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ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
Proprietary and Confidential. No part of this document may be reproduced in any form or by any
electronic or mechanical means, including information storage and retrieval devices or systems,
without prior written permission from Information Services Group, Inc.
FOURTH QUARTER 2019
Managed Services and
As-a-Service Market Insights
January 14, 2020
HOSTED BY: JOSEPH FORESI OF CANTOR FITZGERALD
Covering the State of the Combined Managed Services
& As-a-Service Industry for the Global Commercial Market
Owen Wheatley
Steve Hall
Partner &
President ISG
Clay Calhoun
Partner,
Sourcing Solutions
Lead Partner –
Banking & Financial
Services
Welcome
to the 69th Quarterly
Chip Wagner
Chief Executive
Officer, ISG
Automation
3ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
At a GlanceGlobal Combined Market
In 4Q19, Combined Market ACV was up 7% Y/Y;
Managed Services was flat; SaaS boosted
As-a-Service by 14%.
Americas
Combined Market dipped on mixed results;
Managed Services' dropped 18% due to weak BPO
and fewer large transactions; strong SaaS pushed
As-a-Service up 14%.
EMEA
Combined Market ACV rose 25% Y/Y; several large
deals in the U.K. and DACH strengthened Managed
Services; As-a-Service ACV stayed in tight range.
Asia Pacific
Combined Market ACV edged up slightly Y/Y; Managed
Services plummeted, but tempered by As-a-Service,
which makes up nearly 80% of ACV.
4Q19
ACV ($B)
4Q Y/Y
Change
2019
Full Year
ACV ($B)
2019
Full Year
Change
Global Commercial
Combined Market
13.9 6.7% 55.7 10.3%
By Type
Managed Services * 6.9 0.1% 27.7 1.6%
As-a-Service 7.0 14.2% 28.0 20.6%
By Region
Americas Combined 6.7 -3.1% 27.9 8.0%
EMEA Combined 5.2 25.4% 19.0 9.9%
Asia Pacific Combined 2.0 2.3% 8.8 19.7%
Scorecard
* Managed Services, formerly called Traditional Sourcing, is defined
as ITO/BPO, Infrastructure, ADM and Network markets, which
we’ve always reported on.
4ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
7.1
6.0 6.1 6.3 6.9 7.2 6.3 6.9 6.7 7.1 7.0 6.9
3.8
3.8 4.0 4.4
5.2
5.9
5.9
6.2 6.9 6.9 7.2 7.0
10.9
9.8 10.1
10.7
12.1
13.1
12.2
13.1
13.6 14.0 14.2 13.9
1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
As-a-Service
Managed Services
10.5
5.6
6.3
19.3
16.7
6.6
6.2
21.1
20.4
7.5
6.8
20.9
IaaS
SaaS
BPO
ITO
2019 Full Year
2018 Full Year
2017 Full Year
Global Commercial Sector
Contracting Trends
● 4Q19 Combined Market up 7% Y/Y; fifth straight quarter
over $13B.
● Best year ever in 2019 for Managed Services.
● In 2019, both As-a-Service market segments continue with
double-digit growth rates.
Global Commercial Sector ACV by Function ($B)
Combined
Market ACV
10%
2019 FY
As-a-Service ACV 21%
2019 FY
Combined Market Quarterly ACV ($B)
2%
2019 FY
Managed
Services ACV
As-a-Service
Market Ratio
50%
2019 FY
5ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
31%
25%
34%
44%
35%
41% 38% 37% 40%
46% 47%
40%
2017 Full Year Average 34% 2018 Full Year Average 38% 2019 Full Year Average 43%
1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
Key Performance Metrics
Growth of Broader Market
Digital Awards (based on ACV)
17%
2019 FY
Average ACV Change 15%
2019 FY
Average ACV
Digital-based Award
$18.3M
2019 FY
Digital Trends in Managed Services
Contracting Trends
● During 2019, 43% of transactions awarded in the Broader Market have digital-based
scope, and there is sizable growth potential going forward.
● Total ACV of deals with digital scope increased by 17% for the year;
compares to overall decline of 8% for non-digital deals.
Managed Services: Percent of Broader Market Awards
With Digital Scope (Based on ACV)
6ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
the
ISG15 Service & Technology Provider Standouts – GLOBAL
Our Contracts Knowledgebase™ is used to determine placements based
on the annual value of commercial contracts awarded in the past 12 months.
