38 KiB
CPE Resale Support as a Service
Strategic Objective: Streamline hardware procurement and reduce costs, aligning with the strategic goal to optimize operational efficiency and enhance partner engagement.
Key Outcomes by Phase:
- Move expenses off Partner GVM to optimize budget utilization.
- Implement an OpEx Consumption Model to provide financial flexibility.
- Facilitate up-front Deal Registration with OEMs to streamline procurement.
- Establish as a Single-source supplier to simplify sourcing.
- Maximize OEM Rebate to ensure cost-effectiveness.
Timeline: Implementation expected to roll out in Q3 2023, with initial results by the end of Q4 2023.
Risk Management: Regular audits to assess financial impact and adjustments to ensure alignment with cost savings goals.
Consult & Analyze
Strategic Objective: Enhance operational efficiencies and system optimizations through detailed analysis and consultation, tailored to specific partner needs.
TBX-led Consultation Engagement: To analyze and identify areas for improvement within the partner's operations, followed by a tailored SOW.
Key Outcomes by Phase:
- Assess and optimize OEM Rationalization to streamline vendor relationships.
- Automate processes to reduce manual effort and increase efficiency.
- Eliminate redundancy across teams to enhance productivity.
- Optimize hard costs savings and reduce capital constraints related to hardware/software shipping.
- Reduce OEM complexity from subscription-based Go-To-Market strategies.
- Understand and improve staging/inventory process requirements.
Timeline: Detailed analysis and initial consultation results within 2 months from engagement start.
Risk Management: Strategies include contingency planning for OEM negotiations and real-time adjustments to automation scripts based on ongoing results.
Automate & Execute
Strategic Objective: Deploy advanced automation solutions and enable a single-vendor approach for all Resale CPE, significantly reducing internal operational constraints.
Deployment of Automation & TBX Services: Custom solutions for a single-vendor approach, dependent on outcomes from the 'Consult & Analyze' phase.
Key Outcomes by Phase:
- Full OEM Rationalization to minimize supplier complexity.
- TBX-managed inventory and staging program to ensure efficiency and accuracy.
- Reduction in Partner Capital in Progress (CIP) with a robust Supply Chain program.
- Establish an Innovation Funds program for future services, including:
- Advanced Technology Center (lab)
- Field Services
- Consulting Services
- Strategic Resourcing
Timeline: Full deployment within 6 months post-consultation phase.
Risk Management: Implement phased roll-outs to mitigate disruption and provide ongoing evaluation against set benchmarks.
Run Operations
Strategic Objective: Provide end-to-end visibility and control across the entire Resale CPE lifecycle, ensuring seamless operations and continuous improvement.
Key Outcomes by Phase:
- Day-to-day operations management of Partner Resale.
- Regular process improvement of CPE to increase lifecycle efficiency.
- Continuous automation to maintain and enhance operational responsiveness.
Timeline: Continuous with quarterly reviews.
Risk Management: Set up a dedicated operations control center to monitor performance and quickly address any operational issues.
Sales Engineering Support
Strategic Objective: Empower sales teams with expert technical support throughout the sales journey, focusing on upselling and providing premium service (white glove support).
Technical SMEs: Experts to support sales teams with solution design, technical consultation, and demonstrations. Focus on upselling and providing the technical edge.
Agreement Options: Flexible CapEx or OpEx models to cater to diverse financial strategies.
Budgetary Rate: $175/hour.
Timeline: Support available throughout the sales cycle with real-time assistance during critical negotiations or presentations.
Risk Management: Regular training and updates for SMEs to stay ahead of technological advancements and industry trends.
Staging
Strategic Objective: Ensure all devices are properly configured and tested before deployment, providing a seamless transition and deployment for the partner.
Suggested Staging Services through ITC:
- Receive
- Unbox
- Test
- Apply
- Configure
- Burn-In
- Quality Assurance
- Box
- Ship
Tiered Budgetary Pricing @ Cost Per Device:
- Qty 100: $423.34
- Qty 500: $204.99
- Qty 1000: $171.55
Timeline: Staging process timeline depends on the quantity, with a maximum timeframe of 4 weeks for the largest orders.
