Managed Network Services: Global Opportunity to 2012 (Strategic Focus)

This publication has been discontinued on July 19, 2011.

Introduction

Overview

Introduction

This report pinpoints the revenue and market share opportunities of the global MNS industry. It provides comprehensive analysis of technology evolution, customers' requirements, the competitive landscape and providers' go-to-market strategies.

Scope

• Analyzes historical and new market drivers that are stimulating demand for MNS, as well as services that are key to capturing market share.
• Outlines how the mix of MNS revenue is changing.
• Delves into the changing competitive landscape for MNS and outlines new competitive threats.
• Details go-to-market strategies for MNS providers, including service level agreements and vertical opportunities that some MNS providers are missing.

Report Highlights

Greater network traffic, a shortage of skilled workers and customers' focus on core priorities will continue to drive MNS demand. And new factors are spurring demand. They include increased globalization, outsourcing trends, the advent of Web 2.0 and online business applications, and a desire by customers to future proof their networks.

Wide area network services will continue to drive the bulk of MNS revenues through 2012. And the market for managed local area network services is vast and untapped. Moreover, Datamonitor has pinpointed a trio of value-added services that will enable providers to capture market share and grow revenue for the next five years and beyond.

A new breed of online competitor, which sells software-as-a-service, concerns all incumbent providers. While their services are currently limited, they pose a threat that should not be underestimated. Another emerging threat is low-cost outsourcers from Asia, which up-sell network services to their existing customers.

Reasons to Purchase

• Provides a clear, complete and comprehensive guide to the global managed network services market, identifying and evaluating market trends.
• Offers a critical balance between end user data, primary research and concise, insightful analysis.
• Covers the breadth of the MNS space, helping decision makers understand market opportunities and the best ways to address those opportunities.

