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Tata Communications Presentation A PARTNERSHIP FOR THE DIGITAL WORLD CHANGE HAS ALREADY HAPPENED The impact of digital technology means the wants, needs and business models of end customers have fundamentally changed End customers expect you to understand their pain THE BUYING points in detail. PROCESS HAS They'll reward you for helping them find new ways to innovate, compete and grow. CHANGED But, they're unlikely to engage you directly until later on in the buying cycle. SUCCESS IS Customers want closer vendor partnerships to deliver: MEASURED • Top-line improvements THROUGH • Savings through digitisation BUSINESS • Mitigation of business risk IMPACT Overall, they want services to disrupt the status quo and deliver new innovation. CONSUMERISATION OF IT MEANS USERS EXPECTATIONS OF BUSINESS TOOLS ARE HIGH Pressure on corporate IT teams to deliver BYOD environments. Pace of change in provision of business IT tools can be frustrating for end users who are used to having the intuitive functionality of their personal devices. IN UNCERTAIN TIMES, A TRUSTED PARTNERSHIP IS KEY With so much upheaval, partner organisations need a vendor that can support them to take advantage of new opportunities The buying process has Success is measured through Consumerisation of IT means users changed - you need to work business impact - you need to expectations of business tools are with a vendor that helps you work with a vendor that supports high - you need to work with a get to market faster and can you with creating the right vendor that can provide an complement your existing propositions, bid support and unmatched experience for portfolio. pricing. partners and end customers to drive customer loyalty. Service Platform HOW HAVE WE Experience RESPONDED TO Platform CHANGE? Engagement Our Global Partner Programme is built Platform upon three platforms. When combined they offer our partners Differentiation the chance to meet their end customers by collaborating needs in new and exciting ways. at all 3 levels 1. THE TATA SERVICE COMMUNICATIONS PLATFORM SERVICES Deliver services that PORTFOLIO are integrated, innovative & global Ability to integrate our services and co-brand or white label them. 1. THE TATA SERVICE COMMUNICATIONS PLATFORM SERVICES Deliver services that PORTFOLIO + are integrated, innovative & global YOUR SOLUTION STACK A faster time to market and a complement to your portfolio. WHO? People 2. THE ENGAGEMENT PLATFORM Executive Partner Engagement Solution Partner Sales Sponsor Manager Architects Manager Investing in our partnership & your customers to create HOW? Support competitive edge and increase win rates Trainings & Differentiated Joint Planning Joint GTM Certifications Partner Pricing Marketing Support Bid Support Customer Demos Others 2. THE EXPERIENCE PLATFORM An unmatched experience for partners and end customers that drives customer loyalty. Go-to-market ready Self service and Integration through products one-stop partner Portal APIs portal Differentiated partner pricing, Automated access to quoting, sales tools, resources & support, ordering, post sales and Automated Q2C, training & collaterals & campaigns. management of our products and certifications, post sales services from your own portal support, marketing assets. PREDICTABILITY CONTROL CONFIDENCE Service The Global Partner Programme is Platform designed to help you win more. Experience Platform Engagement Platform Enable competitive Be agile Become your customers’ differentiation preferred partner Differentiation by collaborating at all 3 levels OUR GLOBAL PARTNER PROGRAMME IS BUILT TO ENSURE MUTUAL SUCCESS. VALUE OF THE GLOBAL PARTNER PROGRAMME Revenue and Differentiation Ease of Time to market profitability growth doing business If you’re successful, then so are we. REVENUE AND We identify joint solutions and go-to-market opportunities. Where PROFITABILITY applicable this collaboration also extends to include marketing GROWTH support and demand generation activities. Access to incentives and attractive commissions means that there is a clear opportunity for our partners to grow revenues and boost profits. DIFFERENTIATION You can build upon our services to offer integrated and unique customer solutions. Eligible partners are also able to white-label or co-brand propositions to their own customers. Access to in-depth training and certification means partners build up an unrivalled understanding of products making it easier to sell more. Easy access to our sales and marketing