Chris Goh, BRM Director

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• Chris Goh, BRM Director
• January 2006

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Discussion Topics

• Tellabs Overview
• Enabling IT Governance through Business
  Relationship Management
• Implementation Challenges
• Next Steps

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Tellabs Delivers Whats Next
Tellabs helps you seamlessly advance networks
into the future. We leverage our deep
expertisein the industry to create long-term
solutionsthat adapt to evolving end-user needs.
Whats Next in Communications
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Track Record of Success

• Tellabs maintains a strong financial position
• Tellabs is the U.S. market leader in bandwidth
  management and fiber access
• Tellabs is integral to about400 networks in
  almost 100 countries

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Tellabs Presence
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Ready to Help CustomersWith Whats Next
As industry changes unfold over thenext decade,
Tellabs will continue as customers trusted
partner, workingside by side to manage the
complexitiesof evolving to next-generation
networks. Krish Prabhu President and CEO,
Tellabs
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Discussion Topics

• Overview of Tellabs
• Enabling IT Governance throughBusiness
  Relationship Management
• Implementation Challenges
• Next Steps

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Enabling IT Governance through Business
Relationship Management
In past years, IT leaders have focused on
To sustain success, equal focus applied to
Governance
Portfolio Management
Business Relationship Management (BRM)
Service Delivery
Continuous Improvements
Role is critical link for IT organizations
capacity to fulfill business demand
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Enabling IT Governance through Business
Relationship Management
1. Commonly viewed as role, not as
organizational capability
2. Role regarded as cure all, but lacks
authority for accountability
Why hasnt BRM delivered on promise?
3. Role doesnt evolve, and organization
relevance demands change
4. Organizational needs not understood,
individuals placed in wrong roles
5. No clear career path for role
Business Relationship Management (BRM) role needs
to evolve as the IT organization change
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Enabling IT Governance through Business
Relationship Management
IT Governance structure and processes in place
Operational SDLC processes in place
BRM evolves from elements necessary to show
value-added capability of BRM
BRM role at peer level with IT Senior Leadership
Focus BRM on Portfolio and Program Management
Equip BRM with tools and information to
communicate IT value
From here, evolve role in capturing demand,
coordinating change shaping service portfolios
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Enabling IT Governance through Business
Relationship Management
Evolution of Business Relationship Management
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Publicist Marketing Communications Management
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2
Broker Product Management Supply / Demand
Management
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3
Account Executive Client Management Sales
Capability
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Relationship Role
Source Relationship Management Is More than
Critical Its Pivotal, Gartner Group
As role matures, focus on new capabilities
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Enabling IT Governance through Business
Relationship Management
Evolution at Tellabs
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Publicist Marketing Communications Management
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2
Broker Product Management Supply / Demand
Management
2
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Tellabs is here
Account Executive Client Management Sales
Capability
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Relationship Role
Source Relationship Management Is More than
Critical Its Pivotal, Gartner Group
Evolved from Firefighting to process maturity
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Enabling IT Governance through Business
Relationship Management

• So what does BRM look like? (at Tellabs)

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Enabling IT Governance through Business
Relationship Management
Engage senior management and gain trust
See, communicate and contribute to business goals
BRM Manager Talents
Constantly search for ways to make things better
Strong external network of relationships
Manage interpersonal relationships
Reaching the highest capacity levels requires
talent
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Enabling IT Governance through Business
Relationship Management
Business Relationship Management Processes
BUSINESS / IT STRATEGY
ApplicationsServicesProducts(ROI)
Ideas (Proposed Investments)
Guides Portfolio Balance
DEMANDMANAGEMENT
Qualify Idea
Concept
PORTFOLIO MANAGEMENT
Prioritization Project Portfolio Asset
Portfolio
Single View of Demand
PROGRAM MANAGEMENT
Project Mgmt Resource Mgmt Financial Mgmt
Change Mgmt
SOFTWARE DEVELOPMENT LIFECYCLE
Define Develop Validate Deploy
Control the Front Door to IT close the Back
Door
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Enabling IT Governance through Business
Relationship Management
Managing Business Demand Qualified Idea Phase
0.1 Receive Request
0.2 Validate Request
Go toDefinition Phase
0.3 Classify Scope
Complex?
No
Yes
0.4 Review Prioritize with Business
Go toConcept Phase
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Enabling IT Governance through Business
Relationship Management
Managing Business Demand Concept Phase
From Concept Phase
B
1.5 Review Capacity Resource Options
1.1 Kick-off Concept Phase
1.2 Coordinate Business Deliverables
1.3 Draft Initial GIS Deliverables
1.4 Validate Project Deliverables
1.6 Finalize Project Deliverables
A
Drill Down Meeting
Pipeline Meeting
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Concept Phase - continued
Managing Business Demand - Concept Phase contd
Strategic Impactor Funding / ResourcesNeeded?
1.8 Review Prioritize Projects
1.9 ITBC Approval?
B
A
1.10 Communicate Approval
1.11 Request PM Assignment
Go toDefinition Phase
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Enabling IT Governance through Business
Relationship Management
IT Governance Structure
Engage Business Leadership
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Discussion Topics

• Overview of Tellabs
• Enabling IT Governance through Business
  Relationship Management
• Implementation Challenges
• Next Steps

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Implementation Challenges

• So how do traditional organizations evolve?
• Form BRM from within existing organization (most
  likely)
• Identify people within IT with some of these
  talents/skills
• Change desired mix of talent/skills
• Change who you hire (consulting backgrounds)
• Focus on consultative approach to Business

If IT doesnt evolve, the Business will hire the
consultants who have
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Next Steps

• So where are we going with BRM
• Improve the Business through integration with
  the business
• Mature consultative competency
• Understand strategic directions of internal
  customers
• Improve ability to anticipate business demand and
  GIS impact
• Leverage relationships to promote desirable use
  of IT

Understand our business and balance business and
IT advocacy
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Questions Answers
Our Vision
Deliver to customers technology
that transforms the way the world communicatesTM.