{"id":1306,"date":"2012-11-27T06:00:00","date_gmt":"2012-11-27T06:00:00","guid":{"rendered":"http:\/\/localhost\/projects\/horsesforsources\/alsbridge-telwares_112712\/"},"modified":"2012-11-27T06:00:00","modified_gmt":"2012-11-27T06:00:00","slug":"alsbridge-telwares_112712","status":"publish","type":"post","link":"https:\/\/www.horsesforsources.com\/alsbridge-telwares_112712\/","title":{"rendered":"Alsbridge digs deep into the guts of the Cloud with Telwares acquisition"},"content":{"rendered":"

A subtle, but\u00a0decisive, shift took place in the sourcing advisory landscape today, as\u00a0Alsbridge’s<\/a>\u00a0announced the\u00a0acquisition\u00a0of leading telecoms\/networking sourcing advisor, Telwares<\/a>. \u00a0<\/strong><\/p>\n

<\/strong>This move\u00a0firmly places Alsbridge as the main contender to ISG at the helm of the independent boutique advisor market, and\u00a0follows Alsbridge’s\u00a0acquisition of telecoms\u00a0procurement\u00a0outfit TAG<\/a>, in early 2010, to place the Dallas-based firm as the lead advisor in telecoms and networking sourcing.<\/p>\n

\"\"<\/a><\/p>\n

Ben Trowbridge is CEO, Alsbridge (click for bio)<\/p>\n<\/div>\n

This dovetails nicely with Albridge’s strengths in IT infrastructure sourcing consultancy and its overall competency in price-benchmarking. \u00a0As CEO Ben Trowbridge told us yesterday, “Transforming the network is right at the guts of Cloud computing. \u00a0This is where we intend to develop our expertise with the addition of Telwares”.<\/p>\n

Why this matters<\/span><\/strong><\/p>\n

Loads of data.<\/strong> \u00a0Ben Trowbridge claims he now has 385,000 datapoints for networking\u00a0procurement\u00a0by adding Telwares to his existing data.<\/p>\n

Decouples the RFP process from pricing \u00a0support.<\/strong> \u00a0If you ask a legacy advisor to run a telecom deal for you, their only likely solution would be to issue an RFP to the likes of AT&T and Verizon and play them off to get you some price-points. \u00a0Firstly, this will likely set you back a few hundred grand – and<\/em> take weeks to complete. \u00a0Secondly, the pricing is often hard to standardize and can come in all sorts of funky formats. \u00a0If advisors can pull\/model this data from their existing datapools, they are going to save clients a ton of time and money.<\/p>\n

Caters for the\u00a0wizening\u00a0client.<\/strong>\u00a0 Most IT and\u00a0procurement\u00a0leads are more accustomed and becoming increasingly proficient at running more of the sourcing process\u00a0themselves. \u00a0They do not want to “crack a walnut with a sledgehammer” each time they need some data or advice. \u00a0Advisors such as Alsbridge are adapting and catering for their changing market, which is why they have continued to grow during the tough environment of recent years, while many of their competitors have dwindled, or disappeared altogether.<\/p>\n

Positions Alsbridge as a mid-size consulting organization, ahead of the pack of minnows.<\/strong> \u00a0Telwares adds a further 60 consultants to the Alsbridge family, making it 175 in total, with sizeable revenues. \u00a0The firm can now set itself apart from the other boutiques in the space (all of whom are\u00a0struggling\u00a0to break $10m in annual revenues) and can stand up aggressively to ISG in bake-offs for enterprise business – especially in the IT infrastructure and telecoms\/networking domains.<\/p>\n

Where next for Alsbridge<\/span><\/strong><\/p>\n

You only need to take a quick glance at ISG’s stock price, which recently slumped by 20% to barely a dollar a share<\/a>, to understand sourcing advisory is a commodotizing business. \u00a0The only way forward is to move beyond mere “RFP administration” and provide organizations with realtime data that is affordable, and does not take weeks to gather upon request. \u00a0In addition, it’s about helping clients move beyond<\/em> their myopic obsession with cost to understand more about the business outcomes and realistic forms of innovation they can accomplish when sourcing their business and IT processes.<\/p>\n

Ben Trowbridge and his primary business partner, Mort Meyerson<\/a>, have clearly realized\u00a0that acquisition is\u00a0going\u00a0to provide much of their future growth in the\u00a0consulting\u00a0space, and have \u00a0benefited well from picking up ProBenchmark, TAG, and Everest’s Outsourcing Center in recent years. \u00a0Telwares represents their largest venture yet. \u00a0The firm now has considerable scale and depth in the IT and telecoms domains – surely its next move has to be to bolster its presence in the process and business transformation strategy areas.<\/p>\n","protected":false},"excerpt":{"rendered":"

A subtle, but\u00a0decisive, shift took place in the sourcing advisory landscape today, as\u00a0Alsbridge’s\u00a0announced the\u00a0acquisition\u00a0of leading telecoms\/networking sourcing advisor, Telwares. \u00a0…<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[48,78,81,86,91,832],"tags":[759],"ppma_author":[19],"yoast_head":"\nAlsbridge digs deep into the guts of the Cloud with Telwares acquisition - Horses for Sources | No Boundaries<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.horsesforsources.com\/alsbridge-telwares_112712\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Alsbridge digs deep into the guts of the Cloud with Telwares acquisition - Horses for Sources | No Boundaries\" \/>\n<meta property=\"og:description\" content=\"A subtle, but\u00a0decisive, shift took place in the sourcing advisory landscape today, as\u00a0Alsbridge’s\u00a0announced the\u00a0acquisition\u00a0of leading telecoms\/networking sourcing advisor, Telwares. \u00a0...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.horsesforsources.com\/alsbridge-telwares_112712\/\" \/>\n<meta property=\"og:site_name\" content=\"Horses for Sources | No Boundaries\" \/>\n<meta property=\"article:published_time\" content=\"2012-11-27T06:00:00+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/www.horsesforsources.com\/wp-content\/uploads\/2012\/11\/Ben_Trowbridge.jpg\" \/>\n<meta name=\"author\" content=\"Phil Fersht\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@pfersht\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Phil Fersht\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.horsesforsources.com\/alsbridge-telwares_112712\/\",\"url\":\"https:\/\/www.horsesforsources.com\/alsbridge-telwares_112712\/\",\"name\":\"Alsbridge digs deep into the guts of the Cloud with Telwares acquisition - 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