The document discusses strategies for Israeli technology companies to succeed in the UK market. It outlines the major trends and opportunities in the UK's "Digital Britain" initiative, including infrastructure investments, content development, skills training, and improved public services. It emphasizes developing a customer-driven proposition, establishing the right partnering strategy, maintaining a local presence, providing technical support, and focusing resources. Case studies demonstrate how companies refined their strategies and achieved success in the UK market by applying these critical success factors.
The new role of Governments in deregulated telecom markets. Who is responsibl...Agustin Argelich Casals
Conference of Mr. Georges Mokhbat at 14th Diada de les Telecomunicacions de Catalunya
The new role of Governments in deregulated telecom markets. Who is responsible for “Digital Highways”
Telecom strategy review 2015: Europe (part 2)tmtventure
Orange SA, Telenor Group, Vimpelcom, Vodafone, Deustche Telecom, Telefonica and other leading European telecommunication companies.
2nd part of global telecoms strategy review. Total companies to be reviewed is about 16-18. We looked through their reports, interviews and made our own view on their strategy.
Feel free to contact us with your commentary or if you've found any mistakes.
Make the Most of Hosted Unified CommunicationsOnvoy
$377 billion will be spent on UC and VoIP services over the next five years. But while IP PBXs and classic vanilla VoIP services are beginning to slow down, UC is taking off as a strategic imperative. Tara Seals, Contributing Editor of Channel Vision Magazine, reviews how to position Hosted UC within your portfolio, outline the benefits for your clients and avoid sales pitfalls. Tara also covers the market forecast, trends and opportunities and why mobility will be an important part of the Hosted UC market.
The new role of Governments in deregulated telecom markets. Who is responsibl...Agustin Argelich Casals
Conference of Mr. Georges Mokhbat at 14th Diada de les Telecomunicacions de Catalunya
The new role of Governments in deregulated telecom markets. Who is responsible for “Digital Highways”
Telecom strategy review 2015: Europe (part 2)tmtventure
Orange SA, Telenor Group, Vimpelcom, Vodafone, Deustche Telecom, Telefonica and other leading European telecommunication companies.
2nd part of global telecoms strategy review. Total companies to be reviewed is about 16-18. We looked through their reports, interviews and made our own view on their strategy.
Feel free to contact us with your commentary or if you've found any mistakes.
Make the Most of Hosted Unified CommunicationsOnvoy
$377 billion will be spent on UC and VoIP services over the next five years. But while IP PBXs and classic vanilla VoIP services are beginning to slow down, UC is taking off as a strategic imperative. Tara Seals, Contributing Editor of Channel Vision Magazine, reviews how to position Hosted UC within your portfolio, outline the benefits for your clients and avoid sales pitfalls. Tara also covers the market forecast, trends and opportunities and why mobility will be an important part of the Hosted UC market.
I presented at a recent sales conference for a large security / IT solution provider on the evolution of the telco industry and the role security and protection plays in that evolution.
In summary: customer data, trust, security and protection are critical for operators to get right in this emerging environment.
Operators need an integrated security and protection layer, not point solutions for each service as is the case today. Protection from malware across all network services e.g. IP, SMS, MMS, WAP push, widgets, apps, etc. Protection in the network, in devices and in services.
SDP vendors need integrated security solution across network, services and end-points, which means a partnership with security / IT providers is key. Its a rapidly growing problem as its a highly profitable and more importantly safe criminal business compared to drugs smuggling or prostitution; hence a specialist security/protection partner is essential.
Mobile Voice and Messaging: Global Trends and AnalysesAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Mobile Voice and Messaging.
This presentation includes topics such as:
Analysis of Growth Curves in Mobile
Telco Voice Standards and Roadmap
Mobile Voice Revenue Growth Curves
Global VoLTE and VoWi-Fi Market
Messaging Case Studies Worldwide
Cannibalization of Voice and Messaging
OTT Messaging Traffic Worldwide
OTT Role in Telco’s Business Revolution
IMAP global Infrastructure Sector Leaders look at the current state of the Infrastructure sector and why it’s necessary for governments to continue to try to bridge the infrastructure gap generated by recent global underinvestment.
They detail the trends impacting the M&A landscape now and moving forward and identify the key market players and investors. They also share insights on the unique characteristics of the US Infrastructure market.
Business of Value Added Services in New Mobile Era: From Strategy and Busines...Ali Saghaeian
Please email me "saghaeian [at] gmail.com" for any request on VAS research, consulting and training.
This presentation includes topics such as:
The mobile 3.0 – The trends for Multimedia Services and Value Added Services
The 4th revenue curve of mobile communication – The business of Value Added Services.
Differences in doing business with Multimedia and Value Added Services than voice, messaging and access (data) services.
Mobile Operator Strategy and implications for the ecosystem
The Impact of 4th curve on mobile operator’s financials
Investing in the 4th Curve
How can Operators become Digital Lifestyle Solution Providers (DLSP)?