Risk Management: Implement a dual-check system to minimize errors in the staging process and ensure quality assurance standards are met.
Success in Partnership
Quantifiable Achievements:
-
Time to quote reduced from 4 days to 1.
-
$1M annual savings from optimized inventory management.
-
$10M in PO savings annually due to strategic sourcing and procurement.
-
Significant install savings and quality improvements leading to reduced revisit rates and operational cost savings.
By structuring the framework with these additional details, you provide a clearer, more strategic, and operationally sound overview that should enhance the confidence of potential partners in the effectiveness and thoroughness of your service offerings.
Here's a compelling and data-rich summary of your company's technical capabilities for Wi-Fi, private 5G, and FWA solutions:
-
Site Survey and Assessment (SOW)
- Detailed site survey checklist covering RF analysis, infrastructure evaluation, and environmental factors
- Use of industry-standard tools and methodologies for accurate data collection and analysis
- Comprehensive reporting, including heat maps, line-of-sight analysis, and potential interference sources
- Recommendations for optimal access point placement, antenna selection, and network configuration
- Identification of any necessary infrastructure upgrades or modifications
-
Hardware Resale
- Extensive portfolio of Wi-Fi, private 5G, and FWA hardware from leading manufacturers
- Detailed product specifications, datasheets, and comparison matrices to facilitate selection
- Competitive pricing leveraging bulk purchasing agreements and distributor relationships
- Flexible financing options, including leasing, rental, and pay-per-use models
- Hardware lifecycle management, including warranty support, RMA processing, and asset tracking
-
Design and Installation (SOW)
- Detailed low-level and high-level design documents, including network diagrams and configurations
- Use of industry-standard design principles and best practices for optimal performance and scalability
- Comprehensive installation checklists and quality assurance procedures
- Detailed cutover plans and migration strategies to minimize downtime and disruption
- Post-installation testing and validation, including RF coverage verification and performance benchmarking
-
Consulting and Analysis
- Detailed assessment of current network infrastructure, including hardware inventory and configuration review
- Identification of potential bottlenecks, single points of failure, and security vulnerabilities
- Recommendations for network optimization, including QoS configuration, bandwidth management, and traffic prioritization
- Analysis of application performance and user experience, with recommendations for improvement
- Development of custom automation scripts and tools to streamline processes and reduce manual effort
-
Staging and Logistics
- Detailed staging checklists and quality control procedures to ensure hardware readiness
- Use of automated configuration management tools to ensure consistency and accuracy
- Secure storage and inventory management practices to protect hardware and prevent loss
- Detailed shipping and logistics documentation, including packing lists and tracking information
- Coordination with customer receiving teams to ensure smooth delivery and handoff
-
Lifecycle Project Management
- Detailed project plans, including work breakdown structures, timelines, and milestones
- Regular project status reports and risk management updates
- Established change management processes to handle scope changes and minimize impact
- Detailed resource allocation and capacity planning to ensure project staffing and availability
- Comprehensive project documentation, including meeting minutes, action items, and decision logs
-
Sales Engineering Support
- Detailed product and solution training for sales teams, including hands-on demos and workshops
- Creation of custom solution briefs, case studies, and ROI calculators to support sales efforts
- Participation in customer meetings and presentations to provide technical expertise and credibility
- Development of proof-of-concept (POC) and pilot programs to validate solution fit and performance
- Ongoing technical support and guidance throughout the sales cycle to ensure customer success
-
Ongoing Operations and Automation
- Detailed operational runbooks and troubleshooting guides for common issues and scenarios
- Established SLAs and performance metrics to track and measure service quality and availability
- Regular capacity planning and trend analysis to proactively identify and address potential issues
- Continuous improvement initiatives, including process optimization and automation opportunities
- Ongoing training and knowledge transfer to customer teams to enable self-sufficiency and reduce reliance on external support
By providing this level of detail and specificity, we demonstrate our deep expertise and commitment to delivering comprehensive, high-quality services to support T-Mobile and its customers. Our focus on industry standards, best practices, and data-driven decision-making sets us apart as a trusted partner for Wi-Fi, private 5G, and FWA solutions.
