Tom Velema, EY’s alliances leader for EMEIA, who was in India recently, told ET that the shift in strategy had been initiated almost a decade ago but got a sharper focus only in the last few years.
“This is an ecosystem play we adopted, which started with a global partnership with SAP. This is also a reflection of the market and embracing the drive to digital,” Velema said.
Over half of the firm’s services in the region are powered by digital platforms, with strategic partnerships like this playing a key role in digital enablement. Such partnerships have helped extend the range of services EY can provide to clients across functions like finance and risk management, in areas like cloud, cyber security and robotics process automation.
Among EY’s biggest partnerships are those with Microsoft and IBM. The EY and Microsoft blockchain solution for content rights and royalty management, launched in FY19, processes 25,000 transactions daily, supporting a wide range of agreements. In India, the firm has worked with another partner, Pegasystems, to create the ‘ePragati’ core platform for the government of Andhra Pradesh to enable delivery of ‘citizen services’.
Sibjyoti Basu, national leader- alliances & ecosystem, EY India, said that alliance partnerships are now deeply integrated into many of the firm’s practices in India, especially within the consulting business. “This is a key growth driver in India and we work with ecosystem partners to see what solution works best for the clients,” he said.
Among the areas where the firm is starting to see more interest are factories of the future, supply chain route automation, and customer experience. The way the market is evolving, with various sectors starting to converge, the need for alliance-based solutions is becoming more pronounced, Basu said.
More than partnerships, however, it is creating solutions based on clients’ needs that is being powered by alliances, said Velema.
For EY, demand in India is coming largely from the government, along with the consumer, insurance and mobility sectors. Last year, the firm had said it would invest $1 billion globally in new tech solutions and the EY ecosystem over the next two years. “We are change agents for the firm and a lot of the new business in the pipeline is going in this direction,” said Velema.
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