Telecom Contract NegotiatorA Tactical Approach to NegotiatingMultiTheatre Telecom DealsAtlanta, GAFebruary 2012
A well-rounded and versatile sales support professional with 15+ years spent developing key skills.Skills                 ...
An experienced transactional pricing tactician with 9 years ofexperience in the following areas.Presales             Deal ...
INTAKE   • A multi-theater deal arrives. – 200 Sites, 3 yr term   • Regions include Americas, EMEA and APAC   • Competitor...
ANALYSIS   •   Given: No operator has strong global POP density   •   Given: Operator costs vary by theatre   •   Action: ...
DEAL ANALYSIS– E.g, US Operator with high Americas POP density.    • N. America: High POP Density, low costs, high margins...
TACTICS 1   • N America: Slash MRC prices for these sites due to low     costs.   • LATAM: Secure term commitments on high...
TACTICS 2   • N America: Ensure key sites are turned up Year 1   • LATAM: Control buildout of key sites, high bandwidth fi...
Overall Tactics 1                                    •   Protect Price Points – Never price far below market.             ...
Overall Tactics 2                                    •   Easy Concessions – Custom Billing, reporting, project            ...
• A global pricing                                                              tactician who fights for                  ...
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Negotiating multitheatre deals.2012

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How I used to drive and negotiate global telecom deals across various geographies like EMEA, LATAM, APAC and so on.

My resume is also on this site and will tell you more about me.

Published in: Career, Business, Technology
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Negotiating multitheatre deals.2012

  1. 1. Telecom Contract NegotiatorA Tactical Approach to NegotiatingMultiTheatre Telecom DealsAtlanta, GAFebruary 2012
  2. 2. A well-rounded and versatile sales support professional with 15+ years spent developing key skills.Skills Details Where UsedWireline PSTN skills IP and MPLS networks, Intl BellSouth, MCI, Verizon Business Private Lines, Frame Relay, ATMWireless Skills GSM, GPRS networks, CDMA, Ericsson Inc, Verizon Business Mobitex, WLAN / WIMAXMobile Commerce Skills Location-Based Services, Ericsson Inc Telematics, Mobile PaymentHosting / Cloud Skills Data Centres, Colocation, Verizon Business, Internap Managed HostingSales Support Skills Customer demos, tradeshow Ericsson Inc, BellSouth, Verizon support, proposals BusinessFinance & Pricing Skills Deal Pricing, Commercial BellSouth, Verizon Business, Cisco Finance, Cost AccountingOther Skills Native Spanish skills, GIS, Ericsson Inc, Verizon Business database skills Mason, Samuel R. 2
  3. 3. An experienced transactional pricing tactician with 9 years ofexperience in the following areas.Presales Deal Pursuit Contract AdministrationDaily Price Quotes Opportunity Analysis Spend ReportingProposal Price Cost Modeling Billing DisputeAttachments ResolutionsSOW Price Exhibits Tactical Pricing SLA Dispute CalculationsJob Change Order Contract Negotiation Addition ofQuotes Amendments & Exhibits Mason, Samuel R. 3
  4. 4. INTAKE • A multi-theater deal arrives. – 200 Sites, 3 yr term • Regions include Americas, EMEA and APAC • Competitors include BT, DT and NTT • Global System Integrators include: CSC, IBM and Accenture • SI partner / deal owner on this deal: CSC Mason, Samuel R. 4
  5. 5. ANALYSIS • Given: No operator has strong global POP density • Given: Operator costs vary by theatre • Action: Separate sites into individual theatres. • Action: Produce an initial margin analysis by theatre. Mason, Samuel R. 5
  6. 6. DEAL ANALYSIS– E.g, US Operator with high Americas POP density. • N. America: High POP Density, low costs, high margins • LATAM: Lower POP density, higher costs, higher margins. Has regional importance. • EMEA: Good POP density, costs shared by partner, strong local OPCO, decent margins. • APAC: Low POP density, high costs, awful margins. Line Item N. LATAM EMEA APAC TOTALS America Gross Numbers Are For Illustrative Purposes. Margin Net Revenue 15M 5M 10M 20M $50M US OPEX Tbd Tbd Tbd Tbd $18.75M Cost Factors 1M 3M 5M 12.6M $20.00M Shared/ 54% 17% 36% -18% 22.25% Operating Margin Mason, Samuel R. 6
  7. 7. TACTICS 1 • N America: Slash MRC prices for these sites due to low costs. • LATAM: Secure term commitments on high BW circuits. • EMEA: Get as aggressive as possible. • APAC: Offer reasonable prices knowing margins are negative. Secure key strategic sites for future WINS. Leverage knowledge of network expansion plans. Mason, Samuel R. 7
  8. 8. TACTICS 2 • N America: Ensure key sites are turned up Year 1 • LATAM: Control buildout of key sites, high bandwidth first • EMEA: Leverage local OPCO for cost spread and custom deliverables. • APAC: Leverage local OPCO for billing responsibility, cost containment; engage System Integrator for cost-sharing. Mason, Samuel R. 8
  9. 9. Overall Tactics 1 • Protect Price Points – Never price far below market. Everyone loses. Use discounts. • Net Pricing approach – Tiered rates based on spend-level • Net Pricing approach – back-end rebates, achievement credits • Bundle site pricing – Don’t reveal access or POP strengths or weaknesses. • Used Phased Deployments – Influence the site turnup to match existing network expansions and minimize pain. • Leverage the Network Expansion plan – This is strategic • Know the Customer’s growth plans • Know the Customer’s pain points – some sites they just have to have, no matter what price. • Hard fought Concessions – Make all concessions look hard • Easy Concessions – Custom Billing, reporting, project teams Illustration - Montgomery and Rommel, the Battle of El Alemein Mason, Samuel R. 9
  10. 10. Overall Tactics 2 • Easy Concessions – Custom Billing, reporting, project teams • Harder Concessions - Site / Circuit acceptance, customer circuit terms • Financing - Leverage operator, vendor and integrator Financing arms • Global resources -- Leverage integrator, partners and operating company resources to win and maintain the deal • Tactical non-compliance - Factor in SLA penalties as a cost of doing business • Reciprocity -- Use spend-level reciprocity if you have to. (high-level play) • Full portfolio – Use services out of scope to deal (e.g, wireless phones, rural health support, cloud services) Illustration - Montgomery and Rommel, the Battle of El Alemein Mason, Samuel R. 10
  11. 11. • A global pricing tactician who fights for the WIN • A Big Picture Commercial Negotiator • A seasoned business professional • Samuel R Mason • Home: +1 678 473-7919 • Mobile: +1 678 459-4651 • SamuelRMason@Gmail.comIllustration: Generals Montgomery and Patton, Italy, 1944 Mason, Samuel R. 11

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