GS-CT Interlock and Enhancing GS Selling Framework
GS led sales process - to support CTs
CT led - The Trust Equation
•
Connecting with the Client
•
Assisting CTs in Power Mapping
•
Relationship planning
•
Consultative sales
•
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
BU Led Initiative
•
Sales Boost
•
Qualification & Win Strategies
•
Creating the win teams
•
Deal Coaching
•
GS Growth Engine propositions
CT and GS interlock
CT & GS Lead generation
© Nokia Siemens Networks
•
Strong service offerings
•
Account Planning
•
Origination Initiatives & Lead Generation
•
Pipeline Prioritization
•
Better Qualification
•
Need to engage earlier with CTs
•
Position GS value props, successes
•
Client Portfolio Management
There is a significant upside potential
OPEX related to Sales &
customer care, Billing &
Collection, IT Services, etc
€~640 Bn
Technical real estate
•
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
Leased capacity
Energy to power network
Network & service related
OPEX
€~250 Bn
~10% of Network related Opex
NW production & expansion
Network management
NW engineering & design
Production planning & controlling
CAPEX
€~100 Bn
Currently addressed by NEPs
Network repair and maintenance
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
© Nokia Siemens Networks
How do we engage...
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
The Key Players
Sales
TRICORN:
unified model
for all sales
cases
Solution
Project
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
© Nokia Siemens Networks
Go/No go
Bid/No bid
Gate 1-3
Gate 4
Gate 5
Outsourcing of Operations for
T-Home's legacy TDM Network,
SWF50649
Bharti Transport Network Group
Managed Services, SWF60463
DEVAS LTE Multimedia
Operation, SWF54724
€100M
E-Plus Mobilfunk, MS Win Back,
SWF68582
MS ongoing ≥ m€ 100 u/w MS
€450M
Wind Hellas, Managed Services,
SWF76553
€200M
PT Indosat Tbk, Energy Solution,
SWF71234
€100M
MOI Saudi Arabia, ECO Center &
C4IS Project, SWF76475
€130M
VDF Poland, Outsourcing, Adam,
SWF56392
€150M
€291M
Maxis Aircell Ltd, Pan India MS,
SWF60772
€141M
€184M
Everything everywhere, UK, 2G
swap, SWF47388
€100M
PT Excelcomindo Pratama, XL
Managed Services, SWF66722
€157M
Zain, MV support for MS/NOC,
SWF64853
€700M
Project Starling, SWF61902
€100M
Vodafone Essar, 9+3 Circles MS
renewal, SWF70412
€102M
VDF Essar Greenfield MS,
SWF34521
TEF LAT, YUCA MS - Phase I
FLM SWF59927
€137M
Project Bowe, UK, SWF58247
€202M
€224M
Probability:
Orange Poland, Outsourcing,
SWF35372
>75 %
TATA, 2G-3G Combo Managed
Services, SWF69011
50 – 74 %
€250M
€144M
50% <
VDF Spain, Outsourcing,
SWF23024
€137M
© Nokia Siemens Networks
Zain, Bharti MS Airtel Africa,
SWF78296
€113M
Singtel MS, SWF72181
€271M
Go/No go
Bid/No bid
Gate 1-3
Gate 4
CMCC, 2012 LTE central
procurement, SWF73921
Bharti Airtel Ltd, Bharti Transport
Network Group Managed
Services, SWF60463
€136M
US ARMY – CECOM, Next
Generation Networks MIL NGN,
SWF8625
NI ongoing ≥ m€ 100 U/W NI
€110M
LPTIC Libya, NGAN Package F2,
SWF36424
€238M
Iraq Border Security & Baghdad
Security Project, SWF70373
€120M
IMOD US, MIL NGN VoIP Solution
for US Forces NAM, SWF9249
€452M
Telkom SA, Mobile Solution for 2nd
Vendor, SWF67972
€124M
€496M
Aircel Limited, 3G RFP,
SWF49151
Gate 5
MÁV Hungary GSM-R,
SWF3857
Hi3G Access AB, 3 Norway
Turnkey LTE, SWF67967
€120M
Telcel Mexico, LTE RFQ,
SWF67189
€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
€207M
DEVAS LTE TDD
(Gate 4 onwards),
SWF54724
€115M
Reliance India, 3G Opportunity,
SWF70993
€165M
San Miguel Corporation, Site
Acquisition & CW Program
SWF65319
€112M
Bharat Sanchar Nigam Ltd, GSM
Snap tender 5.5 Mio Subs,
SWF76443
€154M
Everything Everywhere Ltd, 2G
Swap, SWF47388
€167M
€122M
Telefónica O2 Germany,
LTE 2010 // 800 Mhz Access and
Service, SWF72242
€167M
Probability:
>75 %
50 – 74 %
50% <
© Nokia Siemens Networks