Converged IP Platforms for the Large Corporate

We understand that Large Enterprise's have a different outlook towards telecoms spending than our smaller partnerships and SME customers. Your spending is often dominated by value-added services and tailored, bespoke network solutions that interface with existing IT systems. Increasingly we find that our larger clients do not have in-house voice network design or management skills and therefore, we have witnessed a trend towards purchasing managed network solutions from varying telecoms providers. Often the decision-making point in large corporate buyers changes because of this.

Traditionally, voice telecoms services were purchased by companies like any other essential but non-strategic resource. The purchase decision has traditionally been made by the procurement department based on considerations of price and quality, and it was relatively easy to switch suppliers if performance was poor. With the need to interface with IT systems, the whole telecoms purchase decision is increasingly made with input from the Chief Information Officers.

This trend towards increased complexity is important for a number of reasons.

First of all, we acknowledge that it is harder for you to simply switch suppliers. Bespoke systems designed for a particular company are expensive for other companies to replicate or to upgrade. Even if they can do so (for example, by taking advantage of a step change in technology), the disruption to large corporate consumers of a change in network supplier is immense. For some customers, it could take up to six months, full-time work for a team to project manage such a change of supplier. That does not mean we cannot do it. We can and we often do.

Secondly, we know and accept that larger corporate companies are selecting suppliers on more criteria than just price and quality. The capability of a particular telecoms company to offer a particular bespoke solution, is often a more important criterion. The choice of suppliers in a market is particularly important to large corporate customers where there are only a few suppliers capable of supplying the required solution. Swan Communications is one of those suppliers.

Finally, there are systems integrators. These are the companies that provide many of the bespoke system designs to large corporate customers, and buy network capacity from telecoms operators. We are not a systems integrator. However, we do work alongside them, as it is this type of company that is a growing sector in the telecoms market and represents a distinct advantage for you, the client, as opposed to a competitive threat to us - the network-based telecoms company.

Swan successfully implement full, turnkey solutions for companies that have wished to move towards a network infrastructure, built upon existing IP networks to deliver Voice services with QoS and/or streamline their communications resources to deliver real cost benefits and competitive advantage.

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