The 3Ps of Managed Network Services

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Choosing a Managed Network Services Provider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hen e:al;ating(t<ese( E0/=2(*)7 2455F,*(2B <= C*2* -,(-472)=-*2; -4207*(2 -)= *=P0D 7)=D 0@ C* 8*=*@,2 0@ 2-)F* t=#es(o>(ser:i1es,(&;siness( ,= 5(,-*; 5(0-*22 )=E 5*(@0(7)=-* ,= (*4(= @0( 1;stomers(s<o;ld(1onsider( F)(+*; F0=+6*(7 -0=()-2 Q@,G*65F42 D*)(2RB HC* t<e(&readt<(and(de#t<(o>( F)(+*2 0@ 04204(-,=+ -4207*(2 -)= ,=@F4*=-* C* t<e(sol;tions((#ort>olio),( -C0,-* 0@ E0/=2(*)7 2455F,*(2; 84 27)FF*( t<e(eB#ertise(and( 04204(-,=+ -4207*(2 D5,-)FFD -)==0B,, 1ommitment(o>(Ce=(>B K75F0D,=+ ) 5(,7)(D 5(0G,E*(; /C,-C 5(0G,E*2 5)( #artners,(and(t<e(eBtent( 0@ C* 20F4,0= E,(*-FD; )=E /0(12 /,C 0C*( t<at(t<e(#artners(;tilize( 2455F,*(2 0 5(0G,E* C* *F*7*=2 , E0*2 =0 standard(#ro1esses(and( E,(*-FD 0@@*(B HD5,-)F -0=()- F*=+C @0( C*2* s=stems(to(s;##ort(t<e( 2*(G,-*2 ,2 C(** D*)(2B <@ C,2 D5* 0@ 20F4,0= ,2 -C02*=; C*(* )(* /0 *=E2 0@ ) 25*-(47 0@ 1;stomerEE(>rom(t<e(da=(a( 5022,8F* )(()=+*7*=2 8*/**= C* 5(,7)(D design(is(dra>ted(t<ro;g<( 5(0G,E*( )=E ,2 2455F,*( 5)(=*(Q2RJ all(stages(o>(t<e(li>e1=1le,( in1l;ding(ongoing( )B K=,(*FD )E6C0-B HC* 5(,7)(D 5(0G,E*( =*+0,)*2 /,C )=E /0(12 5)(=*(2 0= )2 )26 #er>orman1e(monitoring,( =**E*E 8)2,2B HC*(* )(* @*/ ,@ )=D 2)=E)(E 1<ange(management(and( 0@@*(2; 5(,-*2; ,=*(@)-*2; 5(0-*22*2 0( billing.,( 5*(@0(7)=-* 7*(,-2B 8B S(*6-0=@,+4(*E 5)(=*(2C,5B HC* 5(,7)(D 5(0G,E*( )=E ,2 5)(=*(2 C)G* ,E*=,@,*E )(*)2 0@ 744)F ,=*(*2; )=E C)G* E*G*F05*E 2)=E)(E,L*E 0@@*(2; 5(,-*2; 5(0-*22*2 )=E 5*(@0(7)=-*B T,1* C* 04204(-,=+ )(()=+*7*= E*2-(,8*E )80G*; -4207*(2 -)= 8*=*@, @(07 C* 2-)F* 24-C 5)(=*(2C,52 5(0G,E*B " #$$% &()*+,- .*/0(12 3(045 6 # 6 &*5*78*( 9:; #$$% WP091026 10/09

