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Unlocking competitiveadvantage in thedigital economy

Introducing Ovum, expert, specialist TMT consultants

Ovum Consulting

Contents

A leading global TMT consulting firm

Our expertiseYour advantage

Making growth strategies succeed

How can we help you to succeed with your growth strategy?

A leading global TMT consulting firm

01

Business success in the digital services, telecoms and technology markets is achieved by deep, cut-through insights informed by reliable up-to-the-minute data and analysis.

There are now more questions to ask, with disruptive technologies changing the rules of the game, and consumers’ expectations increasingly shaping new solutions and services.

Making growth strategies succeedFor digital service providers and their technology partners Ovum provides unique insight into the sizeable but highly contested revenue opportunities within the connected digital economy.

Ovum Consulting consistently delivers against our clients’ project objectives by combining longstanding TMT expertise with the most complete set of industry data available. With methodologies designed to deliver actionable advice we have a proven track record of helping organizations make the business decisions required to drive growth.

Global coverage and local market insight, with 19 offices across the globe.

150+ consultants and analysts working on projects for TMT clients.

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Maximise the value of your IT investments

IT Strategy and Selection

We leverage our deep TMT expertise to help our clients identify and seize growth opportunities

Who to target: increasing sales

effectiveness to drive growth

Why us?: positioning our service

to deliver growth

We need to evaluatetarget market

segments and decide which are the most attractive to drive

growth

How to win: exploiting the growth

opportunities

We need to understand customer

demand, the competitive landscape

and how we shouldengage with the

market to win business

Sales Planning and Effectiveness

Where to play: identifying and

assessing growth opportunities

We need contentmarketing to raiseawareness of our

position in the marketand demonstrate

thought-leadership

Business and Strategic Planning

We need a more effective salesforce

that can better focus its efforts based on account-level data

and insights to build afast pipeline

We need independent, practical IT strategy and vendor selection insight to enable us to make the right decisions for our

business

Content Marketing Services

03

GTM Planning

Broad knowledge with deep expertise in TMT markets

Our TMT consulting capabilities:Sectors we specialise in:

Business and Strategic Planning

ContentMarketing Services

Sales Planning and Effectiveness

IT Strategy and Selection

GTM Planning

04

Consumer services

Wearables

Smart home

Connected car

AR/VR

Infrastructure

SDN/NFV

LPWA

App Virtualization

Network security

OSS/BSS

Enterprise services

Cloud

IoT platforms

Unified comms

Enterprise mobility

CX

Industry

Financial services: digital CX

Payments: distributed ledger

Media: Next-generation devices & CX

Telecoms: Hardware to virtual networks

Public sector: growth of smart cities

What our customers have to say about us

05

“Ovum consulting has a proven track record of delivering

projects, in a flexible manner, that allow us to understand and

approach new markets.”

Asia-Pacific telecommunicationsequipment provider

“Ovum consultants understand our space better than anyone

and, unlike others we have used in the past, produce highly

practical outcomes.”

EMEA-based global paymentssolutions provider

“Ovum is a leading player – they talk to the right operators, have

a good view of the market, know their technology and give a realistic picture of what the

market is saying.”

European Tier 1 network equipment manufacturer

“Ovum consultants provide practical outcomes, based on

deep subject matter expertise.”

US network solutions manufacturer

“Ovum consultants technical expertise, global coverage of our

market, and depth of analysis make for recommendations we

can action immediately.”

European Tier 1 telco

“Ovum consultants are flexible and challenging – unlike others

they are always coming up with something new and

important to say.”

