Tercera - the Top 30 Cloud Ecosystems for partners 2023
Tercera just published their 2023 report looking at the top 30 ISV ecosystems for professional services partners.
Tercera is a VC firm focused solely on the professional services sector, with deep insight into what it takes to scale a services business to a successful exit.
Building a successful professional services firm is not a solo operation.
Just like Ramora fish and sharks, there is a symbiotic relationship between technology vendors and professional services providers.
Source: Jakob Ziegler / Getty Images
The technology vendors need the partners to provide access to the market, to reduce the cost of sale and increase conversion rates, to implement and configure the service, and to reduce the cost of serve.
The professional services firms need the technology vendor to generate demand in the market, to drive opportunities to the partners, to lead the sales process and increase the scale of potential services work.
Both parties need each other, and for a professional services company it is essential to find the right technology vendors to partner up with.
In this second iteration of the Tercera 30, the team evaluated a set of public and private technology companies against criteria that define the potential for a services company to build a business around a vendor’s solutions:
Market size and potential
A large TAM
Higher than average growth rates
Potential for external services
Medium to large project size
Depth and breadth of software
Talent scarcity
Brand and growth potential
Enterprise value (for public) or funding (for private)
Revenue and employee growth
Investment in R&D and M&A
Rankings in analyst and peer reports
Partner support and collaboration
A structured partner program
Support and enablement for new partners
Interest from GSIs (Accenture, Deloitte etc)
Marketplace for partners
Reduced internal services capacity
Resell incentives for partners
Each of these factors influence a partner’s ability to build a successful business - without them it doesn’t matter how great your people are - you’ll struggle to develop a repeatable and profitable revenue engine.
The Tercera 30
Source: https://tercera.io/resources/the-2023-tercera-30/
The 30 are split into three segments:
The Anchors - 10 of the largest publicly traded technology vendors with well developed partner programs and a very large addressable market.
The Movers - 10 large publicly-traded companies that are at the heart of the next wave of computing. These companies are building out their partner ecosystems today and provide a significant growth opportunities to services businesses.
The Challengers - 10 high growth private vendors that are picking up niche use cases and give services companies the opportunity to share a unique point of view to their customer base.
Start with your customer’s challenge and work back to the vendors
Each of these vendors addresses a different customer need, but having a deep knowledge of your customer’s world and the challenges they are looking to overcome will help you determine the right mix of technologies to have in your services portfolio.
The Tercera report includes a deep dive on each of the vendors with some insightful takeaways - essential reading for any professional services business.
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