U,20(,-)FFD; 0=FD C* F)(+*2 0(+)=,L),0=2 C)G* 8**= )8F* 0 )@@0(E 0 42* C* 2*(G,-*2 0@ 04204(-*(2 24-C )2 I&I; US6KV&; 0( <WX 3F08)F &*(G,-*2B Y(+)=,L),0=2 C) C)G* 24--*22@4FFD *75F0D*E ) 8*260@68(**E )55(0)-C C)G* )F20 C)E @),(FD E**5 @,=)=-,)F 50-1*2Z ,= )EE,,0=; C*D C)G* )F20 C)E 2,+=,@,-)= <H[=*/0(1 *M5*(,2* 0= 2)@@ )=E[0( 0= (*),=*(B KG*= 8*@0(* C* -4((*= *-0=07,- (*-*22,0= C,; 702 AB&B68)2*E 0(+)=,L),0=2 E,E =0 C)G* C* size,&financial&resources,&or&expertise&to&use&either&of&these&approaches,&and&they&likely&won’t&@0( C* @0(*2**)8F* @44(*B This&is&certainly&the&case&for&companies&that&aren’t&on&the&Fortune&9$$$B,,, X,E62,L*E 842,=*22*2 )(* @4FFD )/)(* C) C*,( =*/0(16(*F)*E ,=@()2(4-4(* ,2 )+,=+ )=E =**E2 0 8* 45E)*EB O=E 7)=D C)G* )*75*E 0 E0 C,2 0= C*,( 0/=; 84 @,=E C) =*/ =*/0(16(*F)*E *-C=0F0+D ,2 -0=2,E*()8FD 70(* -075F*M C)= F*+)-D *-C=0F0+D; )=E (*4,(*2 70(* 5F)==,=+; 70=*D; *M5*(,2* )=E[0( 0=+0,=+ )*=,0= C)= C*D )(* )8F* 0 E*G0*B,G Since&it’s&not&possible&to&forestall&updating&network&infrastructure&indefinitely,&the&third&)55(0)-C > *75F0D,=+ ) 5(,7)(D 7)=)+*E 2*(G,-*2 5(0G,E*( )=E ,2 5)(=*(2; 0@*= ,2 C*,( 702 (*)F,2,- )F*(=),G*BG ]0( C*2* -4207*(2; ) 2(0=+ 7)=)+*E 2*(G,-*2 5)(=*(2C,5 ,2 0=* C) C) 0@@*(2 5(*6-0=@,+4(*E 5(0E4-2 )=E 2)=E)(E,L*E E*2,+=; ,=2)FF),0= )=E 0=+0,=+ 5*(@0(7)=-* 7)=)+*7*= 5(0-*22*2B < )F20 5(0G,E*2 -4207*(2 /,C C* 8*=*@,2 0@ )--*22 0 E**5 248P*- 7)*( *M5*(,2*; )=E C* )8,F,D 0 ()5,EFD ,75F*7*= =*/ *-C=0F0+D; D5,-)FFD 0= ) 74-C 70(* -026*@@*-,G* 8)2,2 C)= 702 -)= 0C*(/,2* )-C,*G*B Essential Evaluation Criteria for Managed Network ServicesWhether&it’s&BT6US; OH^H6<WX 0( 0C*(2; (*+)(EF*22 0@ -075)=D 2,L*; 5)(=*(2C,52 )(* C* 0=FD /)D @0( *G*= C*2* G*(D F)(+* 2455F,*(2 0 5(0G,E* C* 8(*)EC )=E E*5C 0@ *M5*(,2* 0 2*FF )=E 24550( ) -0=2)=FD *G0FG,=+; -075(*C*=2,G* 50(@0F,0 0@ =*/0(1 )=E =*/0(16(*F)*E <H 2*(G,-*2BG, W42,=*22 -4207*(2 /C0 )(* -0=2,E*(,=+ 42,=+ C,2 )55(0)-C 2C04FE ,=,,)FFD *G)F4)* C*2* 0@@*(2 8)2*E 0= C* -(,*(,) 0@ S0(@0F,0; S)(=*(2 )=E S(0-*22*2B PortfolioIdentify&your&company’s&near6*(7 )=E F0=+6*(7 =*/0(16(*F)*E C)(E/)(*; 20@/)(* )=E 2*(G,-*2 (*4,(*7*=2B HC*2* D5,-)FFD 8*+,= /,C C* E*2,+=; ,=2)FF),0= )=E 0=+0,=+ 7)=)+*7*= 0@J " #$$% &()*+,- .*/0(12 3(045 6 > 6 &*5*78*( 9:; #$$% WP091026 10/09