US-HQ’d MNC Tier 1 technology vendor

Our expertiseYour advantage

Meet our global experts

06

Meet some of our experts

Ken LandolineCustomer Engagement,

Principal AnalystSan Francisco

Katherine HorowitzPrincipal

Consultant Boston

Nicole EngelbertTechnology,

Research DirectorNew York

Richard MahonyGlobal Director,

ConsultancyLondon

Paige BartleyInformation Management,

Senior AnalystSan Francisco

Kieran HinesHead of

IndustriesLondon

Tony BaerInformation Management,

Principal AnalystNew York

Tony GunnarssonTV,

Senior AnalystLondon

Chantel CaryTelecoms Operations

and IT, AnalystNew York

Srushti GhisadMiddle East and Africa,

Senior AnalystDubai

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Thecla MbongueMiddle East & Africa,

Senior AnalystJohannesburg

Meet some of our experts

Clement TeoIT Services,

Principal AnalystSingapore

Ian WattPrincipal Consultant

London

TZ WongService Provider &

Markets, Senior AnalystSingapore

Kris SzaniawskiTelco Operations and IT,

Practice LeaderLondon

Alexandra RehakIoT,

Practice LeaderLondon

Ronan de RenesseConsumer Technology,

Practice LeaderSan Francisco

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Nicole McCormickBroadband & Multiplay,

Principal AnalystMelbourne

Kevin NoonanGovernment, Lead Analyst

Canberra

Mark OliverHead of Consulting,

EMEALondon

Andrew MilroyHead of Consulting,

APACSingapore

David MolonyEnterprise Services,

Practice LeaderLondon

Making growth strategies succeed

Our methodology and success stories

09

Where to play: identifying andassessing growth opportunitiesWe help our customers determine:

We are able to provide a granular market view that allows our customers to focus their efforts on the most relevant and potentially lucrative areas of opportunity.

Size of the growth opportunity and

how it is forecast to change over time

Risks and challenges associated with a

new market

Disruption potential of emerging technologies

on models of distribution and consumption

Why this market represents a growth

opportunity given our customers capabilities

and strategy

10

The customer challengeOur client, a digital music service provider, aspired to be a fully global service and – in order to accelerate its internal expansion - needed to carefully evaluate the addressable market of users that can potentially buy its service. This meant identify the number of unique smartphone users, payment card holders and data usage across a large number of potential target countries.

Why Ovum?Ovum’s deep knowledge of the variables and potential distortions which impact on the Total Addressable Market (TAM) for a client-specific service, as well as the local conditions that exist in emerging markets, provided our client with credible and robust forecasts upon which it could make strategic decisions with confidence.

The final outcomeOvum Consulting helped its client identify the greatest opportunities among the mix of markets with differing smartphone and payment enablement dynamics, and launch its subscription service into the most attractive new countries. We also advised our client on how its business model could be adapted to capture the local opportunity.

Business and Strategic Planning: Total Addressable Market Analysis

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We help our customers go to market to exploit growth opportunities by advising on:

Our market, competitor and channel expertise gives our customers the specific, actionable insight necessary for them to achieve commercial success.

Market demand, how it is changing, and what

is required to become a digital enterprise

The competitive environment and how others are supplying

the market

The strengths and competencies necessary

to claim a position in the market ahead of the

competition

Potential future partners who can

enable us to exploit these growth opportunities

How to win: Exploiting the growth opportunities

12

Go-to-Market Planning:TV & Media Services Market Study

The customer challengeAs the TV and media industry become digitised how could our TV and Media client become more competitive, efficient and attractive to consumers and help to drive business transformation in this challenging new environment?

Why Ovum?With a unique competence in both Media and IT services along with existing insights from surveys and proprietary data sets we already have, Ovum was best placed to help our client respond.

The final outcomeOur client was able to take Ovum’s key recommendations to

Identify the partner and acquistion targets required to develop a proposition to satisfy customer expectations

Re-position itself to exploit competitor weaknesses

Shift from a product-led to service-led sales strategy

13

We raise awareness of our clients’ position in the market and help them to gain maximum market exposure with customers, partners and prospects through a range of content marketing services that can be tailored to specific messaging needs. These include:

White papers

Webinars

Case studies

Infographics

Thought leadership studies

Web marketing

Market surveys

Speaking engagements

Video marketing

Internal engagement workshops

Why us?: Positioning our service to deliver growth

By building our independent views into our customers’ marketing campaigns, we deliver an authoritative and credible voice, that engages audiences, influences future buyers and drives lead generation activities.

