Page 44 - FY18 Advanced Services Strategic Plan

US Public Sector market profile

Total Addressable Market Market Opportunities
• Managed Security Services
+3.0% • Leverage Incident Response and other assessments to prepare for
6,616 protection and prevention
6,440 • Easy Attach at Point of Sale (fix sku)
6,284 • Tetration
6,051 • Consultative Cloud Approach (Cloud Advisory Services)
5,890 • Migration and manged services offerings
5,747 5,730 5,787 • Incorporate standard protocols to assist client migration to
programmatic infrastructure
• Proactively refreshing network core
FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 • DISA – JITC certification processes - Cable once, use many

Competitive Landscape Market Risk
• Microsoft – Greatest competition in flexible consumption collaboration space. • Talent shortage continues to grow, particular challenge finding cleared
MS won the Army Softphone RFP and we’re seeing strong battles with Microsoft resources in security
in the field. Cisco has better UC story, but Microsoft has compelling argument with • Limited number of viable inorganic services acquisition targets that serve
the desktop licenses for customers to take ‘manageable’ risk.
• AS Subscriptions tied to install base maintenance are being threatened by Cloud, USPS customers
Automation & Orchestration; while not a named competitor, the market disruption • Confusion created by thousands of security product vendors
represents significant risk. Must transition to Business Critical with a higher • Lack of integration services engagements could risk security product sales
(audience) value proposition.
• Niche firms like Sequoia are competing with us on Cloud Professional Services in
the Federal space. Cisco are not credentialed as application relevant or cloud
knowledgeable beyond infrastructure, these firms are pulling away from us.
• Our position in US Public Sector Security services needs to be expanded to be
ubiquitous. The security services market is fractured/segmented, so we have a
great opportunity to be a consolidator of security services.

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