a partnership for the digital world - tata communications€¦ · a partnership for the digital...

A PARTNERSHIP FOR

THE DIGITAL WORLD

CHANGE HAS

ALREADY

HAPPENED

The impact of digital

technology means the wants,

needs and business models of

end customers have

fundamentally changed

THE BUYING

PROCESS HAS

CHANGED

End customers expect you to understand their pain

points in detail.

They'll reward you for helping them find new ways to

innovate, compete and grow.

But, they're unlikely to engage you directly until

later on in the buying cycle.

Customers want closer vendor partnerships to

deliver:

• Top-line improvements

• Savings through digitisation

• Mitigation of business risk

Overall, they want services to disrupt the status

quo and deliver new innovation.

SUCCESS IS

MEASURED

THROUGH

BUSINESS

IMPACT

Pressure on corporate IT teams

to deliver BYOD environments.

Pace of change in provision of

business IT tools can be

frustrating for end users who are

used to having the intuitive

functionality of their personal

devices.

CONSUMERISATION

OF IT MEANS USERS

EXPECTATIONS OF

BUSINESS TOOLS

ARE HIGH

The buying process has

changed - you need to work

with a vendor that helps you

get to market faster and can

complement your existing

portfolio.

Success is measured through

business impact - you need to

work with a vendor that supports

you with creating the right

propositions, bid support and

pricing.

Consumerisation of IT means users

expectations of business tools are

high - you need to work with a

vendor that can provide an

unmatched experience for

partners and end customers to

drive customer loyalty.

IN UNCERTAIN

TIMES, A TRUSTED

PARTNERSHIP IS KEY

With so much upheaval, partner

organisations need a vendor that can

support them to take advantage of

new opportunities

HOW HAVE WE

RESPONDED TO

CHANGE?

Our Global Partner Programme is built

upon three platforms.

When combined they offer our partners

the chance to meet their end customers

needs in new and exciting ways.Differentiation

by collaborating

at all 3 levels

Engagement

Platform

Experience

Platform

Service

Platform

1. THE

SERVICE

PLATFORM

Deliver services that

are integrated,

innovative

& global

TATA

COMMUNICATIONS

SERVICES

PORTFOLIO

Ability to integrate our services

and co-brand or white label

them.

1. THE

SERVICE

PLATFORM

Deliver services that

are integrated,

innovative

& global

TATA

COMMUNICATIONS

SERVICES

PORTFOLIO +

YOUR SOLUTION

STACK

A faster time to market and a

complement to your portfolio.

Joint Planning Joint GTMTrainings &

Certifications

Differentiated

Partner Pricing

Marketing Support Bid Support Customer Demos Others

2. THE

ENGAGEMENT

PLATFORM

Investing in our

partnership & your

customers to create

competitive edge and

increase win rates

Executive

Sponsor

WHO?

Partner Engagement

Manager

Solution

Architects

Partner Sales

Manager

People

HOW? Support

2. THE

EXPERIENCE

PLATFORM

An unmatched

experience for partners

and end customers that

drives customer loyalty. Go-to-market ready

products

Differentiated partner pricing,

sales tools, resources & support,

collaterals & campaigns.

Self service and

one-stop partner

portal

Automated Q2C, training &

certifications, post sales

support, marketing assets.

Integration through

Portal APIs

Automated access to quoting,

ordering, post sales and

management of our products and

services from your own portal

PREDICTABILITY CONTROL CONFIDENCE

The Global Partner Programme is

designed to help you win more.

Be agile Become your customers’ preferred partner

Enable competitive

differentiationDifferentiation

by collaborating

at all 3 levels

Engagement

Platform

Experience

Platform

Service

Platform

OUR GLOBAL PARTNER PROGRAMME IS BUILT TO ENSURE MUTUAL SUCCESS.

VALUE OF THE

GLOBAL PARTNER

PROGRAMME

Differentiation Ease of

doing business

Revenue and

profitability growth

Time to market

REVENUE AND

PROFITABILITY

GROWTH

If you’re successful, then so are we.

We identify joint solutions and go-to-market opportunities. Where

applicable this collaboration also extends to include marketing

support and demand generation activities.

Access to incentives and attractive commissions means that there is a

clear opportunity for our partners to grow revenues and boost profits.