Review of the WebRTC Global Summit highlights. Some of the TADHack-mini London winners were also included. And a dangerous demo from James Body of Truphone using Jitsi which was then bought a week later by Atlasssian (congrats to Emil and the team)
Status Quo of Telco Players Initiatives in Africa
Quintessence of the ICT Value Proposition
Paradox of Quasar Contenders and Their shortcoming
Conundrum of Real Options as Strategic Portfolio
Lessons learnt from Successful ICT Use Cases
I presented at a recent sales conference for a large security / IT solution provider on the evolution of the telco industry and the role security and protection plays in that evolution.
In summary: customer data, trust, security and protection are critical for operators to get right in this emerging environment.
Operators need an integrated security and protection layer, not point solutions for each service as is the case today. Protection from malware across all network services e.g. IP, SMS, MMS, WAP push, widgets, apps, etc. Protection in the network, in devices and in services.
SDP vendors need integrated security solution across network, services and end-points, which means a partnership with security / IT providers is key. Its a rapidly growing problem as its a highly profitable and more importantly safe criminal business compared to drugs smuggling or prostitution; hence a specialist security/protection partner is essential.
Mobile Voice and Messaging: Global Trends and AnalysesAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Mobile Voice and Messaging.
This presentation includes topics such as:
Analysis of Growth Curves in Mobile
Telco Voice Standards and Roadmap
Mobile Voice Revenue Growth Curves
Global VoLTE and VoWi-Fi Market
Messaging Case Studies Worldwide
Cannibalization of Voice and Messaging
OTT Messaging Traffic Worldwide
OTT Role in Telco’s Business Revolution
IMAP global Infrastructure Sector Leaders look at the current state of the Infrastructure sector and why it’s necessary for governments to continue to try to bridge the infrastructure gap generated by recent global underinvestment.
They detail the trends impacting the M&A landscape now and moving forward and identify the key market players and investors. They also share insights on the unique characteristics of the US Infrastructure market.
Business of Value Added Services in New Mobile Era: From Strategy and Busines...Ali Saghaeian
Please email me "saghaeian [at] gmail.com" for any request on VAS research, consulting and training.
This presentation includes topics such as:
The mobile 3.0 – The trends for Multimedia Services and Value Added Services
The 4th revenue curve of mobile communication – The business of Value Added Services.
Differences in doing business with Multimedia and Value Added Services than voice, messaging and access (data) services.
Mobile Operator Strategy and implications for the ecosystem
The Impact of 4th curve on mobile operator’s financials
Investing in the 4th Curve
How can Operators become Digital Lifestyle Solution Providers (DLSP)?
Review of the WebRTC Global Summit highlights. Some of the TADHack-mini London winners were also included. And a dangerous demo from James Body of Truphone using Jitsi which was then bought a week later by Atlasssian (congrats to Emil and the team)
Status Quo of Telco Players Initiatives in Africa
Quintessence of the ICT Value Proposition
Paradox of Quasar Contenders and Their shortcoming
Conundrum of Real Options as Strategic Portfolio
Lessons learnt from Successful ICT Use Cases
Investment opportunities: Communications industry in the UKSebastian Dolinski
The UK communications sector has about 8,000 companies who employ over 270,000 people. There are opportunities for investment in 2 main areas where there is high growth. These are: mobile, internet.
Key IT and Digital Investment Areas Shaping the Industry.pdfDraup3
Telecom companies are increasingly reliant on IT and digital solutions to meet the growing demands of their customers and stay ahead of the competition. Read the report to learn about the key investment areas, telecommunication players, service providers, focus areas in various regions, and more.
SSC will collaborate with the 106 organizations listed in Schedule I, I.1 or II of the Financial Administration Act, other than Agents of Parliament, who will be part of this initiative to consolidate contracts where possible, to identify the best procurement options, and to ensure competitive and fair service arrangements are put in place with the private sector.
CSquare practical steps for future proof networksMyles Freedman
This important session will explore how innovations in technology and business models have created a viable opportunity for MNOs and ISPs to extend their service into previously unconnected areas while ensuring economic viability. We have a mix of technology and service provider perspectives
How to leverage social media at IT organizationsThe Oren Group
The rapid proliferation of social media has revolutionized the way companies and consumers from around the world communicate, collaborate and transact. Social media platforms & tools like:
Facebook, Twitter, blogs, webcasting, and virtual events have positively impacted our business by enabling effective knowledge sharing & collaboration with various stakeholders across different geographies and time zones.
In this presentation, I will explain why and how IT companies should use social media to develop relationships with their target audiences and stakeholders.
I will discuss social media strategies & platforms that are available for companies in general and IT companies in particular to effectively provide value to their customers and stakeholders. Several case studies of IT companies that have successfully adopted social media are provided.
How to leverage B2B social networking with standard seattle 2010The Oren Group
Describes why adopting social media in B2B marketing is a must in today's markets. Provides examples of how leading companies like:Cisco, Dell, Intel and IBM are leveraging social media to generate new business, cultivate relationship with existing customers and increase share -of -voice in their industries
How to develop an effective messaging of your technology solutionThe Oren Group
Being able to develop a creative and state-of the art technology solution is a necessary but not sufficient condition for succeeding in today's crowded marketplace.
