the analyst’s corner


This is reflected in the model, where lower-cost producers are still smaller. Interestingly, some offshore producers have been rated in the middle band for TCO rather than the lower band because of the increased effort required of the customer for supplier management.


l Customer advocacy can be fickle. We’ve already had some interesting discussions about the performance ratings. This is not just a function of financial performance and growth, but of delivery performance and customer advocacy. While everyone wants happy customers, it’s no surprise this is tough to maintain at scale, especially given the ‘personal’ nature of a bespoke service.


Overall, it is not unusual to see corporate organisations work with multiple vendors in the model. While you might expect them to be similar, ie placed in the same area of the 9-Grid, this is not usually the case. If a corporate works with multiple vendors, it tends to choose them for different reasons, and hence they are often placed in very different sectors of the model. One vendor might be considered a safe pair of hands, able to deliver consistently and to scale for higher volume needs. Another might be more niche, with a higher level of creativity or


Elearnity 9-grid


Tata Kineo Potential leader NIIT


Upside Learning


Commelius Potential challenger Core challenger Unicorn Saffron Limited option Solid performer Performance


flexibility, or inside knowledge of the company. Companies have different needs and will often choose different partners to fulfil them.


David Wilson is managing director at Elearnity @dwil23


Strong performer July 2013 Core leader Lower Line Strategic challenger Strategic leader


Kallidus Mind Click Walkgrove


Lumesse Acteon Brightwave Intuition


Epic


Presence Higher Mid


Lower


Total cost of ownership Higher Mid


E-learning Company of the Year epiclearninggroup.com/rl6


Real life, real learning


Epic helps QVC achieve measurable increase in security awareness


Potential


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