1. HEAnet Brokerage Perspective Peter O’Halloran 9 th May 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 “2 nd 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....