You must be able to message your solution positioning and differentiated value proposition to your key target audiences;
The article discusses a recent Jupiter research that ranks the European countries based on their adotption proclivity of consumer digital technologies.
When most people in the industry talk about online or digital reputation management, what they're really saying is Google search and PPC. And it's usually reactive, left dealing with the aftermath of negative information published somewhere online. That's outdated. It leaves executives, organizations and other high-profile individuals at a high risk of a digital reputation attack that spans channels and tactics. But the tools needed to safeguard against an attack are more cybersecurity-oriented than most marketing and communications professionals can manage. Business leaders Leaders grasp the importance; 83% of executives place reputation in their top five areas of risk, yet only 23% are confident in their ability to address it. To succeed in 2024 and beyond, you need to turn online reputation on its axis and think like an attacker.\
Key Takeaways:
- New framework for examining and safeguarding an online reputation
- Tools and techniques to keep you a step ahead
- Practical examples that demonstrate when to act, how to act and how to recover
AI-Powered Personalization: Principles, Use Cases, and Its Impact on CROVWO
In today’s era of AI, personalization is more than just a trend—it’s a fundamental strategy that unlocks numerous opportunities.
When done effectively, personalization builds trust, loyalty, and satisfaction among your users—key factors for business success. However, relying solely on AI capabilities isn’t enough. You need to anchor your approach in solid principles, understand your users’ context, and master the art of persuasion.
Join us as Sarjak Patel and Naitry Saggu from 3rd Eye Consulting unveil a transformative framework. This approach seamlessly integrates your unique context, consumer insights, and conversion goals, paving the way for unparalleled success in personalization.
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
Digital Commerce Lecture for Advanced Digital & Social Media Strategy at UCLA...Valters Lauzums
E-commerce in 2024 is characterized by a dynamic blend of opportunities and significant challenges. Supply chain disruptions and inventory shortages are critical issues, leading to increased shipping delays and rising costs, which impact timely delivery and squeeze profit margins. Efficient logistics management is essential, yet it is often hampered by these external factors. Payment processing, while needing to ensure security and user convenience, grapples with preventing fraud and integrating diverse payment methods, adding another layer of complexity. Furthermore, fulfillment operations require a streamlined approach to handle volume spikes and maintain accuracy in order picking, packing, and shipping, all while meeting customers' heightened expectations for faster delivery times.
Amid these operational challenges, customer data has emerged as an important strategy. By focusing on personalization and enhancing customer experience from historical behavior, businesses can deliver improved website and brand experienced, better product recommendations, optimal promotions, and content to meet individual preferences. Better data analytics can also help in effectively creating marketing campaigns, improving customer retention, and driving product development and inventory management.
Innovative formats such as social commerce and live shopping are beginning to impact the digital commerce landscape, offering new ways to engage with customers and drive sales, and may provide opportunity for brands that have been priced out or seen a downturn with post-pandemic shopping behavior. Social commerce integrates shopping experiences directly into social media platforms, tapping into the massive user bases of these networks to increase reach and engagement. Live shopping, on the other hand, combines entertainment and real-time interaction, providing a dynamic platform for showcasing products and encouraging immediate purchases. These innovations not only enhance customer engagement but also provide valuable data for businesses to refine their strategies and deliver superior shopping experiences.
The e-commerce sector is evolving rapidly, and businesses that effectively manage operational challenges and implement innovative strategies are best positioned for long-term success.
Financial curveballs sent many American families reeling in 2023. Household budgets were squeezed by rising interest rates, surging prices on everyday goods, and a stagnating housing market. Consumers were feeling strapped. That sentiment, however, appears to be waning. The question is, to what extent?
To take the pulse of consumers’ feelings about their financial well-being ahead of a highly anticipated election, ThinkNow conducted a nationally representative quantitative survey. The survey highlights consumers’ hopes and anxieties as we move into 2024. Let's unpack the key findings to gain insights about where we stand.
Is AI-Generated Content the Future of Content Creation?Cut-the-SaaS
Discover the transformative power of AI in content creation with our presentation, "Is AI-Generated Content the Future of Content Creation?" by Puran Parsani, CEO & Editor of Cut-The-SaaS. Learn how AI-generated content is revolutionizing marketing, publishing, education, healthcare, and finance by offering unprecedented efficiency, creativity, and scalability.
Understanding
AI-Generated Content:
AI-generated content includes text, images, videos, and audio produced by AI without direct human involvement. This technology leverages large datasets to create contextually relevant and coherent material, streamlining content production.
Key Benefits:
Content Creation: Rapidly generate high-quality content for blogs, articles, and social media.
Brainstorming: AI simulates conversations to inspire creative ideas.
Research Assistance: Efficiently summarize and research information.
Market Insights:
The content marketing industry is projected to grow to $17.6 billion by 2032, with AI-generated content expected to dominate over 55% of the market.
Case Study: CNET’s AI Content Controversy:
CNET’s use of AI for news articles led to public scrutiny due to factual inaccuracies, highlighting the need for transparency and human oversight.
