The Enterprise Network Partner:

Management AND Transformation

Bruce Rowland

Agenda The Managed Services Market Enterprise Customer Benefits Selecting a Vendor Conclusions

Managed Services

Market Scope

Managed Services market undergoing significant growth

Entrants: Network Equipment Providers, Network Service Providers, System Integrators, IT Consultants

Applications hosting

Network monitoring Fault resolution Full network

outsourcing

Enterprise Needs

Dedicated expertise Teams of experts to partner to define and develop a tailored solution that will benefit the business.

Close partnership in solution customization Being kept fully informed during development of a solution to meet evolving business needs before it is integrated into the system.

Flexible and transparent development methodologyGlobal expertise in thousands of large-scale transformation projects, across all industries, in network integration, applications, security and support systems.

End-to-end enterprise services For voice, data and applications enhanced with a complete security solution, building a foundation for the company’s overall security strategy in addition to minimizing security risks.

Outsourcing Benefits Operating expense reduction

– 15% to 20% reduction off baseline – Like-for-like services for less cost

Contractually committed service levels Variable cost structure

– Charges vary with volumes of work– Growth or reduction of service becomes a known cost

Project driven transformations– Creation of efficiency, incremental business value– Examples include IP Transformation, MPLS, mobile applications

Higher level of service within standard ITIL functions Indirect Value

– Access to network technologies expertise– Reduces IT workload – Overhead allocations can be reduced in procurement, HR, Finance– Reduction of business risk associated with network outages

Enterprise NetworkEnterprise structure Scope & Reach

– Remote office– Campus facilities– Home office

Carriers– Voice– Data– Mobility– Nextgen technology

Partners Customers Intruders

Network Outsourcing: Manage, Maintain and Evolve

Network Management & Maintenance– Monitor– Break/fix– Change– Update– Configure – Protect– Acquire

Evolve: Enterprise IT Transformations

VoIP & Unified Communication: network convergence & integrated communication services for enterprise associates enhancing productivity. Business process integration with real-time communication media with unified messaging.

Contact Center Update: integrated customer/client interface and service delivery solution using multiple communication media, intelligent routing and business work flow in a converged network environment.

Enterprise Security Refresh: comprehensive expert assessment of enterprise security implementation and practices. Drives cost-effective, more secure and more manageable design and network implementation.

Wireless Enterprise: expands network support for mobility within enterprise campuses. Resulting in enhanced service continuity, security, manageability and cost structure.

WAN Optimization: MPLS and application acceleration dramatically reduces transport capacity & costs, adds quality of service to communication applications, and lowers transport delay. Facilitates introduction of new end-user services.

Enterprise Partner

Characteristics of the Ideal Partner:– Works directly with the CIO– Manages external IT partners and suppliers– Understands enterprise network technology– Understand enterprise communications– Understand voice and data carriers, both fixed and mobile– Understands carrier equipment and networks of the carriers– Experienced working in a multi-vendor environment– No vested interest in the enterprise’s other expense streams– Experienced in management– Experienced in transformation

One Vendor or Two?

Network Outsourcing Contexts– One vendor for outsourcing,

one for out-tasking• Risk: incomplete integration;

not understanding the needs of the constituency

– Single vendor for outsourcing and network transformation• Those managing a network

day-to-day are in the best position to transform it – and re-integrate it

Enterprise Choice

Network Outsourcing Vendors– IT Consultants and System Integrators• Often strong at IT and Business Processes; lack depth in network equipment,

particularly in the carrier segments

– Network Service Providers• Strong at delivering bandwidth and network connectivity and communication

services; lack depth in equipment and enterprise architectures

– Network Solution & Equipment Providers• Designs, deploys, operates and maintains multi-vendor network equipment• Understands equipment, networks and enterprise and carrier needs, solutions and

directions• Has established strong partnerships with the service providers and system

integrators, both supporting them and working side-by-side

Conclusion

Opportunity for Providers and Enterprises – Large global outsourcing and managed services market opening to

serve enterprise customers– Broad and growing need for enterprise IP transformations– With a single partner to monitor, maintain, plan and transform

their networks and communications, enterprises benefit with strong & secure network, predicable finances, and the ability to focus on their core businesses