BOOKOF

TheNeW

We are The eNgiNe

ThaT drives mOBiliTy

Contained within these pages are excerpts from the original printed book.

To request for a complete copy, please email imelda.tan@cw.com

BOOKOF

TheNeW

Book of the NewFirst published in 2011 byCable&Wireless Worldwide plc6 Temasek Boulevard#33-03/05 Suntec Tower 4Singapore 038986www.cw.comwww.theconversationswith.com

Designed by Splash Productions Pte LtdPrinted in Singapore

© 2011 Cable&Wireless Worldwide plc

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher.

ISBN 978-981-08-9661-4

Contributing to our ecosystem

Quotes from the industry

A brief look at: The business of partnerships

The business of partnerships

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IntroductionYou might be thinking – why a book of quotes?

In the last couple of years, our industry has had endless discussions about partnerships, with no clear vision of what this really means or how we want to achieve this amazing symbiosis.

This book is an attempt to create a legacy with a group of like-minded individuals on this very important topic. Book of the New features quotes from the movers and shakers in our industry on their perspectives of creative partnerships.

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It doesn’t try to answer questions nor explain our industry. Instead it aims to track a new beginning we are headed towards – one that sees us working closer together and innovating through our creative partnerships. What forms these partnerships take will be up to us to determine.

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Book of the New is a compilation of pearls of wisdom from over 40 telecommunications executives from around the world. Reflecting heady idealism, spontaneous humour and brutal truth, all are grounded in the experience that each community member brings to the conversation.

This book is our legacy for the telecommunications industry at the start of the 21st Century.

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It might appear to be contradictory. Business is all about maximising your profits, about returning value to your shareholders, and about gaining the most market coverage. So why share that with another company? Why entertain the notion of partnerships? Yet it’s human nature to collaborate on all aspects of life. The best results come from seeking complementary skills and abilities, and then sharing the benefits.

A brief look at: The business of partnershipsGuy Daniels, Telecom TV

So it’s no wonder that in the highly competitive telecoms market, partnerships are seen as the perfect route to success. Especially as the alternative – to try and do it all yourself – was widely attempted by telecoms carriers about 5–10 years ago and resulted in failure. And so partnerships were found to be the best way to extend geographic reach or as a means to enter new technology markets.

Yet history is riddled with partnerships that are put together for the wrong reasons.

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For a partnership to work, the people involved need to think alike, dream alike and trust each other. If you can achieve that, then you’ll have created a solid partnership that will benefit all.

The wholesale carrier market is certainly big, and it’s certainly competitive, but it also acts as a community – everybody knows each other and everybody’s got the same issues. This makes the chances of creating a successful partnership a lot easier than in other industries.

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Danny Bottoms, GTS

Partnerships based on trust are the foundation for the creative energy which drives mutual growth.

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Partnerships based on trust are the foundation for the creative energy which drives mutual growth.

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Fabien Vieau, Google

Creativity is the ability to see relationships where none exist.

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Toshiyuki Sakurai, KDDI

Integrity is the most important piece.

inte

grity

is the most imPortant Piece

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Rick Evans, Savvis

Partners share responsibility; suppliers shirk it.

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