Benefits Across Industries:
Marketing: Personalize content at scale and optimize engagement with predictive analytics.
Publishing: Automate content creation for faster publication cycles.
Education: Efficiently generate educational materials.
Healthcare: Create accurate content for patients and professionals.
Finance: Produce timely financial content for decision-making.
Challenges and Ethical Considerations:
Transparency: Disclose AI use to maintain trust.
Bias: Address potential AI biases with diverse datasets.
SEO: Ensure AI content meets SEO standards.
Quality: Maintain high standards to prevent misinformation.
Conclusion:
AI-generated content offers significant benefits in efficiency, personalization, and scalability. However, ethical considerations and quality assurance are crucial for responsible use. Explore the future of content creation with us and see how AI is transforming various industries.
Connect with Us:
Follow Cut-The-SaaS on LinkedIn, Instagram, YouTube, Twitter, and Medium. Visit cut-the-saas.com for more insights and resources.
Monthly Social Media News Update May 2024Andy Lambert
TL;DR. These are the three themes that stood out to us over the course of last month.
1️⃣ Social media is becoming increasingly significant for brand discovery. Marketers are now understanding the impact of social and budgets are shifting accordingly.
2️⃣ Instagram’s new algorithm and latest guidance will help us maintain organic growth. Instagram continues to evolve, but Reels remains the most crucial tool for growth.
3️⃣ Collaboration will help us unlock growth. Who we work with will define how fast we grow. Meta continues to evolve their Creator Marketplace and now TikTok are beginning to push ‘collabs’ more too.
For too many years marketing and sales have operated in silos...while in some forward thinking companies, the two organizations work together to drive new opportunity development and revenue. This session will explore the lessons learned in that beautiful dance that can occur when marketing and sales work together...to drive new opportunity development, account expansion and customer satisfaction.
No, this is not a conversation about MQLs and SQLs. Instead we will focus on a framework that allows the two organizations to drive company success together.
10 Video Ideas Any Business Can Make RIGHT NOW!
You'll never draw a blank again on what kind of video to make for your business. Go beyond the basic categories and truly reimagine a brand new advanced way to brainstorm video content creation. During this masterclass you'll be challenged to think creatively and outside of the box and view your videos through lenses you may have never thought of previously. It's guaranteed that you'll leave with more than 10 video ideas, but I like to under-promise and over-deliver. Don't miss this session.
Key Takeaways:
How to use the Video Matrix
How to use additional "Lenses"
Where to source original video ideas
How to Use AI to Write a High-Quality Article that Ranksminatamang0021
In the world of content creation, many AI bloggers have drifted away from their original vision, resulting in low-quality articles that search engines overlook. Don't let that happen to you! Join us to discover how to leverage AI tools effectively to craft high-quality content that not only captures your audience's attention but also ranks well on search engines.
Disclaimer: Some of the prompts mentioned here are the examples of Matt Diggity. Please use it as reference and make your own custom prompts.
The Secret to Engaging Modern Consumers: Journey Mapping and Personalization
In today's digital landscape, understanding the customer's journey and delivering personalized experiences are paramount. This masterclass delves into the art of consumer journey mapping, a powerful technique that visualizes the entire customer experience across touchpoints. Attendees will learn how to create detailed journey maps, identify pain points, and uncover opportunities for optimization. The presentation also explores personalization strategies that leverage data and technology to tailor content, products, and experiences to individual customers. From real-time personalization to predictive analytics, attendees will gain insights into cutting-edge approaches that drive engagement and loyalty.
Key Takeaways:
Current consumer landscape; Steps to mapping an effective consumer journey; Understanding the value of personalization; Integrating mapping and personalization for success; Brands that are getting It right!; Best Practices; Future Trends
Mastering Local SEO for Service Businesses in the AI Era is tailored specifically for local service providers like plumbers, dentists, and others seeking to dominate their local search landscape. This session delves into leveraging AI advancements to enhance your online visibility and search rankings through the Content Factory model, designed for creating high-impact, SEO-driven content. Discover the Dollar-a-Day advertising strategy, a cost-effective approach to boost your local SEO efforts and attract more customers with minimal investment. Gain practical insights on optimizing your online presence to meet the specific needs of local service seekers, ensuring your business not only appears but stands out in local searches. This concise, action-oriented workshop is your roadmap to navigating the complexities of digital marketing in the AI age, driving more leads, conversions, and ultimately, success for your local service business.