DIFFERENTIATION

You can build upon our services

to offer integrated and unique

customer solutions.

Eligible partners are also able

to white-label or co-brand

propositions to their own

customers.

Access to in-depth training and

certification means partners

build up an unrivalled

understanding of products

making it easier to sell more.

Easy access to our sales and marketing

experts as well as our simple to use

online portals make doing business

together easy irrespective of your

needs.

Business processes are simplified and

automated to enable greater agility and

responsiveness

EASE OF

DOING

BUSINESS

We understand how important it

is to get to market first with a

new idea or product.

To support this, we provide 24/7

self service access to products,

services, pricing, product and

marketing content and online

tools.

We also help you with the

building of proofs-of-concept and

pilots to help you bring your

vision to life for end customers

and accelerate deal closure

TIME TO

MARKET

A Partner Portal that provides you with the tools & resources required

WE WILL BE WITH YOU EVERY STEP OF THE WAY

Marketing support

Co-marketing

Market Development

Fund

Pricing & Incentives

Joint opportunities

Sales engagement & support

Service Delivery

Support

Integration of Partner Portal

Ticketing & Support

Joint GTM planning

Joint solution

development

Technical &

Sales enablement

Service DeliverySalesMarketingPlanning

For sales

this means:

SPEED COST INNOVATION COMPLIANCE GROWTH

For operations this

means:

For finance this

means:

The board wants:

Quickly provisioned

technology

No Capex

approval required

Agile platforms

that shorten sales

cycles

Lower Opex More

predictability

Low Capex

Flexible pricing

Persuasive business

cases

Digital transformation of

existing systems

Cloud-based models

rather than Capex

Unique differentiation

Secure data

Reduced risk

Reducing fines or

unnecessary

charges

Customer data is safe

Scalable technology

One global solution

Sell broader to new

logos & deeper to

existing

OUR PORTFOLIO WILL HELP YOU MAKE A DIFFERENCE

Data Center Interconnect Ethernet

Internet

IZO SLA Internet

Global MPLS NetworkGlobal

Offices

Mobile Workers

Remote Sites

Partners’ Premise

Corporate Data Center 2Corporate Data Center 1 Cloud Solution Providers The Internet

PORTFOLIO OVERVIEW

Security Services

VA/PT

mSIEM

Hosted

Firewall

vProxy

SPA

mAMPS

DDOS

vUTM

UC Services

Hosted

Contact

Center

ITFN

Global Voice

Global SIP

Data Center Services

Cloud Services

IZO Private Cloud

Managed Hosting

Colocation

Content Delivery

Network

Live

BroadcastDownload

Video

Delivery

Website

Acceleration

Application Aware

Networking

Dynamic

Path

Selection

Application

Performance

Optimization

AuditAdvance

Reporting

INCREMENTAL

BENEFITS AS YOU

ADVANCE IN THE

PARTNER LEVEL

AUTHORISED + AFFILIATE + PREMIER +

Dedicated resource support

Differentiated pricing

AUTHORISED + AFFILIATE +

Collaborative GTM

Opportunity to white label

Joint marketing & MDF

Executive Sponsorship

Portal API

AUTHORISED +

Performance Incentives

Co-branded campaigns

Lead Referral

Online marketing collateral

Training & certifications

Partner Portal Access

COMBINING

OUR

MARKET

LEADERSHIP

Source: Gartner, Magic Quadrant for Network Services, Global, Neil Rickard, Bjarne Munch, 14 January, 2016 This 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 of 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 Execute

Our 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 Vision

We 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 articulated strategy

and market traction in evolving areas, including SIP trunks,

networking for cloud services and NFV and/or virtual CPE.

