orange in latin america
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Orange Contact:Cary BondsDirector, Business Development+1 714 396 [email protected]
March 2012
Orange in Latin America
Orange resources in LAM 120 POPsBusiness VPN in 31 countries6,600 customer connections
31 countriesOrange Business Services sales office
24 sales covering Argentina, Brazil, Chile, Colombia and Mexico
16 pre-sales
11 consultants
192 CS&O1 Service Centre in Rio de Janeiro
over 50 years of presence in Latin America with numerous Cisco and other certifications, Microsoft, and ITIL certifications within the MSC staff
specific areas of knowledge
people
15 PMs 4 IS Sales desk St. Croix
Buenos Aires
Sao Paulo
Rio de JaneiroLima
Panama
Santiago de Chile
Los Angeles
New York
key Orange assets to capitalize on
local sales resources: widespread MNC experience in all focus countries
major Service Centre located in Rio/Petropolis with highly qualified and trained staff
largest global network footprint compared to other global service providers touching the Latin America region
local synergies with local carriers (NNIs), counting with sourcing representatives in targeted countries with regional coordination
robust partnerships with equipment and technology vendors. Cisco Gold Partner enabling for high discount levels
local portfolio management (adapting offerings to local needs)
strong delivery structure & supply chain operations setting us apart from competition when dealing with importation of equipment (customs) and taxation matters
LAM challenges, some examples… challenge country reasons pragmatic workaround
ERS - Recovery of VAT on importation of equipment
Brazil / Argentina non-resident sales are difficult for customers to recover import VAT
import and sell of equipment to be done by local Orange for efficient VAT recovery and speedy importation
regulations on voice services regional outdated regulatory system in each
governmentcontact local support and the regulatory team to seek alternatives
pricing in Local Currency regional Local billing requires local currency
contractsevaluate risks (cost is USD sometimes) with AME finance team
resourcing (Orange) Regional Orange staff has been structured to fit potential business needs
anticipate incremental demand communicate with Sales and Ops teams
inflation regional demand for specialized services have peaked
structure contracts that offers protection on both sides with AME legal team
deployments in Central America sub-region Orange presence in terms of
professional servicesworking with SITA as a partner on installs and customer support
selling in Venezuela Venezuela Orange decided to remove our commercial presence
sales support will come from Colombia, current Hub for North Andinos region
what’s next on products… (6 -12 months)
new Ethernet partnerships in Argentina, Chile, Brazil and Mexico on-going transformation to GIBNv2, migrating PoPs providing layer
3 services, improving the network performance and service availability
increased capacity for Business VPN and Internet services with regional backbone capacity upgrade
enhance our design and install capability in GS and Field Services Managed OVP service to be launched in 1H12
improvements to bridge greetings/prompts should be operational explore “on-net conferencing”
Network services
Video Conf.
services
Audio and Web
Product
what’s next on products… (6 -12 months)
new rates in place enabling us to push new lower rates for call collection in LAM
Mexico voice license should enable us to explore more services for B-end companies
focus on Brazil Domestic Off-net – high demand today from existing BRL customers
improved OPEX model for Enterprise Telephony and other capital intensive products
Enterprise Acceleration Management off-Net, expands our market for network acceleration Managed Security Services
Managed Security Services - new market opportunity, with Managed Cisco ASA handled out of our MSC in Rio de Janeiro
CIC Tropical: cost efficient version of CIC tailored to the local market
Business Talk / Call Collection
GS – Brazil
thank you