HEAnet Brokerage Perspective

Peter O’Halloran

9th 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

• 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

Org Structure – where CM sits

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

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

Why ?

• Save Money (~ €800k pa)

• Save Time (50-60d per procurement)

• Innovate (new propositions, models & knowledge)

• Build Knowledge & remain aligned

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

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

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

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)

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

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....