Executive Summary: Partnering for Success in Wi-Fi, Private 5G, and FWA Solutions
Our company is well-positioned to support T-Mobile in delivering customized Wi-Fi, private 5G, and fixed wireless access (FWA) solutions to its customers. By leveraging our expertise and comprehensive service offerings, T-Mobile can capture new revenue streams, enhance customer satisfaction, and strengthen its position as a trusted connectivity partner.
Key Benefits of Partnership:
- Increased revenue and gross profit by directly providing solutions to customers
- Ability to offer customized solutions tailored to each customer's unique needs
- Access to a full suite of services, including site surveys, hardware resale, design and installation, consulting, staging and logistics, project management, sales engineering support, and ongoing operations
- Flexible engagement models (CapEx and OpEx) to align with business objectives
Key Performance Indicators (KPIs):
- Revenue generated from Wi-Fi, private 5G, and FWA solutions
- Customer satisfaction scores and retention rates
- Number of successful implementations and projects delivered
- Time to market for new solutions and offerings
- Operational efficiency and cost savings achieved through process improvements and automation
Our proven track record of delivering high-quality services, combined with our focus on innovation and customer success, makes us an ideal partner for T-Mobile. By working together, we can unlock new opportunities, drive growth, and deliver exceptional value to T-Mobile's customers.
Next Steps:
- Schedule a detailed discovery session to further discuss T-Mobile's specific needs and objectives
- Develop a tailored partnership plan outlining key milestones, resource requirements, and success metrics
- Establish a joint governance structure to ensure seamless collaboration and execution
- Identify pilot opportunities to demonstrate the value of our combined offerings
We are excited about the potential of this partnership and look forward to working closely with T-Mobile to achieve our shared goals.
Key Service Offerings:
-
Site Survey and Assessment
- Conduct comprehensive site surveys and assessments, including RF analysis and site-specific requirements
- Gather detailed information about the customer's environment, existing infrastructure, and specific requirements
- Utilize industry-standard tools and methodologies for accurate data collection and analysis
- Provide a detailed report with findings, recommendations, and an implementation roadmap
-
Hardware Resale
- Offer a wide range of hardware options from leading manufacturers
- Provide competitive pricing and flexible purchasing options
- Identify the most suitable hardware solutions based on customer needs
- Include hardware lifecycle management services, such as warranty support, RMA processing, and asset tracking
-
Design and Installation
- Develop custom designs based on site assessment findings and customer requirements
- Create detailed low-level and high-level design documents, including network diagrams and configurations
- Incorporate industry best practices and consider coverage, capacity, security, and scalability
- Perform professional installation and configuration services
- Develop detailed cutover plans and migration strategies to minimize downtime and disruption during implementation
- Conduct comprehensive testing and validation to ensure optimal performance
-
Consulting and Analysis
- Assess and optimize OEM rationalization, automation, and processes
- Analyze the customer's current environment to identify areas for improvement
- Identify potential bottlenecks, single points of failure, and security vulnerabilities
- Provide guidance on streamlining processes, automating tasks, and consolidating vendor relationships
- Develop custom automation scripts and tools to reduce manual effort
- Analyze application performance and user experience, with recommendations for improvement
-
Staging and Logistics
- Offer comprehensive staging services, including receiving, testing, configuration, and shipping
- Ensure hardware is properly configured, tested, and ready for deployment
