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Technology
Technology evolves, but the core commercial issues remain: how to benefit from developments in technology, how to expand the proposition while improving profitability, and how to acquire and grow customers.
The sector is underpinned by robust positive drivers including the increasing criticality of technology and complexity that drives outsourcing. This creates opportunities for effective technology providers.
IT Managed Services: as organisations increasingly rely on technology, and the technology itself becomes more complex, managed service providers (MSPs) are critical in designing, implementing, and managing vendor technologies for end-customers. CIL works with generalist MSPs, and specialists focusing on particular technologies (e.g. cyber), vendors (e.g. Google Cloud Platform), or services (e.g. cloud).
Telecom Services: communication is changing. Traditional telecoms providers are becoming more software-focused, resulting in a greater divide between wholesale asset owners and asset-lite service providers. Unified communications and contact centres are merging and omni-channel is becoming more important. Our experience spans the breadth of this market.
Value-added resellers (VARs): VARs link vendor technologies to end-customers and are increasingly investing in offering complimentary managed services. Many maintain strong product-side growth in line with increasing demand from end-customers. CIL works with a range of generalist and specialist VARs covering international markets.
Digital transformation: demand for digital transformation is booming. Providers often differ in commercial models and operational footprints, and focus on addressing a particular need. CIL has worked with many different providers and understands the challenges associated with scaling.
Horizontal software: we have extensive experience working with software applications that can be used across verticals, including HCM (learning management systems, core HR, workforce management, employee engagement and payroll), CRM and marketing automation tools.
Vertical software: we work with a vast range of software applications providers for specific end-sectors, including financial services, healthcare IT, PropTech, legal, industrial and security & infrastructure.
IT Managed Services: as organisations increasingly rely on technology, and the technology itself becomes more complex, managed service providers (MSPs) are critical in designing, implementing, and managing vendor technologies for end-customers. CIL works with generalist MSPs, and specialists focusing on particular technologies (e.g. cyber), vendors (e.g. Google Cloud Platform), or services (e.g. cloud).
Telecom Services: communication is changing. Traditional telecoms providers are becoming more software-focused, resulting in a greater divide between wholesale asset owners and asset-lite service providers. Unified communications and contact centres are merging and omni-channel is becoming more important. Our experience spans the breadth of this market.
Value-added resellers (VARs): VARs link vendor technologies to end-customers and are increasingly investing in offering complimentary managed services. Many maintain strong product-side growth in line with increasing demand from end-customers. CIL works with a range of generalist and specialist VARs covering international markets.
Digital transformation: demand for digital transformation is booming. Providers often differ in commercial models and operational footprints, and focus on addressing a particular need. CIL has worked with many different providers and understands the challenges associated with scaling.
Horizontal software: we have extensive experience working with software applications that can be used across verticals, including HCM (learning management systems, core HR, workforce management, employee engagement and payroll), CRM and marketing automation tools.
Vertical software: we work with a vast range of software applications providers for specific end-sectors, including financial services, healthcare IT, PropTech, legal, industrial and security & infrastructure.
Bespoke research into niche, emerging and established markets: we specialise in conducting bespoke research to understand the scale of market opportunities, market trends and growth rates, emerging technologies and evolving competitive dynamics.
Understanding routes to market and technology ecosystems: conducting referencing and in-depth research to understand channel dynamics, vendor technology portfolios and unique market-specific complexities, allowing our clients to navigate various technology landscapes and identify the greatest opportunities.
Sales capability audit: we provide quantitative assessments of sales strategy, organisation, processes, pipeline, account management and systems to support our clients in creating best-in-class sales functions.
Voice of the customer: conducting in-depth interviews with stakeholders of all sizes of technology businesses and IT buyers of various levels of seniority to understand evolving needs, performance and opportunities.
Business model shifts: we advise clients and help them transition their operational and commercial models given the broader shift to subscription pricing and -as-a-service delivery.
Growth prioritisation: we support technology businesses of all sizes in identifying, assessing and prioritising growth opportunities, which often includes pricing, routes to market, M&A, new service lines and international expansion.
Bespoke research into niche, emerging and established markets: we specialise in conducting bespoke research to understand the scale of market opportunities, market trends and growth rates, emerging technologies and evolving competitive dynamics.
Understanding routes to market and technology ecosystems: conducting referencing and in-depth research to understand channel dynamics, vendor technology portfolios and unique market-specific complexities, allowing our clients to navigate various technology landscapes and identify the greatest opportunities.
Sales capability audit: we provide quantitative assessments of sales strategy, organisation, processes, pipeline, account management and systems to support our clients in creating best-in-class sales functions.
Voice of the customer: conducting in-depth interviews with stakeholders of all sizes of technology businesses and IT buyers of various levels of seniority to understand evolving needs, performance and opportunities.
Business model shifts: we advise clients and help them transition their operational and commercial models given the broader shift to subscription pricing and -as-a-service delivery.
Growth prioritisation: we support technology businesses of all sizes in identifying, assessing and prioritising growth opportunities, which often includes pricing, routes to market, M&A, new service lines and international expansion.
Decoding the FSM software market
With demand rising and headroom for continued adoption of specialist software , investors have the chance to back scalable, recurring revenue solutions in an underserved market.
Rise of the AI integrator: leveraging the power of AI within IT services
CIL’s Technology practice examines the opportunity for incumbent IT service providers to transition into ‘AI integrators’ to address the increasing demand for AI.
Head in the Clouds
The cloud services market presents a clear opportunity for managed service providers to profitably serve customers in both the private and public cloud. However, with differing revenue and margin economics for each, it can be hard to know how to maximise profitable growth.
