Summary
The business technology (BT) agenda is increasing focus on infrastructure automation, the cloud, and digital projects with short contract cycles. The approaches underpinning offshore vendors' personnel-based business models, such as large, annuity-based deals and "land and expand," run counter to the behavior that clients expect to support their BT agenda priorities. This report will help CIOs understand this dynamic and assess vendors on their ability to cannibalize their revenue and adapt to a future of automation, nonlinearity, and smaller deals.
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