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For Sourcing & Vendor Management Professionals

Achieving A Global Telecom Services Deal That Fits Today's And Tomorrow's Requirements

March 22, 2010

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  • By Brownlee Thomas, Ph.D.
  • with Christine Ferrusi Ross,
  • Sean Galvin

Why Read This Report

Companies with distributed operations need telecom services deals to help them meet their immediate and longer-term technology requirements and changing business goals. As a result, enterprise IT sourcing and vendor management organizations (SVMOs) want service contracts that give them the right balance of potential cost savings and flexibility, reduced risk, and innovation. This report summarizes our insights gained from in-depth conversations with 17 enterprise clients with executive (VP and C-level) responsibility for their firm's global network and telecom services sourcing strategy. Key success factors for best-fit telecom deals are: 1) flexible terms and conditions in the framework agreement; and 2) productive customer-provider communication that includes regular executive exchanges and joint planning by the SVM and the provider account management team.

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Table of Contents

  • Data WAN Sourcing Is Centralized
  • Voice Services Sourcing Is Federated
  • Convergent Telecoms Are Selectively Sourced
  • Biggest Challenges Are Global Service Levels And Billing
  • Best-Fit Deals Find The Right Balance

  • Focus On Contract Flexibility And Customer/Provider Communication
  • Supplemental Material
  • Related Research Documents