The Telco Playbook for Managed Services: Using Skills and Assets for Competitive Advantage
This IDC Insight is written for carriers looking to extend their capabilities into the Asia/Pacific managed services market. It highlights what carriers need to focus on to be successful in this market. The historical differences between telecom operators, IT providers, and systems integrators (SIs) are blurring. Using the 2013 results from the managed services survey, this insight looks at the opportunities for carriers to narrow the gap with IT service providers and local integrators as a means of winning the hearts and minds of the business customers. It also explores ways to overcome market weaknesses and capitalize on new opportunities in which carrier assets offer an edge.
The survey reveals that businesses still prefer IT providers and integrators for managed services and see them as a natural choice. While the market is underdelivering on the expectation of cost savings and ROI, there is an opportunity for carriers to close the gap by offering differentiated services by using the network to their advantage. This could mean, for example, turning off physical appliances on site and offering them as a cloud or virtual customer premises equipment (CPE). Product capability will need to be followed through with customer education and ultimately market execution for the successful operator.