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Fixed Networks Lookbook

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Business drivers & Proposition

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Their challengesWho to talk to

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Start small and get revenue on the board this year!To start the journey towards larger opportunities,

Re-landscape your customer

Know their business inside out.

• Download the PDF • Understand their business better• Landscape their needs • Print and Save the PDF

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Fixed Networks – Still time to close opportunities this year

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Fixed• Download your RADAR app and find check out our Fixed footprint• Explore what Fixed solutions could mean for your customer• Understand their buying preferences

Easy access to all your customer ready collateral: • Marketing materials• Presentations• Product Info

Fixed Networks are the foundation for a Ready Business.

How well do you understand the requirements of your customer?

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RADAR

The first step towards Unified Communications



Fixed

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Fixed Networkslinks to help you out

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We’ve the experts in place to help customer work the way they want to

Organisations facecore drivers when connecting and building networks

Vodafone’s Fixed Networks play a crucial role in achieving truly integrated global communications

ACT NOWCheck out the Fixed Proposition,

Business drivers and Story

OurFixed Story

iFind

Fixed

Business Drivers

FixedProposition

Today's business needs a resilient corporate network infrastructure to compete, survive and thrive

Organisations that master digital transformation are 26% more profitableSource: Leading Digital: TurningTechnology into Business Transformation:Westerman, Bonnet and McAfee,




handling & close

1. Drive efficient growth

2. Respond rapidly to change

3. Optimiseoperations

4. Enable flexible & collaborative working

Fixed Networks

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Fixed Proposition

Fixed Networks underpin a connected organisation






handling & close

Useful


HOME

Their challenges

Reduce Costs Create Supplier Value

Plan for the futureStay one step ahead of the competition

Simplified communications Systems convergence

Regulatory complianceResilience

Automation can cut this number by more than 50%Source: ZK Research

COO CIOFinance Director

Identify key influencers and bring them onside.

Better; connectivity, control, resilience, flexibility, productivity

Each business driver will mean something different to the functional leads

Hybrid WAN

iFind

Fixed

FixedProposition

Business Drivers

Use the Business DriversRead the Fixed story and understand how our proposition

can support your customers

Empower employeesImprove productivity

Increase flexibilityGreater reliability

Delivering value through better management

With traditional networks, operational costs account for 45% of the TCO.

OurFixed Story


What’s currently happening in their business






handling & close

Useful


The triggers to listen for

• Adding New Sites *• Require Moves and Changes *• Redundant Links *• Require new access links to the

internet *• Service Issues with current provider• Problems with slow network

performance• Multiple users – desk and roaming• Complex LAN and Fixed

infrastructure in place• Moving towards Fixed and Mobile

convergence

Listen to what they’re really saying – look out for smaller opportunities

BANDWIDTH: That adapts with you SECURITY: Point-to-point FLEXIBILITY: Fixed at the heart of

their converged solutions COST CONTROL: Reduce monthly

costs and capital equipment costs CAPABILITY AND COVERAGE:

Built on Carrier Grade services, available with multiple options across more than 40 countries

FUTURE PROOF: Efficient and agile, the best move towards fixed and mobile convergence

How we can help them

HOME

• Multiple sites • National or Global presence• Global Presence where Fixed not available in

some countries• High data usage, and internal call costs• Existing Vodafone mobile customers• Highly fragmented fixed voice estate Needs

to cut costs but stay innovative• Needs to respond quickly, and increase

efficiency, where ever users are based• Suffers cost duplication, and compliance

issues• Lack of integration between fixed and

mobile communications

What makes a HOT opportunity

Boomerang

FixedProposition

iFind

Fixed

Business Drivers

Conversation starters



What to look out for

* delivers revenue this year

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Don’t stop there

Where can we sell Fixed? Extend the conversation

Don’t forget the landscape

Download your collateral

Know our Proposition

Make sure you have everything covered Start to develop the relationship




Identify the opportunity Qualify & Extend

Objection handling & close

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Keep the conversation flowing and take it forward

HOME

LANDSCAPE

Fixed Proposition

iFind

Fixed

Where in the WORLD

Extend the conversation

Have you gathered the right data to deliver a killer proposal? Have you engaged your SME? How does their global presence map against our footprint?

