Service Assurance: Current Market Dynamics

• “Wait and see” attitude

• Cash preservation focus

• Shorter procurement horizons

• Higher burden of proof for ROI

Demand disruption...

How we are responding:

• Extending market share leadership

• Seizing immediate opportunities

• Increasing size of pipeline

• Expanding ROI selling strategies

• Managing expense side carefully

…but also opportunity

• Immediate pain points

• Consolidation and outsourcing

• Pockets of rapid growth (wireless LAN, wireless data, VOIP, security, storage, IP-VPN)

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