ChannelVision September - October 2016

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By Martin Vilaboy
Qualifying Times
Sales veterans know that closing a deal often can be a matter of proper
timing. But findings based on research from and James
Oldroyd, a PhD at M.I.T., suggest there also are betters times and days
to qualify leads. Prospects apparently are most receptive to “first dials” on
Wednesday and Thursday and at the beginning and end of their work days.
Outsource Cost Savings But …
Organizations that outsource network
operations have a very positive cost-
saving experience, show findings from
Computer Economics. About 72% of IT
organizations in the U.S. and Canada
that outsource network operations say
their costs are the same as or lower
than when performing the same function
in-house. On the other hand, “we heard
a lot of concerns about the quality of
service provided by network outsourcing
providers,” said Tom Dunlap, director of
research for Computer Economics.
80
1,500
Percentage drop in
the cost of server-class
Ethernet networking during
the next four years, as
enterprises reap the benefits
of a highly competitive
market, says Crehan
Research.
data
points
Numbers Worth Noting
Terabits of networking bandwidth used
by enterprises as those prices plummet,
soaring sevenfold from the current 200
terabits, says Crehan.
Source:
8 ChannelVision | September - October, 2016
Top IT security challanges
Source: IHS Markit
Source: Computer Economics
Outsourcing Trend: IT Security
100
80
60
40
20
69%
57%
s Outpace “All Others”
gion
2016 2017 2018 2019 2020 2021 2022 2023
Government Healthcare Others
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
5 2016 2017 2018
Middle East
& Africa
Latin America
APAC
Europe
North America
Y-o-Y
8.5%
3.2%
8.3% 7.9%
5.2%
-1.8% -1.0% -1.1%
Customer
lifetime value
Number of
LAs
met
Improvement
in number of
customer
complaints
Improvement
in average cost
per customer
contact
Best-in-Class All Others
Increasing
59%
About
Same
41%
Percent of Organizations
Source: Computer Economics, 2016
Outsourcing Cost Experience:
Network Operations
Cost Same,
39%
Cost More,
28%
Cost Less,
33%
Percent of Organizations