Client Testimonial

“NuaTel have provided technical innovation and subject matter expertise in designing the NOC solution and all the associated processes and procedures. Their involvement in this initiative as a key partner has added credibility to what we are trying to achieve in what is essentially for us a new business area”

Services R&D

Print
serviceRnD

NuaTel provides full outsourced (E2E) development of a phased Services portfolio and plan to get to market to significantly increase incremental year-on-year revenues from one-off product sales.

Key questions to ask yourself

  • Are you offering a complete portfolio of services today for your product(s) in the market?
  • How easily can you produce a suite of services to reflect your company’s product line and level of your maturity?
  • Can you make quick ‘Make’ vs ‘Buy’ decisions on providing services?
  • Do you know the full overhead and responsibilities on your company in delivering an outsourced Service?
  • Do you have all necessary Sales Collatoral, Scopes of Work (SOWs) including all key quality metrics, as well as all SLAs and penalties?

Service high level details

The service includes:

  1. Generation of top-down & bottom-up market analysis to fully analyse Value Proposition and set pricing guidelines
  2. Generation of all:
    • Sales Collateral
    • Scope definition
    • Scope of Work (SOW) collateral
    • all key quality metrics
    • all SLAs & penalties
  3. Capability Assessment on client side (skillset and knowledge, O&M product capability, required people, tools and collateral)
  4. Organization Efficiency analysis & (re)design (level, number and organization) to support service
  5. Full management of Services partner selection including RFq management, and due diligence on potential partners
  6. Plan to get to market

Why invest in new Services?

Solution Innovation

One of the principles of services is to initially focus on the customer problem to be solved, designing the right solution and then choosing the elements to deliver it. Companies who can look beyond their own product and towards what the customer perceives as the solution will have a competitive advantage going forward and services will be a key element if they are to be successful.

rd_content2

Perhaps the best way to illustrate the real potential of a services business within a hi-tech company is to consider the product offering in isolation and then consider some questions like :-

  • Is this product going to provide the customer with the total solution on it's own ?
  • Are there other products which need to be included in the solution ?
  • How will they all be integrated together ?
  • Who will do this integration work ?

The diagram below illustrates just how much of a gap could really exist between the product offering of a hi-tech company and the solution as seen through the eyes of the customer. For product-oriented companies such a gap represents potential for growth and expansion of business opportunities.

rd_content3

NuaTel staff have many years of expertise in hi-tech solutions innovation and have experienced many of the pitfalls associated with building multi-technology solutions from different vendors. From solution architecture & design, through to post-deployment value added services, NuaTel and our partners have expertise which can help your business.

In an age where the term Solution can mean much more than ever before, for hi-tech companies in particular, it is possible that their product solution may, in fact, only be a bit-part of the real solution in the eyes of the customer. This implies that the customer solution could comprise of various product offerings integrated together. For the customer to choose the right solution and the right component products is one challenge, while the challenge facing any of the individual product suppliers is how to move up the value chain and offer the customer a broader solution offering than simply their own product(s).

More information ...