GS-CT Interlock and Enhancing GS Selling Framework

fearlessquickΚινητά – Ασύρματες Τεχνολογίες

12 Δεκ 2013 (πριν από 3 χρόνια και 10 μήνες)

78 εμφανίσεις

© Nokia Siemens Networks

GS
-
CT Interlock and Enhancing GS Selling Framework


Better Qualification


Need to engage earlier with
CTs


Position GS value props, successes


Client Portfolio Management

CT and GS interlock


Strong service offerings


Account Planning


Origination Initiatives & Lead Generation


Pipeline Prioritization

CT & GS Lead generation


Sales Boost


Qualification & Win Strategies


Creating the win teams


Deal Coaching


GS Growth Engine propositions

BU Led Initiative


Connecting with the Client


Assisting
CTs

in Power Mapping


Relationship planning


Consultative sales

CT led
-

The Trust Equation


Engagement leads and Market Makers
-

by SBU


Sales Methodology and process


Operational and Commercial Value
Proposition design


Sales messaging, presentations,
proposals, orals


Sales Mgmt Infrastructure: Tools,
Reporting & Analytics Sales Incentives

GS led sales process
-

to support
CTs

© Nokia Siemens Networks

There is a significant upside potential

OPEX related to Sales &
customer care,
Billing
&
Collection,
IT
Services, etc


~640
Bn

CAPEX


~100
Bn


Opportunities to address
through further penetration &
expansion into adjacent
areas


Over 70% of repair and
maintenance is done by
CSPs

internal staff today


Almost 100% of energy to
power network OPEX is
spent internally


Addressing these new
opportunities needs
Transformation


Technical real estate

Leased capacity

Energy to power network

NW production & expansion

Network management

NW engineering & design

Production planning & controlling

Network repair and maintenance

Currently addressed by
NEPs

70% spent internally,
potentially addressable

Source: KPMG benchmarking using real data from selected
CSPs

representing a total of


479bn 2008 revenue, extrapolation by NSN, Dec 2009

Network & service related
OPEX




~10% of Network related
Opex



~250
Bn

© Nokia Siemens Networks

How do we engage...

Delivery Project Owner

Responsible for delivery of the solution, ensures that plans
are in place to have the capability (capacity & ability) to
deliver within the timescale

Case Owner

Drives the case forward, captures customer’s
business requirements, drives the exploration
and resolution of the customer’s pain points

Customer Solution Owner

Responsible for driving solution design,
ensures that the solution offered is fit for
purpose and delivers the requirements

Sales

Solution

Project

The Key Players

TRICORN:

unified model
for all sales
cases

© Nokia Siemens Networks

Bharti

Transport Network Group
Managed Services, SWF60463


291M

Maxis
Aircell

Ltd, Pan India MS,
SWF60772


102M

VDF
Essar

Greenfield MS,
SWF34521


100M

PT
Excelcomindo

Pratama
, XL
Managed Services, SWF66722


700M

Project Starling, SWF61902


202M

Orange Poland, Outsourcing,
SWF35372


250M

Zain
,
Bharti

MS
Airtel

Africa,
SWF78296


113M

DEVAS LTE Multimedia

Operation, SWF54724


141M

Vodafone
Essar
, 9+3 Circles MS
renewal, SWF70412


184M

Everything everywhere, UK, 2G
swap, SWF47388


157M

Zain
, MV support for MS/NOC,
SWF64853


137M

Project
Bowe
, UK, SWF58247


224M

TATA, 2G
-
3G Combo Managed
Services, SWF69011


144M

Singtel

MS, SWF72181


271M

TEF LAT, YUCA MS
-

Phase I

FLM SWF59927


100M

MOI Saudi Arabia, ECO Center &
C4IS Project, SWF76475


130M

VDF Poland, Outsourcing, Adam,
SWF56392


150M

VDF Spain, Outsourcing,

SWF23024


137M

Outsourcing of Operations for

T
-
Home's legacy TDM Network,
SWF50649


100M

E
-
Plus
Mobilfunk
, MS Win Back,
SWF68582


450M

Wind Hellas, Managed Services,
SWF76553


200M

PT
Indosat

Tbk
, Energy Solution,
SWF71234


100M

Gate 1
-
3

Gate 4

Gate 5

MS ongoing ≥ m


100 u/w MS

50


74 %

Go/No go

50% <

Probability:

Bid/No bid

>75 %

© Nokia Siemens Networks

Bharti

Airtel

Ltd,
Bharti

Transport
Network Group Managed

Services, SWF60463


496M

Aircel

Limited, 3G RFP,

SWF49151


112M

Softbank, Japan, Advanced XGP

for Softbank, SWF66396


111M

OAO
Megafon

Stolichny

Branch,
FOTS laying, SWF75604


100M

Vodafone
Omnitel

N.V., LTE +
MultiRadio

RFQ, SWF70123


120M

MÁV Hungary GSM
-
R,

SWF3857


120M

Telcel

Mexico
, LTE RFQ,

SWF67189


115M

Reliance India, 3G Opportunity,
SWF70993


112M

Bharat

Sanchar

Nigam

Ltd, GSM
Snap tender 5.5 Mio Subs,
SWF76443


167M

Telefónica

O2 Germany,

LTE 2010 // 800
Mhz

Access and
Service, SWF72242


167M

Hi3G Access AB, 3 Norway

Turnkey LTE, SWF67967


207M

IMOD US, MIL NGN
VoIP

Solution
for US Forces NAM, SWF9249


452M

Telkom

SA, Mobile Solution for 2nd
Vendor, SWF67972


124M

CMCC, 2012 LTE central
procurement, SWF73921


136M

US ARMY


CECOM, Next
Generation Networks MIL NGN,
SWF8625


110M

LPTIC Libya, NGAN Package F2,
SWF36424


238M

Iraq Border Security & Baghdad
Security Project, SWF70373


120M

Gate 1
-
3

Gate 4

Gate 5

NI ongoing ≥ m


100 U/W NI

50


74 %

Go/No go

50% <

Probability:

Bid/No bid

>75 %

DEVAS LTE TDD

(Gate 4 onwards),

SWF54724


165M

San Miguel Corporation, Site
Acquisition & CW Program
SWF65319


154M

Everything Everywhere Ltd, 2G
Swap, SWF47388


122M