The Big 15 The Building 15 The Breakthrough 15 The Booming 15
Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B
Managed Services Market
Accenture
Atos *
BT *
Capgemini
Cognizant
DXC Technology
IBM Global Services
Infosys
NTT Data
TCS
Alight Solutions
Amdocs
Bechtle
Computacenter
*Genpact
HCL
Tech Mahindra
Teleperformance
T-Systems
Wipro
Atento *
Axians
JLL
LTI
Mindtree
MITIE *
Mphasis
NS Solutions
Sutherland
Tieto
Unisys
Virtusa
Birlasoft
CSG Systems *
Ensono
EXL *
NNIT A/S *
Persistent Systems*
Posco ICT
Startek
WNS
Zensar Technologies
As-a-Service Market
Alibaba
Amazon
Web Services
Google
Microsoft
Salesforce
Adobe Systems
Equinix
ServiceNow
United Internet
Workday
Athenahealth *
Autodesk
Digital Realty
Atlassian
CyrusOne
DocuSign
Flexential
Hubspot *
OVH
* New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
7ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
2.9 2.5
3.7 3.4 3.8
3.1 3.1
3.7 3.2 2.9
3.9
3.0
2.2
2.1
2.2 2.4
2.8
3.0 3.1
3.2 3.7
3.7
3.9
3.7
5.1
4.6
5.9 5.8
6.6
6.1 6.2
6.9 6.9
6.6
7.8
6.7
1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
As-a-Service
Managed Services
5.2
3.5
3.1
9.4
8.0
4.1
3.7
10.0
10.2
4.7
3.1
9.9
IaaS
SaaS
BPO
ITO
2019 Full Year
2018 Full Year
2017 Full Year
Americas Commercial Sector
Contracting Trends
● 4Q19 Combined Market fell 3% Y/Y on softer Managed
Services results.
● During 2019, ITO fell 1%; Applications fell slightly but
infrastructure awards were up 6.5% on strong network activity.
● As-a-Service accounted for over 50% of Combined Market ACV
for the first time ever.
Combined Market Quarterly ACV ($B) Americas Commercial Sector ACV by Service Type ($B)
-5%
2019 FY
Managed
Services ACV
As-a-Service ACV 23%
2019 FY
Combined
Market ACV
8%
2019 FY
As-a-Service
Market Ratio
53%
2019 FY
8ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
2.35
0.58
0.58
1.87
4.13
0.70
0.52
2.01
5.18
0.86
0.53
2.25
IaaS
SaaS
BPO
ITO
2019 Full Year
2018 Full Year
2017 Full Year
0.37
0.69 0.78 0.61 0.50
0.84
0.48
0.70 0.71
1.00
0.65
0.41
0.62
0.70
0.76
0.84 1.02
1.27
1.24
1.30 1.41
1.51
1.49
1.640.99
1.39
1.54
1.45 1.52
2.11
1.72
2.00
2.12
2.51
2.14
2.05
1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
As-a-Service
Managed Services
Asia Pacific Commercial Sector
Contracting Trends
● 4Q19 Combined Market up 2% on strong as-a-service activity
in China was offset by softer Managed Services activity.
● For the year, ITO had its best performance since 2014.
● Both SaaS and IaaS grew by over 20% in 2019.
Combined Market Quarterly ACV ($B) Asia Pacific Commercial Sector ACV by Service Type ($B)
Combined
Market ACV
20%
2019 FY
As-a-Service ACV 25%
2019 FY
10%
2019 FY
Managed
Services ACV
As-a-Service
Market Ratio
69%
2019 FY
9ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
3.9
2.8
1.6
2.3 2.6
3.2
2.7 2.5 2.8
3.3
2.4
3.5
1.0
1.0
1.1
1.2
1.4
1.6
1.6
1.6
1.8
1.7
1.8
1.7
4.9
3.8
2.7
3.5
4.0
4.8
4.3
4.1
4.6
5.0
4.2
5.2
1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
As-a-Service
Managed Services
2.9
1.5
2.6
8.0
4.5
1.8
2.0
9.0
5.1
2.0
3.2
8.8
IaaS
SaaS
BPO
ITO
2019 Full Year
2018 Full Year
2017 Full Year
EMEA Commercial Sector
Contracting Trends
● 4Q19 was a record-setting quarter for Combined Market;
only second time ever to surpass $5B in ACV.
● Strongest Managed Services result since 1Q17; UK and
DACH both produced $1B fourth quarters.
● Close battle for market share developing between Microsoft
Azure and AWS in public cloud infrastructure.
Combined Market Quarterly ACV ($B) EMEA Commercial Sector ACV by Service Type ($B)
Combined
Market ACV
10%
2019 FY
As-a-Service ACV 13%
2019 FY
8%
2019 FY
Managed
Services ACV
As-a-Service
Market Ratio
37%
2019 FY
10ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
2019 Full
Year Growth
Global Market
2019 Full Year
Business
Services
Retail &
Consumer
Packaged Goods
Energy
Financial
Services
Healthcare &
Pharma Manufacturing
Telecom
& Media
Travel,
Transport
Leisure
$55.7B ACV $9.6B ACV $6.6B ACV $3.4B ACV $11.4B ACV $5.7B ACV $8.1B ACV $5.9B ACV $4.9B ACV
Combined Market
Managed Services
As-a-Service
Americas
EMEA
Asia Pacific
Global Commercial Sector Industry Award Trends
14%
14%
19%
20%
4%
25%
4%
24%
-2%
-18%
20%
-18%
-4%
-13%
-24%
-12%
22%
43%
18%
16%
17%
1%
80%
8%
20%
59%
26%
39%
12%
31%
64%
13%
7%
14%
29%
18%
1%
10%
20%
10%
21%
8%
2% -1%
-5%
15%
8%
-2%
14%
7%
3%
0%-4%
0%
4Q19 ISG Index™
ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
Proprietary and Confidential. No part of this document may be reproduced in any form or
by any electronic or mechanical means, including information storage and retrieval devices
or systems, without prior written permission from Information Services Group, Inc.