9B .*/0(16(*F)*E C)(E/)(* )=E 20@/)(* F,1* C482; (04*(2; 2/,-C*2; <S SW`2; <S6HVX +)*/)D2; 20@ -F,*=2 )=E <S 5C0=*2; <S68)2*E !anaged (ervices -0FF)80(),0= 00F2 24-C )2 <=2)= X*22)+,=+; !Musts’ )4E,0; N*8 )=E G,E*0-0=@*(*=-,=+; )=E *7*(+,=+ -)5)8,F,,*2 C) E*5*=E 0= A=,@,*E Do your homework8(Sin1e(t<e( I0774=,-),0=2; 24-C )2 5(*2*=-*B s<ortage(o>(eB#ert(sta>>(is(one(#B HC*D @(*4*=FD *M*=E 0 -)((,*(68)2*E 2*(G,-*2; reason(man=(1om#anies(t;rn( ,=-F4E,=+J to(managed(ser:i1es,(asC( #ros#e1ti:e(#ro:iders(a&o;t( )B <S68)2*E 2*(G,-*2 @(07 -)((,*(2B HC*2* retention,(training(and(ten;re( ,=-F4E* <=*(=*; XST&; )=E KC*(=*; )=E =*/0(168)2*E &<S H(4=1,=+; 7)=)+*E aY<S o>(em#lo=ees(in(Ce=(line((:s8( )=E U02*E aY<S 2*(G,-*2B sta>>(or(management)( >;n1tions8(( 8B T*+)-D E)) 2*(G,-*2B KM)75F*2 ,=-F4E* OHX )=E ]b; )=E F*+)-D -*=(*M; F0-)F; 04804=E 6now who you are dealing )=E ,=804=E F0=+ E,2)=-* )=E 0FF @(** G0,-* with8(I>(t<ese(are(strong,(longE 2*(G,-*2B term(relations<i#s,(t<ere(is(>B O=-,FF)(D -)5)8,F,,*2; /C,-C 0(+)=,L),0=2 )F20 e:er=(reason(>or(t<e(#rimar=( F001 0 C*2* 5)(,*2 0 5(0G,E*; 24-C )2J #ro:ider(to(dis1lose(t<e(identit=( and(nat;re(o>(all(t<e(#artners(it( )B .*/0(1 2*-4(,D 2*(G,-*2; 24-C )2 )=,G,(42; 7orCs(7it<(in(deli:ering(t<e( )=,625)7; )=,625D/)(* @,F*(2; C02*E 0( ser:i1es(and(s;##ort(=o;(are( 7)=)+*E @,(*/)FF2; ,=(42,0= E**-,0= )=E #a=ing(>or8(( 5(*G*=,0=; V0& E*@*=2*; )=E (*F)*E 2*(G,-*2; 24-C )2 ,E*=,@D )=E )4C*=,-),0= 9heck references 7)=)+*7*=; )=E 2*-4(,D -075F,)=-* )=E +0G*(=)=-* 5(0+()72B thoroughly8(MaCe(s;re(t<e( #ro:ider(s)(s;##l=(:er=(rele:ant( 8B U02,=+ 2*(G,-*2; 24-C )2 N*8; *67),F; )=E *6 and(re1ent(1;stomer( -077*(-* C02,=+Z )=E C02,=+ 0( re>eren1es8(Hor(instan1e,(to( -0FF0-),0= @)-,F,,*2 0 C042* )=E 7)=)+* ga;ge(da=E1(and(da=E2( -4207*( KbS; IbX )=E 842,=*22 -0=,=4,D #ro:ider(#er>orman1e(<istor=,( ,=,,),G*2B t<e(managed(net7orCs(o>( -B K7*(+,=+ <H -)5)8,F,,*2 C) (*4,(* re>eren1e(1;stomers(s<o;ld(&e( *M*=2,G* =*/0(1 (*204(-*2B O70=+ 0C*(2; in(o#eration(>or(no(more(t<an( C*2* -)= ,=-F4E* &))&68)2*E 0@@*(2; 18(mont<s8(AsC(re>eren1es( G,(4)F,L),0=; 4,F,D -0754,=+; )=E @,M*E6 a&o;t(t<eir(eB#erien1e(7it<( 708,F* 2*(G,-*2B es1alations(on(&ot<( installations(and(da=E2( tro;&les8 " #$$% &()*+,- .*/0(12 3(045 6 _ 6 &*5*78*( 9:; #$$% WP091026 10/09

