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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, 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 1-3Gate 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, 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 1-3Gate 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), SWF54724 165M San Miguel Corporation, Site Acquisition & CW Program SWF65319 154M Everything Everywhere Ltd, 2G Swap, SWF47388 122M
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