If not? Re-landscape – NOW

Asking questions will get you to the heart of their business needs

• What service issues do they have with their Fixed Network provider?• Do we provide their mobile? Extend the conversation and talk Fixed!• Are they moving, opening up any new offices or sites?• What about redundancy? • Do they have a robust business continuity strategy?• How scalable is their network to deliver against business growth? • How much are employee to employee calls costing them? • What about Consultancy & Managed Services? Do they need a Risk assessment?



Selling Fixed Networks is a team effort


FixedObjection handling

iFind

Fixed

Business Drivers

Why Vodafone

Now manage objections and close the opportunity

HOME





Qualify & Extend Objection handling & close

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Vodafone is the largest global IoTplayer and the fastest growing business in the market, Source: Machina Research Benchmarking 2016

I am happy with my Fixed services and costs.

My existing services are working fine.

I have multiple maintenance

agreements. It’s too complex to move now

I don’t believe Vodafone has the global network capabilities to provide

the service I need.

You can make more cost savings by replacing your legacy Fixed connections.

Many of these services are approaching end of life and will no longer be supported.

Vodafone's Fixed solutions provide higher bandwidth for bandwidth-intensive and delay-

sensitive applications.

It takes businesses an average of four months to implement network changes, which is far too slow for the digital era. Source: The ZK Research 2015

Having one supplier can remove the complexity, and deliver a simpler approach to how you

manage billing, maintenance issues and your future requirements.

We’re experienced in helping our customers invest in their existing infrastructure, and

provide life cycle management processes that ensure you are always in step

with the latest tech.

Workers are an average of 14% less productive because of poor application performance. Source: The ZK Research2015 Network Purchase Intention Study Required

We make sure you are confidently connected.Your customers and employees receive a joined up and consistent experience, no matter where

they are. Our unique blend of worldwide capability and industry knowledge means we can help boost

market share, create new revenue opportunities, control costs, and improve customer service.



WHERE IN THEWORLD

Focus on our expertise, capability and global presenceConsult the wider team > Deliver a killer response > Close the deal


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Our strong, competitive Fixed Network story and roadmap

CustomerChallenge

• Supporting globally distributed sites, people, data, applications, at manageable cost

• Increasing application-performance demands• Cost management versus data explosion

• Controlling networks, to support accelerating IT and business change• Reducing overhead costs of managing networks & suppliers• Flexible secure discrete network groups

Market Solutions

• Hybrid dedicated WANs with a wide global network footprint, matching network technologies to specific site or mobility requirements

• Early Software-Defined WAN solutions, focused on over-the-top control of individual applications’ performance and routing

• Early virtualised CPE deployments (routers & firewalls)

• Network as a Service• Bandwidth on demand

Vodafone ProductOffer & Roadmap

Vodafone Hybrid WAN• Hybrid WAN solution, combining global IPVPN, Switched/Dedicated

Ethernet and the Internet• Secure WAN access over the public Internet (SISA) and via 3G/4G

mobile networks (SRUA and Mobile Data Access)

Vodafone SD-WAN (Hybrid WAN + application optimisation)• Cisco iWAN application-based optimisation• Riverbed application acceleration & performance management• Policy-based customer control, at the application level

Vodafone VPN+ (SD-WAN + integrated virtual functions)• Portal & API-driven customer control• Virtualised Cisco and Riverbed facilities; virtualised firewalls and

routers; online catalogue of virtualised network functions• Real-time Cloud Connect provisioning and change• Virtual Network (self-care VPN provisioning and configuration)• Automated, analytics-driven, policy-based functionality (e.g. additional

NFV device when capacity threshold reached)• Bandwidth on Demand and Cloud on Demand (at end of year)

2015-16 (today) 2016-17 (this year) 2017-18 (next year)

Hybrid WAN Software-Defined Networks (SDN) iWAN (SDN plus NFV)

NEXT

Our strong, competitive Fixed Network story and roadmap

CustomerChallenge

• Supporting globally distributed sites, people, data, applications, at manageable cost

• Increasing application-performance demands• Cost management versus data explosion

• Controlling networks, to support accelerating IT and business change• Reducing overhead costs of managing networks & suppliers• Flexible secure discrete network groups

