Dear Colleague: 

When you add up Vodafone's operating losses and impairment charges in FY 2006, it amounted to an incredible $30 billion.  Embarrassing?  Yes. 

But Vodafone is not alone. The former AT&T lost $10 billion in 2004 before being acquired by SBC.  Business failure at large telecoms is alarmingly common these days, and that's ironic considering telecoms own some of the most advanced technology on the planet. 

Why Packaged Technology is Not Enough

Technology? It's actually a big part of the problem. Too often telecoms have looked to packaged technology and software as magic remedies. People started to believe that succeeding in 3G services was as simple as creating a few Java objects and plugging in some middleware. Conceptually it all made sense. . . except for one vital thing -- the processes and trained people need to be in place to make the software work. 

This is precisely why telecom services is a white hot market today. Demand is surging for systems integrators, operations consultants, and outsourcers who can synchronize technology, software, people, and processes to create systems that enable telecom businesses to succeed. 

Not only do telecoms need help integrating their complex array of IP, IMS, 3G, VoIP, and other next-gen ecosystems, the very software content of the network itself is increasing, requiring great skill to insert it intelligently. Partners must also help carriers develop custom systems for the new telecom era. After all, off-the-shelf didn't get Google where it is today. 

Enabling new services is only half the story, of course. The tougher integrator challenge may be teaching telecom elephants to dance -- through wise legacy system consolidation, service oriented architectures, and business process transformation. 

A New Research Program for the Telecom IT Services Market 

Hello, I'm Dan Baker, Research Director of TRI, and for the past 13 years I've been analyzing the OSS/BSS marketplace.

Given my background, I suppose I'm partly to blame for the excess software evangelizing that's gone on the past few years. But now, to help atone for my past sins :) , I'm delighted to announce TRI's new multi-client research study: 

The Market for Telecom IT Services, Systems Integration
& Operations Consulting 

With research deliverables emailed over a six month period -- from January to June 2008 - this comprehensive investigation and final 350+ page market report will include interviews with 36 of the largest telecom services firms, eight large carriers, and six leading telecom software firms. 

A systematic analysis of the Telecom IT services market is long overdue. For years, I've watched this market from the OSS/BSS sidelines. Now I'm eager to gain insights from the many experts we'll interview for this report. Of course, if you enroll in this program, all the precious insights I learn will be passed on to you. 

Here are six key benefits your receive by enrolling in this multi-client research: 

1. A comprehensive 350+ page State of the Telecom IT Services Market report, an invaluable resource for market planning and opportunity-finder; 
   
2. Competitive profiles on the 36 leading services firms including differentiators and our estimates of individual company revenue breakouts; 
   
3. Market forecasts and sizings for various segments in the telecom services market; 
   
4. Perspective on how software vendors can select the best integrator channels and maintain long term relationships with them; and, 
   
5. Best practices on how telecoms and services firms work together for mutual profit.. 

This a highly diverse vendor marketplace -- systems integrators, outsourcing firms, network equipment providers, and some large BSS/OSS vendors. 

When we interview the telecom practice leaders of these companies, we'll cover the bases, like company strengths. . . differentiators. . . strategic directions. . . methodologies. . . . and success stories so that a compelling story can be told on how each firm fulfills its niche in the services marketplace. 

We'll also explore key issues like: 

• When should a telecom hire a an IT integrator vs. network integrator? 
  
• What's the dividing line between packaged solutions vs. software-as-a-service?
  
• Which qualities make for a valuable software partner to a services firm?
  
• What telecom types, practices, and regions of the world promise the most growth?
• What are the best ways telecoms and services firms work together? 

Please scan this proposal. Look at the companies we plan to interview. See the market segmentations we'll use for our quantitative analysis. If you like what you see, an enrollment form is enclosed on the last page. 

Sincerely, 

Dan Baker, Research Director

P.S.   The earlier you order the study, the faster you get TRI's market analysis, delivered in monthly installments till the study is finished in August 2008.  Your satisfaction in its research quality is fully guaranteed.