Key Takeaways:
Embrace AI for Local SEO: Learn to harness the power of AI technologies to optimize your website and content for local search. Understand the pivotal role AI plays in analyzing search trends and consumer behavior, enabling you to tailor your SEO strategies to meet the specific demands of your target local audience. Leverage the Content Factory Model: Discover the step-by-step process of creating SEO-optimized content at scale. This approach ensures a steady stream of high-quality content that engages local customers and boosts your search rankings. Get an action guide on implementing this model, complete with templates and scheduling strategies to maintain a consistent online presence. Maximize ROI with Dollar-a-Day Advertising: Dive into the cost-effective Dollar-a-Day advertising strategy that amplifies your visibility in local searches without breaking the bank. Learn how to strategically allocate your budget across platforms to target potential local customers effectively. The session includes an action guide on setting up, monitoring, and optimizing your ad campaigns to ensure maximum impact with minimal investment.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
SEO Master Class - Steve Wiideman, Wiideman Consulting Group
Digital UK, Tel Aviv presentation at the Export Institute
1. Succeeding in ‘Digital Britain’
Tel Aviv, Sept 7th 2009
Paul Cunningham & Chaim Oren
TBKconsult Unified Communications Competence Centre
2. Agenda
Time Agenda item
Introduction to TBK Consult
Digital Britain: sizing up the market
IT Technology trends
Opportunities and Challenges
Case studies
Break
Key Success Factors for penetration into UK
Conclusions & implications for Israeli companies
Q&A
3. TBK Consult
Globalizing the software industry
12 countries
18 offices
38 consultants
GTM strategy & implementation
8. Why consider ‘Digital Britain’?
• A large and influential market for
information and communications
technologies
• Significant government focus and
investment in key sectors;
– Infrastructure
– Public Content
– Skills and Learning
– Access and Service
• Strong enterprise culture, particularly
in software and services
9. The UK: Comparative market growth in 2008/9
Source: State of the UK Technology Sector - Intellect UK - May 20
10. The UK: A £31.3 Bn services economy
Source: State of the UK Technology Sector - Intellect UK - May 20
12. Digital Britain
Government Program Goals*
• to complement and assist the private sector in delivering the
effective modern communications infrastructure we
need, built on new digital technologies;
• to enable Britain to be a global centre for the creative
industries in the digital age, delivering an ever wider range
of quality content, including public service content, within
a clear and fair legal framework;
• to ensure that people have the capabilities and skills to
flourish in the digital economy, and that all can participate in
digital society; and
• for government to continue to modernise and improve its
service to the taxpayer through digital procurement and the
digital delivery of public services.
Source: Digital Britain Report - DMC - June 2009
13. Infrastructure
• Huge focus on next generation
networks (NGN)
– e.g; BT’s 21st Century Network
(21CN)
• Broadband coverage good (90%+) but
speeds limited
• Converged digital media
(data/voice/TV/radio) recognised as the
future platform for services
• Cellular penetration = 110%
• UK government goals by 2015
– 90% fibre penetration at minimum 2Mbps
– Near universal 3G coverage
Source: Response to Digital Britain report - Intellect UK - June 200
14. The importance of BT in the UK
• Not just an infrastructure play
• Own the network as wholesaler
• Deliver services on the network as solution provider
• Significant integrator of others technologies
• Global reach
• Consumer and Enterprise
• Looks attractive - hard to partner with!
15. The new world of Telecoms
EBITDA Margins of Operators in Developed Countries
16. Content
• The future delivery platform for content
– mobile
– flexible
– intuitively accessible
• Many individuals will effectively ‘self-serve’ in terms of
employment, commerce, government, welfare and
education
• Traditional content and media providers will be
disrupted by new players from the ground-up
• Video in particular will drive massive network capacity
and innovation at point of delivery
17. Skills and Learning
• Huge and continuing investment in education at all
levels
• Significant shift towards vocational/professional
• Strong focus on distance learning and flexible delivery
• Recognised skills shortages in technical subjects
18. Skills and Learning: Case Study
• UK has seen considerable growth in contact centres
• Recruitment, training and development of effective
personnel is still a problem
• Youth and graduate unemployment is at a 15 year
high in the UK
• Private enterprise responding with construction of 20
‘Contact Centre Academies’ in the UK in 2010
– Infrastructure
– Networks
– Applications
– Services
19. Service to the Citizen
• Currently significant focus across UK public sector
contact centres on improving;
– Customer Access
– Customer Service
– Compliance and Monitoring
• Driven by government directives
• Clear KPIs and metrics
20. The ‘Greening’ of ICT
• Primary goal across all elements of the Digital
Britain strategy
• Legislation enacted to assure compliance
• Creating opportunities in;