- Utilize automated configuration management tools to ensure consistency and accuracy during the staging process
- Implement secure storage and inventory management practices to protect hardware and prevent loss
- Provide tiered pricing based on device quantities
- Handle all aspects of shipping and coordination to ensure timely delivery
-
Lifecycle Project Management
- Assign a dedicated project management team to oversee the entire project lifecycle
- Serve as a single point of contact for communication and issue resolution
- Develop detailed project plans, manage risks, and ensure timely delivery of deliverables
- Establish change management processes to handle scope changes and minimize impact on project timelines and resources
- Provide project documentation, including meeting minutes, action items, and decision logs
-
Sales Engineering Support
- Provide technical subject matter experts to assist sales teams and customers throughout the sales journey
- Offer pre-sales support, including solution design, technical consultation, and demos
- Create solution briefs, case studies, and ROI calculators to support sales efforts
- Address technical concerns and develop proof-of-concept and pilot programs to validate solution fit and performance
- Provide ongoing technical support and guidance to customers throughout the sales cycle
-
Ongoing Operations and Automation
- Provide ongoing support and management of CPE resale operations
- Monitor performance, conduct health checks, and proactively address issues
- Establish SLAs and performance metrics to track and measure service quality and availability
- Perform capacity planning and trend analysis to proactively identify and address potential issues
- Continuously assess operations to identify process improvement and automation opportunities
- Implement improvements and provide regular performance reports
The T-Mobile call recap provides valuable context and insights into how the initial conversation relates to the potential partnership between T-Mobile (TMO) and your company. Let's break it down:
-
T-Mobile's current situation:
- TMO has customers seeking Wi-Fi and fixed wireless access solutions, but they currently lack the ability to provide these solutions directly.
- They refer customers to third parties, resulting in lost revenue and gross profit opportunities.
- Each customer scenario is unique, requiring customized solutions rather than a standardized offering.
-
T-Mobile's goals:
- Leverage their Federal contracts to add sub-contractors who can provide Wi-Fi, private 5G, and FWA solutions.
- Build an ecosystem of partners to handle these types of projects.
-
Partnership status:
- No current agreement in place between your company and TMO, but one is close to being finalized pending red-line review.
-
Proposed services:
- Statement of Work (SOW) for site survey/assessment to recommend the best set of solutions to end-customers.
- Resell hardware, such as Cisco Wifi and Cradletpoint FWA.
- SOW for design and installation services.
-
Previous experience:
- Your company has previously proposed a similar solution to Versa, which can be repurposed for TMO.
-
Organizational considerations:
- The need to elevate the partnership discussion beyond the three TMO-Federal individuals on the call to ensure broader buy-in and alignment.
In relation to the initial conversation, the T-Mobile call recap highlights the potential for a mutually beneficial partnership. By providing the services outlined in the proposed approach (item 8), your company can help TMO address their customers' needs for Wi-Fi and fixed wireless access solutions. This aligns with the goals of offering CPE Resale Support as a Service, Consulting & Analysis, Automation & Execution, and Running Operations, as discussed in the initial conversation.
Next steps include providing TMO with a high-level summary of your company's approach, which can serve as a template for future opportunities. This summary should encompass the key elements discussed in the initial conversation, such as Sales Engineering Support, Lifecycle PM, and Staging services. However, finalizing the contract between your company and TMO is crucial before proceeding with any actual execution.