FOURTH QUARTER 2019
Lead Partner –
Banking & Financial
Services
Emerging Trends in
Banking & Financial Services
Owen Wheatley
“There is an incredible amount
of transformation going on
in the banking business.”
12ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
Banking and Financial Services – Macro Factors
Flatlining Revenues
Stagnant Revenue Growth
Multiple Cost-cutting Cycles
Competition
Unprecedented Competition
Low Switching Costs
The Battle for Talent
Identifying, Acquiring, &
Retaining Talent Is CRUCIAL
Data Science, Innovation
& Product Development Are
Key Differentiators
Regulatory Pressures
High Levels of
Geographically
Diverging
Regulation
Focus on Supervision
vs. New Rules
Customer
Experience Is Key
13ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
Banking and Financial Services – Technology Trends
Leveraging Existing Technology Effectively
Challenge of
integrating systems,
monetizing data &
maintaining security,
To ensure customer
centricity
Customer
Centricity
Develop Technology Roadmap
to Create “Digital Mesh”
Newest
Technology Tools
Optimizing Data
Customer Demands
Convenience
Protecting Privacy
Immediacy
Intimacy RPA
AI (Artificial
Intelligence)
Data
Analytics
Online/Mobile
Banking
Organizational
Change Management
Chief Data
Officer
Mass
Personalization
14ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
Banking and Financial Services – Provider Implications
Be Creative!
Banks want to hear your ideas and thoughts on innovation
Build
Operate
Transfer
Proactively Partner
With Other Providers
End-to-end
Platform Solutions
Tie Fees to
Successful Solutions
Vertical Industry
Expertise Is Mandatory
Solutions Tie to Bank’s
Business Challenges
Resource, Talent &
R&D Capabilities
ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
Proprietary and Confidential. No part of this document may be reproduced in any form or
by any electronic or mechanical means, including information storage and retrieval devices
or systems, without prior written permission from Information Services Group, Inc.
4Q19 ISG Index™ Inside Track from
Insider
Chip Wagner
Chief Executive
Officer, ISG
Automation
Automation of knowledge work
is going to have a large impact
on the overall economy during
the next couple of decades
16ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
2022
Explosive Growth in RPA Software Market
UI Path
Raised $1B
Total Valuation $8B
Automation
Anywhere
Raised over $840M
Nearly $7B valuation
Blue Prism
Went public 2016
Market Cap of $1.1B US
Future State
Expect to see more vertical - and
horizontal-specific managed
automation services
Current State
Services revenues
are at 3-4X software
2020
2021
17ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
44%
Breaking Through the RPA Wall
Companies have
implemented RPA
Companies automated
less than 20 processes
Automated 50 or
more processes
70%
59%
12%
Average Utilization
of BOTS Is Only
AUTOMATION
CENTER OF
EXCELLENCE
An Effective
Automation Center
of Excellence
Defines strategy and operating
model, lays the foundation for
building and supporting bots
and establishes metrics and
reporting standards
18ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
Implications: RPA Software and Managed Services Providers
● Be bought by a big software company
● Stay private
● Do an IPO
Existing RPA companies can . . .
● Will take whatever is left
BPO/ITO Providers . . .
● New to the market, they have resources,
customer base and expertise in product
introduction
● Can they produce new product and catch up? Yes
Big software companies . . .
RPA
Market
19ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
2019 Summary 2020 Outlook
4Q 2019 ISG Index – Summary and Outlook
Combined Market
Combined Market had healthy growth; 2% gain in
Managed Services; 21% increase in As-a-Service.
Managed Services
Managed Services achieved highest ever annual results at
$27.7B globally, however, we continue to observe
variability in contract award activity each quarter.
Digital-based ACV grew at 17%, outperforming the overall
Broader Market.
As-a-Service
All three regions reached new highs; IaaS showed
inconsistent growth rates.
Services Market Forecast
Largest service providers are rebalancing
strategies; watch to see who will choose
digital-led transactions, and who will pursue
legacy deal flow.
As-a-Service Market Forecast
AWS and Microsoft battle for market share
supremacy in Europe; watch what will happen
as China-based providers and Google Cloud
expand beyond their comfort zones.
3.2%
FY 2020
23.5%
FY 2020
20ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
1. Click the "Listen by Phone“ button.
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and the web streaming to your computer will
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your name and company.
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19
Global
ISG IndexTM
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You
ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 21
Like to Learn More?
Steven Hall
President, ISG EMEA and
Partner, ISG Digital Services
+44 7384 259676
steven.hall@isg-one.com
Chief Executive Officer,
ISG Automation
+1 214 923 5400
chip.Wagner@isg-one.com
Partner, ISG Sourcing Solutions
& FutureSource™ Leader
+1 512 810 3817
clay.calhoun@isg-one.com
Global Leader, Corporate
Communications and Brand
+1 203 517 3119
will.thoretz@isg-one.com
Director, Principal Analyst
ISG Research
+1 281 795 2636
stanton.jones@isg-one.com
Lead Partner – Banking &
Financial Services
+44 7879 414490
owen.wheatley@isg-one.com
Chip Wagner
Clay Calhoun
Will Thoretz
Stanton Jones
Owen Wheatley
ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
Proprietary and Confidential. No part of this document may be reproduced in any form or by any
electronic or mechanical means, including information storage and retrieval devices or systems,
without prior written permission from Information Services Group, Inc.
