information technology & services

Outsourcing & off-shoring

Client: $400mn enterprise applications player
Challenge: Increasing R&D effectiveness at reduced cost
Resolution: Assembled a plan to offshore 25% of the development effort to India. Helped the client decide the business model, select the offshore location, size the overall opportunity, define the sequence of activities to be migrated, screen offshore service providers and create the internal governance and management structure
Results: Client reduced total R&D budget by 5% while expanding development capacity by 10%

IT governance & risk management

Client: A top 5 software company
Challenge: The vendor’s diverse set of infrastructure point products and services were not presented to the market as coherent, end-to-end solutions
Resolution: Articulated how to create business value from information technology through strategic alignment, IT architecture, IT investment prioritization and IT risk management. Presented point products and services in 7 distinct solution sets, including a complete refresh of 200 pages of collateral
Results: Positive reviews at the vendor’s annual sales conference

SMB-focused new service introduction

Client: A top 5 software company
Challenge: Low customer satisfaction and high support cost for SMB segment
Resolution: Defined SMB-focused remote expert services in several solution areas, including services scope, financials, and GTM approach
Results: Services in 2 solution areas already launched