– Network infrastructure
– Datacentres
– Desktop computing
– Conferencing and collaboration
– Power management and delivery
– Monitoring and compliance
21. What’s Hot and What’s Not?
Sector Hotter Cooler
Services Outsourcing
Public sector
Globalisation
Discretionary spend
Temporary staffing
Software Public sector investment
Streamlining Finance
Saas and Cloud computing
Security
Compliance and Risk Management
Retail market demand
Bespoke application development
Telecoms Mobile broadband
Fibre to the Home
Fixed line to the home
Electronics Wireless everything
Video/photo processing
Energy management
Components
Automotive
Source: State of the UK Technology Sector - Intellect UK - May 200
22. Key Technologies - 2010-12
• Mobile
– Speech and ‘natural’ text input
– Location and tracking services
– Payment services
• Data Centre
– Virtualisation and Cloud Computing
– Power Management and Carbon Reduction
• Contact Centre
– Real-time process improvement
– Self-service
• Video
– Intelligent digital signage
– Search and mash-up
25. Mapping channels - Old World
Vendors
End Users
Carriers
&
MSPs
VARsSystem
Integrators
Distributors
26. Mapping channels - New World
Vendors
Carriers
&
MSPs
VARs
System
Integrators
Distributors
End Users
27. The UK channel landscape
• UK market is very INDIRECT - 90%+
• Reliance on Service Providers, Integrators
and VARs at every level
• SaaS and Managed Service models are
having a significant impact
• A changing role for two tier distribution
• Massive consolidation in last 2 years with
more to come
30. Company Profile - AVST
• A market leading provider of Unified Messaging solutions known as
CallXpress
– Call processing
– Voicemail
– IVR
– Fax
– Speech recognition
– Personal Assistant
– Notifications
• Over 200 IP and TDM telephony vendors/platforms supported
• Strong migration story for legacy voicemail platforms
• Vertical focus in Education, Healthcare and Government
• Over 10 million users worldwide - US-based
32. Value Proposition
• Minimal capital investment
• No need to ‘rip and replace’ in order to achieve UC benefits
• Reduced operating costs
• Cover multiple PBX types with single product and skillset
• Use the architecture you have now
• Minimal user training costs
• Keep the TUI and email you know
• Increased productivity
• Deliver proven UC benefits with maximum integrity and minimum
disruption
• Develop solutions that match the specific needs of your employees
and customers
33. Key Issues
• Changing distribution model
• OEM opportunities
• Shifts in competitive landscape
• Channel proposition definition
and communication
• Limited UK resources
34. Approach
• Assessment of strategic capabilities and options
– Distribution
– OEM
– Channel management
– Marketing
• Refine GTM plans
– Reseller recruitment packs
– Streamlined process
– Intensified OEM focus
– Highly targeted distribution model
35. Outcomes
• Acceptance of need to de-emphasise vendor
partner platforms in decline
• Clear, well-differentiated partner proposition for
target partners fitting the profile
• Renewed emphasis on effective OEM relationships
in EMEA
• Gradual withdrawal from ineffective distribution
relationship
• Record q-on-q and y-on-y revenue growth during
2009
• ROI = 800%+ during 2009
36. Company Profile - Cistera Networks
• Developer of integrated applications with Cisco IP
telephony
– Event Alerting - eg; emergency response
– Quality Assurance - eg; contact centre
– Collaboration and Productivity
• Focused exclusively on Cisco platform
• Partnering strategy via 2 tier distribution
• US-based with no UK presence
37. Technology Focus
Proven, component-based
architecture with native support for
leading protocols
Full Multi-lingual Support
Session Initiated Protocol (SIP)
based media engines
Centralized administration with
edge computing performance
High scalability--both “up”
and “out”
CallCenterRecord™
Enhanced
Automatic Voice Recording
Enhanced File Management
VirtualDirectory™
Centralized Directory
Automated Directory Assistance
ContentStreamer™
Targeted Content Delivery
Music and Messaging on Hold
NetRadio™
RapidBroadcast™
Text/Audio Messaging
PA System (External Speakers)
Intercom (Bi-directional)
QuickRecord™
On-Demand Voice Recording
Phone & Web Playback
PhoneVerify™
Forced-Code Authorization
Account Code Management
Leading Third-party Application Services
ISI Info
Telemanagement
Sagem-Interstar
IP Fax
VOIP
Trainer
Cistera ConvergenceServer™
(CCS-1010, CCS-1510, CCS-2510, CCS-5500, CCS-7500)
WorkflowManager
Rules-based Logic Engine
Cistera 1.8 Platform
SecurityManager
Structured Security Authorization
and Authentication
GroupManager
Sophisticated Grouping Engine
ServiceLevelManager
Deployment and Management Toolset
Service Oriented Architecture (SOA) Layer
Pivod
Technologies
Productivity & Collaboration
Centralized-Directory, Content Streaming, Conferencing, Voice Mail
Quality Assurance &
Compliance
On-demand/Continuous Recording,
Monitoring, Contact Center Reporting
Event Alerting &
Notification Engines
Text/Audio Broadcasting, LM
(Two-way Radio Interoperability)
38. Value Proposition
• Single platform:multiple apps
• Business process transformation
– Example = Campus emergency
• Witness dials 911
• Security immediately alerted to location
• Call recording automatically initiated
• Conference bridge to security chief, principal and local police
automatically initiated and recorded
• Recording automatically emailed to required parties on
conclusion
• Tight integration with market leading Cisco IP
telephony
39. Key Issues
• Strong momentum with a major
vendor - Cisco
• Reliance on 2 tier distribution
• No UK presence
• Product complexity
40. Approach
• Review and simplify product positioning
– From 20+ products to 3 solution sets
• Identify and develop local technical resource
partner
• Develop a viable business model for local presence
• Engage Cisco teams on vertical business
development
• Build a compelling channel proposition focused on
Cisco synergy + margin improvement
41. Outcomes
• Initially very positive
– 5 channel partners profiled and engaged
– Cisco invitation to engage in formalised vertical market programs
– Positive feedback on new product positioning from partners
– Sales pipeline of £1M+ identified
• BUT:
– Inability to invest in local technical resource partnership
– Loss of momentum at proof of concept stages in sales cycle
– Lack of ‘mindshare’ with distributor
• Lessons Learned
– Must be in it for the long term
– Technical and pre-sales resource essential for initial channels
42. Company Profile - Stonevoice
• Developer of personal and team productivity
applications in IP telecoms
• Integrated with Cisco and Avaya platforms
• Based in Italy
• Looking to penetrate UK business
communications market with new Skype
integration - ‘Skystone’
43. Technology Focus
• Integration with any
(supported) IP PBX,
running SIP or
H.323Software only: easy
to install, configure and
use,Running on a Windows
based platformScalable:
multiple instances or
channels can run on the
same box
• Clustering & redundancy
44. Value Proposition
• Convergence: The Business World can finally
interconnect with the Skype World
• Strategic services: The Business World can
benefit from Skype services such as free/low rate
calling and integrated video
• Control: The Business World can limit Skype
usage for personal reasons
• Seamless Integration: Plug & play integration
with Cisco and Avaya desktop UC.