FOURTH QUARTER 2019
Appendix
4Q/Full Year 2019 TCV Scorecard
TECHNOLOGY PROVIDER STANDOUTS
23ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
the
ISG15 Service & Technology Provider Standouts – AMERICAS
Our Contracts Knowledgebase™ is used to determine placements based
on the annual value of commercial contracts awarded in the past 12 months.
The Big 15 The Building 15 The Breakthrough 15 The Booming 15
Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B
Managed Services Market
Accenture
AT&T *
Capgemini
CBRE
Cognizant
DXC Technology
IBM Global Services
Infosys
NTT DATA
TCS
Alight Solutions*
Amadeus *
Amdocs *
Concentrix
HCL
OptumInsight
Tech Mahindra
Teleperformance *
Wipro
Atento
Athenahealth*
EPAM Systems
JLL
LTI
Mindtree *
Mphasis
Sutherland *
Sykes
TTEC
Unisys
Virtusa
WEX *
Birlasoft
CSG Systems
Ensono
EXL
Persistent Systems*
Startek
WNS Global Services
Zensar Technologies
As-a-Service Market
Amazon
Web Services
Google
Microsoft
Salesforce
SAP
Adobe Systems
Equinix
Paychex *
ServiceNow
SS&C Technologies
Workday
Autodesk Digital Realty
CeridianHCM *
CyrusOne
Docusign *
Flexential
Paycom
Proofpoint
RingCentral
* New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
24ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
the
ISG15 Service & Technology Provider Standouts – EMEA
Our Contracts Knowledgebase™ is used to determine placements based
on the annual value of commercial contracts awarded in the past 12 months.
The Big 15 The Building 15 The Breakthrough 15 The Booming 15
Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B
Managed Services Market
Accenture
Atos
BT
Capgemini
CBRE
Cognizant
DXC Technology
IBM Global Services
Infosys
ISS Global A/S
TCS
Alight
Solutions *
Amdocs
Bechtle
Computacenter
HCL
Orange Business
Services
SopraSteria
Tech Mahindra
Teleperformance
T-Systems
Wipro
Alten
Altran
Asseco *
Axians
Cancom
Fiducia IT AG
Finanz Informatik
GFI Informatique
JLL
LTI
MITIE
Tieto
Unisys
Webhelp
Allgeier SE
Comarch
Datagroup AG
Devoteam
EXL *
Fastweb *
HGS *
NNIT A/S
QIWI
QuEST Global
Reply SpA
SVA System Vertrieb
Alexander GmbH
WNS
As-a-Service Market
Amazon
Web Services
Google
Microsoft
SAP
Adobe Systems
Equinix
United Internet
VMWare *
Autodesk OVH
* New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
25ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
the
ISG15 Service & Technology Provider Standouts – Asia Pacific
Our Contracts Knowledgebase™ is used to determine placements based
on the annual value of commercial contracts awarded in the past 12 months.
The Big 15 The Building 15 The Breakthrough 15 The Booming 15
Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B
Managed Services Market
Accenture
Cognizant
DXC Technology
Fujitsu
Hitachi
IBM Global Services
Infosys
NTT Data
TCS
Amadeus *
Amdocs
Genpact
HCL
ITOCHU
Techno-Solutions
Nomura Research
Institute
Sabre
Samsung SDS
Sodexo
Tech Mahindra
Telstra
TIS Intec
Wipro Limited
Digital China
JLL
Mphasis
Neusoft *
Nihon Unisys
NS Solutions
SCSK
Sutherland
transcosmos
Unisys
21Vianet Group *
Beyondsoft
ChinaSoft
Fuji Soft
PLDT
Posco ICT
Relia
Shinsegae I&C
Taiji Computer
WNS
As-a-Service Market
Alibaba
Amazon
Web Services
China Telecom *
Google
Microsoft
Tencent
Adobe Systems
Equinix
Autodesk
Digital Realty *
PTC
Sage
Teradata *
Atlassian
Automation
Anywhere *
Kingdee
Veeva Systems
Xero
* New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
26ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved.
4Q19
4Q/2019 TCV Scorecard
The ISG Index has moved to TCV as the primary measure of the broader market.
We will continue to provide a high-level TCV view of the market via a scorecard analysis.
4Q19
TCV ($B)*
4Q Year-to-Year
Change
2019 Full Year
TCV ($B)*
Year-to-Year
Change
Global Commercial Combined Market 33.8 8% 135.5 9%
By Type
Managed Services 22.4 3% 92.5 6%
As-a-Service 11.3 20% 43.1 19%
ITO 14.5 9% 66.5 5%
BPO 8.0 -6% 26.0 6%
IaaS 4.8 8% 20.4 23%
SaaS 6.5 31% 22.6 15%
By Region
Americas Combined 14.8 -13% 62.0 -2%
EMEA Combined 15.7 52% 56.0 20%
Asia Pacific Combined 3.4 -15% 17.5 24%
Scorecard
*Contracts with TCV ≥ $25M from the ISG Contracts Knowledgebase™
isg-one.com
ISG (Information Services Group) (Nasdaq: III) is a leading global technology research and
advisory firm. A trusted business partner to more than 700 clients, including more than 70
of the top 100 enterprises in the world, ISG is committed to helping corporations, public
sector organizations, and service and technology providers achieve operational excellence
and faster growth. The firm specializes in digital transformation services, including
automation, cloud and data analytics; sourcing advisory; managed governance and risk
services; network carrier services; strategy and operations design; change management;
market intelligence and technology research and analysis. Founded in 2006, and based in
Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in
more than 20 countries—a global team known for its innovative thinking, market influence,
deep industry and technology expertise, and world-class research and analytical
capabilities based on the industry’s most comprehensive marketplace data.

