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Irene Pimentel

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Irene Pimentel is an IBRS analyst who focuses on news and information on the global IT Outsourcing market. Irene provides IBRS clients with up to date information on all outsourcing deals that are taking place helping our clients understand who is winning business in what markets. With over 10 years experience as a management consultant, Irene has worked with some of Australia's largest blue chip companies and public sector organisations. Irene has also worked as a research manager for an IT sourcing consultancy, providing clients with targeted intelligence and advice for their specific IT sourcing transactions.

Conclusion: This month, discussions regarding the COVID-19 outbreak and the range of impacts on industry have been prominent. While extreme and unforeseen impacts of seemingly small events have been common for vendors and their customers in the past, this pandemic has triggered a wide range of effects, with potentially long-term implications. In all circumstances, vendors need to have strong, yet highly adaptable foundations to accommodate sudden shifts in the market, and adequately support their customers. The outputs and responses to this pandemic will be unique; however, customers will still require experienced vendors to provide services which support changes to business operations, long-term strategies and external issues, such as fluid supply chains, new government regulations/frameworks and economic uncertainties.


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Conclusion: This month has seen a surge in merger and acquisition transactions, and discussions regarding the increased level of acquisitions in the past year. A growing trend of private equity firms investing in service providers was also flagged. This represents a shift in the market, as vendors become more established, profitable and more attractive to private equity investors. The opportunity to drive greater profitability, and demand for specialised technologies and services, also act as incentives for investment and provide vendors with resources to develop and offer a wide range of targeted, high-quality services to their customers.


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Conclusion: This month, security issues that concern businesses have been prominent. In particular, high profile security incidents in 2019 have resulted in a greater awareness of challenges faced by vendors and businesses when preparing for and responding to security concerns. One particular vulnerability flagged is that security initiatives and responses have trouble keeping step with new threats, technologies and security frameworks. It is necessary for both vendors and customers to view security as part of a framework that can adapt to change quickly, and accommodate challenges that arise with highly unexpected variables. Security specialists and frameworks can provide a good basis for strategies and response measures, but the capacity to recognise and respond to unforeseen incidents and threats is also critical.


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Conclusion: This month, regulatory frameworks for the ICT industry and their interaction with IT businesses and customers have been prominent. The private sector has been more vocal about the need for government involvement and the government has been searching for industry input in areas of interest. Areas that are vulnerable and require government protocols and standards, as well as regulations, must be flagged. In addition, frameworks that may have negative impacts on local industry or global trade efforts if other market standards conflict must also be considered. It is critical that vendors, agencies and advocacy groups work together when setting frameworks in order to produce new and better business outcomes, as well as support government regulatory functions.


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Conclusion: This month, the launch of plans to develop new data centres have been prominent. The market has experienced a heightened demand for storage and associated services, with adoption driven by increased awareness amongst business users and evolving technologies specifically targeted to perform functions, such as the protection of critical assets and data. New unified technologies to meet a higher demand for the integration of applications, data and management solutions have also prompted growth. It is necessary for vendors to identify market gaps and offer new solutions to customers to stay relevant in an environment that is constantly changing. The development of new solutions to cater to customers who demand new ways to store, manage and use their data is essential, and an ongoing process.


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Conclusion: This month, discussions regarding partnerships and acquisitions with the specific aim of expanding reseller businesses to include managed services have been prominent. Specifically there have been a number of investments, acquisitions and partnerships to transition resellers into service providers. This type of consolidation can be beneficial by enhancing offerings, assisting with collaboration and evolution, as well as providing access to new skills and products vendors have been lacking. Investments have also been made to educate traditional resellers on the benefits of becoming managed service providers with a focus on obtaining new customers and channel distribution of managed services. This flags a shift in customer demand for service-based value models which can be specifically targeted to individual business needs, and will ultimately be positive for both vendors and their clients.


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Conclusion: This month, discussions regarding technologies used to facilitate highly specialised business functions have been prominent. Tailored solutions which focus on the performance of tasks, such as case outcome predictions, automated insurance claims, water monitoring for farms, sensors in apartment foundations to identify faults early and health risk identification, are amongst those discussed. These new solutions and frameworks can be beneficial for customers by automating tasks to address resource and skills shortages, as well as being cost-effective. However, these can be sensitive markets, performing very delicate functions that do warrant a certain degree of caution for vendors and customers when adopting, and a great deal of diligence afterwards. Investment in infrastructure because of expanding platforms, networks or associated equipment, training and consolidation with existing business operations are amongst the issues that may arise. Wrapping new solutions and service elements around other core services and operations can become a complex task. While customers do demand advanced offerings, vendors must find ways to increase value to clients by ensuring they acquire or have access to resources and skills that can be leveraged to support these new function-based solutions and associated issues.


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Conclusion: This month, there has been increased discussion regarding security services; in particular, the growth of the Australian security service provider industry and benefits associated with procuring locally. Now that customers recognise security as a basic function, a strong local security services sector has evolved. Local vendor expertise within the Australian market, regulations, customer demands and the security environment as it pertains to Australian businesses is invaluable when establishing mechanisms to avoid and respond to security incidents. Security is a necessity, but vendors must be prepared, and more importantly understand the local market, as well as businesses, to ensure customers can avoid, continually educate staff about and respond to security incidents effectively.


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Conclusion: This month, attention has been drawn to vendors and managed service providers requiring customer transformation or migration to new frameworks and associated customer reluctance to do so. For instance, platform enhancements may necessitate migration to new systems or upgrades because of an inability to support ageing systems. Old platforms may simply not be compatible with newer resources, technologies or procurement models. However, these types of enhancements can be disruptive or costly for customers if they are not prepared for changes. Further difficulties can arise with existence of intertwined, hybrid systems within enterprises or systems which perform critical functions if changes interfere with business operations. Simply removing the capacity to access ageing systems and associated support is not sufficient. Businesses must prepare in advance when investing in products and services, in conjunction with vendors. The development of strategies and sharing responsibility for forward planning, education and engagement, as well as support for shifts, are necessary. The provision of other resources or advice from vendors, or obtaining services from third-party specialists dedicated to transformation strategy development and implementations, can also be beneficial. Whilst vendors must evolve, customers must also be prepared to make these changes and understand what kind of impact it can have on their operations.


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Conclusion: This month, the high activity in mergers and acquisitions has continued. However, there has been additional discussion on the impact of these acquisitions on the industry in general, as well as the high volume, and whether this type of activity could have a negative effect on the Australian market – in particular, if the current regulatory frameworks governing mergers and acquisitions are sufficient to protect competition and avert potential misuse of market power. It is critical that regulators are aware of industry trends and how new practices may affect the market, as well as be open to feedback from vendors that have direct experience with circumstances regulators may not be familiar with.


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In the News

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Google cloud boss looks to AI as it fights Amazon, Microsoft duopoly - Australian Financial Review - 2 March 2020

IBRS analyst Joe Sweeney has been tracking the three major Cloud vendors capabilities in AI and said Google is right to believe it has an edge over AWS and Microsoft when it comes to corpus (the...
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What should be in Australia’s next cyber security strategy? - Computer Weekly - 10 Feb 2020

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How Do You Choose The Best Application Environment For Your Business? - WHICH-50 - 8th October 2019

According to a new IBRS study, spend on enterprise solutions is set to increase in 2019-2020. Both IT and line of business buyers need to consider how they manage procurement of these new solutions...
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