A Results Driven Technology Partner

Transcription

1 Applied Communications Ltd Company Overview

2 Presentation Agenda Company Overview Sales & Business Development Services Effective Training and Development Channel Knowledge Transfer Programs Simple Sales Training for Technical Solutions Technology Training Advanced Technology Consultancy Project Led Customised Programs Managed R&D Capability Professional Services & Field Engineering Trial Management Field Engineering Services Technical Support Services Case Studies A Results Driven Technology Partner Applied Communications

3 Company Overview Founded in 2008 and based in London, UK Business Development t& Professional lservices for Technology Companies Various flexible initial work packages Wide range of services that ultimately drive better performance and achieves results Proven Management Team Many years of experience in building direct and indirect sales and supporting technical teams to drive technology programs across EMEA Applied has EMEA affiliate companies and consultants Specialists in Advanced Technology Consultancy, Professional Services & Field Engineering Highly skilled NGN technology specialists in VoIP, Application Development, Unified Communications and IP Networking Applied Communications

4 Sales & Business Development Services Sales Representation Services Highly skilled, provenandexperiencedsalesandtechnicalsalesprofessionals experienced with contact networks across EMEA with Fixed and Mobile Carriers plus OEM s Flexible short term & long term engagements Immediate Fulltime or Part time staff placements availablewith strong ROI Special packages for companies downsizing but wanting to maintain presence in EMEA region Inside Sales and Lead Generation Highly Effective Inside Sales Staffing and proven Lead Generation methodology to drive pipeline effectively Ability to Utilise Contact Databases of over 3,000 Carriers & Enterprises Technical Services Resourcing Ability to manage trials plus installation & commissioning for initial projects while company presence is growing in EMEA using skilled Applied Communications i technical staff

5 The Business Case for Applied Sales The Business Case to utilize the Applied model is both proven and extremely compelling WITH NO UPFRONT COSTS A typical full time sales employee hire in EMEA will cost 7,200 to 9,600 per month for Base Salary only The legal overhead on employee Salary ranges from 15% to 40% plus investing in local payroll services adds additional monthly expense Worked Example Monthly Base 7,200 Monthly Base Overhead 1,080 Monthly Payroll Overhead 150 Quarterly Guarantee Overhead 21,600 Recruitment Fee Overhead 17,280 Many strong sales managers require some form of commission guarantee to move and will be on a 3 month notice period Hiring a Sales Manager via a Recruitment Total Monthly Fees 8,430 Consultant adds further upfront costs typically 20% of Base Total Upfront Cost 38,880 Applied also provides very strong technical sales resources key to driving a credible and strong presence in the region

6 Delivering Effective Sales & Channel Training Applied Uses the KISS Principle for Effective Technology Sales Training Keep it Short & Simple Applied can deliver customised training programs for sales staff focused on the what s in it for me? Applied can enable good relationship sales people to diversify product responsibility and sell new concepts Delivering Effective Channel Programs where Technology Companies rely heavily on Channel sales Many channels could be effective if they were given the right level of training and tools by the Technology Partner Applied can deliver these Resellers have the customer relationships they need to be coached how to maximise them Channels often have multiple products Keep it Short & Simple.& Rewarding

7 Technical Training and Consultancy Challenges for Vendor Entrants Develop Specific Content and Structured Course for a more technical audience on a new technology, product & solution Use a proven methodology and instructors to modify existing material or create a new course structure Deliver the courses as though the instructor is an employee of the Technology Company Partner Diversify the existing Training framework to include new modules such as a bespoke CBT course Provide a Technical Sales Consultancy & Helpdesk Provide Remote Consultancy & Helpdesk for Partners staff who need help with specificprojects projects Centre of Excellence to supportfield Sales Deliver Courses on an Ad Hoc basis at Applied Facilities Complement the existing training capability of a technology company by offering an overflow training resource and capability

8 Advanced Technology Consultancy Bespoke Programs Challenges for Vendor Entrants Applied dcommunications has both proven Technical lstaff plus a Management Methodology to deliver Bespoke and Outsourced Advanced Technology Consultancy programs Highly technical and Program Management staff that can be assigned on a full or part time basis Staff can reside on site with the technology partner and effectively appear as part of the organisation the engagement can be completely tailored to meet specific requirements Deliver a shortened project cycle that would not be possible using internal processes & staff Effectively act under the overall and continual guidance of the partner but be focused to movequicklyto achieve results