-
Site Survey and Assessment (SOW)
- Detailed site survey checklist covering RF analysis, infrastructure evaluation, and environmental factors
- Use of industry-standard tools and methodologies for accurate data collection and analysis
- Comprehensive reporting, including heat maps, line-of-sight analysis, and potential interference sources
- Recommendations for optimal access point placement, antenna selection, and network configuration
- Identification of any necessary infrastructure upgrades or modifications
-
Hardware Resale
- Extensive portfolio of Wi-Fi, private 5G, and FWA hardware from leading manufacturers
- Detailed product specifications, datasheets, and comparison matrices to facilitate selection
- Competitive pricing leveraging bulk purchasing agreements and distributor relationships
- Flexible financing options, including leasing, rental, and pay-per-use models
- Hardware lifecycle management, including warranty support, RMA processing, and asset tracking
-
Design and Installation (SOW)
- Detailed low-level and high-level design documents, including network diagrams and configurations
- Use of industry-standard design principles and best practices for optimal performance and scalability
- Comprehensive installation checklists and quality assurance procedures
- Detailed cutover plans and migration strategies to minimize downtime and disruption
- Post-installation testing and validation, including RF coverage verification and performance benchmarking
-
Consulting and Analysis
- Detailed assessment of current network infrastructure, including hardware inventory and configuration review
- Identification of potential bottlenecks, single points of failure, and security vulnerabilities
- Recommendations for network optimization, including QoS configuration, bandwidth management, and traffic prioritization
- Analysis of application performance and user experience, with recommendations for improvement
- Development of custom automation scripts and tools to streamline processes and reduce manual effort
-
Staging and Logistics
- Detailed staging checklists and quality control procedures to ensure hardware readiness
- Use of automated configuration management tools to ensure consistency and accuracy
- Secure storage and inventory management practices to protect hardware and prevent loss
- Detailed shipping and logistics documentation, including packing lists and tracking information
- Coordination with customer receiving teams to ensure smooth delivery and handoff
-
Lifecycle Project Management
- Detailed project plans, including work breakdown structures, timelines, and milestones
- Regular project status reports and risk management updates
- Established change management processes to handle scope changes and minimize impact
- Detailed resource allocation and capacity planning to ensure project staffing and availability
- Comprehensive project documentation, including meeting minutes, action items, and decision logs
-
Sales Engineering Support
- Detailed product and solution training for sales teams, including hands-on demos and workshops
- Creation of custom solution briefs, case studies, and ROI calculators to support sales efforts
- Participation in customer meetings and presentations to provide technical expertise and credibility
- Development of proof-of-concept (POC) and pilot programs to validate solution fit and performance
- Ongoing technical support and guidance throughout the sales cycle to ensure customer success
-
Ongoing Operations and Automation
- Detailed operational runbooks and troubleshooting guides for common issues and scenarios
- Established SLAs and performance metrics to track and measure service quality and availability
- Regular capacity planning and trend analysis to proactively identify and address potential issues
- Continuous improvement initiatives, including process optimization and automation opportunities
- Ongoing training and knowledge transfer to customer teams to enable self-sufficiency and reduce reliance on external support
By providing this level of detail and specificity, we demonstrate our deep expertise and commitment to delivering comprehensive, high-quality services to support T-Mobile and its customers. Our focus on industry standards, best practices, and data-driven decision-making sets us apart as a trusted partner for Wi-Fi, private 5G, and FWA solutions.
Sure, let's expand on the Key Service Offerings with more context:
Key Service Offerings:
-
Site Survey and Assessment (SOW)
- Our experienced team of engineers will conduct comprehensive site surveys and assessments to gather detailed information about the customer's environment, existing infrastructure, and specific requirements.
- This process includes analyzing the physical layout, network topology, and potential challenges to ensure the most appropriate solutions are recommended.
- Our team will provide a detailed report outlining the findings, recommendations, and a roadmap for implementation, tailored to each customer's unique needs.
-
Hardware Resale
- We offer a wide range of best-in-class hardware options from leading manufacturers, such as Cisco Wifi and Cradlepoint FWA, to meet the diverse needs of T-Mobile's customers.
- Our strong partnerships with these manufacturers allow us to provide competitive pricing and flexible purchasing options, including both CapEx and OpEx models.
- We will work closely with T-Mobile to identify the most suitable hardware solutions for each customer, considering factors such as performance, scalability, and budget.
-
Design and Installation (SOW)
- Based on the site assessment findings and customer requirements, our team will develop custom designs that optimize performance, reliability, and user experience.
- Our designs will incorporate industry best practices and consider factors such as coverage, capacity, security, and future growth.
- Our skilled technicians will perform professional installation and configuration services, ensuring the solutions are deployed according to the design specifications and customer expectations.
- We will work closely with T-Mobile and the end customer to minimize disruption during the installation process and provide comprehensive testing and validation to ensure the solutions are functioning optimally.
-
Consulting and Analysis
- Our consulting services will help T-Mobile and its customers assess and optimize various aspects of their operations, including OEM rationalization, automation, and processes.
