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BT SI & Deployment Services

BT SI & Deployment Services. David Murphy, Head of Sales, SI & Deployment Services. BT Systems Integration & Deployment Services. “ Wait a minute, I thought you guys are the CPE group? ”. Selling CPE. Selling Supply Chain. 100% custom Great pull-through Global Fantastically sticky

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BT SI & Deployment Services

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  1. BT SI & Deployment Services David Murphy, Head of Sales, SI & Deployment Services

  2. BT Systems Integration & Deployment Services “Wait a minute, I thought you guys are the CPE group?” Selling CPE Selling Supply Chain • 100% custom • Great pull-through • Global • Fantastically sticky • Good-to-high margin • Solves very hard problems • Commodity • No pull-through • Local • No stickiness • Low margin • Solves easy problems

  3. 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

  4. 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 Clark Who managed the execution: Lloyd Turner, Mike Richardson, Earl Clark

  5. 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

  6. BT Systems Integration & Deployment Services: Sales Support

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