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4Q 2019 Global ISG Index™

  • 1. ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. Proprietary and Confidential. No part of this document may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval devices or systems, without prior written permission from Information Services Group, Inc. FOURTH QUARTER 2019 Managed Services and As-a-Service Market Insights January 14, 2020 HOSTED BY: JOSEPH FORESI OF CANTOR FITZGERALD
  • 2. Covering the State of the Combined Managed Services & As-a-Service Industry for the Global Commercial Market Owen Wheatley Steve Hall Partner & President ISG Clay Calhoun Partner, Sourcing Solutions Lead Partner – Banking & Financial Services Welcome to the 69th Quarterly Chip Wagner Chief Executive Officer, ISG Automation
  • 3. 3ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 At a GlanceGlobal Combined Market In 4Q19, Combined Market ACV was up 7% Y/Y; Managed Services was flat; SaaS boosted As-a-Service by 14%. Americas Combined Market dipped on mixed results; Managed Services' dropped 18% due to weak BPO and fewer large transactions; strong SaaS pushed As-a-Service up 14%. EMEA Combined Market ACV rose 25% Y/Y; several large deals in the U.K. and DACH strengthened Managed Services; As-a-Service ACV stayed in tight range. Asia Pacific Combined Market ACV edged up slightly Y/Y; Managed Services plummeted, but tempered by As-a-Service, which makes up nearly 80% of ACV. 4Q19 ACV ($B) 4Q Y/Y Change 2019 Full Year ACV ($B) 2019 Full Year Change Global Commercial Combined Market 13.9 6.7% 55.7 10.3% By Type Managed Services * 6.9 0.1% 27.7 1.6% As-a-Service 7.0 14.2% 28.0 20.6% By Region Americas Combined 6.7 -3.1% 27.9 8.0% EMEA Combined 5.2 25.4% 19.0 9.9% Asia Pacific Combined 2.0 2.3% 8.8 19.7% Scorecard * Managed Services, formerly called Traditional Sourcing, is defined as ITO/BPO, Infrastructure, ADM and Network markets, which we’ve always reported on.
  • 4. 4ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 7.1 6.0 6.1 6.3 6.9 7.2 6.3 6.9 6.7 7.1 7.0 6.9 3.8 3.8 4.0 4.4 5.2 5.9 5.9 6.2 6.9 6.9 7.2 7.0 10.9 9.8 10.1 10.7 12.1 13.1 12.2 13.1 13.6 14.0 14.2 13.9 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19 As-a-Service Managed Services 10.5 5.6 6.3 19.3 16.7 6.6 6.2 21.1 20.4 7.5 6.8 20.9 IaaS SaaS BPO ITO 2019 Full Year 2018 Full Year 2017 Full Year Global Commercial Sector Contracting Trends ● 4Q19 Combined Market up 7% Y/Y; fifth straight quarter over $13B. ● Best year ever in 2019 for Managed Services. ● In 2019, both As-a-Service market segments continue with double-digit growth rates. Global Commercial Sector ACV by Function ($B) Combined Market ACV 10% 2019 FY As-a-Service ACV 21% 2019 FY Combined Market Quarterly ACV ($B) 2% 2019 FY Managed Services ACV As-a-Service Market Ratio 50% 2019 FY
  • 5. 5ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 31% 25% 34% 44% 35% 41% 38% 37% 40% 46% 47% 40% 2017 Full Year Average 34% 2018 Full Year Average 38% 2019 Full Year Average 43% 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19 Key Performance Metrics Growth of Broader Market Digital Awards (based on ACV) 17% 2019 FY Average ACV Change 15% 2019 FY Average ACV Digital-based Award $18.3M 2019 FY Digital Trends in Managed Services Contracting Trends ● During 2019, 43% of transactions awarded in the Broader Market have digital-based scope, and there is sizable growth potential going forward. ● Total ACV of deals with digital scope increased by 17% for the year; compares to overall decline of 8% for non-digital deals. Managed Services: Percent of Broader Market Awards With Digital Scope (Based on ACV)
  • 6. 6ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 the ISG15 Service & Technology Provider Standouts – GLOBAL Our Contracts Knowledgebase™ is used to determine placements based on the annual value of commercial contracts awarded in the past 12 months. The Big 15 The Building 15 The Breakthrough 15 The Booming 15 Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B Managed Services Market Accenture Atos * BT * Capgemini Cognizant DXC Technology IBM Global Services Infosys NTT Data TCS Alight Solutions Amdocs Bechtle Computacenter *Genpact HCL Tech Mahindra Teleperformance T-Systems Wipro Atento * Axians JLL LTI Mindtree MITIE * Mphasis NS Solutions Sutherland Tieto Unisys Virtusa Birlasoft CSG Systems * Ensono EXL * NNIT A/S * Persistent Systems* Posco ICT Startek WNS Zensar Technologies As-a-Service Market Alibaba Amazon Web Services Google Microsoft Salesforce Adobe Systems Equinix ServiceNow United Internet Workday Athenahealth * Autodesk Digital Realty Atlassian CyrusOne DocuSign Flexential Hubspot * OVH * New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
