Page 72 - BOSC-P

Outcome-based Value Hypothesis – Telco

Drivers • Network services and hosting are being increasingly commoditised as customers turn to Cloud.
Goals • CIO: AWS is pricing internal IT and external offering out of the market.
Problems • CEO: Without a IT / DC growth story, rumour is this subsidiary will be sold.
Value • SD & PD: Need better market offerings to compete and grow revenue.
Proof
• Internal IT needs to compete with AWS offerings – price and credibility (25% reduction)
• CEO needs a growth story to extend from managed network to datacentre and cloud (10%)
• Sales Director needs a plan to grow by 10-20% within 18 months.
• Portfolio Director wants to offer MS customers for value instead of reducing re-sign costs.

• CEO: Management team don’t have a plausible growth story – affecting his credibility.
• PD: No hardware vendor / partners can help him grow because they are struggling themselves.
• CIO: Struggling to create a viable business case to obtain budget for revamping the datacentres.
• SD: No growth strategy and sales people are demotivated / leaving.

• SD, PD & CIO: ABC Co. have a proposition that would enable you to up-sell all your network

managed services customers into the datacentre and at a lower price-point than AWS (-9%)
• It would also provide a logical and compelling sales roadmap for growth (10-20%).
• CEO: The proposition and sales plan would great a new growth story for your shareholders.

• We have helped a global SI to take out almost £15M of cost within 18 months.
• They have also increased DC sales by 11%.
• Customer DC churn has reduced by 14%.
• The growth and cost savings story has been viewed positively by shareholders.