45. Key Issues
• Viability of Skype as a business
communications platform
• Internationalisation of support
programs and collateral
• Limited UK resources
46. Approach
• Strategy workshop focused on messaging
regarding how Skystone makes Skype ‘fit for
business’
• Identify partners that are already engaged or
willing to consider Skype in the business context
• Document potential RoI model for Skystone
deployment in a typical UK SME
• Develop partnering program and agreement for
Skystone launch
• Engage with initial target partners on product
briefings
47. Outcomes
• Complete revamp of marketing collateral and
website
• Skystone effectively positioned and introduced
with key UK partners
• Revenue increased by 40%+ year-on-year in
2008
• ROI = 300%+ in 2008
50. Customer-Driven Proposition
• Needs Analysis
• Capabilities Review
• Pilots and Feedback
• Channels
• Supply Chain
• Customer Service
• Financial Model
• GTM plan
• Lifecyle
• Metrics and Reporting
51. How do you find partners?
• They find us!
• Strategic vendor alliances
• Web-based research
• Customer preference
• Targeted profiling and recruitment
52. Partnering Strategy
• Ideal Partner Profile
• Partnering Readiness Checklist
• Marketing Readiness Checklist
• Partnering Agreement
• Business Opportunity!
• Partner ROI model
• Partner management resource
• Affinity with leading vendors
60. Conclusions and Implications
for Israeli businesses
• Assess the marketplace opportunity using proven partners and
techniques
• Develop a customer-driven, channel-friendly proposition that targets
specific real-world needs
• Define and test your partnering model rigorously
• Don’t expect immediate results!
• Assess partners performance from 360 degrees
• Be prepared to end ineffective programs and partnerships promptly
• Invest in one really good channel/program manager and give them
time and focus with a clear timeframe and potential end point
61. The TBKconsult team
Paul Cunningham
TBK Consult UK
pcu@tbkconsult.com
Office: +44 7884 218115
Chaim Oren
TBK Consult Israel
haim.oren@tbkconsult.com
Office: 03-9031623
Editor's Notes
Mr. Beck would share his knowledge of the following: -Trends in Europe software industry -Which sectors are growing at this crisis? -What are the markets that offer the best opportunity for Israeli software solutions? --The do's and dont's of software marketing in Europe -Case studies of companies that successfuly entered Europe -What are the key success factors for effective entry by Israeli companies?
Internationalization is about getting customers in other countries and/or geographies!
Anything between you and your end customer is only a means to an end.
Maintain the highest possible control of sales to the end customer!
Started in 2004
Grew out of my experience with selling software globally.
I am 57 years old
I graduated in 1977 with a MA in macro economics and political science from University of CPH
From 1977 – 80 I worked as a economist for the Danish government (Department of employment)
In 1980 I was recruited to Control Data corporation as sales trainee.
My first assignment was to sell mainframe computer systems and bespoke software development.
In those days we enjoyed a 90% gross margin on computer systems which carried million dollar price tags
In 1986 I was recruited by a start up company with some great ideas and very little cash. That was the start of a journey which should take me all over the world.
The company was called Dataco and was engaged in the development of LAN/WAN system based on Ethernet and the ISO/OSI protocol stack. It was not disruptive technology, but we managed to pack it well and to set up at world wide distribution network. 4 years later we sold the company for € 50 million. Dataco initially started with direct sales, but switched to an indirect model for international sales. This was my first experience with the indirect sales model.
I then worked for various companies on international sales projects until I moved to Germany in 1997. I was out stationed by the Danish software company Damgaard to take over the distribution of their ERP software solution from IBM and grow the business fast to accommodate for a planned IPO.
The IPO took place in 1999 and was very successful.
In 2000 the company merged with Navision and I was made VP of sales Europe, and was asked to merge all subsidiaries and distribution channels in The Netherlands, Belgium, Germany, Austria, Switzerland, Czech Republic, Slovenia, Poland and Russia. It took me 6 months to do that and I returned to Denmark to start my own business.
