Based on its recent analysis of the very small aperture terminal (VSAT) satellite services market, Frost & Sullivan awarded BT Global Services with the 2012 Brazil Frost & Sullivan Award for Competitive Strategy Leadership. According to Frost & Sullivan, BT gained a leadership position in the Brazilian satellite services market by winning and delivering very large projects with public sector organizations.
To improve its efficiency in delivering those large projects, BT developed the concept of "VSAT Factory", using the production line methodologies to streamline the processes of ordering and delivering VSAT networks, dividing the work into micro-processes and distributing it among its own team, suppliers, and on-location partners, while simultaneously customizing services to clients' needs. The system is adaptable to a variety of high demands - from a suppliers' quick response to a large order to the speedy installation of terminals in remote locations.
Through the implementation of its "VSAT Factory" strategy, BT dramatically increased the speed of VSAT network installations from 150 terminals a month to 150 a day, helping it jump from 16,000 links in 2010 to 27,000 links in 2011. BT expects to add another 6,000 links to its network between 2012 and 2013. In order to deliver at this scale, in remote locations, BT has leased capacity from many satellites and satellite operators.
Georgia Jordan, Research Analyst at Frost & Sullivan, said: "We believe that BT's 2007 acquisition of Comsat, one of the Brazilian VSAT market leaders, has proved immensely profitable. To fully leverage Comsat's capabilities, BT established a large specialized team in the capital, Brasilia, to develop new public-sector leads and signed a deal with the largest public bank in Latin America to serve 11,000 links to Brazil's lottery network. While its larger rivals turned their focus away from the corporate VSAT market, BT persisted with a strategy of bringing cost efficiencies to its customers, and quickly outstripped its competitors in the private and public sectors. BT achieved economies of scale to establish itself as a very effective service provider in a VSAT market known for its high prices, We believe that BT will build on its success with large government contracts to win additional market share with corporate clients, including large multinational companies that demand highest quality of service and ability to deliver connectivity to a large number of sites."
Jacinto Cavestany, VP Latin America, BT Global Services, said: "We met the expectations of major public sector programs by delivering services in cities and in remote locations with agility, flexibility and efficiency. Our unique "VSAT Factory" concept can now be extended to other Latin American countries. We are really pleased that Frost and Sullivan recognize this innovative methodology and ranks it among the industry's best practices."
Frost & Sullivan Best Practices Awards recognize companies in a variety of regional and global markets for demonstrating outstanding achievement and superior performance in areas such as leadership, technological innovation, customer service and strategic product development. Frost & Sullivan analysts compare market participants and measure performance through in-depth interviews, analysis and extensive secondary research to identify best practices in the industry.
BT (btplc.com) is one of the world's leading providers of communications services and solutions, serving customers in more than 170 countries. Its principal activities include the provision of networked IT services globally; local, national and international telecommunications services to its customers for use at home, at work and on the move; broadband and internet products and services and converged fixed/mobile products and services. BT consists principally of four lines of business: BT Global Services, BT Retail, BT Wholesale and Openreach.
In the year ended 31 March 2012, BT Group's revenue was £18,897m with profit before taxation of £2,445m.
British Telecommunications plc (BT) is a wholly-owned subsidiary of BT Group plc and encompasses virtually all businesses and assets of the BT Group. BT Group plc is listed on stock exchanges in London and New York.
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