Our 2003 vendor order management customer win survey underscores that order management vendors that offer a broad best-of-suite solution and have a significant existing base of CSP customers to up-sell are the most likely to succeed.

The results of our survey illustrate the following:
-68 percent of all vendors’ OM customer wins were attributed to existing customers.
-Best-of-suite vendors were very successful at up-selling an order management solution to existing CSP customers (especially Tier 2 and Tier 3 CSPs).
-The enterprise software vendor category made the most OM sales in 2003—although these vendors sold CSPs mostly sales or supply-chain OM solutions.

In this report, we analyze vendors’ order management customer wins according to three broad vendor best-of-suite categories: enterprise, billing/customer care and provisioning. We first provide basic definitions for the three types of OM solutions available in the marketplace today: sales order management, provisioning order management and supply-chain order management offerings. The bulk of this report highlights specific OM sales trends for the different vendor categories. This data provides insight into which service provider market verticals are most inclined to invest in a COTS order management solution from one of these three categories of OM vendors.