Benefits • Cost effective network around the world• Pick right access levels to meet your needs

• Flexible and responsive networks• No human intervention• No delays• No errors• Reduce costs• Faster execution• Add new ‘stuff’ quickly• Greater levels of cost effectiveness• Channel best network performance to the platforms (e.g. CRM & ERP)

that need to be optimised

• Highly flexible• Optimisation and efficiency• Core functionality in the cloud means updates are easy to deploy with

minimal disruption• On demand networks – pay as you go• Flex up and down to suit• Create discrete secure networks quickly and easily• Fully self serve

2015-16 (today) 2016-17 (this year) 2017-18 (next year)

Hybrid WAN Software-Defined Networks (SDN) iWAN (SDN plus NFV)

Their challenges

Who to talk to

Back to Drivers &

Propositions

10

Largesites Medium sites

Small sites

Remote sites

Remoteworkers

Data centres

Mobile DataAccess

Fixed accessVDSL2 Assured, SDSL,

Fibre Ethernet,

Ethernetfirst mile

Fixed accessADSL2+, VDSL2

Internet

3G/4GEthernet

Internet

SIP

IP-VPNHybrid

Ethernet first mile

Multi-Service access allows multiple Vodafone services over a single network connection

Extend the Fixed

conversation

Hybrid WANDelivering the right kind of connectivity, today

HOME

iFind

Fixed

Identify the Opportunity

Their challenges

Who to talk to

Hybrid Fixed to support specific business needs and connections network wide

Internet VPN (SISA) to connect remote/non-major sites or for low cost backup including local internet breakout

Network Based Internet Access (NBIA) provides an internet gateway facility to connect users at any site on your IP-VPN network

For everyone


PropositionDRIVER NEED INSIGHT PROPOSITION

Rising demand for robust connectivity, applications/services and integration to existing systems.To control costs for expanding Fixed services and manage multiple networks and suppliers.Manage collaboration needs, securely

To provide scalable bandwidth access up or down, nationally or globally.To connect external stakeholders and partition multiple networks over a single infrastructureGlobal connectivity

Vodafone is the largest global IoT player and the fastest growing business in the market,

Source: Machina Research Benchmarking 2016

Vodafone Fixed WAN and LAN services allow organisations to extend their connections

seamlessly.

Connecting multiple sites and/or data centres together, we provide the first steps to truly Unified Communications that are scalable, flexible – and meets the changing needs a

competitive , successful business has.

Vodafone already operate a Global MPLS network, which reaches 65 countries directly,

and connects our national fixed MPLS and mobile networks globally.

We can help you extend you reach. Taking advantage of over 1M KM of fibre assets. And as we continue to extend our network, and

build greater depth by connecting more of Vodafone’s national fixed and mobile networks

in other countries. You’ll get robust, enhanced, flexible connections

- wherever you operate.

Ever-increasing demand for greater bandwidth driven by large amounts of data being shared around the organisation. Companies are migrating more applications to the cloud, responding to client, supplier and market requirements

To build a flexible and scalable infrastructure that provides transparency of data across the organisation.

To maintain security of data in accordance with company and regulatory guidelines.

35% of our interviewees cite supplier consolidation as a high priority

Source: Consolidation and convergence white paper; Vodafone 2014

Industry compliance means that companies need to ensure appropriate network controls and secured data traffic are in place.

Need to have greater visibility, control and security of global data transfer

Workers are 14% less productive because of poor application performance. Source: The ZK Research2015 Network Purchase Intention Study Required

End users expect seamless connectivity, anywhere on any device.Demand for a reliable and secure network to provide consistent access to business-critical information.

To improve productivity and service standards across the business.To help enterprises make more of flexible working with dynamic bandwidth, fast changes, and consistent application quality.

93% of IT Directorshave a digital strategy – but 85% felt their networks were not ready to implement it. Source: Vodafone – Breaking Boundaries

Back to Drivers & Propositions

NEXT


Rising demand for robust connectivity, applications/services and integration to existing systems.To control costs for expanding Fixed services and manage multiple networks and suppliers.Manage collaboration needs, securely

To provide scalable bandwidth access up or down, nationally or globally.To connect external stakeholders and partition multiple networks over a single infrastructureGlobal connectivity

Vodafone is the largest global IoT player and the fastest growing business in the market, Source: Machina Research Benchmarking 2016

When you need ultra-high bandwidth, predictable performance and end-to-end SLAs,

our Fixed Networks have got you covered.