  • 7. 7ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 2.9 2.5 3.7 3.4 3.8 3.1 3.1 3.7 3.2 2.9 3.9 3.0 2.2 2.1 2.2 2.4 2.8 3.0 3.1 3.2 3.7 3.7 3.9 3.7 5.1 4.6 5.9 5.8 6.6 6.1 6.2 6.9 6.9 6.6 7.8 6.7 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19 As-a-Service Managed Services 5.2 3.5 3.1 9.4 8.0 4.1 3.7 10.0 10.2 4.7 3.1 9.9 IaaS SaaS BPO ITO 2019 Full Year 2018 Full Year 2017 Full Year Americas Commercial Sector Contracting Trends ● 4Q19 Combined Market fell 3% Y/Y on softer Managed Services results. ● During 2019, ITO fell 1%; Applications fell slightly but infrastructure awards were up 6.5% on strong network activity. ● As-a-Service accounted for over 50% of Combined Market ACV for the first time ever. Combined Market Quarterly ACV ($B) Americas Commercial Sector ACV by Service Type ($B) -5% 2019 FY Managed Services ACV As-a-Service ACV 23% 2019 FY Combined Market ACV 8% 2019 FY As-a-Service Market Ratio 53% 2019 FY
  • 8. 8ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 2.35 0.58 0.58 1.87 4.13 0.70 0.52 2.01 5.18 0.86 0.53 2.25 IaaS SaaS BPO ITO 2019 Full Year 2018 Full Year 2017 Full Year 0.37 0.69 0.78 0.61 0.50 0.84 0.48 0.70 0.71 1.00 0.65 0.41 0.62 0.70 0.76 0.84 1.02 1.27 1.24 1.30 1.41 1.51 1.49 1.640.99 1.39 1.54 1.45 1.52 2.11 1.72 2.00 2.12 2.51 2.14 2.05 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19 As-a-Service Managed Services Asia Pacific Commercial Sector Contracting Trends ● 4Q19 Combined Market up 2% on strong as-a-service activity in China was offset by softer Managed Services activity. ● For the year, ITO had its best performance since 2014. ● Both SaaS and IaaS grew by over 20% in 2019. Combined Market Quarterly ACV ($B) Asia Pacific Commercial Sector ACV by Service Type ($B) Combined Market ACV 20% 2019 FY As-a-Service ACV 25% 2019 FY 10% 2019 FY Managed Services ACV As-a-Service Market Ratio 69% 2019 FY
  • 9. 9ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 3.9 2.8 1.6 2.3 2.6 3.2 2.7 2.5 2.8 3.3 2.4 3.5 1.0 1.0 1.1 1.2 1.4 1.6 1.6 1.6 1.8 1.7 1.8 1.7 4.9 3.8 2.7 3.5 4.0 4.8 4.3 4.1 4.6 5.0 4.2 5.2 1Q17 2Q17 3Q17 4Q17 1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19 As-a-Service Managed Services 2.9 1.5 2.6 8.0 4.5 1.8 2.0 9.0 5.1 2.0 3.2 8.8 IaaS SaaS BPO ITO 2019 Full Year 2018 Full Year 2017 Full Year EMEA Commercial Sector Contracting Trends ● 4Q19 was a record-setting quarter for Combined Market; only second time ever to surpass $5B in ACV. ● Strongest Managed Services result since 1Q17; UK and DACH both produced $1B fourth quarters. ● Close battle for market share developing between Microsoft Azure and AWS in public cloud infrastructure. Combined Market Quarterly ACV ($B) EMEA Commercial Sector ACV by Service Type ($B) Combined Market ACV 10% 2019 FY As-a-Service ACV 13% 2019 FY 8% 2019 FY Managed Services ACV As-a-Service Market Ratio 37% 2019 FY
  • 10. 10ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 2019 Full Year Growth Global Market 2019 Full Year Business Services Retail & Consumer Packaged Goods Energy Financial Services Healthcare & Pharma Manufacturing Telecom & Media Travel, Transport Leisure $55.7B ACV $9.6B ACV $6.6B ACV $3.4B ACV $11.4B ACV $5.7B ACV $8.1B ACV $5.9B ACV $4.9B ACV Combined Market Managed Services As-a-Service Americas EMEA Asia Pacific Global Commercial Sector Industry Award Trends 14% 14% 19% 20% 4% 25% 4% 24% -2% -18% 20% -18% -4% -13% -24% -12% 22% 43% 18% 16% 17% 1% 80% 8% 20% 59% 26% 39% 12% 31% 64% 13% 7% 14% 29% 18% 1% 10% 20% 10% 21% 8% 2% -1% -5% 15% 8% -2% 14% 7% 3% 0%-4% 0%
  • 11. 4Q19 ISG Index™ ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. Proprietary and Confidential. No part of this document may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval devices or systems, without prior written permission from Information Services Group, Inc. FOURTH QUARTER 2019 Lead Partner – Banking & Financial Services Emerging Trends in Banking & Financial Services Owen Wheatley “There is an incredible amount of transformation going on in the banking business.”
