Technology Providers

Cavell works with a diverse spectrum of technology providers.

We work with technology providers across a diverse range of sizes and types. Whether you’re a relatively young scale-up or a long-established player, our expertise will fuel your growth.

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We help technology providers by developing both enterprise capabilities and indirect channels.

Our three-dimensional approach provides insights and expertise across channel, enterprise and technology areas. We help vendors like you with both enterprise delivery capabilities and to build stronger relationships with our service provider clients. That’s why global networking powerhouses seek to sponsor our events. It’s the reason challenger brands want our help with market launch activities. And it’s that know-how that brings specialist vendors to us needing hands-on engineering support with enterprise customer projects. In whatever ways you want to develop your business, Cavell’s services are here to take you forward.

Relevant Services

Technology providers will be most interested in the following services.

Research Services

Research Services

Market share, research, analysis and end-user insights, available as standalone reports or on a subscription basis.

Channel Insights

Channel Insights

Discover our database of 84,000 IT and telecoms resellers by company size, vertical segments and country so you can see what your competition are doing.

Strategy Consulting

Strategy Consulting

Bespoke exercises across any and all of our portfolio areas and sector specialisms, built to fit your requirements.

Technology providers normally come to us with one or more of the following requirements.

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Augment Skills and Resources

We have deep expertise and experience in our core practice areas so we are in a unique position to help our vendor clients when they have either skill or staff shortages. You may require specialist temporary engineering support for a time-limited project or require territory-specific resources on a recurring basis without having to employ them directly. Whatever your motivation, we augment your own personnel with our broad and diverse skillsets.

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Enhance Delivery Capabilities

Gearing up for post-sales delivery is often challenging, especially when you are targeting new customers or markets. We provide technical training and channel enablement services to help build the direct and indirect delivery capabilities you need. Our technical teams can support you with anything from enterprise rollouts to POC builds to remote monitoring services. We deliver these both directly to vendors themselves and to their channels.

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Develop Service Provider Relationships

Our SP clients are also your target customers, so sponsoring and speaking at our events is an ideal way to maintain or raise your profile in the market. We add value to your marketing and channel teams by aligning tech trends with market forces and enterprise research to provide a 360-degree view of the forces shaping your future. By doing so, you enable your SP channels to be more successful in their own go-to-market efforts.

Uniques insights to inform your strategy.

Our technology vendor customers tell us that we say things that others in our industry don’t. We’re proud of that. Our aim is always to get underneath the numbers and raw data to give you our expert views on what you should and should not do, forming an integral part of both your strategic planning and tactical execution work. We even support local marketing teams with campaigns to increase accreditation levels so you can build your bases of certified people in each region.

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Powerful Outcomes

The actions we recommend deliver powerful outcomes for your business. We also provide hands-on expertise to ensure successful outcomes and deliver tangible results that advance your position in the marketplace.


Accelerate Revenue Generation

Time to market and time to revenue are key metrics for service providers. The faster a product is generally available in the market and generating revenue, the better. We are experts in helping to accelerate this process and aim both to reduce the impact of factors that can cause delay and speed up other activities, so you get to revenue more quickly.

We combine several or all of the following methods into a customised plan to get new services to market and generate revenues faster, thus improving both your top and bottom lines.

  • Better product concept definition
  • Closer alignment with customer needs
  • Building and augmenting delivery capabilities
  • Customised go-to-market planning
  • Price/performance benchmarking
  • Training for sales and presales
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Channel & Sales Enablement

All our service provider customers have sales teams and almost all of them have indirect channels to market in place. Many operate on an international scale. It is a major challenge for most players in our industry to keep their sales teams up-to-speed with current developments and enterprise buying behaviour. Likewise, powering up new channels in new territories is critical for success.

With proper training, delivered around the world by experienced education professionals, we will help you to ensure that both your direct and indirect sales efforts are a success. After all, even if you have great products, you still need a great channel to market to beat your competition.

We develop channels to market and sales capabilities with initiatives including:

  • Channel accreditation schemes
  • Marketing campaigns for certification
  • Country market launch training
  • Channel onboarding and education
  • Sales training for sales teams
  • Consultation training for tech teams
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Maximise Market Opportunities

One of the things we all love about technology is that it’s always changing. That brings its own challenges and it can be tough to remain relevant in a shifting market landscape. We want to help you maximise the opportunities available to you in the market. That means we need to give you robust analysis and profound insights into all the trends that affect you.

We help our clients to understand six key elements in the market.

  • The size and maturity of different territories
  • Market share by key vendors and service providers
  • Enterprise buying behaviour and motivations
  • Technology trends and product developments
  • Regulatory forces and their practical impacts
  • Business model and commercial changes

If it’s happening in one of our primary practice areas, we’ll be fully versed on its consequences and how you should react. This will allow you both to avoid obsolescence and to move faster than your peers in taking advantage of new opportunities.

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New Product Introduction

Over the last three decades, the Cavell team has not only seen a lot of change in the internet industry, we’ve driven it. Therefore, we are seasoned NPI professionals. If you’d like to capitalise on a new market opportunity, we can help you to get there more quickly. We can even do this in different countries with multi-lingual training support.

Our New Product Introduction work includes:

  • Concept definition and business case
  • Pricing and margin analyses
  • Service definition and MVP buildout
  • Design and implementation
  • Legacy migration and integration
  • Sales and technical training

You may need help with just one of these areas or perhaps you’d prefer a managed service that covers them all. Wherever you need our input, we’ll help ensure that you launch new services properly.

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Return on Investment

For a service provider, gaining a significant return on any investments (RoI) you make is an essential component in being successful in tech. We look at RoI through all three of these client lenses so that whatever your investment, we will protect and maximise it.

We help both with RoI definition and realisation:

  • Return on Investment modelling
  • Defining CapEx and OpEx costs
  • Buy versus build comparisons
  • Technology and vendor selection
  • Identifying acquisition targets
  • Commercial and Technical DD

We want to help the players in our industry to survive and thrive. That’s why we have consulting and due diligence services that help with all areas of RoI considerations. After all, a strong market that succeeds in bold investments is in all our interests!

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