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HEAnet Brokerage Perspective

HEAnet Brokerage Perspective. Peter O’Halloran. 9 th May 2012. Running order. Quick Overview of HEAnet Vendor Management Status The Portfolio & 2 Case Studies Next Steps. Overview. HEAnet – Irish NREN 65 Clients & 1m user reach - Span all levels of education

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HEAnet Brokerage Perspective

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  1. HEAnet Brokerage Perspective Peter O’Halloran 9thMay 2012

  2. Running order.... • Quick Overview of HEAnet • Vendor Management Status • The Portfolio & 2 Case Studies • Next Steps

  3. 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

  4. Org Structure – where CM sits

  5. 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

  6. 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

  7. Why ? • Save Money (~ €800k pa) • Save Time (50-60d per procurement) • Innovate (new propositions, models & knowledge) • Build Knowledge & remain aligned

  8. 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

  9. 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

  10. 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

  11. 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)

  12. 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

  13. 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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