SME Market Solution

The Customer

A leading IT infrastructure supplier to the Telecoms sector.

The Challenge

STL’s client’s largest single account, a major global Telco, accounted for a significant percentage of their revenues. The account team risked being marginalised as the Telco moved towards demanding managed service solutions rather than hardware and software from its vendors.

The team needed to develop and prime a compelling managed service solution for their customer that would clearly demonstrate that STL’s client could act as a business partner and generate real value for the Telco and its customers.

The Solution

STL worked with the client key account team to develop a thin-client IT services solution for SME’s. The solution enables the Telco’s SME customers to access centrally hosted applications and services from any device via any bearer.

STL Services

STL assisted the client in developing the value proposition; scoping the opportunity; understanding the competitive and customer environments; defining partners’ roles in service delivery; agreeing commercial terms with partners (a leading systems integrator, specialist networking software vendor, terminal supplier); developing a compelling presentation for the Telco; managing the delivery of a working demonstration; and project managing all relevant parties during the development of the solution.

The Result

STL’s client is priming the solution concept into the Telco and working with partners to develop the solution.

The solution has already been demonstrated to managers across the Telco’s Global organisation and additional demonstrations are being conducted with key Telco executives in the local organisations. It is envisaged that these sessions will result in Telco engaging with STL’s client to further develop and implement service.

STL’s client has been seen to develop a valuable solution that brings tangible business benefits to Telco by enabling the company to generate revenues from content & services, as well as from additional traffic on 3G and Wi-Fi.