Vodafone Fixed services can let you securelyshare data and information securely between

sites – home worker sites - data centres across the globe.

Provided over Vodafone’s optical transmission network, our Ethernet, Global WAN and SIP

solutions offer the “shortest route” bandwidth options available.

With Multi-Service access we can help manage multiple Vodafone services over a single

network connection.

Simplifying your telecoms strategy.













NEXT


Rising demand for robust connectivity, applications/services and integration to existing systems.

To control costs for expanding Fixed services and manage multiple networks and suppliers.Manage collaboration needs, securely

To provide scalable bandwidth access up or down, nationally or globally.

To connect external stakeholders and partition multiple networks over a single infrastructure

Global connectivity



Over long distances and across oceans, Fixed Networks deliver unrivalled security, resilience

and high capacity. Provided over Vodafone’s optical transmission network, our Dedicated Fixed solutions provide uncontended and “shortest route” bandwidth

options up to 100Gbps.

• Visibility of your network• Security that’s always on

• Providing easy access to tools and data

We have all your fixed communications needs covered, and can deliver a clear, simple pathway

to a full Unified Communications strategy.

Future ready, feature-rich Connectivity, with an expanded range of additional and

complementary products, including GlobalSIP, Global LAN, Cloud

.







Need to have greater visibility, control and security of global data transferAccessible at all times






NEXT

DRIVER NEED INSIGHT PROPOSITION

Rising demand for robust connectivity, applications/services and integration to existing systems.

To control costs for expanding Fixed services and manage multiple networks and suppliers.Manage collaboration needs, securely

To provide scalable bandwidth access up or down, nationally or globally.

To connect external stakeholders and partition multiple networks over a single infrastructure

Global connectivity



Reducing the cost of operations is at the top of the agenda for most enterprises.

That leads to a related emphasis on doing more with less, focusing

resources on areas where they can demonstrate value and maximising the productivity of

the workforce. Vodafone’s Fixed Services seamlessly connect your people, places & things, so they can work

globally, regionally, locally, remotely - all with the fixed/wireless connectivity they need. Easily.

We can help you deliver a competitive edge for your enterprise, improve service standards, and

make the most of your communications strategies with a better connected, more collaborative and productive workforce.

Our track record in transitioning, implementing and managing global communication strategies

for multinational companies is extensive.Together we can unify your communications,

improve productivity and deliver a better experience for your employees and customers

alike.













Proposition

Where in the world

HOME

iFind

Fixed

Objection Handling &

Close

Back to Qualify &

Extend

Vodafone delivers the flexibility, access and connectivity they need Where ever they are in the world Extend the

Fixed conversation


Know their Fixed Landscape

HOME

iFind

Fixed

Business Drivers &

Propositions

Back to Understand

your customer

Make sure you fully understand your customer. Download, fill in, & save.

Extend the Fixed

conversation


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CIO COO Finance

QUESTIONS LOOK OUT FOR POSITIONING

How can you ensure your devices are secure? What about data?

How do you encourage remote teams to collaborate?

How do you bring in teams across multiple regions to work on projects?

Globally distributed sitesRemote workers

Lots of reliance on data and applications

Online culture

Our Hybrid WAN solution, combines global IPVPN, Switched/Dedicated Ethernet and Internet services in order to help you take full advantage of the best technology available, and stay confidently connected across your entire network.

With Secure WAN access over the public Internet (SISA), and via 3G/4G mobile networks (SRUA and Mobile Data Access), you can rest assured that your devices, and data, are protected.

We can allow you people to work almost anywhere, while preventing cost overruns and security breaches.

How do you access the internet – securely?

Would you like to build on your existing infrastructure? Saving costs and valuable time?

What would a Unified Communications strategy deliver for your business?

