Partner journey

Tata Communications – The partner of choice

We connect you to every part of the ecosystem

Rich services portfolio

Partners can join the programme by registering on www.tatacommunications

.com/partners

#1Mobile signaling provider

Ethernet provider

India wholesale data provider

International wholesale voice provider

Tata Communications Positioned as a Leader in the Gartner Magic Quadrant for Network Services, Global, 2016

Source: Gartner, Magic Quadrant for Network Services, Global, Neil Rickard, Bjarne Munch, 14 January, 2016 ThisThis 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 ofof 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.

Ability to ExecuteOur emphasis is on a vendor's service quality, pricing and track 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 country.

Completeness of VisionWWe 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 articulatedarticulated strategy and market traction in evolving areas, including SIP trunks, networking for cloud services and NFV and/or virtual CPE.

4 of the world’s 5 most popular social network

8 of the 10 world’s most popular web destinations

9 of the 15 most popular OTT voice services

3 of the 5 most popular video sites

24% of the world’s internet routes

4 of the 5 global mobile subscribers

Structured Onboarding and Orientation programmes get partners started selling in the

shortest time

Extensive resources from marketing, product collateral to training and certification to help partners build on the knowledge and differentiate

On-going engagement and support to build joint value propositions and help partners win

Opportunity to advance in Partner Level to enjoy incremental benefits as partners achieve more

A partnership forthe digital world

UC Services

Global Voice

ITFN

Global SIP

Application Aware Networking

Audit

Advance Reporting

Dynamic Path Selection

Application Performance Optimization

Content Delivery Network

Video Delivery

Live Broadcast

Download

Website Acceleration

Data Center Services

Cloud Services

IZO Private Cloud

Managed Hosting

Colocation

Security Services

VA/PT SPA

Hosted Firewall DDOS

vProxy vUTM

mSIEM mAMPS

Hosted Contact Center

A partnership for the digital world Elevating partnerships

Global Partner Programme overview

Value propositions

The Global Partner Programme provides a predictable partnership and engagement framework. Through the Programme, partners

may:

In such a landscape, partnerships are vital in enabling solution providers to complement their offerings with services portfolio and to

respond more quickly to customers’ changing requirements. The Tata Communications Global Partner Programme has been designed

with these imperatives in mind. This highly flexible programme lets partners choose to collaborate with us in the way that best meets

their business objectives.

Access our extensive portfolio of world class products and services to meet the customers’ needs. Partners may

resell, co-brand or even white label to deliver the solution under their own brand.

Build compelling joint solutions by leveraging our solution development frameworks and taking advantage of the

enablement support offered within the Programme. We can help partners to develop stronger value propositions,

increase the value delivered to customers and improve the experience of the enterprise customers.

Differentiate and win new business as we work with partners to identify go-to-market opportunities, taking into

consideration different needs of the customers and market. We provide marketing content and support to help

partners generate awareness and build pipeline. Partners may also leverage on the collaborative sale engagement,

bid support and customer demonstration programme in the sale cycles to accelerate deal closure and win.

Access resources and tools to grow and be successful in the marketplace. Such resources include differentiated

partner pricing, an extensive digital library of marketing content, training and certification, and more. The

one-stop Partner Portal enables partners to self-help to the resources and benefits of the programme, automates

quote-to-cash process and provides visibility to partner’ business metrics.

The Global Partner Programme has been built to deliver four values to partners

Revenue and profitability growth

Differentiation through products and services

Time to market Ease of doing business

Enterprises are changing in the new “digital world”. Their needs are increasingly global as they seek complete business solutions

beyond products. In response to trends such as mobility, cloud computing and Big Data, enterprises demand innovative and new

technologies from their solution providers - solutions that deliver superior user experience, flexibility, security and cost-savings.

The Global Partner Programme elevates our partnership across four platforms

Our modular services portfolio will allow partners to resell, co-brand or white label services from our portfolio to complement their

solutions stack and to go-to-market very quickly. In addition, our coverage and reach will ensure partners address their enterprises’

growing global needs.

Our comprehensive self-serve Partner Portal will provide partners with predictability, control and confidence of working with Tata

Communications. From automated quote-to-cash (Q2C) to online access to marketing, training and certifications and visibility to

delivery status, service utilisation and ticket, we have made it really easy for partners to do business with us.

We are committed to collaborate with partners by providing the resources, support, processes and infrastructure to create a

competitive edge and win. These include partner sales and support teams, joint go-to-market, Partner Portal and more.

We provide enablement support in the Global Partner Programme in Sales, Marketing and Product to build on partners’ knowledge

and skills needed to sell our solutions successfully.

With partners, every step of the way

Marketing

Pricing and Incentives Joint opportunities Sales engagement and supportFlexibility to price in sell-throughRecurring commission in sell-withPerformance Incentives for over-achieving agreed goals

Commission for opportunities partners bringLead referral to partners

Collaborative sales engagements to win Executive sponsorshipsSupport for customer demosBid support for complex opportunities

Sales

To deliver

A New World of CommunicationsTM

to advance the reach and leadership

of our customers and partners

Our vision

Services

Experience

Engagement

Enablement

Service Delivery support Service Management Service Assurance and TicketingProgram Manager assures your delivery commitment to customers are metProject plan visibility on the Partner Portal

Services support that meet ITIL framework ensures higher customer satisfaction and superior experienceVisibility to services utilisations and invoices on Partner Portal

Service assurance ensures operational stability and efficiency for the servicesTicket tracking and status on Partner Portal24/7 dedicated partner support desk

Post Sales

A Partner Portal that provides partner with the tools and resources required

APIs integrate our portal functionalities with that of the partners to provide visibility and control

The benefits (mentioned above) that partners will enjoy vary by Partner Level and partnering model

Full visibility to service delivery, performance and billings

Partners can configure, price, quote and track order from their own portal

Market Development Fund (MDF)Marketing funding to build partner brand and sales pipelineManaging MDF made easy via Partner Portal

Co-marketingJoint marketing planningAvailability of marketing and campaign templatesPress, media and analyst engagements with partners

Marketing supportAccess to subject-matter experts to help partners position the joint solutionsMarketing collateral and assets available online

Joint GTM planning Joint solution development Technical and Sales enablement Orientation programmes to ensure faster readiness of partner teamsTraining for sales, presales and post salesOnline self-paced learning via Partner Portal

Develop joint business plansAlign targets, strategies and resources

Develop joint value propositionsOption to white label our services to offer a complete solution under partner’s brand

Planning