PartnersKG)F4)* C* *M5*(,2* )=E 2(*=+C 0@ C* 7)P0( 2455F,*(2 /0(1,=+ 0+*C*( 0 5(0G,E* 7)=)+*E 2*(G,-*2 0 D04( -075)=DB ]0( =*/0(16(*F)*E 2*(G,-*2; C,2 -)= ,=-F4E*J 9B NO. 2*(G,-*2B In&the&case&of&domestic&legacy&and&IP&carrier&services,&it’s&hard&to&argue&with& C* *M5*(,2* )=E =*/0(1 2*(G,-*2 2-05* C) @)-,F,,*268)2*E 5(0G,E*(2 )=E 7)=)+*E 2*(G,-*2 25*-,)F,22 C)G* 0 0@@*(B #B a0,-* )=E E)) ISK )=E 20@/)(*B <= )EE,,0= 0 84=EF,=+ =*/0(16(*F)*E C)(E/)(* )=E 20@/)(* /,C NO. 2*(G,-*2; 2*G*()F 0@ C*2* 5(0G,E*(2; 24-C )2 OH^H; d/*2 )=E a*(,L0= W42,=*22; )F20 C)G* F)(+*; 2)=E6)F0=* *4,57*= 842,=*22*2 C) C)G* 8**= ,= 05*(),0= @0( E*-)E*2BG,, V*5*=E,=+ 0= C* 5)(,-4F)( 5)(=*(2C,5; C*2* 842,=*22*2 7)D 5F)D ) 7)P0( 0( 7,=0( (0F* ,= C* =*/ =*/0(16(*F)*E ,=@()2(4-4(*B <= ,=2)=-*2 ,= /C,-C 5)(=*(2 /,FF 5F)D ) 7)P0( 0( E07,=)= (0F*; 842,=*22 -4207*(2 2C04FE 25*=E -0=2,E*()8F* ,7* )=E energy&validating&the&extent&of&partners’&relevant&competencies.& >B O=-,FF)(D 2*(G,-*2B &*G*()F =*/0(1 )=E 7)=)+*E6=*/0(1 5(0G,E*(2 )F20 2*FF C*,( 0/= C02,=+ 2*(G,-*2 @0( 5054F)( )55F,-),0=2 F,1* N*8 )=E *67),F C02,=+; )=E 0@@*( C*,( C)(E*=*E; 2*-4(* 2,*2 @0( 0C*( -4207*( C02,=+ )55F,-),0=2B X)=D 0@ C*2* 2)7* 5(0G,E*(2 )F20 E,(*-FD 0@@*( C*,( 0/= 7)=)+*E 2*-4(,D 2*(G,-*2 Q24-C )2 OH^H )=E &)GG,2R; have&acquired&security&specialists&(such&as&Gerizon&Business’&200J&acquisition&of&Cybertrust),& 0( 5)(=*( /,C -075)=,*2 /,C deep&security&expertise,&(such&as&Mwest’s&mid6#$$% )==04=-*7*= 0 2*FF )=E 24550( 2*F*- <WX 7)=)+*E 2*-4(,D 2*(G,-*2RB It’s&also&fairly& -0770= @0( F)(+* -)((,*(2 0( 7)=)+*E 2*(G,-* 5(0G,E*(2 0 C)G* -F02* /0(1,=+ (*F),0=2C,52 /,C ,=E42(D F*)E*(2 Q24-C )2 OG)D); I,2-0; <WX )=E X,-(020@R 0 2*FF C*,( (04*(2; <S *F*5C0=D )=E 4=,@,*E -0774=,-),0=2 5(0E4-2 0 *=*(5(,2*2B _B b*+4F)0(D -075F,)=-*B V*5*=E,=+ 0= C* ,=E42(D 0( )55F,-),0=; 5)(=*( -*(,@,-),0= /,C ,750()= (*+4F)0(D )=E ,=E42(D 2)=E)(E2 7)D 8* )= ,750()= -0=2,E*(),0= Q&)(8)=*26 YMF*D; &O& :$6HD5* <<; SI<6V&&; U<SOO; *-BRB