Advising on the commercial impact of technology and
    market changes in telecoms, software and IT services

Coverage

The service provider market remains challenging. To be successful, vendors must surpass the competition in innovation and marketing. Innovate, and the key will be knowing whom the competition is in each of their accounts.

Ovum RHK's Vendor Intelligence advisory service is designed to map the existing announced relationships between service providers and equipment vendors in order to enable sales teams to better compete. Ovum RHK's Vendor Intelligence service offers detailed service provider/vendor relationship data as well as high-level vendor performance metrics.

Research Activities

Ovum RHK's Vendor Intelligence service addresses the following issues:

• Which service providers are given vendors selling to?
• Which vendors are particular service providers buying from?
• Who are the top 10 vendors in a given market segment?
• How does a given vendor rank in market share relative to its competitors?
• Is a given vendor profitable?

Service Elements

DELIVERABLES	PLANNED CONTENT	DELIVERY
Vendor Matrix	Searchable spreadsheet of contracts among service providers and telecom vendors, by region and equipment segment	Monthly
Telecom Equipment Market Performance	Spreadsheet with time series of revenues and gross margin, plus aggregate market share for top-tier vendors	Quarterly
Research Brief: Vendor Review	Looks at quarterly results in each major equipment segment and compares to trends in wireline and wireless capex	Quarterly

This datasheet reflects the proposed content for Ovum RHK's advisory services. Ovum RHK reserves the right to adjust this information.

Analyst Team

John Lively: Vice President, Forecasting and Analysis

John Lively has more than 16 years of telecommunications industry experience. As the leader of Ovum RHK's Forecasting and Analysis team, John is responsible for overseeing the production of Ovum RHK's market forecasts, market share analyses, and market update reports for all wireline, wireless, financial, and services subscription research. John's experience spans many technologies, from components and optical fiber to broadband access and long-haul DWDM. Prior to joining Ovum RHK, John spent 11 years in various market analysis and product marketing roles within Corning Inc.'s fiber and photonics businesses. He holds a Masters degree in Management from M.I.T., an M.S. in Marine Science from the State University of New York, and a B.A. from Amherst College.

Tanya Harris: Senior Analyst, Forecasting and Analysis

Tanya Harris is responsible for market share data collection and analysis across Ovum RHK's Optical Networks, IP Service Infrastructure, Communications Semiconductor, Broadband Network Strategies, and Optical Components services. Prior to joining Ovum RHK, Tanya held the positions of senior forecasting analyst and manager of pricing analysis with Corning Inc. Tanya received a B.S. in Mechanical Engineering from Rensselaer Polytechnic Institute.

Takehito Ichida: Analyst

Takehito Ichida brings six years of telecom industry research experience to Ovum RHK; based in Tokyo, his emphasis is on the Japanese market. Recent work has included market entry studies for U.S. and Europe as well as research into metro area networks through Asia-Pacific. Prior to joining Ovum RHK, Takehito worked for a Japanese market research company specializing in the electronics industries. While there, Takehito's work included competitive analyses of technology and system pricing, as well as network and technology planning. Previously, he worked for NTT as well as its subsidiaries and research institutes.

Ian Redpath: Senior Analyst

Ian comes to Ovum RHK with 14 years of telecommunications sector experience, including four years at Corvis Corp. and 10 years at Nortel Networks. At Corvis, Ian was manager, account marketing for major carrier accounts. He was responsible for developing optical network plans and commercial proposals that led to successful lab trials, field trials and commercial network deployments. At Nortel, Ian was project manager, business and network planning. Working consultatively with Nortel's customer base, Ian led business and network planning efforts that supported carrier equipment deployment and capital budget decision-making. Additionally at Nortel, he held systems engineering positions in the areas of access, switching, optical, and enterprise networks. Ian received his MBA from Queen's University at Kingston and his B.S. in Electrical Engineering from the University of Manitoba.