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Enterprise Voice

The Nigerian Voice Market

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Agenda

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The Environment - Competitors

Enterprise Voice

Siemens, 21stCentury, NT & TS, Operators,

Dimension Data

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The Environment - Characteristics

Enterprise Voice High Value ?? (We want it to be)

but currently low value (Panasonics & Key Systems)

Long Sales Cycles

Average Is 6 Months. Services Are Key To Profitability?

Margins From Product Sales.

Customer Characteristics Companies With Multiple Locations & Links Between Those

Locations Companies With Large Head Offices (Greater Than 100

People)

Companies That Can Afford The Systems

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Enterprise Voice - Competitors

Siemens

Strengths

Brand & Price

Good Products

Weakness

System Integration Skills??

Has Not Demonstrated This. Is This Required In The Market

Marketing ?? (Value Based Selling)

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Enterprise Voice - Competitors

Dimension Data

Strengths

Global Brand, Perceived Competence

Weaknesses

Cisco Voice Push Is Expensive

Has not yet positioned itself for enterprise voice

Two Avaya Contact Center Wins

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Enterprise Voice - Competitors

21stCentury

Strengths

Operator, uses voice to drive connectivity

Partnership With Siemens

Finances

Weaknesses Technical Competence

Does Not Understand Networks

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Enterprise Voice - Competitors

Other Operators

MTN, Nitel, etc

Strengths Operators, Can Use Applications Like Voice As A

Loss Leader To Drive Connectivity Services

Financial Power

Reach

Weaknesses No Enterprise Understanding (YET)

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ICTPlus

Strengths

Price.

Weakness

Dont Know

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Enterprise Voice - Competitors

Other VARS & System Integrators

NT & TS

Have Not Yet Shown Marketing Skills

Have Captive Large Accounts

Alcatel

SPDCPPC

GLO & Other Customers NT&TS

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Enterprise VoiceCustomer

Characteristics Prestige

Customers That Can Afford System

Professional Services

Olaniwun..

Systemspecs

Large Organizations Customers That Have Outgrown Panasonics

Banks

Zenith

FirstInland

Customers In Multiple Locations Have Networks Connecting These Locations

Oil Companies

Banks

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Enterprise Voice

Competitor Actions

21stCentury

Partnership With Siemens

Free PABXs With Connectivity Services ForCustomers

Intercontinental

Others

Still Focused On Single Voice Sale

Little Or No Marketing

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Enterprise Voice

Competitive Actions

Marketing Revamp (No Traction)

Collateral

Material Describing Value By Market Segment

Reference Sites

Demo Sites

Show & Tell

Why??

Diffused Responsibility & Accountability

No Funds.

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Immediate FutureEnterprise

Voice

Greater Operator Activity

MTN & Others

Drive Traffic

Big IP Push By Cisco

Entry By Well Funded Foreign Group

Avaya

PABX Type Services Provided By

Operator In Cloud

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How To Win

Marketing To Differentiate! Prepare Collateral (AGAIN!)

Identify Prospects (AGAIN!)

Go To Market

How? With CSBD?

Marketing To Show Competence Demo & Reference Systems

CBN, GTBank, ARM Pensions, Olaniwun

Roadshows / Seminars With Ericsson Mobility Story

IP Competence

Voice Network Features

Business Class Telephony

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Who Does What, When & How

People

Workplans, Scorecards & Targets

Operations & Process

Funding

Tracking

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How To Win