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Talk about how we are investing for the future, with core revenues flattening and the Phils crossing over 100% mobile penetration. Broadband has a lot of room to grow though, but for how long? And at what price?2 years ago we started to dabble in Cloud, more so as a sideline rather than a primary initiative.
We are ALL in the same boat!
Mid to large enterprises are the target - example Cebu Pacific and ICTSI
Talk about Disrupting Ecosystems as the end game, that global cloud providers cannot easily executeManaged IT services require local presence, trust, and relationships
Who watched or read the biography of Steve Jobs?Start with giving parallels on the relationship of Jobs & Woz, why their partnership worked.They must have an equally good reason why they want to partner with us, and vice versa.Talk about experience with Asticom (VMWare-based) and Morph (Openstack) partnership.The most attractive financial offer is not always the best. Check the capability of the partner, their ability to scale when additional resources are needed.Microsoft’s move to give Office 365 for free to their Enterprise clients is not a good partner arrangement.Talk about Asticom and how we ended up buying the infrastructure.Similar case with Morph when we entered a partnership model then they changed the structure because they are a startup and this affected our ability to execute in the public cloud.
Talk about the reorg
Over 75% of ITES are technical people in our Professional Services organization!800 people for the whole of Globe Business
Talk about in depth number of people, qualifications,etcFrom 800+ people down to 130, with over 75% in a technical role
Talk about our initial “failures”, running SAP in a “commodity hardware, with Openstack and Raid ZAlso our experience in the AC BaaS case when we sold the solution which was more than they needed, and now they are asking for many other things to be done which was beyond scope. If we had planned earlier the approach, all terms, scope, and conditions would have been clear.End to end SLA’s need to be determined ahead, before offering We always customize the solution (which vendor, what technology to use in backup for example) in the beginning, rather than standardizing on the approach.
Talk about our Professional Services organization, and the inventory of all their certifications.Not just that, but also our data center certifications, and the big customers we initially closed like Cebu Pacific and ICTSI.
Talk about the flavor of the month conceptThe need to hire Sales Consultants/Specialists, vs Relationship ManagersSpecialized skillset in selling IT is very different from Core. You get all the awareness and excitement, but follow through and closure is the most difficult. You need the right presales expertise, engineering expertise, selling/TCO mindset, etc.Tell the story of how some deals were lost – STI, while talking about the reverse – 2GO.Typical sales people gravitate toward those activities that will be easiest to sell, install, deliver and bill.
Change the Game, DO NOT compete on the Public Cloud arenaHackathons to get developers onboardAsia Cloud participationTrial AccountsDiagnostic Business Consulting – TCO approach
Presales is key.Customers want to innovate with cloud.
We need Cloud Ninja’s, a startup approach to marketing, non-traditional. Happy customers are one example of good marketing. We also needed to use the services ourselves so we can tell people our own experience. We do this today, for all our VAS services running in our cloud. (TC, etc)Filipino CIOs still think is a traditional manner, so we have to educate them, especially on the TCO. Promoting the Philippines also in ACCA is part of the evangelization.Events like Floods also are a good marketing oppty to pitch DR and BaaS
Talk about the Snowden report, hacking of the US meetings in New York
End-to-end SLAs, having the telco do everything, BUT good if they agree to higher prices.Capex to Opex traditionally are telco practicesExecution for Telcos traditionally has been slow due to very stringent processes – give example on delays with SaaS onboarding (testing of partner software becomes a pain initially)
It’s a tall order for Philippine telcos, but NOT impossible!
The early adopters speak to the Innovators as they are both technically oriented. Technology is king.The late majority speak to the early majority as they are both interested in the economic partBut the Early Majority does NOT speak to the Earlyadopters
GDP growth highest in ASEAN, 1st semester at par with ChinaWe set up a dedcatedeGov team to focus on this oppty
We are here for the long haul, it’s a marathon, not a sprint!