  • 12. 12ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 Banking and Financial Services – Macro Factors Flatlining Revenues Stagnant Revenue Growth Multiple Cost-cutting Cycles Competition Unprecedented Competition Low Switching Costs The Battle for Talent Identifying, Acquiring, & Retaining Talent Is CRUCIAL Data Science, Innovation & Product Development Are Key Differentiators Regulatory Pressures High Levels of Geographically Diverging Regulation Focus on Supervision vs. New Rules Customer Experience Is Key
  • 13. 13ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 Banking and Financial Services – Technology Trends Leveraging Existing Technology Effectively Challenge of integrating systems, monetizing data & maintaining security, To ensure customer centricity Customer Centricity Develop Technology Roadmap to Create “Digital Mesh” Newest Technology Tools Optimizing Data Customer Demands Convenience Protecting Privacy Immediacy Intimacy RPA AI (Artificial Intelligence) Data Analytics Online/Mobile Banking Organizational Change Management Chief Data Officer Mass Personalization
  • 14. 14ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 Banking and Financial Services – Provider Implications Be Creative! Banks want to hear your ideas and thoughts on innovation Build Operate Transfer Proactively Partner With Other Providers End-to-end Platform Solutions Tie Fees to Successful Solutions Vertical Industry Expertise Is Mandatory Solutions Tie to Bank’s Business Challenges Resource, Talent & R&D Capabilities
  • 15. ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. Proprietary and Confidential. No part of this document may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval devices or systems, without prior written permission from Information Services Group, Inc. 4Q19 ISG Index™ Inside Track from Insider Chip Wagner Chief Executive Officer, ISG Automation Automation of knowledge work is going to have a large impact on the overall economy during the next couple of decades
  • 16. 16ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 2022 Explosive Growth in RPA Software Market UI Path Raised $1B Total Valuation $8B Automation Anywhere Raised over $840M Nearly $7B valuation Blue Prism Went public 2016 Market Cap of $1.1B US Future State Expect to see more vertical - and horizontal-specific managed automation services Current State Services revenues are at 3-4X software 2020 2021
  • 17. 17ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 44% Breaking Through the RPA Wall Companies have implemented RPA Companies automated less than 20 processes Automated 50 or more processes 70% 59% 12% Average Utilization of BOTS Is Only AUTOMATION CENTER OF EXCELLENCE An Effective Automation Center of Excellence Defines strategy and operating model, lays the foundation for building and supporting bots and establishes metrics and reporting standards
  • 18. 18ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 Implications: RPA Software and Managed Services Providers ● Be bought by a big software company ● Stay private ● Do an IPO Existing RPA companies can . . . ● Will take whatever is left BPO/ITO Providers . . . ● New to the market, they have resources, customer base and expertise in product introduction ● Can they produce new product and catch up? Yes Big software companies . . . RPA Market
  • 19. 19ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 2019 Summary 2020 Outlook 4Q 2019 ISG Index – Summary and Outlook Combined Market Combined Market had healthy growth; 2% gain in Managed Services; 21% increase in As-a-Service. Managed Services Managed Services achieved highest ever annual results at $27.7B globally, however, we continue to observe variability in contract award activity each quarter. Digital-based ACV grew at 17%, outperforming the overall Broader Market. As-a-Service All three regions reached new highs; IaaS showed inconsistent growth rates. Services Market Forecast Largest service providers are rebalancing strategies; watch to see who will choose digital-led transactions, and who will pursue legacy deal flow. As-a-Service Market Forecast AWS and Microsoft battle for market share supremacy in Europe; watch what will happen as China-based providers and Google Cloud expand beyond their comfort zones. 3.2% FY 2020 23.5% FY 2020
  • 20. 20ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 1. Click the "Listen by Phone“ button. 2. The phone number and passcode will appear, and the web streaming to your computer will be automatically muted. 3. After you dial in, the operator will ask you for your name and company. 4. Now press *1 to be added to the queue. Your Webcast Screen 4Q 19 Global ISG IndexTM Listen by Phone Want to Ask a Question?
