Managed Network Services:

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.

Report Highlights
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.
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TABLE OF CONTENTS
Overview 1
Catalyst 1
Summary 1
Key Messages 2
Historical market drivers persist, yet new factors are stimulating demand for MNS 2
The mix of MNS revenues is changing 2
Value-added network services are key to capturing market share 2
A business case for MNS must be made 2
Emerging competitive threats are looming 2
MNS providers are missing vertical opportunities 2
Service contracts should function like management tools for customers 2
Table of tables 4
Market Opportunity 5
Heavier network traffic and skills shortages are among persistent historical market drivers 5
Defining managed network services 5
Network traffic and complexity continues to grow and drive MNS demand 5
Customers continue to seek to focus on their core business priorities 5
The pool of available networking expertise is shrinking 5
New drivers are stimulating the market 6
Increased globalization and trends in outsourcing are propelling MNS demand 6
Web 2.0, email and online business applications are straining corporate networks 6
Future proofing is a priority 7
Control and cost issues are inhibiting MNS adoption 7
The do-it-yourself (DIY) approach persists but is becoming less viable 7
Customers want both managed services and control 8
Cost is still an issue, particularly in the mid-market 8
The adoption of value-added services is hindered by legacy customer networks 9
The mix of MNS revenues is changing 10
VoIP revenue is growing, although not yet a mainstay 10
Revenue growth for mobile voice and data managed services is robust 11
Internet DSL services are commoditized 12
IP VPN and Ethernet drive WAN/data managed services revenue 13
Applications services will boost MNS provider revenues 14
Technology Evolution 16
WAN and LAN services are poised for growth 16
Core WAN technologies will remain the revenue staple 16
There is a vast, untapped market for managed LAN services 16
Value-added network services will capture market share 16
Demand for network security is surging 17
Customers face new security threats 19
Providers are giving customers more network security visibility 19
Network security will be simplified in next-generation networks 19
Application optimization and dynamic bandwidth are in demand 20
Application optimization can dramatically boost performance 20
Dynamic bandwidth services are becoming more sophisticated 20
Network bottlenecks are a growing concern 20
Unified communication and collaboration will drive app optimization demand 21
Customers are curious about UCC but most cannot accommodate end-to-end deployments 21
Customer Impact: forging a business case for NETWORK SERVICES 24
The migration to IP-based networks will be gradual 24
A business case for MNS must be made 24
Customers are reticent to invest in MNS 24
Customers want the latest services yet balk at higher service costs 25
MNS providers need to balance customization with standardization 25
Customers want seamless global coverage 25
Competitive Landscape 26
The competitive landscape is complex and co-dependent 26
In-house IT remains the chief competitor 26
More consolidation in the MNS market is likely 26
Telecommunications companies have a global opportunity 27
Large system integrators are positioned to capture application services share 28
Independent MNS providers are a growing competitive force 28
Equipment vendors will equip independent providers with new SMB tools 29
Equipment vendors are ripe to exploit the SMB market 31
Cisco does not rival MNS providers in the traditional sense 31
Emerging competitive threats are looming 32
Web-based MNS providers may compete against all MNS providers 32
Low-cost outsourcers are nibbling at the MNS market share 32
Independent providers and telecoms are leading the MNS market 33
Go to Market 34
MNS providers are missing vertical opportunities 34
Retail is a booming MNS vertical 34
Some verticals are more cost conscious than others 35
Opportunities exist to target specific geographies 35
Mobile networking needs vary by region 35
The mid-market is an open playing field 35
Regulations and skills shortages are driving demand 35
Mid-sized businesses want but can't afford customization 36
A sales pitch for each decision-making department is required 36
Find the buyer and tailor the message 36
Service level agreements should function more like management tools 37
Recommendations 38
Providers should focus on value-added MNS offerings 38
Build a business case for network services 38
Customize services judiciously and balance them with standardized services 38
Target verticals by tailoring service offerings, partnerships and marketing 38
Tailor sales pitches for several decision makers 38
Work with marketing on fine-tuning service agreements 38
APPENDIX 39
Definitions 39
Methodology 40
Further reading 40
Ask the analyst 40
Datamonitor consulting 40
Disclaimer 40
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LIST OF TABLES
Table 1: Customers' general propensity to outsource will increase within two years 8
Table 2: VoIP is the only fixed line managed service that will grow in revenues in five years 11
Table 3: Mobile voice and data managed services will grow steadily through 2012 12
Table 4: DSL services are the largest revenue opportunity among Internet managed services 13
Table 5: IP VPN will lead WAN/data managed services revenue for the next five years 14
Table 6: Application services revenue will continue to dominate hosting business 15
Table 7: Enterprise security services are a growing global opportunity 18
LIST OF FIGURES
Figure 1: Customers' general propensity to outsource will increase within two years 7
Figure 2: The importance of price in choosing an IT services provider is universal 9
Figure 3: VoIP is the only fixed line managed service that will grow in revenues in five years 10
Figure 4: Mobile voice and data managed services will grow steadily through 2012 11
Figure 5: DSL services are the largest revenue opportunity among Internet managed services 12
Figure 6: IP VPN will lead WAN/data managed services revenue for the next five years 13
Figure 7: Application services revenue will continue to dominate hosting business 14
Figure 8: The greatest opportunity to gain market share lies with value-added services 17
Figure 9: Enterprise security services are a growing global opportunity 18
Figure 10: Security deployments are among enterprises' largest IT projects 19
Figure 11: Customers see no clear principal benefit of UCC 22
Figure 12: Customers recognize a lack of infrastructure readiness is inhibiting UCC adoption 23
Figure 13: Customers are gradually moving toward IP-based networks 24
Figure 14: Customers are most likely to use their in-house team for IT needs 26
Figure 15: Telecoms must extend their global reach to capture more market share 27
Figure 16: System integrators will benefit from a global and applications-rich heritage 28
Figure 17: Cisco dominates the mindshare of leading voice/data convergence vendors 29
Figure 18: Independent MNS providers are poised to garner more SMB market share 30
Figure 19: Equipment vendors have an untapped SMB opportunity 31
Figure 20: Managed network services decision matrix 33
Figure 21: IT purchases involve multiple decision makers 37
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