14

Content Marketing:Unified Communications &Collaboration Research Study

The customer challengeHow could our data client develop an authoritative voice on unified communications, help enterprises establish UC development priorities, and engage more effectively with customers and new prospects?

Why Ovum?Our deep expertise in UC coverage, our ability to source and analyse custom data, and our on-the-ground analysts in the key regions of APAC and EMEA meant that we were the best placed to answer the challenge.

The final outcomeOvum’s custom data enabled our client to create a thought-leading maturity model to help enterprises establish priorities for their UC development. Ovum’s analysis, PR support and video interviews meant that our client became an authoritative voice on UC and was able to engage more effectively with customers and prospects.

15

We help sales teams to build pipeline and drive revenue by prioritizing their efforts and supporting them in focusing on the specific objectives of buyers with insight into:

Ovum’s proprietary data and custom research methodologies enable us to prioritize named customer and prospect accounts by granular ICT spend data, current supplier and investment strategy to provide your sales force with the tools to build in-year pipeline.

Customers’ buying habits and how they

are changing

Customer ICT budgets in very real

dollar terms

The business drivers for ICT investment

Detailed prospect profiles to help sales

teams sell more effectively

Who to target: increasing saleseffectiveness to drive growth

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Sales Effectiveness:Account Prioritization

The customer challengeWith shrinking sales bandwidth, how could our client gain a better understanding of how to prioritise targets in order to improve sales effectiveness and achieve a target of £500m worth of new infrastructure services business?

Why Ovum?Ovum’s proprietary account-level spending data and insights into industry buying patterns and behaviors provided a solid basis for identifying specific targets.

The final outcomeOvum produced an analysis of 200 proposed target accounts, prioritized in order of greatest opportunity, as supported by a number of agreed criteria.

Within six months of delivery, the UK infrastructure services team had £250m of net new pipeline, £200m of which was directly attributable to Ovum’s account prioritization support.

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We provide detailed, practical intelligence to assist in defining the IT strategy and implementing solutions which maximise the transformative impact of IT, including:

As the pace of digital transformation intensifies, Ovum has a combination of dedicated disruptive technology and industry-specific expertise required to create effective IT strategies and roadmaps.

Our enterprise consulting is underpinned by the breadth and depth of Ovum’s core data deliverables - including an annual primary ICT decision-maker mega-survey extending to 6,500 responses across 60 countries and 17 vertical markets.

Understanding technology trends and

best practice, by industry

Formulating and benchmarking IT strategy

and architecture

Evaluating vendors and technology solutions

Analysis to support business case ROI

IT Strategy and Selection: Maximise the value of your IT investments

18

IT Strategy and Selection:End-User Device StrategyThe customer challengeOur client, a large public sector organisation, wanted to modernise its working environment and so sought to undertake a major review of its end-user device (EUD) environment and IT capabilities.

Why Ovum?Ovum had the expertise to understand how the EUD environment supported the organisation currently and wider business strategy, how the current EUD environment compared to similar organizations and

general IT trends, and the technology options available – and cost implications - as our client modernised its EUD strategy.

The final outcomeBy taking Ovum’s expert analysis and modernisation recommendations, our client was able to transform its EUD environment to one that can be considered market-leading versus its peers, most appropriate for the overall objectives of the business and which catered for the needs of specific employee roles.

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How can we help you to succeed with your growth strategy?

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Asking the right questions will deliver theanswers that inform a winning growth strategy

Ask yourself the following questions to see if you have what you need to develop and implement the strategies for growth for your business:

Ovum Consulting can help you answer these questions and formulate a successful growth plan.

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Together with our customers, we’ve made real impacts in the TMT markets.Today, TMT is an increasingly fluid and challenging environment, so theneed to keep pace and gain competitive advantage has never been higher.What’s your next move?

Let’s have an initial conversation to see how we can help youachieve your growth plans.

You can also visit our website atwww.ovum.informa.com

EMEA:

Mark OliverHead of Consulting, EMEAmark.oliver@ovum.com+44 (0) 20 7017 4227

APAC:

Tim PolackHead of Consultingtim.polack@informa.com+44 (0) 20 7017 5370

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