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September/October 2014
Telecom Reseller 21
Service Providers can
results. Which levers to pull, in other words Our research shows there are billions of
which operations to examine and implement for dollars of potential new cloud sales every year
Signiicantly Increase best practices, is governed by the objective (e.g., that Service Providers may miss out on for want
model marketing).
of best practices.
he operations to be assessed are selected Eastern Management has published a white
Cloud Sales with with the goal of putting in place process paper that details what’s involved in a Service
improvements and best practices for the Provider process improvement initiative. he
initiative.
paper is called Best Practices to Grow Service
Process Improvements
he nine operations are grouped under Provider Cloud Revenues and it is available on
three headings. hey are 1) Organization; 2) request at tinyurl.com/os8womw. TR
Efectiveness; and 3) External Inluences.
More at www.easternmanagement.com
and Best Practices

If she dials 911,
will the critical help she
C
needs be able to ind her?
loud has become big business for best practices foundation. he carrier’s starting
Service Providers. A new white paper point is determining what is being solved for. Is
by Eastern Management Group reports it validating the best way to go-to-market? Is
that Service Providers have spent billions of it model branch? Is it recovering a now-at-risk
dollars on cloud architecture, services, and business plan?
operations to support a large market for their A carrier’s business operations in need
cloud services.
of improvement, and any resulting process
hey are not about to be disappointed. Our improvements and best practices, should be
research inds that businesses from large and conined to areas afecting the desired outcome.
medium enterprises to SMBs are spending
As an example, a client wanted a model branch
tens of billions of dollars on public and private created that would be implemented and
clouds, with much more to be spent in the replicated throughout the Service Provider’s
future. Service Providers are in a good position territory. Although sales targets were being
to take a signiicant
met, certain operating
share of the cloud
eiciency was being Eastern Management identiies
market. hey
sacriiced and many nine business operations as
bring with them
assets, customers,
processes varied by geography. Another
networks, systems,
Service Provider client having a substantial tough
staf, practices, as
wanted an appropriate different inluence the Service
well as recurring
pricing structure for Provider’s cloud results.
revenue business
their cloud ofers that
experience. From
properly relected
our experience consulting to Service Providers the carrier’s value proposition and brand. In
there are already many good operating models each of these examples the operations that were
to be found among Service Providers’ cloud examined, the processes improved, and best
businesses. Some may have model portfolios,
practices outcomes were substantially diferent
or model channels, or model branches, or because the problems were dissimilar to begin
model marketing, or model systems. here is a with.
Don’t compromise Our E911 solutions
correlation between companies that have model Where do the cloud model operations and
operations and achievement.
best practices come from? hey’re inluenced by your employees’ help 911 callers get
here are Service Providers that churn-out diferent sources, usually in some combination. the assistance they
good results from their cloud business. However For example in our practice, in addition to
safety.
need − fast.
as a counterpoint there are Service Providers the consultants’ experience, we frequently get
that are aspirational, not yet generating needed input from the Service Provider’s staf, their
results, but hopeful. Carriers in each group may be motivated to do better.
peers (similar Service Providers), vendors, and customers.
The E911 Experts
Model operations either already exists at a Eastern Management identiies nine business 911Enable.com
cloud Service Provider or they can be developed operations as having a substantial tough 1-877-862-2835
and rolled-out. Model operations sit on top of a
diferent inluence the Service Provider’s cloud

Enhancing Unified Communication Systems Since 2001

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