- We will analyze the current state of the customer's environment and identify areas where improvements can be made to reduce costs, increase efficiency, and enhance performance.
- Our team will provide expert guidance and recommendations on streamlining processes, automating tasks, and consolidating vendor relationships to simplify operations and reduce overall costs.
-
Staging and Logistics
- We offer comprehensive staging services to ensure hardware is properly configured, tested, and ready for deployment before shipping to the customer site.
- Our staging process includes receiving hardware, unboxing and inspection, loading approved software and configurations, performing burn-in tests, and conducting quality assurance checks.
- We provide tiered pricing based on device quantities to optimize costs and offer flexibility to meet the varying needs of T-Mobile's customers.
- Our logistics team will handle all aspects of shipping, including packaging, labeling, and coordination with carriers to ensure timely delivery to the customer site.
-
Lifecycle Project Management
- We will assign a dedicated project management team to oversee the entire lifecycle of each project, from initial planning to final implementation and handover.
- Our project managers will serve as a single point of contact for T-Mobile and the end customer, ensuring seamless communication, coordination, and issue resolution throughout the project.
- The team will develop detailed project plans, track progress, manage risks, and ensure all deliverables are met according to the agreed-upon timelines and quality standards.
-
Sales Engineering Support
- Our technical subject matter experts (SMEs) will work closely with T-Mobile's sales teams to provide pre-sales support, including solution design, technical consultation, and product demonstrations.
- The sales engineering team will focus on upselling, highlighting the value proposition of the proposed solutions, and addressing any technical concerns or questions from potential customers.
- We will provide white glove support throughout the sales process, ensuring that the proposed solutions are tailored to each customer's specific needs and that the customer has a clear understanding of the benefits and capabilities of the offerings.
-
Ongoing Operations and Automation
- After the solutions are deployed, we will provide ongoing support and management of the CPE resale operations to ensure smooth and efficient functioning.
- Our team will monitor the performance of the deployed solutions, conduct regular health checks, and proactively address any issues that may arise.
- We will continually assess the operations and identify opportunities for process improvement and automation to drive greater efficiency and cost savings over time.
- Our team will work closely with T-Mobile to implement these improvements and provide regular reports on the performance and effectiveness of the solutions.
By offering these comprehensive services, we aim to enable T-Mobile to deliver best-in-class Wi-Fi, private 5G, and FWA solutions to its customers, while minimizing the complexity and resource burden on T-Mobile's internal teams. Our focus on quality, efficiency, and customer satisfaction will help T-Mobile strengthen its position as a trusted partner for its customers' connectivity needs.
Based on the revised organization and data from the initial conversation, as well as the context provided by the T-Mobile call recap, here's a high-level summary of your company's capabilities that can serve as a template for future opportunities with T-Mobile:
Comprehensive CPE Solutions for T-Mobile Customers
Our company offers a full suite of services to support T-Mobile in providing customized Wi-Fi, private 5G, and fixed wireless access (FWA) solutions to its customers. By partnering with us, T-Mobile can leverage our expertise and resources to deliver tailored solutions that meet each customer's unique requirements, while generating new revenue streams and enhancing customer satisfaction.
Key Service Offerings:
-
Site Survey and Assessment (SOW)
- Conduct thorough site surveys and assessments
- Recommend the most suitable solutions for each customer's specific needs
-
Hardware Resale
- Provide a wide range of hardware options, including Cisco Wifi and Cradlepoint FWA
- Offer competitive pricing and flexible purchasing options
-
Design and Installation (SOW)
- Develop custom designs based on site assessments and customer requirements
- Perform professional installation and configuration services
-
Consulting and Analysis
- Assess and optimize OEM rationalization, automation, and processes
- Identify areas for cost savings and efficiency improvements
-
Staging and Logistics
- Comprehensive staging services, including receiving, testing, configuration, and shipping
- Tiered pricing based on device quantities to optimize costs
-
Lifecycle Project Management
- Dedicated PM team to ensure seamless execution and timely delivery
- Single point of contact for efficient communication and issue resolution
-
Sales Engineering Support
- Technical SMEs to assist sales teams and customers throughout the sales journey
- Focus on upselling, technical expertise, and white glove support
-
Ongoing Operations and Automation
- Day-to-day management of CPE resale operations
- Continuous process improvement and automation to drive efficiency
By partnering with our company, T-Mobile can confidently offer its customers a wide range of Wi-Fi, private 5G, and FWA solutions, while benefiting from our extensive experience, efficient processes, and commitment to delivering high-quality services. Our flexible engagement models, including both CapEx and OpEx options, enable T-Mobile to choose the approach that best aligns with its business objectives and customer needs.