• Overview
  • Catalyst
  • Summary
• Key Messages
  • Historical market drivers persist, yet new factors are stimulating demand for MNS
  • The mix of MNS revenues is changing
  • Value-added network services are key to capturing market share
  • A business case for MNS must be made
  • Emerging competitive threats are looming
  • MNS providers are missing vertical opportunities
  • Service contracts should function like management tools for customers
• Table of tables
• Market Opportunity
  • Heavier network traffic and skills shortages are among persistent historical market drivers
    • Defining managed network services
    • Network traffic and complexity continues to grow and drive MNS demand
    • Customers continue to seek to focus on their core business priorities
    • The pool of available networking expertise is shrinking
  • New drivers are stimulating the market
    • Increased globalization and trends in outsourcing are propelling MNS demand
    • Web 2.0, email and online business applications are straining corporate networks
    • Future proofing is a priority
  • Control and cost issues are inhibiting MNS adoption
    • The do-it-yourself (DIY) approach persists but is becoming less viable
    • Customers want both managed services and control
    • Cost is still an issue, particularly in the mid-market
    • The adoption of value-added services is hindered by legacy customer networks
  • The mix of MNS revenues is changing
    • VoIP revenue is growing, although not yet a mainstay
    • Revenue growth for mobile voice and data managed services is robust
    • Internet DSL services are commoditized
    • IP VPN and Ethernet drive WAN/data managed services revenue
    • Applications services will boost MNS provider revenues
• Technology Evolution
  • WAN and LAN services are poised for growth
    • Core WAN technologies will remain the revenue staple
    • There is a vast, untapped market for managed LAN services
  • Value-added network services will capture market share
  • Demand for network security is surging
    • Customers face new security threats
    • Providers are giving customers more network security visibility
    • Network security will be simplified in next-generation networks
  • Application optimization and dynamic bandwidth are in demand
    • Application optimization can dramatically boost performance
    • Dynamic bandwidth services are becoming more sophisticated
    • Network bottlenecks are a growing concern
    • Unified communication and collaboration will drive app optimization demand
  • Customers are curious about UCC but most cannot accommodate end-to-end deployments
• Customer Impact: forging a business case for NETWORK SERVICES
  • The migration to IP-based networks will be gradual
  • A business case for MNS must be made
    • Customers are reticent to invest in MNS
    • Customers want the latest services yet balk at higher service costs
  • MNS providers need to balance customization with standardization
  • Customers want seamless global coverage
• Competitive Landscape
  • The competitive landscape is complex and co-dependent
    • In-house IT remains the chief competitor
    • More consolidation in the MNS market is likely
  • Telecommunications companies have a global opportunity
  • Large system integrators are positioned to capture application services share
  • Independent MNS providers are a growing competitive force
    • Equipment vendors will equip independent providers with new SMB tools
  • Equipment vendors are ripe to exploit the SMB market
    • Cisco does not rival MNS providers in the traditional sense
  • Emerging competitive threats are looming
    • Web-based MNS providers may compete against all MNS providers
    • Low-cost outsourcers are nibbling at the MNS market share
  • Independent providers and telecoms are leading the MNS market
• Go to Market
  • MNS providers are missing vertical opportunities
    • Retail is a booming MNS vertical
    • Some verticals are more cost conscious than others
  • Opportunities exist to target specific geographies
    • Mobile networking needs vary by region
  • The mid-market is an open playing field
    • Regulations and skills shortages are driving demand
    • Mid-sized businesses want but can' t afford customization
  • A sales pitch for each decision-making department is required
    • Find the buyer and tailor the message
  • Service level agreements should function more like management tools
  • Recommendations
    • Providers should focus on value-added MNS offerings
    • Build a business case for network services
    • Customize services judiciously and balance them with standardized services
    • Target verticals by tailoring service offerings,partnerships and marketing
    • Tailor sales pitches for several decision makers
    • Work with marketing on fine-tuning service agreements
• APPENDIX
  • Definitions
  • Methodology
  • Further reading
  • Ask the analyst
  • Datamonitor consulting
  • Disclaimer
• List of Tables
  • Table 1: Customers' general propensity to outsource will increase within two years
  • Table 2: VoIP is the only fixed line managed service that will grow in revenues in five years
  • Table 3: Mobile voice and data managed services will grow steadily through 2012
  • Table 4: DSL services are the largest revenue opportunity among Internet managed services
  • Table 5: IP VPN will lead WAN/data managed services revenue for the next five years
  • Table 6: Application services revenue will continue to dominate hosting business
  • Table 7: Enterprise security services are a growing global opportunity
• List of Figures
  • Figure 1: Customers' general propensity to outsource will increase within two years
  • Figure 2: The importance of price in choosing an IT services provider is universal
  • Figure 3: VoIP is the only fixed line managed service that will grow in revenues in five years
  • Figure 4: Mobile voice and data managed services will grow steadily through 2012
  • Figure 5: DSL services are the largest revenue opportunity among Internet managed services
  • Figure 6: IP VPN will lead WAN/data managed services revenue for the next five years
  • Figure 7: Application services revenue will continue to dominate hosting business
  • Figure 8: The greatest opportunity to gain market share lies with value-added services
  • Figure 9: Enterprise security services are a growing global opportunity
  • Figure 10: Security deployments are among enterprises' largest IT projects
  • Figure 11: Customers see no clear principal benefit of UCC
  • Figure 12: Customers recognize a lack of infrastructure readiness is inhibiting UCC adoption
  • Figure 13: Customers are gradually moving toward IP-based networks
  • Figure 14: Customers are most likely to use their in-house team for IT needs
  • Figure 15: Telecoms must extend their global reach to capture more market share
  • Figure 16: System integrators will benefit from a global and applications-rich heritage
  • Figure 17: Cisco dominates the mindshare of leading voice/data convergence vendors
  • Figure 18: Independent MNS providers are poised to garner more SMB market share
  • Figure 19: Equipment vendors have an untapped SMB opportunity
  • Figure 20: Managed network services decision matrix
• Figure 21: IT purchases involve multiple decision makers

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