Latest reprint link: http://www.gartner.com/technology/reprints.do?id=1-28XVMRZ&ct=150130&st=sg

TATA COMMUNICATIONS POSITIONED AS A LEADER IN

THE GARTNER MAGIC QUADRANT FOR NETWORK

SERVICES, GLOBAL, 2016

http://www.gartner.com/technology/reprints.do?id=1-28XVMRZ&ct=150130&st=sg

Most Innovative Enterprise Service

IZO™ Internet WAN recognised by Light Reading in Leading Lights

Awards 2015

Best Application of the Year – Financial 2014

MEF 2015 Ethernet Excellence Awards

2014

Gartner’s Magic Quadrant

for Network Services, Global

Frost & Sullivan 2015 Best Practices Award

Asia Pacific ICT Awards

Frost & Sullivan 2015 Best Practices Award

India ICT Awards

2015

AWARDS &

RECOGNITION

Recognition from the

world’s top analysts

AN

UNMATCHED

SCALE OF

GLOBAL

COMPANIES

We connect you to

wherever your

customers need to be

#4

CloudInnovator

Partner of the Year 2015

CIPC2015

PLUG & PLAY DIGITAL PLATFORM

1,600Service providers

420+ on-net MNOs

2015

Tier-1 IP backbone

Only IP backbone that’s in

the top 5 in 5 continents

Mobile

signalling

provider

Ethernet

provider

India

wholesale

data

provider

International

wholesale

voice

provider

#1

#1

#1

#1

WE

CONNECT

YOU TO

EVERY PART

OF THE

DIGITAL

ECOSYSTEM

4 of the 5 global mobile

subscribers

24% of the world’s internet

routes

3 of the 5 most popular video sites

8 of the 10 world’s most popular

web destinations

4 of the 5 world’s most popular

social network

9 of the 15 most popular OTT

Voice services

A PARTNERSHIP ON THE

NEXT LEVEL

PLANNING MARKETING SALES SERVICE DELIVERY

Joint GTM planning

ALIGN OUR TARGETS, STRATEGIES & RESOURCES

Develop joint business plan Agreed goals with attractive

Performance Incentives

Commit investments of resources


Joint solution development

CREATE DIFFERENTIATED SOLUTIONS THAT ADDRESS YOUR CUSTOMERS’ NEEDS

Develop joint value propositions White label our services to offer

an integrated solution stack under

your brand

Technical enablement via Training &

Certifications

Global

SIP

Connect


Technical & Sales enablement

ENSURE YOUR TEAMS ARE READY & PREPARED

Orientation to reduce your time to

start selling

Sales, Design & Support

Certifications

Online self-paced learning via

Learning Management System (LMS)


Marketing support

MAXIMISE OUR MARKETING EFFORTS FOR HIGHER RETURNS

Subject-matter experts &

marketing content to help you

sell in your events

Extensive marketing collateral &

assets available online

Partner Summits to share marketing

insights, ideas & best practices


Co-marketing

MAXIMISE OUR MARKETING EFFORTS FOR HIGHER RETURNS

Joint marketing planning

aligns our goals & efforts

Co-branded campaign templates

for quick time to market

Press, media & analysts

engagements jointly


Market Development Fund (MDF)

DRIVE YOUR BUSINESS FUNNEL & GROWTH

Funding your marketing

initiatives to create

customer demand

Build brand & sales pipeline Managing MDF made easy via

Partner Portal


Pricing & incentives

REWARD YOUR EFFORTS, ENSURE YOU WIN

Flexibility to price in sell-through

with automated quote to cash (Q2C)

Performance Incentives for over-

achieving agreed goals

Recurring commission in sell-with


Joint opportunities

OPEN DOORS FOR YOU, INCREASE YOUR REVENUE

Lead referral to partners Collaborative sales engagement Attractive commission for opportunities

you bring


Sales engagement & support

SUPPORT YOU IN YOUR SALES ENGAGEMENT, ENSURE YOU WIN

Collaborative sales

engagement

Executive

Sponsorship

Support for Customer

Demonstration Programme

Bid Support on complex

opportunities


Service Delivery support

ENSURE YOUR COMMITMENTS TO CUSTOMERS ARE MET

Program Manager supports you in

service implementation

Service assurance for superior

customer experience

Services support that meet ITIL

framework ensures highest C-SAT


Integration of Partner Portal

PROVIDE VISIBILITY & CONTROL FROM YOUR OWN PORTAL

APIs integrate our portals to give

you full access to the service

Configure, price, quote & track

order from your portal

Full visibility to service delivery,

performance & billings


Ticketing & Support

ENSURE THE BEST EXPERIENCE FOR YOUR CUSTOMERS

Track service tickets on Partner

Portal to keep your customers

updated

24/7 dedicated Partner Support

Desk for on-time resolution of

service related incidents

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