As large and multinational businesses embrace the cloud and ever more mobile ways of working, Jan Geldmacher’s number one priority is moving Vodafone Global Enterprise up the value chain.
But as the lines between telcos and IT providers become ever more blurred – whether it’s offering similar products or coming to market as both competitors and partners – this potentially does few favours for the end customer.
“By overlapping services with IT providers we are probably confusing our customers,” confesses Geldmacher (pictured), who has been leading VGE since 2012.
“We are on a constant journey to improve and enrich our product portfolio… and [we have] a constant job to communicate this with our customers.”
The CEO describes his product portfolio as having three distinct layers. First, there are the “classic” telecoms infrastructure services, such as fixed/mobile voice and mobile data. Second, there are managed services offerings, anything from PBX environments to mobile device management.
Finally, there is a business transformation layer where VGE promises to help enterprises “become more flexible and more agile” through the provision of services such as M2M, big data and fully IP hosted environments.
The CEO says “most” Request for Proposals that VGE now receives are a combination of all three layers. M2M is perhaps the fastest growing service, while the virtualisation of call centres is “really picking up”, according to the CEO. Many large businesses are also adopting hybrid clouds, he adds.
Geldmacher says the deal VGE has signed with insurance company Aviva in July is emblematic of the type of contract he wants to be signing more regularly.
The seven-year, multi-million pound deal includes the provision of a cloud-based contact centre service as well as new tools for collaboration such as document sharing, instant messaging and conferencing services based on VGE’s unified communications (UC) suite.
Explains the CEO: “We are transforming the whole business from an old fashioned insurance company into a more digital company by betting on UC as a trigger. The aim of the contract we've signed with Aviva is create competitive advantage.”
This is an extract from a feature-length interview in the Q3 issue of European Communications, which features a special report into the enterprise market. Click here to ensure you receive your copy