Lessons Learned Deploying Cloud Services in Emerging Markets
Early Lessons Learned in
Deploying Cloud Services
Cocoy J. Claravall
VP IT-Enabled Products & Services
Globe Telecom, Philippines
Why We Are Here
Ten Lessons to Remember
Why We Are Optimistic
Positioning for Success
Where else can we grow?
What do we do, and when
do we start?
IT Enabled Services, the clear adjacency
for telcos in the B2B market
per Industry, YoY
2011 – 2016
The telecom services
business is big and
stable, there is still an
opportunity to expand
albeit with slowing
revenue growth …
… mirroring global
trends due to
(declining ARPU, etc.)
Thus we need to do this
in order to maintain our
investing for the future.
World-class facilities, certified people, and processes
Level of Professional Services we can offer
End-to-end Business Application Services
… and buying IT
services in different
1. Get the right partners, good synergy
Learning from Steve and Woz
2. Focus on the job, it’s hard to think
blue sky when you are swimming the
The approach cannot be a BTW, with no focus.
A New Globe Business
Focus on IT-related
products & services
offerings or partner
Be the preferred IT
partner for cloud
Our IT Enabled Services Group
In our case, a new group had to be
built, whose mission is:
To enrich lives through enabling
solutions that accelerate the
performance of business
ecosystems using best in class IT
capabilities, platforms and services.
3. It’s good to be fast, but sometimes
you will stumble if you do not plan
4. Building credibility takes time, take
5. Creating a pipeline of customers is
easy, winning deals is another story.
6. It’s hard to swim upstream, but
often that’s where you find the hidden
• Established global cloud players
• Mom and Pop local players
• Decision mostly based on the cheapest option
• Focus on higher value managed IT services
• Evangelize, evangelize, evangelize
7. It’s not just about cost, rather, focus
on what the customer is trying to solve.
“The basic idea is that people don’t go
around looking for products to buy.
Instead, they take life as it comes and
when they encounter a problem, they
look for a solution—and at that
point, they’ll hire a product or service.”
Clayton Christensen, Harvard Business
8. Traditional marketing is not enough, we
need to advocate, and help the customer
understand our message.
Image c/o ZDNet
A recent article refers to a survey conducted by
the Cloud Security Alliance, who surveyed 456
organizations around the world:
“Of the 207 respondents from outside the
US, 56% were less likely to use US-based cloud
providers after the revelations and 10% had
cancelled plans to use American services.
About a third said the revelations would not
affect their provider choice.”
9. Coming from a Telco has both its
advantages and disadvantages.
Ability to offer
6. Billing capabilities
Perceived lack of
IT and Network Silos
Perceived lack of
Speed of Execution
10. Segmentation is key, the best product
will not sell in the wrong market.
• Large and mid-size local
companies will be more open to
subscribing to managed IT
• More savvy <40 year old
decision makers more likely to
go with a cloud solution
• Non-IT LOB decision makers will
grow in influence in how IT
budgets are used
• Increasing number of bids are
looking for a cloud alternative
• There are opportunities in highly
regulated verticals, but we need
to invest on a lot of pre-work
and unconventional tactics.
In the Philippines, customer adoption of cloud
services is starting to increase but has to cross
the chasm to gain traction …
Total Cloud industry revenue growth @ 57% p.a. IAAS in 2016 at 5.8BTIME
IAAS demand in 2017 range between 600M to 1B pesos
(IDC & Gartner)
Philippine Digital Strategy (2011 to 2016)
Four Focus Areas:
• ICT Infrastructure
• Cyber Services
• Human Capital
The Companies We Work With Today
Why We Believe We Are Poised to Win
• A focused and dedicated organization
• A skilled, certified, set of people and
• A scalable, world-class infrastructure
• A set of key partnerships with the leaders
in the industry
• A clear direction of where we want to be
This is for my
country … Buy
“Taking the complexity out of IT.”
Cocoy J. Claravall