We look forward to further discussing how our capabilities can support T-Mobile in capturing new opportunities and delivering exceptional value to its customers.
Here's the revised organization and data filling with the suggested additions:
-
CPE Resale Support as a Service
- Key Outcomes by Phase:
- Move expense off Partner GVM
- OpEx Consumption Model
- Up-front Deal Registration with OEMs
- Single-source supplier
- OEM Rebate maximization
- Key Outcomes by Phase:
-
Consult & Analyze
- TBX-led consultation engagement to analyze and identify areas of improvement
- SOW (Statement of Work) to follow
- Key Outcomes by Phase:
- Assess OEM Rationalization
- Assess Automation and Optimization
- Eliminate redundancy across Per teams
- Optimize hard costs savings
- Reduce capital constraints with how HW/SW ships
- Reduce OEM complexity from subscription-based GTM
- Understand staging/inventory process/requirements
-
Automate & Execute
- Deploy Automation & Enable TBX Services for single-vendor solution for all Resale CPE
- SOW (Statement of Work) dependent on Phase 2
- Key Outcomes by Phase:
- Reduce Partner internal constraints
- Full OEM Rationalization
- TBX-managed inventory and staging program
- Reduction in Partner Capital in Progress (CIP) with Supply Chain program
- Innovation Funds program for future services:
- Advanced Technology Center (lab)
- Field Services
- Consulting Services
- Strategic Resourcing
-
Run Operations
- Provide end-to-end visibility and control across the entire AT&T Resale CPE lifecycle
- Key Outcomes by Phase:
- Day-to-day operations of Partner Resale
- Regular process improvement of CPE
- Continuous automation
-
Sales Engineering Support
- Technical SMEs to support sales teams and customers throughout the sales journey
- Focus on upselling, being the technical expert, and providing white glove support
- Agreement Options: CapEx or OpEx
- Budgetary Rate: $175
-
Lifecycle PM
- PM team to be the E2E support to ensure all processes are executed, barriers are removed, and deals are processed and executed in a timely manner
- Single source contact to ensure deals move efficiently, remove barriers, and resolve escalations
- Agreement Options: CapEx or OpEx
- Budgetary Rate: $125
-
Staging
- Suggested Staging Services through ITC (assuming this is a company or department name):
- Receive
- Unbox
- Test
- Apply
- Configure
- Burn-In
- Quality Assurance
- Box
- Ship
- Tiered Budgetary Pricing @ Cost Per Device:
- Qty 100: $423.34
- Qty 500: $204.99
- Qty 1000: $171.55
- Suggested Staging Services through ITC (assuming this is a company or department name):
-
Gap Analysis Consultant
- A scoping call will be scheduled if this is needed
-
Success in Partnership
- Time to quote reduced from 4 days to 1
- $1M annual savings
- $10M TBX owned average inventory position for up to 150 days, saving VZ almost $1M annually in delayed inventory ownership
- $10M annually on PO savings (2023 on track to hit $10M) – lower discounts and pricing
- $1.5M Site install savings Annually ($1200 savings per install, assuming savings on 10% of monthly staged shipments (100 of 1000))
- $2.4M Savings from high-quality shipments, ~10% revisit for wrong part ($4K visit * 10% * 500 estimated monthly installs * 12 months)
- $9M HC Outsource savings (60 HC Reduction)
- $1.4M PM savings by purchasing Hypercare (2PM monthly avg * 12mo * $120K * 50% savings)
-
CPE Resale Support as a Service
Provide Strategic Resourcing to support Resale activity and consolidate OEMs SOW Provided with Details
Key Outcomes by Phase Move expense off Partner GVM OpEx Consumption Model Up front Deal Registration with OEMs *Single-source supplier *OEM Rebate maximization
-
