Whether you run a small, medium-sized, or enterprise organization, IT investments must be justified. This is true of virtually any investment from replacing an aging server to building global MPLS backbones. The powers that be need to know what the proposed technology is and does at a high level, and more importantly, how the technology benefits the company. When making the case for managed network services, you will need to address other concerns as well. For example, senior managers may worry about security and risks associated with outsourcing, or "out-tasking" as some like to call managed network services. Below are a few tips for making the case for managed network services.
- Introduce the current problem that the managed network services will solve – Your boss is tasked with identifying opportunities and solving problems. By discussing the problem and its potential adverse effects on the company, you are identifying an area that needs to be improved and establishing a need for the proposed service. For example, if your existing MPLS is excessively sluggish and data backups are delayed by several days, you could highlight the dangers of operating without a current data backup set. If you can quantify the damage, do so. For example, how many man hours would be required to manually recreate three days' worth of invoices or how many orders would be lost due to a system-wide crash and data loss?
- Provide a high level overview of the proposed service – Next, explain the managed network services you are proposing. Unless your boss is an IT professional, try to keep your explanation as non-technical as possible. Your boss doesn't necessarily need to know the technical specifications at this point, but will want assurance that it's well designed and backed by a legitimate company that knows what it's doing. While you're at it, show how the proposed managed network services align with your company's values and vision. For example, if your company is passionate about providing exceptional customer service, how does the proposal support that goal?
- Discuss its benefits – This is the most important part. This isn't about features; it's about how the managed network services you are recommending will solve the problem you introduced earlier and make a positive impact on the company. For example, will the solution speed up the wide area network and provide nearly real-time data backups? If so, discuss that first because that is the solution to the problem you initially discussed. Next, add the "but wait, there's more" benefits. For example, will the managed network services control costs? Reduce costs? Increase profits? Improve customer service? Allow the IT department to focus on other high-value projects?
- Anticipate and overcome objections – Just as salespeople anticipate objections in advance and have prepared responses to overcome them, the same is true of making a business case for new IT investments. Consider what concerns senior management might have about managed network services and prepare appropriate responses. Ideally, some of your responses will reinforce the benefits you've discussed earlier. If you're unsure about an unforeseen objection raised, be honest and let your boss know that you will look into it and find out. Once you find out, promptly relay your findings to your boss.
No matter which type of managed network services solution you are considering, chances are you will need to make a business case for it. By identifying the problem the solution solves and focusing on the benefits, you will be well on your way toward justifying the solution.
The author, Maxwell Pierce, has extensive knowledge and experience working with MPLS network for various enterprise and stress the importance of moving more towards cloud technology for IT services.
