Lucent Technologies Launches Program to Help Service Providers Capture Revenue from New Services and Markets
Market Advantage Program for Customers Delivers Comprehensive Information and Tools to Support Sales to Enterprise and Residential Customers
MURRAY HILL, N.J.--(BUSINESS WIRE)--June 21, 2004--
Lucent Technologies (NYSE: LU) today launched the Lucent Market Advantage Program (MAP) for Customers, an initiative designed to help service providers generate demand from their wholesale, retail and enterprise customers for integrated services in key growth areas such as Voice over Internet Protocol (VoIP), mobile high-speed data, Ethernet over SONET/SDH, Network Security and In-Building wireless solutions, IP Centrex, and professional and managed services.
The Lucent MAP for Customers offers a comprehensive set of support tools, information and consulting services including market data, sales training and co-marketing plans designed to help our service provider customers worldwide accelerate revenue, differentiate and enhance their offers, and ultimately deploy services more quickly.
"Simply put, our customers' success will be our success. Today's competitive marketplace demands that we work side-by-side with our customers to understand how consumers and businesses use the services and applications that are driving growth," said John Giere, chief marketing officer, Lucent Technologies. "Building a great network is just the first step."
"With our Market Advantage Program, Lucent is positioned to support our customers with information not only about services and applications in demand today, but with the market data and intelligence about how to generate revenue from those services now, and from blended voice and data services the future," said Vince Molinaro, president, North America Sales, Lucent Technologies.
Verizon Wireless uses the Market Advantage Program for Customers as the company continues to expand its wireless network and offer high-speed mobile data services to its customers. For example, using a high-speed wireless network, sales professionals who are often on the road have access to the information stored behind corporate firewalls at the same speed and security as if they were in the office.
Working with Lucent and the MAP, Verizon Wireless produced "road shows" for enterprise CIOs to highlight the benefits of these services, created presentations for individual customers, and helped drive sales of data cards and other equipment required for mobile high-speed data services.
"Lucent's Market Advantage Program helped us provide a wide range of enterprise customers with a clear idea, based on research and a proven ROI model, of the advantages of high-speed mobile data," said Cindy Patterson, vice president, Enterprise Data Sales, Verizon Wireless. "The information Lucent brought to the table and the close collaboration between our teams was invaluable as we worked to drive demand for these kinds of services, and will continue to be important as the market grows."
Other benefits for customers under the MAP for Customers include:
-- Identifying, sizing and segmenting markets with market research and analysis;
-- Proving value with collateral, Bell Labs Return on Investment (ROI)and total cost of ownership studies and tools;
-- Supporting key market strategies with case studies;
-- Improving sales effectiveness with sales channel training and co-selling; and
-- Creating demand through lead generation, market education and co-marketing.
"Leveraging Market Entry Planning Services and tools developed by Bell Labs along with our in-depth knowledge of the kinds of services converged networks can enable, the Market Advantage Program for Customers allows us to help our customers target the right offers to the right users at the right time," Giere added.
In Europe, T-Com, the fixed-network division of Deutsche Telekom and the largest fixed network provider in Germany, has used Lucent's MAP in the recent introduction of its "Leased Link DDV-M Ethernet100" service, which offers enterprise customers a scalable plug and play solution to connect their Ethernet LANs at different locations seamlessly across Germany.
According to Thomas Mueller-Kassner, head of Product Management, T-Com, "Lucent has strongly supported T-Com's marketing departments in planning, implementing and marketing an innovative Ethernet service. With the help of Lucent, we were able to successfully and quickly introduce this new service to the market."
For more information about the Lucent Market Advantage Program, visit the website at www.lucent.com/map or the Lucent Booth at Supercomm (#11211).
About Lucent Technologies
Lucent Technologies, headquartered in Murray Hill, N.J., USA, designs and delivers networks for the world's largest communications service providers. Backed by Bell Labs research and development, Lucent relies on its strengths in mobility, optical, data and voice networking technologies as well as software and services to develop next-generation networks. The company's systems, services and software are designed to help customers quickly deploy and better manage their networks and create new, revenue-generating services that help businesses and consumers. For more information on Lucent Technologies, visit its Web site at http://www.lucent.com
Contacts
Lucent Technologies
Debra Lewis, 973-386-5065
dflewis@lucent.com
or
Ray Zardetto, 908-582-6553
rzardetto@lucent.com
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