New Market Partnership
We work closely with clients to deliver tailored solutions for market entry and team building, ensuring every decision is aligned with their strategic goals. We provide insights and guidance on critical business decisions. From market mapping, talent engagement to identifying the best locations for delivery teams and talent hubs, we provide actionable insights and hands-on support throughout the process.
Once these foundational steps are complete, we manage the entire recruitment lifecycle, ensuring candidates are not only identified but thoroughly qualified and prepared to succeed in their roles.
Telefonica Tech, Spain
Financial Services
Introduction
Telefónica Tech, the digital arm of telecommunications giant Telefónica, is at the forefront of delivering comprehensive digital transformation services, including Data & AI, Business Applications, Cyber Security, Cloud, and Modern Workplace solutions. With a market capitalization of approximately $26.75 billion USD, Telefónica is strategically expanding its technological capabilities and market presence through a series of targeted acquisitions.
This strategic growth is reflected in Telefónica Tech's financial success, with revenues reaching €984 million in the first half of 2024—a robust 11.1% increase compared to the same period in 2023. This performance highlights the company's ability to effectively integrate its acquisitions and deliver a comprehensive portfolio of services across Europe.
Further underscoring its industry leadership, Telefónica Tech has received the prestigious Microsoft Inner Circle award for Business Applications for six consecutive years. Holding all six Microsoft solution designations and ten advanced specializations, Telefónica Tech continues to set the standard for delivering innovative, industry-leading solutions in partnership with Microsoft.
Strategic Acquisitions
- Adatis (October 2021): Telefónica Tech acquired Adatis, a data analytics specialist, to bolster its end-to-end digital transformation offerings.
- CANCOM UK&I (August 2021): The acquisition of CANCOM's UK and Ireland operations, valued at nearly €400 million, led to the formation of Telefónica Tech UK&I, enhancing cloud and cybersecurity services in the region.
- Incremental Group (March 2022): Acquired for up to £175 million (around €209 million), Incremental Group, a leading UK-based Microsoft partner, strengthened Telefónica Tech's capabilities in enterprise applications and data services.
- BE-terna (May 2022): Telefónica Tech purchased BE-terna, a prominent European Microsoft Cloud solutions provider, for up to €350 million. This acquisition expanded Telefónica Tech's footprint into Germany, Austria, Switzerland, the Adriatic region, and the Nordics, positioning it among the top European Microsoft solutions providers.
The Process
In the summer of 2023, I worked exclusively with Telefónica Tech to establish their first-ever Microsoft Dynamics 365 delivery team in Madrid. This pivotal project was designed to support Telefónica Tech’s large Spanish financial services clients, marking a significant milestone for the company.
Within two weeks of receiving the brief, I mapped the entire Microsoft Dynamics 365 market in Madrid and its surrounding areas to gather essential market data. This extensive research involved reviewing over 4,000 LinkedIn profiles and reaching out to more than1,000 relevant candidates. My objective was to identify the top talent across the full Dynamics 365 stack—CE, BC, and FO—and to highlight key senior strategic hires.
After qualifying the best candidates through in-depth technical conversations, I compiled a shortlist of 60 professionals with diverse skill sets. Alongside technical expertise, I assessed each candidate’s career aspirations, industry experience, and personal motivators, as well as their salary expectations, location preferences, and interest in joining Telefonica Tech. This allowed me to align their goals with Telefónica Tech’s mission and ensure a strong cultural fit.
Results
Over the next few weeks, the hiring manager interviewed and subsequently hired 5 initial candidates to form the foundation of their first Dynamics 365 CE team, set to start in January 2024. The team consisted of:
- 2x Functional Consultants
- 1x Technical Consultant
- 1x Presales Consultant (particularly challenging due to a limited talent pool)
- 1x Solution Architect
In addition to Spanish financial services clients, the team is now supporting UK projects as and when needed, showcasing their technical skills and adaptability.
One of the biggest challenges in this project was maintaining candidate interest and commitment, particularly as many were first contacted in June 2023 and required ongoing engagement until their January 2024 start date, all whilst considering Spain’s 15-day statutory notice period.
A key factor in the success of this project was the strong partnership I established with the Microsoft Business Application Practice Lead in Madrid. By working closely together, we streamlined the hiring process, identified the best professionals in the market, and ultimately built a high-performing team. I’m proud to say that all team members are still with Telefónica Tech today, continuing to deliver exceptional results.