cB ]44(* E,(*-,0=B H/0 (*-*= *M)75F*2 0@ 74F,65(0G,E*( (*F),0=2C,52 0 2*FF )=E 24550( ISK 5*(@0(7)=-* 70=,0(,=+ )=E (048F* (*20F4,0= 2*(G,-*2 0 7,E67)(1*2 842,=*22 -4207*(2 )(*J )B HC* <WX6Mwest&partnership,&in&which&Mwest&sells&IBM’s&ERMIS&infrastructu(* )=E )55F,-),0=2 7)=)+*7*= 5F)@0(7 0 ,2 842,=*22 2*(G,-*2 -4207*(2BG,,, 8B Gerizon&Business’&cloud6based&Asset&Assurance&service&(which&uses&CA’s&Infrastructure& X)=)+*(R; ,= /C,-C a*(,L0= 5(0G,E*2 7)=)+*E =*/0(1 ,=@()2(4-4(* 2*(G,-*2 )2 ) &))&68)2*E 0@@*(B,M AI )=E 74F,7*E,) 2*(G,-*2 ),7*E ) 7,E62,L*E 842,=*22 -4207*(2 )(* P42 *7*(+,=+B -B &,=-* C,2 2*+7*= 0@ C* 7)(1* (*5(*2*=2 50*=,)FFD 8,FF,0=2 0@ E0FF)(2 ,= (*G*=4*2 0 IT&and&network&vendors,&it’s&reasonable&to&expect&that&a&number&of&proviE*( 5)(=*(2C,52 /,FF *7*(+* /,C =*/ 0@@*(2 ,= #$9$ )=E 8*D0=EB " #$$% &()*+,- .*/0(12 3(045 6 c 6 &*5*78*( 9:; #$$% WP091026 10/09

ProcessesI)(*@4FFD )22*22 C* 2)=E)(E /0(1@F0/2; 2D2*72 )=E 00F2 C* 5)(=*(2C,5 4,F,L*2B O ) C,+C F*G*F; @0( “E)D 9” 5(0-*22*2 C,2 ,=-F4E*2 C* 5(*2)F*2 )=E 2)F*2; E*2,+=; 0(E*(,=+; )=E ,=2)FF),0= 5(0-*22*2Z 0= “E)D #;” , ,=-F4E*2 0=+0,=+ 5*(@0(7)=-*; 70=,0(,=+; 5(0)-,G* 7)=)+*7*=; (*5),(; 45+()E* )=E -C)=+* 7)=)+*7*=; )=E 8,FF,=+B HC*2* 2)=E)(E 5(0-*22*2 2C04FE *M*=EJ 9B ],(2 )=E @0(*702; 0 C* 5)(=*(2 C*72*FG*2B <E*)FFD; C*2* )(* P0,=FD E*G*F05*E; 2C)(*E 5(0-*22*2 QG2B 0=*60@@2 -4207,L*E @0( *)-C 842,=*22 -4207*(R C) @*)4(* (*5*))8F* 0@@*(2 C) 42* ) -0770= 2*(G,-* -))F0+ )=E *680=E,=+ 5(0-*22 C) *=-075)22 80C C* E)D69 )=E E)D6# *F*7*=2 F,2*E )80G*B K)-C 5artner’s&actions&and&responsibilities&in&day69 )=E E)D6# )-,G,,*2 )(* -F*)(FD E*F,=*)*E )=E (*C*)(2*EB Y=+0,=+ P0,= 2()*+D )=E +0G*(=)=-* 2C04FE )F20 8* /*FF6E*@,=*EZ @0( ,=2)=-*; C* US6WH OFF,)=-* ,2 0G*(2**= 8D ) f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reparing to Issue RFIs and RFPsNC*=*G*( 842,=*22*2 -0=*75F)* 7)1,=+ 2,+=,@,-)= -C)=+*2 0 C*,( 05*(),0=2; 24-C )2 70G,=+ 0 ) 7)=)+*E 2*(G,-*2 *=G,(0=7*=; )FC04+C , 7,+C 2**7 -04=*(,=4,,G*; , ,2 0@*= 702 *@@,-,*= 0 8(*)1 C* 2455F,*( *G)F4),0= 5(0-*22 ,=0 /0 E,2,=- 5C)2*2J 9B