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Service Provider Strategy: Proven Secrets for xSPs, by Anne M. Burris
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Offers a complete framework for success as an ASP, ISP, or WASP. Presents specific best practices for identifying revenue opportunities. Softcover.
- Sales Rank: #7530041 in Books
- Published on: 2001-08-21
- Original language: English
- Number of items: 1
- Dimensions: 9.22" h x .94" w x 7.02" l,
- Binding: Paperback
- 336 pages
From the Back Cover
Your complete framework for success in the xSP marketplace.
For ASPs, ISPs, WASPs, and other service providers, the business challenges have never been greater—and neither have the opportunities. In Service Provider Strategy, one of the world's leading xSP consultants offers specific guidance on every key element of success: protecting your current customer base, increasing market share, assuring ongoing high-margin revenue streams, and maximizing operational efficiency. Drawing upon experience with 15 of the world's leading xSPs, Anne Burris offers a complete framework for success that reflects a profound understanding of both xSP operations and marketplaces.
- The xSP marketplace: its promise, its best opportunities, and its current realities
- What customers are looking for, and why many xSPs are falling short
- Best-practice solutions for key operational challenges facing xSPs: marketing, sales, provisioning, support, and billing
- How to bring value-added services to market more quickly, without compromising performance and service levels
- New revenue models for next-generation xSPs
- How the service provider marketplace is evolving towards sophisticated web services
Service Provider Strategy contains four xSP case studies, covering North America, Latin America, Europe, and Asia/Pacific. It also provides detailed checklists for xSPs, as well as a complete sample business plan. If you want to survive the xSP shakeout-and position yourself for the massive growth that will follow-you won't find a more valuable resource.
About the Author
ANNE M. BURRIS, Worldwide xSP Strategy and Marketing Manager for the Network and Service Provider Business Unit of Hewlett-Packard, has served as a telecommunications consultant for more than 10 years. She recently developed a comprehensive series of business strategy seminars designed to assist xSPs in crystallizing their business/operational focus and identifying gaps in their business plans. She has been a featured keynote speaker at the ASP Summit in Melbourne, Australia, ASP Expo in Philadelphia, PA, and ITC Executive Forum in Geneva, Switzerland.
Excerpt. © Reprinted by permission. All rights reserved.
Preface
What is an xSP? Why would an xSP need a strategy primer?
Service provider nomenclature seems to change almost hourly: ASP, CSP, MSP, ISP, and so forth. What is fashionable one day is passe the next. A service provider-application, content, management, Internet, and so on-is sometimes forced to re-engineer its image to stay aligned with market trends as a way to assure ongoing revenue streams. Enter the "xSP." An xSP is any service provider, coming from any industry, no matter the specialty that offers goods or services over the Internet for a fee.
This book is written primarily for individuals considering a start in the service provider industry, service providers already in the business, individuals or corporations selling to or working with the service provider segment, and any others interested in a different perspective on what it takes to be successful in this business. Those new to the service provider industry will gain valuable information about the market, key players, and helpful tools to get started. This book is a good review for service providers and will give ideas on how to streamline operations. For those interacting with xSPs, this book gives more detail about the business, its needs, and a perspective about the people in the business. To voyeurs, or those just interested in getting more information about this segment, the book will give a good basic overview of market trends, and generally what it takes to be an xSP.
The book is divided in three parts. Part 1 gives an overview of the market, its operational challenges, and how service providers position themselves. Part 2 is about specific, unique, examples of companies coming into the market. Unique, because these case studies discuss how contributing companies are entering the market, focusing on the challenges each faced, and solved. Part 3 is a more in-depth discussion of the industry's seven operational challenges: organization/operations, partnering/alliances, sales/marketing, service provisioning, customer care, billing, and infrastructure. In-depth is a relative term. Each operational challenge is a complex subject and could be the subject of an entire book. This book, which gives the reader a high-level understanding of the topic, can be used as the starting point for more research. For quick guidance, a checklist is part of every chapter. Appendices round out the book, providing more specific tools to help service providers along the road to success.
No one can be an expert at everything, and the writer is no exception. She would like to thank those reviewers and contributors who helped make this book possible, and those close to her heart, for their patience while it was being written.
The only limitations are those of imagination. That's the good news and the bad news. Hopefully, readers will gain new insight into how to work more efficiently and successfully, while broadening their vistas to creatively face challenges.
Most helpful customer reviews
14 of 14 people found the following review helpful.
Insightful view on working with Serivce Providers
By Rick Hamer
Having worked as a consultant for one of the main firms, I have worked on many Service provider assignments. Usually they involve either planing for the startup of a new provider or starting new services within an existing one. One reading this book I found it very true to life and it provides excellent checklists both as reminder to the experienced and also to aid the novices in what needs to be done. The case studies show alot of the thought processes these providers go through and I would highly recommend this book for anyone working in a Service Provider or anyone thinking of starting one up.
1 of 6 people found the following review helpful.
Ok book with some basic information
By A Customer
Gives general info on the market, etc
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