Partnership Strategy For Small to Medium Sized IT Companies

Fastest Growing Large Segments in Information Technology Industry

Cloud

The global cloud computing market size is expected to grow from USD 445.3 billion in 2021 to USD 947.3 billion by 2026, at a Compound Annual Growth Rate (CAGR) of 16.3% during the forecast period.  (Source: MarketsandMarkets)

DevOps

 the global market for DevOps estimated at US$6 Billion in the year 2020, is projected to reach a revised size of US$17.8 Billion by 2026, growing at a CAGR of 19.9% over the analysis period. (Source: prnewswire)

Information Security

Gartner predicts end-user spending for the information security and risk management market will grow from $172.5 billion in 2022 to $267.3 billion in 2026, attaining a compound annual growth rate (CAGR) of 11%.  (Source: Gartner)

DWH, BI and Analytics

Enterprise data warehouse market and it is poised to grow by $ 14.56 bn during 2022-2026, progressing at a CAGR of 20.42% during the forecast period.  (Source: TechNavio)

The global business intelligence market is projected to grow from $24.05 billion in 2021 to $43.03 billion in 2028 at a CAGR of 8.7% in forecast period. (Source: Fortune Business Insights)

*All the segments that we have chosen tie into our existing offerings and have much higher growth rate than the overall industry itself

Opportunity for small to medium size companies

• Consolidate offerings in fast growing areas with large market size
• Use presence in multiple countries to leverage the innovators in specific countries and take their products to other countries
• Use penetration that marquee player have with large clients
• Create case studies, use cases and develop assets around key offering areas

Strategy

Short Term

• Identify innovators in each segments and in each country of your operations
• Create very strong partnership and try to be exclusive
• Take the innovative local products global

Medium Term

• Start working with marquee brands with  lower levels of engagements with lesser amount of barriers to entry

Long Term

• Take the global brands hyper-local with our regional model 
• Development of Industry specific Solution Offerings 

Target Sub Vertical : 

High Tech, MFG, BFS, Retail, Payments

Target Accounts: Commercial & SMB

Cloud

Market Characteristics

• Established market leaders who sometimes are synonymous with cloud offerings
• Long gestation period and multiple criteria to be fulfilled to become full-fledged partner with the leaders
• New entrants have similar business model of the leaders but are more amenable to partnerships

Short-term Strategy

• Partner with established MS Azure and  AWS partners to build credibility
• Partner with newer entrants with lower entry barriers such as Paytm

Mid-term Strategy

• Work with entry points with marquee brand such AWS consulting partner

Long-term Strategy

• Marquee brands but long gestation period like MS Azure and full stack AWS

DevOps

Market Characteristics

• The larger players have already entered into partnerships with SI leaders
• DevOps ties closely with the cloud components
• The partnerships will work better with cloud and infrastructure capabilities
• However, market is still open with various newer enterprise and open source players in the market looking for partnerships

Short-term Strategy

• Partner with existing partners of established DevOps partners 
• Partner with newer entrants with lower entry barriers such as Paytm

Mid-term Strategy

• Partner with established players

Long-term Strategy

•  Develop competency in opensource platforms

Information Security

Market Characteristics

• A fragmented market with leaders in pockets of capabilities
• There are smaller players with very specific offerings
• This is becoming more of an imperative for the companies than a prerogative and the market is expanding
• It is difficult to get one player with all the capabilities 

Short-term Strategy

• Partner with Security information & event management (SIEM)  and application and log management 

Mid-term Strategy

• Partner with leaders in  SIEM and Identity and Access Management (IAM)

Long-term Strategy

• Keep track of the latest innovation in Information Security and add partners with innovative offerings on an ongoing basis

DWH/BI and Analytics 

Market Characteristics

• DWH and BI markets are mature and consolidated market amongst the four 
• However, there are innovations coming from the leading vendors in DWH & BI
• Analytics platform market is consolidated with a few leading platforms 
• However, there are smaller players with good capabilities in analytics

Short-term Strategy

• Partner with smaller players with DWH, BI and Analytics capabilities

Mid-term Strategy

• Partner with key DWH and BI players 

Long-term Strategy

• Partner with marquee analytics platform providers

"Opinions are my own”