Managed Services Distributor Global Summit 2013 San Diego, CA
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Managed Services
Distributor Global Summit 2013San Diego, CA
“
”
means of delivering value to customers by facilitating outcomes customers want to achieve without the ownership of specific costs and risks
ITIL
Why?Business Drivers
Sales CycleTraditional
Lead
• Idea• Foster
Qualify
• Feasibility• Requirements
Business case
• Justifications• CAPEX Approval
Project
• Professional Services
Managed Services Aim
Lead
• Idea• Foster
Qualify
• Feasibility• Requirements
Managed Service
• Purchase ‘Productized’ services
• OPEX
The way our customers work is changing
Emerging Markets
What is in it for us?
Benefits
Benefits
Se-ries1
Services only Managed services
What we are doing
Challenges• 80/20 rule• Resource liability build-up• Poaching• Managing expectations• Cloud … the usual challenges
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