  • 21. Thank You ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 21 Like to Learn More? Steven Hall President, ISG EMEA and Partner, ISG Digital Services +44 7384 259676 steven.hall@isg-one.com Chief Executive Officer, ISG Automation +1 214 923 5400 chip.Wagner@isg-one.com Partner, ISG Sourcing Solutions & FutureSource™ Leader +1 512 810 3817 clay.calhoun@isg-one.com Global Leader, Corporate Communications and Brand +1 203 517 3119 will.thoretz@isg-one.com Director, Principal Analyst ISG Research +1 281 795 2636 stanton.jones@isg-one.com Lead Partner – Banking & Financial Services +44 7879 414490 owen.wheatley@isg-one.com Chip Wagner Clay Calhoun Will Thoretz Stanton Jones Owen Wheatley
  • 22. ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. Proprietary and Confidential. No part of this document may be reproduced in any form or by any electronic or mechanical means, including information storage and retrieval devices or systems, without prior written permission from Information Services Group, Inc. FOURTH QUARTER 2019 Appendix 4Q/Full Year 2019 TCV Scorecard TECHNOLOGY PROVIDER STANDOUTS
  • 23. 23ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 the ISG15 Service & Technology Provider Standouts – AMERICAS Our Contracts Knowledgebase™ is used to determine placements based on the annual value of commercial contracts awarded in the past 12 months. The Big 15 The Building 15 The Breakthrough 15 The Booming 15 Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B Managed Services Market Accenture AT&T * Capgemini CBRE Cognizant DXC Technology IBM Global Services Infosys NTT DATA TCS Alight Solutions* Amadeus * Amdocs * Concentrix HCL OptumInsight Tech Mahindra Teleperformance * Wipro Atento Athenahealth* EPAM Systems JLL LTI Mindtree * Mphasis Sutherland * Sykes TTEC Unisys Virtusa WEX * Birlasoft CSG Systems Ensono EXL Persistent Systems* Startek WNS Global Services Zensar Technologies As-a-Service Market Amazon Web Services Google Microsoft Salesforce SAP Adobe Systems Equinix Paychex * ServiceNow SS&C Technologies Workday Autodesk Digital Realty CeridianHCM * CyrusOne Docusign * Flexential Paycom Proofpoint RingCentral * New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
  • 24. 24ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 the ISG15 Service & Technology Provider Standouts – EMEA Our Contracts Knowledgebase™ is used to determine placements based on the annual value of commercial contracts awarded in the past 12 months. The Big 15 The Building 15 The Breakthrough 15 The Booming 15 Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B Managed Services Market Accenture Atos BT Capgemini CBRE Cognizant DXC Technology IBM Global Services Infosys ISS Global A/S TCS Alight Solutions * Amdocs Bechtle Computacenter HCL Orange Business Services SopraSteria Tech Mahindra Teleperformance T-Systems Wipro Alten Altran Asseco * Axians Cancom Fiducia IT AG Finanz Informatik GFI Informatique JLL LTI MITIE Tieto Unisys Webhelp Allgeier SE Comarch Datagroup AG Devoteam EXL * Fastweb * HGS * NNIT A/S QIWI QuEST Global Reply SpA SVA System Vertrieb Alexander GmbH WNS As-a-Service Market Amazon Web Services Google Microsoft SAP Adobe Systems Equinix United Internet VMWare * Autodesk OVH * New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
  • 25. 25ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 the ISG15 Service & Technology Provider Standouts – Asia Pacific Our Contracts Knowledgebase™ is used to determine placements based on the annual value of commercial contracts awarded in the past 12 months. The Big 15 The Building 15 The Breakthrough 15 The Booming 15 Revenues > $10B Revenues $3B-$10B Revenues $1B-$3B Revenues <$1B Managed Services Market Accenture Cognizant DXC Technology Fujitsu Hitachi IBM Global Services Infosys NTT Data TCS Amadeus * Amdocs Genpact HCL ITOCHU Techno-Solutions Nomura Research Institute Sabre Samsung SDS Sodexo Tech Mahindra Telstra TIS Intec Wipro Limited Digital China JLL Mphasis Neusoft * Nihon Unisys NS Solutions SCSK Sutherland transcosmos Unisys 21Vianet Group * Beyondsoft ChinaSoft Fuji Soft PLDT Posco ICT Relia Shinsegae I&C Taiji Computer WNS As-a-Service Market Alibaba Amazon Web Services China Telecom * Google Microsoft Tencent Adobe Systems Equinix Autodesk Digital Realty * PTC Sage Teradata * Atlassian Automation Anywhere * Kingdee Veeva Systems Xero * New to leaderboard in 4Q19 Providers in alphabetical order; no rankings implied. Revenues sourced from D&B and individual company financial fillings.
  • 26. 26ISG Confidential. © 2020 Information Services Group, Inc. All Rights Reserved. 4Q19 4Q/2019 TCV Scorecard The ISG Index has moved to TCV as the primary measure of the broader market. We will continue to provide a high-level TCV view of the market via a scorecard analysis. 4Q19 TCV ($B)* 4Q Year-to-Year Change 2019 Full Year TCV ($B)* Year-to-Year Change Global Commercial Combined Market 33.8 8% 135.5 9% By Type Managed Services 22.4 3% 92.5 6% As-a-Service 11.3 20% 43.1 19% ITO 14.5 9% 66.5 5% BPO 8.0 -6% 26.0 6% IaaS 4.8 8% 20.4 23% SaaS 6.5 31% 22.6 15% By Region Americas Combined 14.8 -13% 62.0 -2% EMEA Combined 15.7 52% 56.0 20% Asia Pacific Combined 3.4 -15% 17.5 24% Scorecard *Contracts with TCV ≥ $25M from the ISG Contracts Knowledgebase™
  • 27. isg-one.com ISG (Information Services Group) (Nasdaq: III) is a leading global technology research and advisory firm. A trusted business partner to more than 700 clients, including more than 70 of the top 100 enterprises in the world, ISG is committed to helping corporations, public sector organizations, and service and technology providers achieve operational excellence and faster growth. The firm specializes in digital transformation services, including automation, cloud and data analytics; sourcing advisory; managed governance and risk services; network carrier services; strategy and operations design; change management; market intelligence and technology research and analysis. Founded in 2006, and based in Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in more than 20 countries—a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data.