In recent years, the market environment has changed dramatically for Telecommunication Providers (ITSP’s) and System Integrators (SI’s). Both market partners are forced to offer tailor-made, cost-efficient and innovative solutions to their customer segments, which in turn enable them to achieve a sustainable margin on the basis of recurring revenues. A sustainable margin with recurring income can basically be achieved with the following two models:

• Managed Services and

• Vertical Solutions.

The challenge of the ITSP‘s and SI‘s in the development of a Managed Service or a Vertical Solution consist essentially of the following aspects:

• Know the market and market requirements and develop Business plan

• Specify and elaborate tailor-made solution, which is internally cost-effective and externally attractive

• Find partner who can implement the solution technically and commercially

• Define and implement processes

• Define and implement marketing and sales tasks.