BT SI & Deployment ServicesDavid Murphy, Head of Sales, SI & Deployment Services
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BT Systems Integration & Deployment Services
“Wait a minute, I thought you guys are the CPE group?”
• Commodity• No pull-through• Local• No stickiness• Low margin• Solves easy problems
Selling CPESelling CPE
• 100% custom• Great pull-through• Global• Fantastically sticky• Good-to-high margin• Solves very hard problems
Selling Supply ChainSelling Supply Chain
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BT Systems Integration & Deployment Services
Case Example #1 - Nestle
• Background: Nestle is a current MPLS client globally
• Opportunity: Upgrade WLAN at all 64 of Nestlé's sites in USA
• BT Solution: BT Advise, Deployment Services, BT staffing partner
• Why BT won:
– Excellent account management, both globally (David Prior) and locally (Dina Nelson-Gonzalez)– Proposal of a modified delivery plan versus RFP spec to reduce risk– Overall knowledge of the service and a strong story on the delivery capabilities– Competitive pricing
• Total deal value: $2.82M
• Follow-on Opportunities: Similar projects Nestle Waters & Purina
Who sold the deal: Dina Nelson-Gonzalez, Bob Moon, Kerm Johnson, Dennis Borton
Who managed the execution: Dennis Borton, Sue Loskota, Dave Murphy
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BT Systems Integration & Deployment Services
Case Example #2 - Dow
• Background: Dow was previously a BT Advise customer
• Opportunity: Upgrade global voice and collaboration platform
• BT Solution: BT Advise, Supply Chain
• Why BT won: – Partner with Cisco to provide Enterprise License Agreement (ELA) to give Dow a better solution– 5 years for over 7k seats– Custom professional services to build momentum after signing/implement the solution globally
• Total deal value: $2.26M at 22% gross margin
• Follow-on Opportunities:– Global CPE fulfillment for 74 sites– Continued BT Advise engagements for standing up each global site
Who sold the deal: Josh Scott, Jeff Iacofano, Mike Richardson, Earl ClarkWho managed the execution: Lloyd Turner, Mike Richardson, Earl Clark
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BT Systems Integration & Deployment Services: Common Questions
What does a good SI&DS target account look like?• MNC, complicated, challenging environments
How do I get help/pre-sales/engineering support?• Contact Dave Murphy or your local SE
What manufacturers can we sell?• LOTS (hundreds)
Who are our competitors?• OBS, DiData, WWT
Do we make money doing this?• YES! $60M+ at 11%+ GM in FY13/14
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BT Systems Integration & Deployment Services: Sales Support
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