Making Network-Services Deals: Sourcing and Service-Delivery Strategies that Work
Network World – Marc Lindsey & Ben Fox.
The days of the blockbuster deal to outsource the IT department and the company’s infrastructure assets are long gone.
IT outsourcing deals are now much more targeted. Most enterprises prefer transactions that cover discrete service towers and functions on an increasingly granular basis. This is particularly prevalent in modern network infrastructure deals where enterprises increasingly acquire a complex mix of managed network services sourced from multiple providers.
With this increasingly complex use of managed network services, the upfront strategy, sourcing process, transaction structure and contract negotiation approach employed by enterprise buyers must evolve to meet the demands of flexible, numerous and interconnected service arrangements. Success in this new environment requires specialized and mature sourcing and contracting capabilities and processes tailored for managed network services.