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© 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 customers business requirements, drives the exploration and resolution of the customers pain points Customer Solution Owner Responsible for driving solution design, ensures that the solution offered is fit for purpose and delivers the requirements SalesSolution Project The Key Players TRICORN: unified model for all sales cases
© Nokia Siemens Networks Bharti Transport Network Group Managed Services, SWF M Maxis Aircell Ltd, Pan India MS, SWF M VDF Essar Greenfield MS, SWF M PT Excelcomindo Pratama, XL Managed Services, SWF M Project Starling, SWF M Orange Poland, Outsourcing, SWF M Zain, Bharti MS Airtel Africa, SWF M DEVAS LTE Multimedia Operation, SWF M Vodafone Essar, 9+3 Circles MS renewal, SWF M Everything everywhere, UK, 2G swap, SWF M Zain, MV support for MS/NOC, SWF M Project Bowe, UK, SWF M TATA, 2G-3G Combo Managed Services, SWF M Singtel MS, SWF M TEF LAT, YUCA MS - Phase I FLM SWF M MOI Saudi Arabia, ECO Center & C4IS Project, SWF M VDF Poland, Outsourcing, Adam, SWF M VDF Spain, Outsourcing, SWF M Outsourcing of Operations for T-Home's legacy TDM Network, SWF M E-Plus Mobilfunk, MS Win Back, SWF M Wind Hellas, Managed Services, SWF M PT Indosat Tbk, Energy Solution, SWF M Gate 1-3Gate 4Gate 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, SWF M Aircel Limited, 3G RFP, SWF M Softbank, Japan, Advanced XGP for Softbank, SWF M OAO Megafon Stolichny Branch, FOTS laying, SWF M Vodafone Omnitel N.V., LTE + MultiRadio RFQ, SWF M MÁV Hungary GSM-R, SWF M Telcel Mexico, LTE RFQ, SWF M Reliance India, 3G Opportunity, SWF M Bharat Sanchar Nigam Ltd, GSM Snap tender 5.5 Mio Subs, SWF M Telefónica O2 Germany, LTE 2010 // 800 Mhz Access and Service, SWF M Hi3G Access AB, 3 Norway Turnkey LTE, SWF M IMOD US, MIL NGN VoIP Solution for US Forces NAM, SWF M Telkom SA, Mobile Solution for 2nd Vendor, SWF M CMCC, 2012 LTE central procurement, SWF M US ARMY – CECOM, Next Generation Networks MIL NGN, SWF M LPTIC Libya, NGAN Package F2, SWF M Iraq Border Security & Baghdad Security Project, SWF M Gate 1-3Gate 4Gate 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), SWF M San Miguel Corporation, Site Acquisition & CW Program SWF M Everything Everywhere Ltd, 2G Swap, SWF M
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