The 3Ps of Managed Network Services

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Enterprises are getting more complex with virtualization and the advent of cloud computing – which is leading to changes that are making room for next generation networks. The Strategic Network Group …

Enterprises are getting more complex with virtualization and the advent of cloud computing – which is leading to changes that are making room for next generation networks. The Strategic Network Group says new networks must be evaluated according to three criteria: portfolios, partners and processes.

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  • 1.    Strategic Networks Group !"#$%& ) *)+, -)./0.1 ! ! !"# “!"r## &” o) E+,-.,ti12 3,1,2#d  5#t6or7 8#r+i9#: &ort)o-io, &,rt1#r"i<  ,1d &ro9##    Se#tem&er(17,(200.(   =i, &i#r9#  l#ier1e2strategi1n781om(          WP091026 10/09
  • 2.      Choosing a Managed Network Services Provider<= #$$%; >:? 0@ AB&B 842,=*22*2 (*50( C*D 42* 04204(-*E 0( 7)=)+*E *F*-0774=,-),0=2 2*(G,-*2; /,C #$? 5F)==,=+ 0 ,=-(*)2* C*,( 42*; -C,*@FD 0 )FF0/ ,=*(=)F 2)@@ 0 @0-42 C*,( *=*(+D 0= -0(* 842,=*22 )=E <H -075**=-,*2B, I075)=,*2 /C,-C )(* -0=2,E*(,=+ 42,=+ C,(E 5)(,*2 0 E*2,+=; 5(0G,2,0= 24550( )=E (*5),( =*/0(16(*F)*E <H )22*2 )=E 2*(G,-*2 @)-* ) /,E* ()=+* 0@ 50*=,)F 204(-,=+ 2()*+,*2B HC*D ,=-F4E*J 9B K75F0D,=+ ) 8*260@68(**E )55(0)-C; ,= /C,-C C* 842,=*22 -4207*( E,(*-FD 4,F,L*2 C*  2*(G,-*2 )=E *M5*(,2* 0@ 74F,5F* 2455F,*(2B HC*2* -)= ,=-F4E* 74F,5F* 25*-,)F,22 ,=  =*/0(1 C)(E/)(* )=E 20@/)(*; )55F,-),0=2; 2*-4(,D )=E NO. 2*(G,-*2B <= 24-C ,=2)=-*2;  C* -4207*( 7)D )- )2 C* &D2*72 <=*+()0(; 0( *75F0D ) C,(E 5)(D 0 5*(@0(7 C,2  @4=-,0=B  #B K75F0D,=+ )= 04204(-*(; /C0 ,= 4(= 2*F*-2;  =*+0,)*2 /,C )=E 7)=)+*2 74F,5F*  !When 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:; #$$%  WP091026 10/09
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  • 5.  PartnersKG)F4)* C* *M5*(,2* )=E 2(*=+C 0@ C* 7)P0( 2455F,*(2 /0(1,=+ 0+*C*( 0 5(0G,E* 7)=)+*E 2*(G,-*2 0 D04( -075)=DB ]0( =*/0(16(*F)*E 2*(G,-*2; C,2 -)= ,=-F4E*J 9B NO. 2*(G,-*2B In&the&case&of&domestic&legacy&and&IP&carrier&services,&it’s&hard&to&argue&with& C* *M5*(,2* )=E =*/0(1 2*(G,-*2 2-05* C) @)-,F,,*268)2*E 5(0G,E*(2 )=E 7)=)+*E  2*(G,-*2 25*-,)F,22 C)G* 0 0@@*(B  #B a0,-* )=E E)) ISK )=E 20@/)(*B <= )EE,,0= 0 84=EF,=+ =*/0(16(*F)*E C)(E/)(* )=E  20@/)(* /,C NO. 2*(G,-*2; 2*G*()F 0@ C*2* 5(0G,E*(2; 24-C )2 OH^H; d/*2 )=E a*(,L0=  W42,=*22; )F20 C)G* F)(+*; 2)=E6)F0=* *4,57*= 842,=*22*2 C) C)G* 8**= ,= 05*(),0=  @0( E*-)E*2BG,, V*5*=E,=+ 0= C* 5)(,-4F)( 5)(=*(2C,5; C*2* 842,=*22*2 7)D 5F)D ) 7)P0(  0( 7,=0( (0F* ,= C* =*/ =*/0(16(*F)*E ,=@()2(4-4(*B <= ,=2)=-*2 ,= /C,-C 5)(=*(2 /,FF  5F)D ) 7)P0( 0( E07,=)= (0F*; 842,=*22 -4207*(2 2C04FE 25*=E -0=2,E*()8F* ,7* )=E  energy&validating&the&extent&of&partners’&relevant&competencies.