إدارة مبيعات حلول الخدمات لتوقيع أول عقد دعم فني للشبكة

Contract Name: Telecom Network Technical Support Service Sales Contract

My Role : Service Solution Sales Manager.

Contract Signing main Challenges:

1. First time technical support service signing so that customer team does not know details of this service content

2. Customer budget limitation .

In fact , this project signing was one of the difficult projects i signed during my work with Huawei because customer team was a governmental organization and does not know about this service content and also some customer team does not want to sign this project as they think it is not important .

due to above summarized situation , I did the following:

1. Arranged many presentations to customer teams including ( CTO, operations manager, planning manager, and most of operation and planning engineers and team leaders) and explained to them the actual content of the technical support service which inlcudes ( Preventive support serivce that is provided by Huawei team such as routine network health check, onsite support, helpdesk service , patch update and event on duty support & also the supportive service which is done if customer network has an issue or an accident so that Huawei team can support customer with 3 levels ( local onsite team , TAC & GTAC team and R&D teams ). Also Huawei provides the hardware support service including ( Replace service and Repair and Return Service ).

2. Expalined to Customer team also the technical support Service Level Agreement ( SLA) such as premuim, Goden and sliver and difference between each SLA.

3. Expalined to customer team the risk on network if not have a technical support service contract with the vendor which may affect customer network subscribers statisfaction especailly if an incident happened and get service down.

After the multi presentation delivery, most of customer team especially CTO and operation senior manager accepted to proceed for this contract signing .

Budget Limitation challenge:

After customer team accepted to proceed for this contract signing, i faced the issue of budget limitation and contract Sales Price.

I had many commercial negotiation with customer team and at the end i proposed them the following proposal :

1. Remove the network equipment which already End of Support ( EOS) from the contract scope.

2. Assign the high SLA ( Premium & Golden ) for most critical nodes such as core network and hope sites and assign low SLA ( Silver ) for RAN sites and terminal sites.

Customer Got satisfied for this proposal and then we successfully signed this breakthrough contract.