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HEAnet Brokerage Perspective
Peter O’Halloran
9th May 2012
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Running order....
• Quick Overview of HEAnet• Vendor Management Status• The Portfolio & 2 Case Studies• Next Steps
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Overview• HEAnet – Irish NREN
– 65 Clients & 1m user reach - Span all levels of education
• Service Provider of ~33 Products/Services– Connectivity– Contract Management– Hosting (co-location, VLE & Wiki), – MultiMedia, – EduStorage (new)– Mobile Broadband
• 143 Vendors– Manufacturers, Third Party Suppliers and ...... Clients– Hardware, Software, Services
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Org Structure – where CM sits
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Vendor Management Status• Distributed Approach to Vendor Management Function,
– Managers of Functions – Contract Manager– External legal council
• Vendors engage in 2 “modes”– For HEAnet products & services (as consumer)– Agreement Portfolio for our Clients (as broker)
• Develop our Vendor Management Strategy– Get further out of what we spend – at tender and beyond....– The Vendor lifecycle => Engage, Contract, Manage & Develop, Divest– Keep in touch with Market & propositions
• Learn & contribute – National & International
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The concept of a “service”
• Contract Management as “Service”
• Service sustains a “portfolio”
• The portfolio contains “agreements”
• Agreements include...– Frameworks (1 : Many, Many : Many)– Less formal arrangements
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Why ?
• Save Money (~ €800k pa)
• Save Time (50-60d per procurement)
• Innovate (new propositions, models & knowledge)
• Build Knowledge & remain aligned
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Portfolio
• Existing Agreements– Microsoft Campus Agreement – Apple Framework (rft)– Mobile Broadband Agreement (O2 via rft)– Adobe CLP– Data Storage & Middleware Framework – Eduserve
• Resource...– http://www.heanet.ie/services/cm/existing_agreements
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Engaging vendors....
• Vendor’s profile– Big Name – Microsoft, Adobe, IBM...– Education as a “vertical”– Market Position – Strong to weak– Partners more flexible but....– Multiple relationships (beyond a/c manager)
• Public Procurement– Expensive to them– Don’t use it & look out for “calls”– Must be clear of your requirement
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Engaging vendors...
• Getting attention...– Money to spend– Save them time– Marketing benefit/Credibility – Of “Strategic” interest
• Two way communication...– Listening Post – how are they doing in education?– Encourage adoption of Federation
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Mobile Broadband
• Mobility Strategy “2nd Phase”• Tough and competitive market• Three year agreement after tender• O2 Offer – €10 pm for 10GB....
• Joint Fund– Federation on O2 on-line store (case study)– Mobile App Prototype & “Cook book”
• End User Survey per year (insight)• O2 org (access)
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Microsoft Campus Agreement
• Well established “relationship” • Dominant but Google challenging
• Account Manager with immovable models• Refresh;– Enfranchise more clients– Increase Scope of products (staff/students)– Improve ease of access
• Move beyond Sales dialogue
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Next Steps...
• On the radar– Blackboard Collaborate– Backup & Restore Server S/W Framework– Web Filtering Framework– Payroll & VLE Review
• Contract Management Strategic Review • Develop Communications & Measures • Market intelligence network – build, sustain
& share knowledge....
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