Research Methodology & Schedule TRI will employ the same techniques it’s used for 13 years producing multi-client research studies in the telecom BSS and OSS software markets.  The analysis will be finished in stages with vendor profile and market analysis sections delivered via email at the rate of 6 per month starting in January 2008.  The depth and analysis of profiles will be similar to this example.  The final 350+ page report will be emailed in June. Market Segmentations  These are the preliminary market segmentations to be used for quantitative analysis.   Geographic Markets  Americas  - US & Canada, Latin America  EMEA - Eastern Europe, Russia, CIS - Western & Northern Europe - Middle East & Africa Asia Pacific - China, Japan & Korea - India & Southwest Asia - Southeast Asia & Australia Telecom - Primary Service Type -Wireline Voice -Broadband & VoIP -Wireless -Cable & Satellite Operators - Reseller & MVNO - ISP Telecom Application Areas - Customer Service, Call Center - Network Management - Financial Systems - Network Convergence - Service Development - Billing and Revenue Management - Next Generation Services - CRM & Ordering - Data Warehouse & Analytics - Provisioning & Inventory - Service & Network Assurance - Security - Wireless Applications Telecom IT Services - Package Evaluation & Implementation for third party software including training & support services  - IT Consulting - technical advice on IT architecture, hardware, and software  - Custom Application Development of new applications or enhancing the functionality of existing software apps - Maintenance & Operations Support for long-term functionality, stability, and lower OPEX for legacy systems - IT Systems Outsourcing (managed IT service)  - Process Improvement & Ops Consulting - Systems Integration delivers interoperable solutions across multi-vendor software and IT components. - Infrastructure Management Services includes data center, tech support and application management services as well as process improvements. Other Services for Telecoms - Managed Network Services - Management Consulting - Operations/Business Process Consulting advises telecoms in business, domain, and technology areas. - Business Process Outsourcing assumes process-intensive functions such as customer service, billing, human resources, and many others Services for NE Vendors - Engineering & Development Support provides product lifecycle and engineering solutions and includes product design, test, and certification About the Analyst behind this Research Dan Baker, the principal analyst behind this research, is the founder and research director of Technology Research Institute, a firm that has been tracking OSS/BSS trends since 1994.  During the past three years, Baker has been and continues to be the lead analyst for the OSS/BSS KnowledgeBase of Dittberner Associates.     Multi-client reports he has authored in the past two years include: Telecom Billing Market: Retail Billing, Interconnect Billing & Real-Time Charging Systems   Telecom Assurance Market: Network Assurance, Service Assurance and Remote Test / Monitoring Solutions Telecom Provisioning Market: Provisioning, Network Inventory, Discovery & Service Management  Solutions Telecom Middleware Market: SOA, BPM, Frameworks  & OSS Integration Solutions Telecom Fraud, Revenue Assurance & Cost Management Market: Telecom Mediation Market: The Market for Real-Time, Convergent, and Value-Based Mediation for 3G, VoIP, and Advanced IP Services Telecom Customer Assurance & Analytics Baker has also been active as a speaker at conference events sponsored by TM Forum, Telestrategies, IPQC, Marcus Evans, CCMI, and Informa. A regular contributor to America's Network and Billing World/OSS Today magazine, Baker has presented his research findings in conferences and private briefings in Asia, Europe, and South America.  Baker also organized and chaired a semi-annual conference on “Marketing and Selling Telecom IT Solutions,” with Telestrategies. Market Interviews Services Firms to be Interviewed & Profiled Accenture Alcatel-Lucent Amdocs Aricent Atos Origin BearingPoint  Bull BusinessEdge/EMC Capgemini CGI/AMS CSC Cognizant Convergys Danet EDS Ericsson Fujitsu Consulting HCL Technologies Hewlett-Packard Huawei IBM Global Services Infosys  Logica CMG NEC Nokia-Siemens Nortel Patni Computer Systems  SAIC Siemens IT Solutions Satyam Sistema Tata Consultancy Services Tech Mahindra Telcordia TierOne OSS  TietoEnator Unisys Wipro   Telecoms to be Interviewed    AT&T      BT    France Telecom    Reliance Comm. T-Mobile Telstra Verizon Vodafone Software Vendors to be Interviewed Axiom Systems Comptel Comverse Netcracker Orga Systems Subex Azure Research Deliverables You Get  The research will be delivered through monthly emails till the final report is delivered in June 2008.  Here's a summary of what you get when you enroll:  Hyper-linked MS Word Final Report 150+ page Telecom Services Market Analysis 200+ page In-depth Profiles of 36 Services Firms including: Corporate background Telecom industry background 2007 Revenue breakdowns by segment Analysis of company differentiators, strategies, key customers & successes SWOT Analysis Database of Services Firm Partners Database of Services Firm by Key Carrier Customers Served Excel Forecasts and Market Share Charts Free Telephone Inquiry Time Fast Text Search - The research text and profiles will be delivered in MS Word as well as the MS HTML Help format for fast retrieval through key word searches and index as shown below.   Market segmentation database -- Behind the numbers is an MS Visual Foxpro database application that enables you to display an individual service firm's breakouts.    Custom Charts and Tables - The database application also enables you to create custom charts, tables, and Excel spreadsheets.     Research Advisory Board Over the years, TRI's gained immeasurable insights from its contact with leaders in the service provider community. We're pleased that the following executives will be our trusted advisors for this new multi-client report. Geoffrey M. Knoerzer is a 35 year veteran of telecom IT and a wireless OSS pioneer, planning support systems for the first FCC trial of AMPS cellular service in Chicago back in 1978. Most recently, Geoff held the position of Vice President Information Technology for the Midwest Area of Verizon Wireless for six years. During that time he led the transformation effort to migrate 10 legacy companies into Verizon Wireless. His operational support responsibilities included 441 company stores, 7 Call Centers and 10 Area HQ locations for 8,300 employees. Geof currently offers consulting services as the Executive Director of Diversified Technology Services, Inc.  Barbara Bonner, a former General Manager of Billing at AT&T, has held various staff and executive jobs across customer care, corporate sales, revenue management and systems consolidation within AT&T. Following an early career in enterprise sales, Barbara managed the implementation and startup of the first commercial billing system with AT&T, the Kenan ARBOR-BP system. She was also a consultant to AT&T's "Concept of One" billing program, migrating customers and products from a commercial package to a new corporate standard platform.  John Hart, a 20-year telecom veteran, has held major software marketing and systems development responsibilities. Following stints at Stratus Computer, GeoTel and EMC, John was VP of Marketing at Saville Systems where he developed the marketing, product line, and alliance strategies for the company's successful "Convergent Billing Platform." John held a pivotal operating role at Comcast as Director of IP provisioning, assisting with the creation and strategy for the "Bedrock Platform" software, now the provisioning platform at the giant cable operator. Today John is President of Marketing Visions & Solutions Inc., a product management and marketing consulting firm.  Neeta Goel is a 17-year IT veteran who's been a solution architect and program manager at Verizon Communications. A lead architect for the end-to-end design of the broadband ordering platform for Verizon's FTTP initiative, she's also managed cross-functional teams for several product launches including pricing and ordering systems for enterprise and small business. She has also handled multiple re-engineering and data migration projects. Today Neeta is President of Newt Global Consulting advising companies on new business development and offshore outsourcing. .

Technology Research Institute
4-25 Rocky Mountain Drive North
Effort of the Poconos, PA 18330  USA

Tel: 570-620-2320
Dan Baker, Research Director
dbaker@technology-research.com