How to Build a Global Network at a Click of a Button
In the almost completely offline world of buying international capacity, relationships are developed in person in face-to-face meetings. These meetings are then followed by weeks of exchanging pricing spreadsheets via email.
Service providers that do business this way have the luxury of travelling to meet in person as well as time frames that permit several weeks of negotiations. In a market that must move quickly and with customers like content and cloud providers that are used to instant scalability, this way of doing business is becoming increasingly obsolete.
The advantages of eCommerce in telecoms makes sense for both the smallest niche players through to the largest global service providers. By transacting online, smaller players are able to level the playing field without using resource and budget to create new relationships around the globe in order to buy the services they need.
Large service providers can serve more customers quickly while increasing reach into smaller markets. eCommerce is a cost-efficient and an effective way to buy and sell services. Its adoption in the communications market is about changing behaviours and realising its potential.
In a commoditised market like IP transit or point-to-point capacity, these negotiations do not require long explanations or demonstrations of capabilities. Much of the dialogue revolves around price and delivery time. Minimal opportunity exists to refine or improve the basic product to help it command a better price. What needs to change is the efficiency with which the sale is conducted.
In an era where global IT infrastructure can be bought from Amazon Web Services with a credit card using a similar user interface that you would use to buy a book, communications service providers need a better model. Relationships are important but when inefficiencies remain something has to change.
There is a real opportunity to use eCommerce in Telecoms to build global networks at the click of a button. It can be done and organisations around the world are taking advantage.