V*G*F05 )=E ,224* ) b*4*2 @0( <=@0(7),0= Qb]<R; /C,-C -4FF2 2455F,*(2 C) 7** ,750()= @,(260(E*( -(,*(,) QS0(@0F,06S)(=*(6S(0-*22R @(07 C02* /C,-C don’t. OF20 7)1* 24(* C*(* ,2 ) +00E -4F4()F @, 8*/**= C* 5(025*-,G* 5)(=*(2C,5 )=E D04( -075)=DB X)=D 7,E62,L*E -075)=,*2 -075F),= C) G*(D F)(+* <H )=E =*/0(1 2455F,*(2 ,+=0(* C*,( =**E2 0=-* ) -0=()- C)2 8**= 2,+=*E; 0( (D 0 @0(-*6@, C*7 ,=0 0@@*(2 C) )(* 7*)= @0( F)(+*( 842,=*22 42*(2B There’s&no&point&in&getting&serious&about&a&supplier&that&doesn’t& (*) D04( -075)=D /,C C* ,7* )=E (*25*- , E*2*(G*2B " #$$% &()*+,- .*/0(12 3(045 6 e 6 &*5*78*( 9:; #$$% WP091026 10/09

#B A2* )= b]S 0 *G)F4)* )=E 4F,7)*FD 2*F*- C* 8*2 0@ C* 2455F,*(2 /C0 24--*22@4FFD 7)E* , C(04+C C* b]< 5(0-*22 0= 2*-0=E60(E*( -(,*(,)B &4-C -(,*(,) 7)D ,=-F4E*J <75F*7*=),0= )=E 7,+(),0= 5F)=2 0 C* =*/ 5(0G,E*(; 7,+(),0= 5F)=2 )=E 24550( 0@@ C* =*/ 5(0G,E*( ,= C* *G*= 0@ )= 4=24,)8F* 7)-C; *=+)+*7*= 2)@@,=+ 50F,-,*2; -4207*( 24550(; (*50(,=+ (*4,(*7*=2; E,2502)F 0@ *M,2,=+ =*/0(16(*F)*E )22*2; 5(,-*; )=E 5)(,-4F)( <H625*-,@,- -0=-*(=2; 24-C )2 C* @4=-,0=)F,D C* ,=*(@)-*2 8*/**= =*/0(1 (*204(-*2 )=E -0=)- -*=*([IbX @4=-,0=)F,DB I075)=,*2 /C,-C )(* -0=2,E*(,=+ 42,=+ b]<2 )=E b]S2 0 2*F*- C* 8*2 7)=)+*E 2*(G,-*2 20F4,0= -F*)(FD 742 E0 ) +(*) E*)F 0@ C07*/0(1B O 8)(* 7,=,747; C,2 2C04FE ,=-F4E*J 9B <E*=,@,-),0= 0@ C* 2-05* 0@ =*)( *(7 ,=@()2(4-4(* )=E 5(0-*22*2 0 8* 2455F,*E 8D ) 5(025*-,G* C,(E 5)(D; )=E -0=2,E*( )=-,FF)(D @4=-,0=)F,D )=E C* F0=+*( *(7; 2()*+,- ()7,@,-),0=2 0@ 70G,=+ ,= C,2 E,(*-,0=B #B O -075F** ,=G*=0(D 0@ )55F,-)8F* C)(E/)(*; 20@/)(* )=E -)((,*( 2*(G,-*2B >B O= *78()-* 0@ -*=()F,L),0=B <@ D04( -075)=D F)-12 -*=()F,L*E =*/0(1 5F)==,=+; 204(-,=+ )=E 0=+0,=+ 5(0-*22 7)=)+*7*=; , /,FF 702 -*(),=FD C)G* )FF 0@ C*2* ,@ , 70G*2 0 42,=+ 7)=)+*E =*/0(1 2*(G,-*2B I075)=,*2 C) )F(*)ED C)G* -*=()F,L*E )FF 0@ C*2* 5(0-*22*2 /,FF @)-* -0=2,E*()8FD F*22 -4F4(* 2C0-1 C)= C02* /C,-C C)G*=’t. <= @)-; 80C -*=()F,L*E 5F)==,=+ )=E 204(-,=+ )(* *22*=,)F 0 C* *G)F4),0=; =*+0,),0=2; ,75F*7*=),0= )=E 0=+0,=+ 7)=)+*E 2*(G,-*2 F,@* -D-F* 7)=)+*7*= 5(0-*22*2B I075)=,*2 C) F)-1 C*2* /0 5(*(*4,2,*2 =0/ 1=0/ *M)-FD /C*(* C*D 2C04FE 8*+,=B Summary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

