AT&T Acquisition of USi Adds to the M&A Mix


Posted on September 12th, by thinkstrategies in Uncategorized. 1 Comment

On September 12, AT&T announced it will acquire privately held USinternetworking, Inc. (“USi”), one of the early applications service provider (ASPs) pioneers, that has had a hard time maintaining a leadership position in a rapidly changing market.

Like Cognizant’s acquisition of AimNet Solutions earlier this month, this represents another transaction which is reducing the number of the original ASPs and managed service providers (MSPs) in the market. It also reinforces the trend among larger players seeking to expand their service portfolios via acquisition to become more strategic solution providers for their customers and channels for their partners.

Unlike the managed services concept which survived the dot.com bust and is now experiencing solid growth, the ASP model has never gained widespread acceptance for a number of reasons. In particular, ASPs positioned themselves as resellers of traditional software applications that are fundamentally flawed. These enterprise applications are often cumbersome to use and unable to fully leverage Internet connectivity. As a result, ASPs’ business benefits of accelerated application deployment without added the infrastructure investments were offset by the shortcomings of the traditional software applications they supported.

Aggravating the ASPs’ plight were the tremendous upfront investments they made in their service delivery infrastructures and showcase operations centers. This created tremendous cashflow problems for the ASPs that became compounded by the emergence of lower cost and more web-friendly software-as-a-service (SaaS) alternatives.

So why did AT&T decide to buy USi for 1.5-2x revenues?

It is hoping to retain a sufficient number of USi’s 150 enterprise clients in more than 30 countries to substantially expand its own hosting business. It also gains a stronger working relationship with USi’s independent software vendors (ISVs) including Ariba, Demandware, Microsoft, and Oracle/Peoplesoft/Siebel. And, it gains USi’s skilled support staff and facilities, as well as its experienced sales team.

Unfortunately, these ASP skills and relationships are quickly lossing their value in a world that is rapidly shifting to a SaaS model.







The Latest from THINK IT Services Blog

THINK IT Services Blog examines the business implications of the latest developments in the technology services market ranging from Cloud Computing and Software-as-a-Service (SaaS) to Managed Services and other forms of 'On-Demand' services.

Achieving the Promise of the Analytics Cloud – A Guest Commentary in Datamation

We’re all painfully aware of the overwhelming growth of Big Data. Yet, only 13 percent of organizations surveyed by Gartner have deployed solutions to...

More Industry Leaders Speaking at Cloud Channel Summit in San Diego on December 3

Key executives from 6fusion, Cloud Technology Partners, Ingram Micro, Pertino and Pivotal are among the most recent speakers added to the agenda for fourth annual Cloud Channel Summit hosted...

AppDirect and INetU Latest Sponsors of the Cloud Channel Summit, December 3 in San Diego

AppDirect is returning to sponsor and speak at the fourth annual Cloud Channel Summit hosted by THINKstrategies and the Cloud Computing Showplace on Wednesday, December 3 in San Diego. INetU...