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GS-CT Interlock and Enhancing GS Selling Framework

GS-CT Interlock and Enhancing GS Selling Framework. GS led sales process - to support CTs. CT led - The Trust Equation. Engagement leads and Market Makers - by SBU Sales Methodology and process Operational and Commercial Value Proposition design

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GS-CT Interlock and Enhancing GS Selling Framework

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  1. GS-CT Interlock and Enhancing GS Selling Framework GS led sales process - to support CTs 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 • Connecting with the Client • Assisting CTs in Power Mapping • Relationship planning • Consultative sales Build Trusted Relationships Win Profitable Deals Grow Quality Pipeline Target Right Clients Manage Sales BU Led Initiative • Sales Boost • Qualification & Win Strategies • Creating the win teams • Deal Coaching • GS Growth Engine propositions CT and GS interlock • Better Qualification • Need to engage earlier with CTs • Position GS value props, successes • Client Portfolio Management CT & GS Lead generation • Strong service offerings • Account Planning • Origination Initiatives & Lead Generation • Pipeline Prioritization

  2. There is a significant upside potential • 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 OPEX related to Sales & customer care, Billing & Collection, IT Services, etc Technical real estate Leased capacity €~640 Bn Energy to power network Network & service related OPEX ~10% of Network related Opex NW production & expansion Network management €~250 Bn NW engineering & design Production planning & controlling CAPEX €~100 Bn Network repair and maintenance 70% spent internally, potentially addressable Currently addressed by NEPs Source: KPMG benchmarking using real data from selected CSPs representing a total of € 479bn 2008 revenue, extrapolation by NSN, Dec 2009

  3. 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 TRICORN: unified model for all sales cases Sales 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

  4. Go/No go Bid/No bid Gate 1-3 Gate 4 Gate 5 TEF LAT, YUCA MS - Phase I FLM SWF59927 PT ExcelcomindoPratama, XL Managed Services, SWF66722 VDF Essar Greenfield MS, SWF34521 DEVAS LTE Multimedia Operation, SWF54724 Orange Poland, Outsourcing, SWF35372 Maxis Aircell Ltd, Pan India MS, SWF60772 Vodafone Essar, 9+3 Circles MS renewal, SWF70412 Project Starling, SWF61902 Singtel MS, SWF72181 Everything everywhere, UK, 2G swap, SWF47388 VDF Poland, Outsourcing, Adam, SWF56392 Zain, Bharti MS Airtel Africa, SWF78296 Wind Hellas, Managed Services, SWF76553 E-Plus Mobilfunk, MS Win Back, SWF68582 Zain, MV support for MS/NOC, SWF64853 VDF Spain, Outsourcing, SWF23024 Outsourcing of Operations for T-Home's legacy TDM Network, SWF50649 MOI Saudi Arabia, ECO Center & C4IS Project, SWF76475 TATA, 2G-3G Combo Managed Services, SWF69011 Project Bowe, UK, SWF58247 Bharti Transport Network Group Managed Services, SWF60463 PT IndosatTbk, Energy Solution, SWF71234 €100M €202M €150M €130M €250M €224M €113M €144M €271M €184M €141M €100M €137M €157M €700M €291M €102M €100M €100M €200M €450M €137M MS ongoing ≥ m€ 100 u/w MS >75 % Probability: 50 – 74 % 50% <

  5. Go/No go Bid/No bid Gate 1-3 Gate 4 Gate 5 Hi3G Access AB, 3 Norway Turnkey LTE, SWF67967 BharatSancharNigam Ltd, GSM Snap tender 5.5 Mio Subs, SWF76443 OAO MegafonStolichny Branch, FOTS laying, SWF75604 MÁV Hungary GSM-R, SWF3857 Softbank, Japan, Advanced XGP for Softbank, SWF66396 TelcelMexico, LTE RFQ, SWF67189 Aircel Limited, 3G RFP, SWF49151 Reliance India, 3G Opportunity, SWF70993 Telkom SA, Mobile Solution for 2nd Vendor, SWF67972 Telefónica O2 Germany, LTE 2010 // 800 Mhz Access and Service, SWF72242 Vodafone Omnitel N.V., LTE + MultiRadio RFQ, SWF70123 Everything Everywhere Ltd, 2G Swap, SWF47388 CMCC, 2012 LTE central procurement, SWF73921 US ARMY – CECOM, Next Generation Networks MIL NGN, SWF8625 LPTIC Libya, NGAN Package F2, SWF36424 Iraq Border Security & Baghdad Security Project, SWF70373 DEVAS LTE TDD (Gate 4 onwards), SWF54724 San Miguel Corporation, Site Acquisition & CW Program SWF65319 BhartiAirtel Ltd, Bharti Transport Network Group Managed Services, SWF60463 IMOD US, MIL NGN VoIP Solution for US Forces NAM, SWF9249 €207M €238M €112M €167M €115M €452M €124M €122M €120M €136M €100M €120M €120M €111M €112M €165M €496M €154M €167M €110M NI ongoing ≥ m€ 100 U/W NI >75 % Probability: 50 – 74 % 50% <

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