& >B O=-,FF)(D 2*(G,-*2B &*G*()F =*/0(1 )=E 7)=)+*E6=*/0(1 5(0G,E*(2 )F20 2*FF C*,( 0/=  C02,=+ 2*(G,-*2 @0( 5054F)( )55F,-),0=2 F,1* N*8 )=E *67),F C02,=+; )=E 0@@*( C*,(  C)(E*=*E; 2*-4(* 2,*2 @0( 0C*( -4207*( C02,=+ )55F,-),0=2B X)=D 0@ C*2* 2)7*  5(0G,E*(2 )F20 E,(*-FD 0@@*( C*,( 0/= 7)=)+*E 2*-4(,D 2*(G,-*2 Q24-C )2 OH^H )=E &)GG,2R;  have&acquired&security&specialists&(such&as&Gerizon&Business’&200J&acquisition&of&Cybertrust),& 0( 5)(=*( /,C -075)=,*2 /,C deep&security&expertise,&(such&as&Mwest’s&mid6#$$%  )==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
  • 6.  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 )  f0,= Y5*(),0=2 W0)(E )=E ) &()*+,- 30G*(=)=-* W0)(EB #B H0 C* -4207*(; G,) ) 2,=+F* 50()F @0( ) 7,=,747; )FF E)D6# F,@*6-D-F* )-,G,,*2 QC*F5 E*21;  2*(G,-* (*4*22; 0=+0,=+ 2*(G,-* 7)=)+*7*= )=E -C)=+* 7)=)+*7*=; 8,FF,=+; 5)D7*=  )=E 8,FF,=+ E,254* (*20F4,0=RB HC* 5)(=*(2 2455FD C* -4207*( /,C ) 2,=+F* -0=()- )=E  -0770= 2* 0@ *=E6*=E &TO2 C) )(* 7*)=,=+@4F 0 C* -4207*(B &45*(,0( 5(0G,E*(2 /,FF  7)1* C*,( P0,= 5(0-*22*2 )=E (*250=2,8,F,,*2 )G),F)8F* 0 -4207*(2 @0( (*G,*/B S(0G,E*(2  0@ 2,7,F)( -)F,8*( /,FF )F20 2455FD 50()F @4=-,0=)F,D C) 8*+,=2 ) C* E*2,+= 5C)2*; )=E  *M*=E2 0 E0/=2(*)7 )-,G,,*2 24-C )2 0(E*(,=+ )=E ,=2)FF),0=; )=E 5(0G,E*2 @),(FD  E*),F*E F*G*F2 0@ ,=@0(7),0= Q24-C )2 E*=0,=+ C* E)*2 )=E 2)42 0@ *)-C 7,F*20=* ,=  *)-C ,=2)FF),0=RB    Preparing 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
  • 7.   #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  SummaryI075)=,*2 /C,-C )(* ,=*(*2*E ,= 42,=+ =*/0(16(*F)*E 7)=)+*E 2*(G,-*2 C*0(*,-)FFD @)-* ) /,E* G)(,*D 0@ )F*(=),G* 2455F,*(2 )=E 20F4,0=2B W4 ,= 5()-,-*; C* *-0=07,-2 )=E -075F*M,D 0@ 7)=)+*E 2*(G,-*2 /0(12 0 *=-04()+* 7,E62,L*E -075)=,*2 0 =)((0/ C*,( 2*)(-C 0 2455F,*(2 C) 7)((D C*,( E**5 =*/0(1 *M5*(,2* /,C C02* 0@ 0=* 0( 70(* 1*D 5)(=*(2 0 5(0G,E* ) 2(0=+; ,=*+()*E 5(0E4- 50(@0F,0 24550(*E 8D 2)=E)(E 05*(),0=)F 5(0-*22*2 )=E 2D2*72 C(04+C04 C* *=,(* F,@*-D-F*B " #$$% &()*+,- .*/0(12 3(045  6 : 6  &*5*78*( 9:; #$$%  WP091026 10/09
  • 8.  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:; #$$%  WP091026 10/09
  • 9.  Notes, Links and BibliographyEnd Notes                                                      , Source:&Uavis,&Jessica.&“Recession&Boosts&Managed&Services&Sales”,&T<e(C<annel(Insider; O4+42 9#; #$$%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