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米国の調査会社ライトリーディング社の調査レポート「マネージドIP VPNサービス:中小企業市場のビジネスチャンス」は、IP VPNマネージドサービスを中小企業(SMB)に販売している米国のネットワーク事業者のビジネスチャンスと、SMB顧客基盤を築くために、サービスプロバイダが取り組むべき具体的な課題を分析している。

This report analyzes market opportunities for U.S. network operators selling IP VPN managed services to SMBs and the specific issues managed services providers must address to build an SMB customer base. The report also profiles 10 emerging IP VPN managed services providers that specifically target the SMB sector.

概要

Reliable, secure, anytime/anywhere access to corporate resources is now a strategic imperative for enterprises, but small and medium-size businesses (SMBs) are at a distinct disadvantage on this front compared with their larger competitors. Not only are networking resources more limited, but also SMBs typically lack the necessary expertise and networking staff to implement the right network for today’s and tomorrow's needs.

SMBs that operate at multiple sites have gravitated toward legacy frame relay services, which are typified by a static network, a fixed number of sites, and a single traffic priority environment. However, the reality for most growing, multi-site SMBs is constant change (the number of sites, network applications, security, e-commerce, etc.). These businesses need the flexibility and scaleability of a more robust networking solution, such as the MPLS/IP virtual private network. For this reason, SMBs represent a clear and attractive market opportunity for providers of managed IP VPN services.

The SMB market is the next great networking frontier. Presently, the total U.S. managed IP services market is split between two networking solution types: CPE-IPSec/SSL (customer premises equipment IP security/Secure Sockets Layer) and MPLS. However, MPLS revenue is expected to grow three times the annual rate of CPE-IPSec/SSL over the next five years. Within this market, the SMB sector is clearly a sweet spot for service providers, and is projected to grow at a compounded annual rate of 28 percent, versus only 12 percent in the large-enterprise space through 2012. Managed IP service revenues in the small business market alone are expected to grow at over 39 percent annually.

Based on business/networking requirement trends in the SMB, managed IP solutions have a clear advantage over traditional alternatives in handling a converged network environment because of their capability, flexibility, scaleability, operational simplicity, and lower cost. The current state of networking in the SMB (solutions deployed and current purchasing patterns) still has a long way to go to meet rapidly changing business situations, and thus presents a wide range of opportunities for IP service providers. With numerous networking technologies in play and still capable of addressing many of today’s low-end requirements, the challenge for service providers is to help the SMB sort through the clutter of alternatives to find the right networking solution for their needs.

Managed IP VPN Services: SMB Market Opportunities analyzes the market opportunity for U.S. network operators selling IP VPN managed services to SMBs. It lays out the expectations that SMB customers have for IP VPN managed services, including key technology features, service management, and cost factors. The report also addresses the specific issues that managed services providers must address to build their SMB customer base, focusing on the key differences between the SMB sector and the large-enterprise market. Different technology approaches to delivering IP VPN managed services to SMBs and marketing strategies are analyzed. The report also profiles 10 emerging IP VPN managed services providers that specifically target the SMB sector.

Managed IP VPN Services: SMB Market Opportunities provides critical insight and analysis for a range of industry participants, including:

			Network operators needing insight into the key issues that are driving SMB demand for IP VPN managed services, the network operators that are most aggressively targeting SMBs with IP VPN services, and the likely uptake of IP VPN services by small to midsized business customers
			Technology suppliers looking for independent market intelligence that quantifies the market opportunity for IP VPN services in the SMB sector, as well as identifying the network operators that are moving most aggressively into the SMB space
			Investors needing a better understanding of the scale of the opportunity that IP VPN services presents network operators and technology suppliers

Sample research data from the report is shown in the excerpts below: Light Reading Insider projects that revenues from managed IP services in U.S. SMB markets will increase from about $1.9 billion in 2007 to over $6.5 billion in 2012. SMB revenue growth will be due in equal parts to migration from existing legacy network services (Frame Relay, some private line, and ATM), and to greenfield IP network deployment and existing IP network expansion. The following figure charts projected revenue growth for IP VPN managed services for U.S.-based SMBs. 拡大図

• Companies analyzed in this report include: AuBeta Networks Corp.; Cybera, Inc.; MASERGY Communications, Inc.; MegaPath Networks, Inc.; New Edge Networks, Inc.; PAETEC Communications, Inc. (NASDAQ: PAET); SAVVIS Communications Corp. (Nasdaq: SVVS); tw telecom, inc. (Nasdaq: TWTC); XO Communications, Inc. (OTC: XOHO); and Virtela Communications, Inc.

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Table of Contents

I. Introduction

II. What SMBs Want

• Cost-Effective Solution
• Access to Operational Data
• Network Management
• Single Point of Responsibility
• Traffic Prioritization 

III. Provider Market Challenges

• Understanding the SMB's Business
• Educating the SMB
• Affordable Solutions
• Managed Solutions

IV. Managed IP Approaches

• Network-Based MPLS VPN
• CPE/IPSec IP VPN
• SSL VPN
• Solution Management

V. IP Marketing Strategies

• The SMB-Provider Partnership
• Education Programs
• Marketing and Sales Model
• Leveraging the Vendor

VI. Emerging Managed IP Service Providers

• AuBeta Networks
• Cybera Inc.
• MSERGY Communications Inc.
• MegaPath Networks
• New Edge Networks
• PAETEC Communications
• SAVVIS Communications
• tw telecom inc.
• XO Communications
• Virtela Communications