typically be between 9am-1pm, as employees are no longer expected to be in the same locations or time zones.
Ecosystm Principal Advisor Ravi Bhogaraju says, “Flexibility (Work from home or Office Anywhere) is a company strategy and not a tactic. It needs to be evaluated within the context of the overall strategy of the company, how it creates value and how technology and talent can help provide better customer experience.”
Another experiment that was announced last week was Dubai’s efforts to revive its tourism industry. Remote working has been associated with stress and organisations are increasingly having to monitor employee emotional well-being. To overcome this, Dubai is inviting overseas remote workers to expand their workplace and remote working environment. Dubai’s new remote working program is welcoming remote workers with a valid passport, health insurance, proof of employment and a minimum monthly salary of USD 5,000 to visit and work from Dubai. Programs such as these highlights the potential change in the work environment that we might witness.
Talking about the implications of such moves on organisations, Bhogaraju says, “having everybody as free agents within the network working from anywhere – without fully enabling the process and workflows across teams and the entire organisation – will require a lot more patching or coordination. It can impact the customer experience, and also opens up the firms to compliance, tax and regulatory risks if not carefully managed – especially when cross-border work is involved.”
With experiments such as these, it will become even more important for organisations to ensure that they have the right technology in place that can not only ensure seamless access to company resources irrespective of the location of the employees but also that IT and cybersecurity teams are not overburdened by the need to secure the endpoints and network.
Other Factors to Consider
While organisations must keep working on understanding the right model that will work for them, there are some other factors that they should consider.
Ecosystm Principal Advisor, Mike Zamora says, “what employees are learning is that their home expenses are increasing – E.g. electricity, connectivity costs, and even food where employers have previously provided snacks, beverages and lunches. Increasingly this needs to be addressed by Businesses in order to maintain a strong connection with employees. If not, when the economy recovers, companies might find their talent moving to other companies.”
“As some companies have limited return to the office, the Business and Employees have learned what is essential to be completed at the office. This is usually collaborative tasks which cannot effectively be done through remote collaboration. In addition, there are some specialised assets (special work rooms for some industries) which cannot cheaply or effectively be recreated in the home environment.”
Bhogaraju also cautions, “an advantage of working from anywhere is that it opens up talent pools that were not available or accessible to employers before. However, without knowing what kind of employees would be needed to sustain the strategy on a mid to long-term basis the hiring would probably result in poor fit to the working environment – and lead to a spike in attrition as the employees would not be able to cope with the working arrangement.”
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