Global projectsGlobal customers - supported

across multiple regionsCyber Security

Expansion of the networkFrequent changes

Vodafone’s Fixed Networks seamlessly connect your people, places & things, so they can work globally, regionally, locally, remotely - all with the fixed/wireless connectivity they need. Wherever they are.

We have Network Based Internet Access (NBIA) that provides an internet gateway facility to connect users at any site on your current IP-VPN network –can extend the reach of existing LAN circuits using SIP Trunks that will open up the possibilities for complete Unified Communications strategy.

And using Multi-Service access channels, allow for multiple Vodafone services to be accessed – securely - over a single network connection.

Business Drivers

HOME

iFind

Fixed

Their challenges

Who to talk to

Back to Drivers &

Propositions



How are you ensuring your fixed network is future proofed and ready to meet the challenges ahead?

Wouldn’t you like your people to respond to customers more efficiently? Where ever they are in the world?

How well are your employees collaborating? What’s missing?

Cloud CollaborationSecurity

Controlling networksSupport accelerating IT and

business changeFlexible working

Critical Apps App management

Putting our Fixed Network at the heart of a converged solution ensures you have the right foundations in place to let your employees thrive and business compete effectively.

Built on Carrier Grade services, and available with multiple options across more than 40 countries, our solutions are ready to help you become a more efficient and agile organisation.

You’ll respond quickly to new business opportunities or threats, and be primed to harness new critical business applications, and next-generation cloud, IT and unified communications services.

How could flexible working environment improve your productivity and employee satisfaction scores?

Wouldn’t you like to innovate, but at the same time control your costs more efficiently?

How do you cope with the extra work when deploying systems or upgrades?

Empower employeesImprove productivity

Increase flexibilityGreater reliability

Cost savings Security

We can help you raise motivation by giving employees the communications and IT tools they need and appreciate. Unified communications and flexibleworking solutions supported by a robust Fixed Network can help them collaborate better and work across teams and borders.

We can allow them to work almost anywhere, while preventing cost overruns and security breaches. We can also enable you to move to new operating systems or device ownership models when it makes sense for your business.

From design. worker profiling, training and communication planning, to roll-out and deployment – we’re here to help.

CIO COO FinanceBusiness Drivers

HOME

iFind

Fixed

Their challenges

Who to talk to

Back to Drivers &

Propositions


Their challenges

Who to talk to

Back to Drivers &

Propositions

HOME

iFind

Fixed


How many suppliers do you have for telecoms & IT?

How good is the business at forecasting future IT and Comms spend?

How much simpler would it be if you had total visibility of your communications spend?

How much do employee to employee calls cost your business?

Reduce Costs Create Supplier Value

Plan for the futureForecasting costs

Consolidated billing

By partnering with Vodafone Global Enterprise you can evaluate and consolidate your communication suppliers and spend – immediately. Taking back control of your entire communications estate.

We can carry fixed voice traffic to and from your sites, over direct and indirectaccess lines. Through our own infrastructure, or by transferring existing lines from your current fixed provider to us. And for smaller sites where the cost of a dedicated fixed line isn't justified, we can use Carrier Pre-Selection (CPS) to automatically re-route calls.

By moving to our Unified Communications solutions, we can bring together all your communication and collaboration (fixed, mobile, desktop, messaging and conferencing) services - onto a single platform. Under one supplier.

We understand how your fixed line strategy plays a crucial role in the realisation of your communications vision, and your strategic business goals.

How involved are the board in making the IT budget decisions?

Would you say you have invested enough in your fixed network?

How important is it for you to have total control of your comms spend without impacting on productivity?

Flexible working - globallyService Level AgreementsStay one step ahead of the

competitionRealise strategic business priorities

Empower employees

Fixed line procurement decisions have traditionally been made at a local and not global level, but as communications technology blurs the boundaries between regions, the need is growing for a more strategic approach.Your choice of fixed line provider today will have a huge impact on your company's ability to exploit new communications tomorrow.

Our Fixed Voice solutions like One Net Enterprise and Meet Anywhere help control costs, improve productivity and improve collaboration between teams, customers, and suppliers. Supported through your Fixed Network, they will reduce bill spend, increase flexibility, and resource – efficiently – across your whole business.

CIO COO FinanceBusiness Drivers


Q. How do ensure all your sites stay seamlessly connected, and serve

your customers effectively when the

pressures on?