Consult & Analyze TBX-led consultation engagement to analyze and identify areas of improvement SOW to follow Key Outcomes by Phase Assess OEM Rationalization Assess Automation and Optimization Eliminate redundancy across Per teams Optimize hard costs savings Reduce capital constraints with how HW/SW ships Reduce OEM complexity from subscription based GTM Understand staging/inventory process/requirements
-
Automate & Execute Deploy Automation & Enable TBX Services for single-vendor solution for all Resale CPE SOW Dependent on Phase 2 Key Outcomes by Phase Reduce Partner internal constraints Full OEM Rationalization TBX-managed inventory and staging program Reduction in Partner Capital in Progress (CIP) with Supply Chain program Innovation Funds program for future services* Advanced Technology Center (lab) Field Services Consulting Services Strategic Resourcing
-
Run Operations Provide end-to-end visibility and control across the entire AT&T Resale CPE lifecycle
Key Outcomes by Phase Day-to-day operations of Partner Resale Regular process improvement of CPE Continuous automation
Sales Engineering Support
Technical SMEs to support the sales teams and customer throughout the sales journey. They focus on upselling, being the technical expert and providing a white glove support to enhance sales and expedite the sales process.
SE Support Details
The Sales Engineering support team will be dedicated to the account. The purpose of this team is to provide white glove service to partner with account teams as experts in their field. The focus is on upselling, positioning the outcome, BOM generation and providing industry expertise.
Agreement Options: CapEx or OpEx Budgetary Rate: $175
Lifecycle PM
PM team to be the E2E support to ensure all processes are executed, barriers are removed and ensure deals process and are executed against timely. They also work as an escalation point throughout the lifecycle.
Lifecycle PM Details The PM team to provide complete oversight of the deals as they move through the sales lifecycle and into delivery. They provide a single source contact to ensure deals are moving efficiently, removing any barriers and resolving any escalations as they arise.
Agreement Options: CapEx or OpEx Budgetary Rate: $125 Staging
Suggested Staging Services Device Lifecycle through ITC:
- Receive: Verify devices against orders and inspect for damage
- Unbox: Remove packaging and visually inspect hardware
- Test: Thoroughly test hardware and ensure compliance with specs and requirements
- Apply: Load approved software, configure per golden config, and label per customer specs
- Configure: Perform additional customer-specific configs and validate against requirements
- Burn-In: 24-hour burn-in test with performance and stability monitoring
- Quality Assurance: Complete quality checklist and verify all requirements met
- Box: Package devices with accessories, documentation, and certifications
- Ship: Prepare shipping docs and labels, and coordinate timely delivery.
Tiered Budgetary Pricing @ Cost Per Device Qty 100 : $423.34 Qty 500: $204.99 Qty 1000: $171.55
Gap Analysis Consultant: A scoping call will be scheduled if this is a need Success in Partnership: Time to quote 4 days to 1 -- $1M annual savings $10M TBX owned average inventory position for up to 150 days – saving VZ almost $1M annually in delayed inventory ownership $10M annually on PO savings (2023 on track to hit $10M) – lower discounts and pricing $1.5M Site install savings Annually ($1200 savings per install, assume savings on 10% of monthly staged shipments (100 of 1000) $2.4M Savings from high quality shipments ~10% revisit for wrong part ($4K visit * 10% * 500 estimated monthly installs * 12months) $9M HC Outsource savings ----60 HC Reduction $1.4M PM savings by purchasing Hypercare (2PM monthly avg *12mo * $120K *50% savings)