Objective

Alcatel-Lucent Indonesia wanted to re-position its offering as a full solution provider

Rationale

With a high demand from green field operators in Indonesia and an increasing competition in particular from the Chinese vendors, Alcatel-Lucent Indonesia wanted to provide a full one stop solution.

Also due to full financing requests from its customers, Alcatel-Indonesia wanted to investigate some business positioning that will make its proposals more attractive such as using sharing infrastructure facilities.

Strategy

Develop a full solution offer including full turn-key services, managed services, Telecom equipment and project funding using 3rd party for Infra structure sharing.

Results

Our partner implemented the following actions:

· Find and secure local Services partners for site acquisition, CME and O&M Level 1

· Find and secure local Tower Manufacturers

· Business arrangement with local infrastructure sharing companies (sites, transport)

· Business arrangement with local Telecom and infrastructure funds to finance Telecom projects

·  New process between different ALU departments to build a full integrated proposal