EASE OF experts as well as our simple to use online portals make doing business DOING together easy irrespective of your BUSINESS needs. Business processes are simplified and automated to enable greater agility and responsiveness TIME TO MARKET We understand how important it is to get to market first with a new idea or product. To support this, we provide 24/7 self service access to products, services, pricing, product and marketing content and online tools. We also help you with the building of proofs-of-concept and pilots to help you bring your vision to life for end customers and accelerate deal closure WE WILL BE WITH YOU EVERY STEP OF THE WAY A Partner Portal that provides you with the tools & resources required Planning Marketing Sales Service Delivery Service Delivery Joint GTM planning Marketing support Pricing & Incentives Support Joint solution Co-marketing Joint opportunities Integration of Partner Portal development Sales engagement & support Ticketing & Support Market Development Technical & Fund Sales enablement OUR PORTFOLIO WILL HELP YOU MAKE A DIFFERENCE The board wants: SPEED COST INNOVATION COMPLIANCE GROWTH Quickly provisioned For operations this Lower Opex More Digital transformation of Secure data technology Scalable technology means: predictability existing systems Reduced risk No Capex Reducing fines or For finance this Low Capex Cloud-based models approval required unnecessary One global solution means: Flexible pricing rather than Capex charges Agile platforms Sell broader to new For sales Persuasive business Unique differentiation Customer data is safe that shorten sales logos & deeper to this means: cases cycles existing PORTFOLIO OVERVIEW UC Services Security Services Data Center Services Content Delivery Application Aware Network Networking Global Voice VA/PT SPA Cloud Services Video Website Advance Audit Delivery Acceleration Reporting ITFN mSIEM mAMPS IZO Private Cloud Hosted Global SIP DDOS Dynamic Firewall Live Application Managed Hosting Download Path Performance Broadcast Selection Optimization Hosted vProxy vUTM Contact Colocation Center Mobile Workers Data Center Interconnect Ethernet Global Global MPLS Network Offices IZO SLA Internet Internet Remote Sites Corporate Data Center 1 Cloud Solution Providers The Internet Corporate Data Center 2 Partners’ Premise AUTHORISED + AFFILIATE + PREMIER + Dedicated resource support INCREMENTAL Differentiated pricing BENEFITS AS YOU ADVANCE IN THE AUTHORISED + AFFILIATE + Collaborative GTM PARTNER LEVEL Opportunity to white label Joint marketing & MDF Executive Sponsorship Portal API AUTHORISED + Performance Incentives Co-branded campaigns Lead Referral Online marketing collateral Training & certifications Partner Portal Access TATA COMMUNICATIONS POSITIONED AS A LEADER IN THE GARTNER MAGIC QUADRANT FOR NETWORK SERVICES, GLOBAL, 2016 COMBINING Ability to Execute Our emphasis is on a vendor's service quality, pricing and track OUR record. These elements are particularly important for global networks, because the issues of infrastructure, language and culture are more challenging than if applicable to only one MARKET country. LEADERSHIP Completeness of Vision We look for a thorough understanding of what clients want in a global provider, which is different from the requirements of a domestic provider, because it inevitably includes third-party elements and frequently includes a wider set of managed services. Network service providers should have a clear and evolving geographic strategy to meet the changing needs of customers. The portfolio should be broad enough to satisfy the evolving requirements of most enterprises, not just a specific vertical industry or customer size. While not prescriptive, visionary providers should have a clearly articulated strategy and market traction in evolving areas, including SIP trunks, networking for cloud services and NFV and/or virtual CPE. Latest reprint link: http://www.gartner.com/technology/reprints.do?id=1-28XVMRZ&ct=150130&st=sg Source: Gartner, Magic Quadrant for Network Services, Global, Neil Rickard, Bjarne Munch, 14 January, 2016 This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Tata Communications. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. AWARDS & Most Innovative Enterprise Service 2014 IZO™ Internet WAN recognised by Light Reading in Leading Lights RECOGNITION Awards 2015 Best Application of the Year – Financial 2014 Recognition from the world’s top analysts MEF 2015 Ethernet Excellence Awards
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