Navision was acquired by Microsoft on May 7th 2002 for USD 1,3 billion
The idea of starting TBK Consult came out of a number of business angel projects which I was involved in from 2001 to 2004. And In 2004 we had our first consulting engagement.
Kick-off: Setting objectives, scoping the work, assigning internal sponsors
Situation analysis: Interviewing management, staff, customers, potential customers, resellers, competitors (the picture is always very different!)
GAP analysis: What do you want – what can you do
Realistic options
Strategy review workshop
Action plan
UK:
Nothing wrong
Positioning OK (low end of in the market – neglected by local competitors)
Two tier model – longer learning curve – momentum building slower – carry on
Options:
Switch to one tier? In CPH: Difficult –qualified UK speaking population too small
Setup in the UK: Not now - too expensive/risky
Global GTM strategy
Difficult:
Local success based on company culture and tight management/leadership
Value proposition not very competitive
Massive and disciplined sales pressure required
The GROW model consists of 3 dimensions:
You need our assistance?
Don’t ask us how we can help you. TBK consultants have been working decades in operational marketing positions in the international software industry. We have been executing more than 100 international GTM projects and we know that no projects are alike. We don’t have a hammer looking for a nail. We have a comprehensive tool box and we need to know what you need.
We are match makers and business consultants. We help companies make their visions come true. So, in which part of the process do you think you need our assistance?
If you are uncertain, it may be helpful to answer the following questions, and see if we can identify any missing components:
Organisation:
What is your mission?
What is your vision?
What is your strategy?
What are your values?
How would you describe your culture?
What is your management philosophy?
How do you define your brand?
Solution Framework
Which market segments are you adressing? Describe your ideal customer.
What is your customer value proposition? (according to the NABC definition)
What does your value chain look like?
Please describe one or more typical customer purchase processes for your solution
Please describe how your sales tools satisfy the needs and requirements in the customer purchase process
Please describe best practise for generating leads and how you manage the upper part of the sales funnel
Business Framework
Please describe how you have organized your sales operation.
If you rely on partners for selling the solutions, please describe how you support partner sales.
Please describe the level of investment your are prepared to make in the project (whatever the project may be) and outline the RoI profile you are expecting.
Please provide the policies & procedures under which the sales channel is going to operate.
Please describe the systems availabe to the channel for operational and/or reporting purposes (partner certification, lead generation, pipeline management, product requests & planning, bug reporting etc.).
Which KPI’s do you use in your management reviews?
Please provide an organizational map
Please provide job responsibility descriptions for the individual assignments
Please provide a description of your partner program.
Internationalization
What do your current customers say about you and your solutions?
If you are entering a new market, what do the potential customers say?
What does the competitive landscape look like?
What does your international value chain look like?
How does your domestic value chain differ from your international value chain?
What is your global GTM plan?
None of the above questions requires long answers. If you have been through a process of clarifying the platform (all 4 quadrants) issues, your answers will be short, precise and documented.
We need answers to these questions in order to perform any assigment in your GTM project.
You need our assistance?
Don’t ask us how we can help you. TBK consultants have been working decades in operational marketing positions in the international software industry. We have been executing more than 100 international GTM projects and we know that no projects are alike. We don’t have a hammer looking for a nail. We have a comprehensive tool box and we need to know what you need.
We are match makers and business consultants. We help companies make their visions come true. So, in which part of the process do you think you need our assistance?
If you are uncertain, it may be helpful to answer the following questions, and see if we can identify any missing components:
Organisation:
What is your mission?
What is your vision?
What is your strategy?
What are your values?
How would you describe your culture?
What is your management philosophy?
How do you define your brand?
Solution Framework
Which market segments are you adressing? Describe your ideal customer.
What is your customer value proposition? (according to the NABC definition)
What does your value chain look like?
Please describe one or more typical customer purchase processes for your solution
Please describe how your sales tools satisfy the needs and requirements in the customer purchase process
Please describe best practise for generating leads and how you manage the upper part of the sales funnel
Business Framework
Please describe how you have organized your sales operation.
If you rely on partners for selling the solutions, please describe how you support partner sales.
Please describe the level of investment your are prepared to make in the project (whatever the project may be) and outline the RoI profile you are expecting.
Please provide the policies & procedures under which the sales channel is going to operate.
Please describe the systems availabe to the channel for operational and/or reporting purposes (partner certification, lead generation, pipeline management, product requests & planning, bug reporting etc.).
Which KPI’s do you use in your management reviews?
Please provide an organizational map
Please provide job responsibility descriptions for the individual assignments
Please provide a description of your partner program.
Internationalization
What do your current customers say about you and your solutions?
If you are entering a new market, what do the potential customers say?
What does the competitive landscape look like?
What does your international value chain look like?
How does your domestic value chain differ from your international value chain?
What is your global GTM plan?
None of the above questions requires long answers. If you have been through a process of clarifying the platform (all 4 quadrants) issues, your answers will be short, precise and documented.
We need answers to these questions in order to perform any assigment in your GTM project.