This successful project served as the catalyst for the development of a new model designed to assist both Microsoft Partners and end-users in building high-performing delivery teams in new markets. By leveraging insights gained from this experience, the model focuses on streamlining talent acquisition and ensuring the alignment of top-tier professionals with strategic business goals, ultimately enabling clients to enter and thrive in new markets with confidence and efficiency.
Introduction
Telefónica Tech, the digital arm of telecommunications giant Telefónica, is at the forefront of delivering comprehensive digital transformation services, including Data & AI, Business Applications, Cyber Security, Cloud, and Modern Workplace solutions. With a market capitalization of approximately $26.75 billion USD, Telefónica is strategically expanding its technological capabilities and market presence through a series of targeted acquisitions.
This strategic growth is reflected in Telefónica Tech's financial success, with revenues reaching €984 million in the first half of 2024—a robust 11.1% increase compared to the same period in 2023. This performance highlights the company's ability to effectively integrate its acquisitions and deliver a comprehensive portfolio of services across Europe.
Further underscoring its industry leadership, Telefónica Tech has received the prestigious Microsoft Inner Circle award for Business Applications for six consecutive years. Holding all six Microsoft solution designations and ten advanced specializations, Telefónica Tech continues to set the standard for delivering innovative, industry-leading solutions in partnership with Microsoft.
Strategic Acquisitions
- Adatis (October 2021): Telefónica Tech acquired Adatis, a data analytics specialist, to bolster its end-to-end digital transformation offerings.
- CANCOM UK&I (August 2021): The acquisition of CANCOM's UK and Ireland operations, valued at nearly €400 million, led to the formation of Telefónica Tech UK&I, enhancing cloud and cybersecurity services in the region.
- Incremental Group (March 2022): Acquired for up to £175 million (around €209 million), Incremental Group, a leading UK-based Microsoft partner, strengthened Telefónica Tech's capabilities in enterprise applications and data services.
- BE-terna (May 2022): Telefónica Tech purchased BE-terna, a prominent European Microsoft Cloud solutions provider, for up to €350 million. This acquisition expanded Telefónica Tech's footprint into Germany, Austria, Switzerland, the Adriatic region, and the Nordics, positioning it among the top European Microsoft solutions providers.
The Process
In the summer of 2023, I worked exclusively with Telefónica Tech to establish their first-ever Microsoft Dynamics 365 delivery team in Madrid. This pivotal project was designed to support Telefónica Tech’s large Spanish financial services clients, marking a significant milestone for the company.
Within two weeks of receiving the brief, I mapped the entire Microsoft Dynamics 365 market in Madrid and its surrounding areas to gather essential market data. This extensive research involved reviewing over 4,000 LinkedIn profiles and reaching out to more than1,000 relevant candidates. My objective was to identify the top talent across the full Dynamics 365 stack—CE, BC, and FO—and to highlight key senior strategic hires.
After qualifying the best candidates through in-depth technical conversations, I compiled a shortlist of 60 professionals with diverse skill sets. Alongside technical expertise, I assessed each candidate’s career aspirations, industry experience, and personal motivators, as well as their salary expectations, location preferences, and interest in joining Telefonica Tech. This allowed me to align their goals with Telefónica Tech’s mission and ensure a strong cultural fit.
Results
Over the next few weeks, the hiring manager interviewed and subsequently hired 5 initial candidates to form the foundation of their first Dynamics 365 CE team, set to start in January 2024. The team consisted of:
- 2x Functional Consultants
- 1x Technical Consultant
- 1x Presales Consultant (particularly challenging due to a limited talent pool)
- 1x Solution Architect
In addition to Spanish financial services clients, the team is now supporting UK projects as and when needed, showcasing their technical skills and adaptability.
One of the biggest challenges in this project was maintaining candidate interest and commitment, particularly as many were first contacted in June 2023 and required ongoing engagement until their January 2024 start date, all whilst considering Spain’s 15-day statutory notice period.
A key factor in the success of this project was the strong partnership I established with the Microsoft Business Application Practice Lead in Madrid. By working closely together, we streamlined the hiring process, identified the best professionals in the market, and ultimately built a high-performing team. I’m proud to say that all team members are still with Telefónica Tech today, continuing to deliver exceptional results.
This successful project served as the catalyst for the development of a new model designed to assist both Microsoft Partners and end-users in building high-performing delivery teams in new markets. By leveraging insights gained from this experience, the model focuses on streamlining talent acquisition and ensuring the alignment of top-tier professionals with strategic business goals, ultimately enabling clients to enter and thrive in new markets with confidence and efficiency.
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