About Strategic Networks Group:>## X)=)** OG*=4* N*8; &4,* 9%9 W()E*=0=; ]F0(,E) >_#$%6>__9 Y@@,-*J Q%_9R c>%6ee:$ 666>tr,t#2i916>9o? O2 842,=*22*2 8*-07* ,=-(*)2,=+FD (*F,)= 0= *F*-0774=,-),0=2 )=E <H 2*(G,-*2; &()*+,- .*/0(12 3(045 /0(12 -F02*FD /,C 842,=*22 -4207*(2 0 05,7,L* F)=EF,=* )=E /,(*F*22 *F*-07 F,@*-D-F* )-,G,,*2; ,=-F4E,=+ )(-C,*-4(*; 204(-,=+; =*+0,),0=2; )=E 5*(@0(7)=-* 7)=)+*7*=B HC* -075)=D )F20 2*(G*2 )2 )= )EG,20( 0 *F*-07 )=E <H 2*(G,-* 5(0G,E*(2; 5(0G,E,=+ C*7 /,C 4=,4* ,=2,+C2 +),=*E @(07 /0(1,=+ /,C 842,=*22 -4207*(2 0= ) E),FD 8)2,2 @0( 70(* C)= 9c D*)(2B About Lisa Pierce-<i#r9#@tr,t#2i916>9o? T,2) S,*(-* ,2 C* @04=E*( 0@ &()*+,- .*/0(12 3(045B &C* ,2 )= *M5*( 0= *7*(+,=+ 842,=*22 =*/0(1 -F)22 2*(G,-*2; ,=-F4E,=+ AI[aY<S; XST&; KC*(=*; )=E _3B O @(*4*= 25*)1*( )=E 7*E,) -077*=)0(; 2C* C)2 )4C0(*E )=E 548F,2C*E 70(* C)= g$$ (*50(2B U*( 5(0@*22,0=)F 8)-1+(04=E ,=-F4E*2 9$ D*)(2 )2 a,-* S(*2,E*= 0@ H*F*-0774=,-),0=2 b*2*)(-C ) ]0((*2*( b*2*)(-C; @04( D*)(2 ,= *F*-0774=,-),0=2 5(00-0F -0=24F,=+ )=E (),=,=+ ) H*F*-0774=,-),0=2 b*2*)(-C O220-,)*2; )=E =,=* D*)(2 ) OH^H ,= =*/ 842,=*22 2*(G,-*2 5(0E4- E*G*F057*=; 7)=)+*7*=; (*2*)(-C )=E @0(*-)2,=+B " #$$% &()*+,- .*/0(12 3(045 6 g 6 &*5*78*( 9:; #$$% WP091026 10/09

Notes, Links and BibliographyEnd Notes , Source:&Uavis,&Jessica.&“Recession&Boosts&Managed&Services&Sales”,&T<e(C<annel(Insider; O4+42 9#; #$$%B ,, Currently,&outsourcers&like&those&named&typically&consider&Wsmall”&multi6D*)( 04204(-,=+ -0=()-2 ,= /C,-C C*D E,(*-FD -0=()- /,C )=E ,=*(@)-* 0 C* 842,=*22 -4207*( 0 8* /0(C ) 7,=,747 -0=()- G)F4* 0@ at(least h>$ 7,FF,0=B ,,, H0 5(0G,E* C* (*)E*( /,C 207* 5*(25*-,G*; )--0(E,=+ 0 C* #$$% *E,,0= 0@ C* ]0(4=* 9$$$ T,2; ,= ]i #$$g =478*( c$$; T*++ X)20=; (*50(*E +(022 (*G*=4*2 0@ h_Be 8,FF,0= )=E =478*( 9$$$; I)(**( KE4-),0=; (*50(*E +(022 (*G*=4*2 0@ h9B: 8,FF,0=B ,G KG*= ,= C* -4((*=FD E,27)F *-0=07,- -F,7)*; 207* =*/0(16(*F)*E P082 )(* ,= 24-C E*7)=E C) 2)F)(,*2 )(* increasing.