Telecom
Bring your network technology, OSS/BSS or telecom software to the operators and service providers that matter. Our telecom sales support draws on contacts built in the sector since 2000.
Why Telecom?
Your target market may be a short list of operators and service providers. A relevant introduction to one of them can be more useful than a large volume of untargeted outreach.
Getting introduced is only the start. Network engineers need to assess the technology, while procurement and other teams review the supplier. We help you understand who is involved and follow up through the evaluation, with your specialists providing the technical evidence.
Aexus has worked in telecom since 2000. Over that time, our teams have developed contacts with operators and service providers in Europe and North America. We draw on those relationships where they are relevant to your product.
Whether your product supports network planning, service management or billing, we learn where it fits in the operator’s systems before making contact. That helps us approach the relevant team and prepare for a useful technical conversation.
We identify the people involved in vendor approval and what each needs to assess. Your local team follows up through the stages, while your specialists handle the product demonstration and technical review.
Tell us which operators or service providers you want to reach and where your product fits in their systems. We can discuss relevant contacts and how to prepare for the evaluation and approval process.
CALVI and Chronos Technology chose Aexus for its telecom experience. Read how local teams helped CALVI reach operators in Southern Europe and supported Chronos in Northern Europe and the utilities sector.
CALVI
"Their local network opened several doors in a short period of time."
After comparing potential partners, CALVI chose Aexus for its telecom experience and local teams. The work opened conversations with operators in Italy, France and Spain.
Chronos Technology
"It's fair to say that Aexus was able to meet and on several occasions even to exceed the expectations we had of this relationship."
Aexus opened relationships and started projects with several leading operators in Northern Europe, and helped Chronos enter a new vertical (utilities) outside its original telecom focus.
FAQ
Vendors across most of the operator technology stack, selling to mobile and fixed-line operators, MVNOs, ISPs, VoIP providers, broadband and TV providers, and regulators. Examples include:
Both. Many telecom vendors reach operators through network equipment manufacturers, system integrators or OEMs, and some white-label their solution so the operator can offer it to its own customers. We can approach operators directly, build the partner channel, or combine the two, depending on how your solution is best bought.
Yes. Plenty of telecom solutions, such as subscriber analytics, retention, customer communication and value added services, are bought by marketing, customer experience, product or revenue teams. We map that buying group just as carefully as the technical one, and bring in network or IT stakeholders where integration needs their approval.
Most of our telecom team members have worked with operators for years, so they start with a solid understanding of networks and operator systems. During onboarding, your technical team takes us through your product, use cases and competitors, and early conversations are typically held together with your own experts until we can carry the story confidently on our own.
In telecom, a market is often a short list of named operators, so every account counts. We rank them on fit with your technology, their current network and investment plans, and where we already have relationships, and focus on the few where a first project is most realistic. A reference at one operator is often the strongest argument for the next.
It depends on where you are in a market. Market Research helps you test which operators and countries are the best fit before you invest. Sales Outsourcing gives you a local team that runs the full operator sales cycle for you, while Business Development builds the partnerships with integrators, equipment manufacturers and resellers that many telecom deals depend on.
Yes. Telecom still does a lot of business at industry events. We can prearrange meetings with the operator contacts you want to see, provide on-site experts at your stand, and follow up every conversation afterwards so the leads do not go cold once the event is over.
We start with onboarding to learn your product, your target organisations and your goals. You then get a dedicated team, supported by a Sales Director. You have a weekly call of about 30 minutes, a shared communication channel, weekly reports and live access to your pipeline. The commercial model is a low monthly retainer plus a performance component, with no lock-in and one calendar month's notice to cancel.
