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