New SLAs and KPIs need to reflect the enhancements. And finally, service providers need to sell their new competitive advantage.
"This is potentially where the greatest shift occurs," LOGICnow states in the report. "Sales and marketing will need to learn new messages and how best to articulate them, who to target and how to promote the benefits of the new services. This is as fundamental a change to the business as transitioning from break/fix to managed services, but potentially even more valuable."
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