This IDC Web Conference provides an analysis and assessment of outsourcing deals based on a rolling four-quarter view from 1Q13 through 1Q15 (period ending March 31, 2015) by leveraging IDC's BuyerPulse Services Deals Database, the world's largest database of services deals, which currently contains more than 51,000 contracts. When it comes to the outsourcing market, also referred to as managed services, the world of deal making is being challenged like never before. The combination of more players, a turbulent economy, new delivery models, and increasing pressure on customers to do more with less is changing the market for outsourcing deals. These changes involve shifts in key deal metrics such as annual contract value (ACV), average run rate, and average length, as well as changes in where the best opportunities are, whether by geography, industry, or deal size. Further, new customer behavior, coupled with the introduction of new delivery models, is helping reshape the structure of outsourcing contracts and the directions they are taking.
IDC shows that success in deal making will require vendors to pursue key markets, incorporate strategic capabilities, and ensure that they are positioned optimally.
In particular, this Web Conference and discussion of deal signings highlight the following:
- Where are the best opportunities across key segments, including deal sizes, industries, and outsourcing markets by U.S. and worldwide views that can drive revenue expansion?
- What are the strategic trends and directions in key deal metrics, such as total contract value (TCV), average deal lengths, annual total contract value, and average run rates needed to architect deals?
- What types of large outsourcing deals are coming up for renewal, and where are they coming from?
- Which vendors are winning and which are losing?
- How are customer needs shaping deals and are there disruptive events and factors in the market to which vendors will need to take action to ensure success in winning future deals?
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