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- Mark Winther
- Group VP, Worldwide Telecom
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- Products and Market Demand
- VOIP in consumer and business markets
- Enterprise managed services and the carrier value proposition
- Broadband initiatives – value beyond access
- Wireless/wireline integration
- Industry Consolidation and Competition
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- Carriers -- Regulatory changes
- International – VOIP technologies are ideal to increase teledensities
- 271 relief & triennial review – create competitive carrier market
- Wireless – early stage of IP adoption
- Consumer -- Voice-over-Broadband
- Consumer deployments incremental and trial stage in 2004
- Enterprise IP telephony
- PBXes nearing end of life cycle
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- What Is Offered
- Local, LD Voice
- Web-based user interface
- Unified messaging
- 4-digit dialing
- Numerous features -- Conference calling, forwarding, screening,
routing, caller ID, click-to-dial, call logging
- Value Proposition
- Avoid the burden of ownership - No capex, no maintenance, no
obsolescence
- Scalability – grow and shrink with ease and minimal disruption
- Save money on local and LD
- Choice of CPE
- Shared infrastructure – cables,
switches, access link, servers
- Multiple levels of administration
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- Site & Network Assess
- Business Assessment
- Requirements
- Audit
- Design & Pilot
- Implement
- Equipment supply
- Staging
- Installation
- Transition management
- Manage & Support
- Customer care
- Remote management
- Self-service
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- Quality access to Internet
- Security use of Internet – anti-virus, anti-spam, firewall
- Data security
- E-mail accounts
- IP addresses
- Collaboration
- Web site Online presence
- Integrated access device monitoring
- Remote access
- Net VPN
- Business tools
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- 1. Mobile video –
- VOD multimedia services
- 2. Laptop professional –
- LAN extension services
- 3. DSL replacement –
- Residential
broadband
- Competitive access
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- Rumors of fixed line death are greatly exaggerated
- Integration means best of fixed and mobile world
- Customers want simplification and convergence
- Mobile functionality on fixed networks
- Fixed quality with the convenience of mobility
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- “Mobile-like” cordless phones
- SMS compatible
- SIM-card reader
- Color-graphic display
- Customizable – contacts, ringtones, background
- Fashion design
- Handsfree
- Hi tech – DECT phone (100+ ft indoors, 600+ ft outdoors)
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- Not restricted to employees only
- Contractors (permanent and temporary)
- Vendors
- Needed on continual basis and on occasional basis
- Not limited to company-supplied PCs
- Home computers
- Public kiosks
- PDAs and other devices
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- Benefits for Users
- Common identity across all services
- Unique contacts list available on any device and network
- Presence/availability on any network
- Ability to reach someone on any network/device according to presence
- Benefits for Employers
- Support for X devices X networks
- Centralized admin. & security
- Automated network sensing & selection
- Both IP and non-IP networks
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- Drivers
- Rise of Super-Carriers – multi-network operators gain advantage and go
beyond bundling
- Unshackled MCI and Global Crossing
- Renaissance of the CLECs
- Continued pricing declines
- Recovering economy
- Barriers
- Regulatory policy – nothing has changed at FCC, DoJ, SEC
- Where’s the growth – negative + negative = negative
- Buyers don’t have cash, sellers don’t want stock (maybe changing)
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- Consolidation Finally?
- Cingular buys AT&T or T-Mobile?
- Vodafone Exit VZW / Buy AT&T or T-Mobile?
- BellSouth and SBC Buy AT&T and/or Sprint?
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- Delight and differentiate through operational improvements and service
responsiveness
- Take something very boring and do it very well
- Install it quick – transparent installation with no problems
- Fix it quick
- Go the extra mile -- Nordstrom level servicing at WalMart pricing
- Web-based customer experience indicators
- ISO 9002 certification on commitments and deliverables to SMB
customers
- Satisfaction guarantee – convert to previous provider for free if fail
to meet service guarantee (e.g., for failure to resolve service outage
in 24 hours)
- Moneyback guarantee – if not satisfied after first 90 days, can cancel
contract without discontinuance fees
- Rewards and incentives programs
- Refer a business partner and receive $50 credit
- The more you buy, the more you save
- Free performance engineering audit
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- Proactive participant in customers’ environment
- Strengthen/Extend customer relationship
- Comprehensive advocacy role – manage entire portfolio of solutions
- Lifecycle management – look ahead visibility
- Transform from commodity product ability to solutions and value add
capability
- Transform from product focus to customer-focused, innovative services
partner
- From “plumbing” to business-enablement “platform”
- Managing complexity: the network transformation value proposition
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