&According&to&Bluewolf’s&IT&Salary&G4,E* #$$%; C* 2)(,=+ 2)F)(D @0( =*/0(1 7)=)+*(2 (02* 8D 9_? @(07 #$$g 0 #$$% ,= C* .*/ i0(16.*/ f*(2*D6I0==*-,-4 (*+,0=B HC,2 7)1*2 , *G*= 70(* E,@@,-4F @0( 7,E62,L*E -075)=,*2 0 @,=E and(retain C* *M5*(,2* (*4,(*E 0 45E)* )=E 7),=),= C*,( =*/0(12B &** ///B8F4*/0F@B-07 @0( 70(* ,=@0(7),0=B G In&this&context,&the&term&“managed&service”&is&broadly&applied&to&a&spectrum&of&service&arrangements&in&which&the&5(0G,E*( )2247*2 ,750()= E*2,+=; ,75F*7*=),0= )=E 0=+0,=+ 70=,0(,=+; 5*(@0(7)=-* )=E -C)=+* 7)=)+*7*= @4=-,0=2B G, <= #$$g; OH^H )=E <WX )==04=-*E ) 5)(=*(2C,5 0 24550( F)(+* 74F,=),0=)F -4207*(2 ,= /C,-C OH^H ,2 5(,7)(,FD (*250=2,8F* @0( E*2,+=,=+; ,75F*7*=,=+ )=E 7)=)+,=+ =*/0(16(*F)*E 2*(G,-*2 )=E )22*2; )=E <WX 3F08)F &*(G,-*2 5(,7)(,FD *=+)+*2 C* -4207*( )(04=E 842,=*22 5(0-*22 ()=2@0(7),0= 0550(4=,,*2B ],(2 )==04=-*E ,= #$$_; C* WH6HP&alliance&focuses&on&serving&large&global&customers’&integrated&network6<H )55F,-),0=; )22* )=E )22* 7)=)+*7*= (*4,(*7*=2B G,, <= )EE,,0= 0 aOb2 )=E 7)P0( <TKI2; 27)FF*( TKI2; 24-C )2 K78)(; C,20(,-)FFD )F20 C)E 2482)=,)F 2)=E6)F0=* ISK 842,=*22*2B <= C* -)2* 0@ K78)( T0+,2,-2; C,2 5)( 0@ ,2 05*(),0=2 /)2 )-4,(*E 8D jS3 T0+,2,-2 0= X)(-C 9#; #$$%B Y= f4FD 9; #$$% I*=4(DH*F -075F**E ,2 )-4,2,,0= 0@ C* TKI6(*F)*E E,G,2,0=2 0@ K78)(B G,,, Sold&through&key&partners,&IBM’s&ExpressZ&Remote&Managed&Infrastructure&Services&(ERMIS)&provides&5*(@0(7)=-* 70=,0(,=+ )=E 7)=)+*7*= 5(0-*22*2 )=E 2*(G,-*2 @0( 1*D <H )22*2; 24-C )2 =*/0(1 ,=@()2(4-4(*; A=,@,*E I0774=,-),0=2; 2*(G*(2; )55F,-),0=2 )=E )55F,-),0=2 ,=@()2(4-4(*B HC* <WX6d/*2 )+(**7*= /)2 )==04=-*E 0= f4=* 9g; #$$%B ,M k a*(,L0= W42,=*22 4=G*,F*E ,2 &))&6based&Asset&Assurance&Service&that&uses&CA’s&Spectrum <=@()2(4-4(* X)=)+*( 0= X)D #$; #$$%B " #$$% &()*+,- .*/0(12 3(045 6 % 6 &*5*78*( 9:; #$$% WP091026 10/09

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The 3Ps of Managed Network Services

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The 3Ps of Managed Network Services Document Transcript