Q. What are you doing to ensure that you’re

investing in the right digital technologies – and

using them most effectively?

Dedicated Internet

Ethernet

SIP Trunking

Q. How involved are other parts of the

business getting in the IT strategy and decision

making process?

Q. What access methods do you have? Are they the same

across the business?

Wi-Fi Calling

Dedicated InternetAccess

Q. How much time is spent supporting your infrastructure

rather than new initiatives?

Q. How do you provide and manage internet access to users

at remote sites?

Q, How do your customers and employees

collaborate?

FIXED NETWORKS

Q. Do you have a centralised security policy for enterprise

user access?

Q How much more threats do you think there are for your

company today than last year?

Extend the Fixed Networks conversation

HOME

iFind

Fixed


Close

Back to Qualify &

Extend

Security Vodafone RED

Storage

Contact Centres

Consultancy & Mg’d Services

Cloud & Hosting Managed

Tablets

Bring your own

devices (BYOx)

Apps

Q. How quickly is you r company able to flex and

respond to changes?

SIP Trunking

Security

Contact Centres

ManagedMobile

DedicatedInternetAccess

Mobile Apps

Managed Tablets

Cloud & Hosting

Security

Q. How do remote workers access your business

applications?

Q. Do you have a single internet access

connection for all sites and devices?

Q, What processes do you have in place to ensure

you’re making the most of the latest technology?

Firewall

Devices

Ethernet

Mobile Iron

Device lifecycle

management

Device Lifecycle Management


HOME

iFind

Fixed


Close

WWW

Why Vodafone We’re investing in you. Making substantial investments in our next generation networks to help you thrive.

The most extensive network spanning the UK, Germany, Italy, Netherlands, India, Spain and other countries, offering value and agility

Agile, dynamic connectivity and choice, through ultrahigh

bandwidth with the lowest latencypossible to allow businesses to

safeguard critical communications. Extend the Fixed in a simple and

cost effective way

Market-leading service experience delivering a proactive, harmonised and consistent

experience - globally

Future ready, feature-rich Connectivity, with an expanded range of additional andcomplementary products, including GlobalSIP, Global LAN, Cloud

Core capability and coverage: Our fixed-line capability is built on carrier-grade services and is available with a range of access

and minutes options across more than 40 countries.

Why Vodafone fixed networks? We help customers move towards fixed and mobile

convergence and ultimately unified communications.


http://www.vodafone.com/business/why-choose-us

Objection Handling – Fixed

You’re in the home stretch.

Now to address any issues they may have in the final stage.

OBJECTION RESPONSE

I need clear visibility of my whole telecoms spend. An understanding of everything. My costs for Fixed, Mobile, and even conferencing.

With Vodafone as your sole supplier, we can remove the complexity of managing several providers. Our Telecoms Management services give you complete visibility of your current telecoms landscape, with the ability to manage budgets at a local level while maintaining global control. And our web based Spend Analytics service means you have quick access to your voice, fixed, mobile and conferencing spend and usage. Always

Our vision is to have a fully optimised Unified Communications strategy in place – globally. How can you help us achieve it?

That’s music to our ears. We can help you with a Unified Communications Maturity Assessment, an in-depth analysis of a client’s path toward Unified Communications. We can even do a PBX Inventory to help otpimise your PBX estate.

Once we have a better understanding of your key goals, we’ll be able to deliver the best pathway possible, that meets your exact requirements, and delivers a return on your investment.

We’ve a lot of changes to make and costs to cut. Might be best to stay where we are. They know us.

We can help reduce capital equipment expenditures and deliver predictable installation and monthly recurring cost. We can also make sure future changes can be scaled easily, so you can add or move sites and users as needed, without it costing the earth.

I know you have capabilities across Europe, but I need reliable connections further afield

We’re one of the world's largest communications companies delivering services in more than 150 countries. For example, Fixed and Ethernet service is available across Europe, parts of the ME and Asia Pac. In Asia Pac we were recognised as a market leader by Ovum. We want to be your telecoms provider of choice, wherever you are. HOME

iFind

Fixed

Back to Objection

Handling & Close

Our Fixed Story


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