9 Advanced Technology Consultancy Customized Development Challenges for Vendor Entrants Applied dhas established tblihdpartners who have proven development capabilities to support specific partners, projects and technologies which can be delivered cost effectively and on a per project basis A number of partners across different technologies but all managed under the Applied Coms Partnership Framework and to an agreed scope of work All partners have a strong track record in both Java Application Development and SIP Services These services can be provided to both the Technology Partner and their customers The Ethos in these engagements is to deliver an accelerated project or an increased project scope for the Technology Partner and this can be done either directly or with the end customer

10 Professional Services & Field Engineering Challenges for Vendor Entrants Trials and Proof of Concepts Remote partners may require trials and demonstrations to be established in EMEA where they have no existing presence Established partners may require an overflow resource to complement existing teams who may be focused on day to day revenue generating activities Field Engineering Partners may require a new or augmented outsourced field engineering capabilityto to reside locallyin Europe and deliver an on demand cost effective engineering capability without the overhead of full time staff Applied Coms Engineers are highly skilled NGN technology specialists in VoIP, Application Development, Unified Communications and IP Networking Technical Support Applied Coms can also provide local technical support services in Europe by utilising i an established Technical Support Centre operated by a close Partner

11 Case Study Brilliant Telecom Silicon Valley technology start up Development of next generation IP timing and synchronisation solutions Required effective expansion into EMEA Engagement with strategic fixed & mobile T1 carriers Build sustainable revenues via T1 & T2 carriers Engagement with strategic OEM partners Required outsourced Sales & Field engineering package Placement of full time resources I have known the team at Applied Communications i for several years through a number of ventures and they have an excellent track record in delivering results. I can depend 100% on them and they are effectively my staff and operation in the EMEA region BILL REID, PRESIDENT GLOBAL SALES, BRILLIANT TELECOM Deliver complete coverage of EMEA region with full time personnel delivering immediate results

12 Case Study NCI Canadian Based VoIP Application Platform NaturalConvergencedevelops andmarkets carrier grade VoIP applications for service providers focused on the small business market Required effective expansion into EMEA Engagement with strategic fixed & mobile T1 carriers Build sustainable revenues via T2 and T3 VoIP carriers Engagement with key strategic OEM partner Required outsourced sales package Placement of full time resource I have worked previously with several members of the Applied team and their flexibility and ability to hit the ground running made them an obvious choice. BILL CRANK, PRESIDENT GLOBAL SALES, NCI p// Deliver complete coverage of EMEA Region with Strong New Business Sales Professional

13 Case Study O3B New Innovative Service Provider backed by Google, HSBC and Liberty Global who are building out a new infrastructure delivering connectivity services Low latency satellites providing fibre quality backhaul Required dimmediate sales support Senior new business sales Wholesale Carrier market expertise Global Outsourced Sales Package to cover new territories in immediate timeframes The reason I selected Applied Communications to assist O3B Networks was that they knew exactly the challenges we faced as a new market entrant. We needed to scale quickly and effectively to deliver our proposition Applied Communications delivered this in real time JOHN FINNEY, PRESIDENT SALES & MARKETING, O3B NETWORKS Deliver experienced staff in rapid time to deliver immediate coverage and results

14 Case Study Interoute Operator of Europe's most advanced and densely connected voice and data Interoute chose to work with network Applied Communications on 57,000 kms of lit fibre and 59 data centres Over 3,000 customers Required bespoke advanced consultancy package Support of Microsoft OCS SIP Trunk certification testing On site engineering services both in preparation & during certification testing First European Carrier to successfully complete the Microsoft OCS SIP Trunking Certification this project as they provided a flexible work package to us that demonstrated a clear understanding on what was needed for the testing to be successful. ROB IBBITSON, CHIEF VOICE ARCHITECT, INTEROUTE COMMUNICATIONS Deliver advanced technical consultancy to augment existing engineering teams on a project basis

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