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The stakes are high for enterprise procurement teams. Securing reliable and cost-effective telecom services with a home-field advantage has its challenges.
Navigating providers, regulations, and pricing structures across different countries is a different beast. How do you make critical decisions that impact the company’s connectivity and bottom line from a world away?
Logistical obstacles aside, the purchasing process has become more convoluted and time-intensive as the number of stakeholders involved and the provider landscape have expanded.
It's time to master telecom procurement and leave behind arduous workflows. Read on for practical tips that empower enterprises to make informed choices that support global connectivity.
The challenges behind telecom procurement
Before diving into the solutions, let's acknowledge the inherent challenges of global telco procurement. Each regional office has diverse requirements based on location, industry regulations, and operational demands.
The connectivity landscape differs significantly across countries, with distinct providers, regulatory frameworks, and pricing structures. The sheer volume of information available is difficult to navigate, particularly when procurement teams operate on tight deadlines.
Limited resources, working in a different time zone, and language barriers make efficient research more demanding.
Consider the following tips to overcome research challenges and optimize your telecom procurement process across regional offices.
Tip #1: Define the scope and local considerations
Collaborate with regional office IT managers to thoroughly understand their specific requirements, such as:
- Types of services needed (voice, data, internet, mobile, etc.)
- Bandwidth and capacity requirements
- Desired service levels and uptime guarantees
- Budget constraints
- Local regulations or compliance needs
Factor in enterprise-wide considerations in parallel. Consistent service levels and the importance of network security and data privacy are consequential to global operations.
Tip #2: Clearly define research responsibilities
Develop standardized templates for gathering requirements to streamline information collection and ensure consistency across regions. An average of 11.4 stakeholders participate in a B2B purchasing decision, per Raconteur.
As technology becomes more integrated across functional teams, it only makes sense to involve those departments in the sourcing process. More decision-makers require collaborative tools to facilitate communication and information sharing across headquarters and regional offices.
Of course, more influencers also mean more resources for a thorough search. To accelerate the process, divide research responsibilities among the procurement team. Build realistic timelines for each phase of the research process to stay on track and avoid delays.
Tip #3: Use industry-specific research tools
Utilize specialized databases like those offered by Gartner, Forrester, or Omdia to quickly access detailed information on providers, their services, and market positioning.
Leverage online comparison websites to compare providers' offerings, pricing, and features side-by-side. Consider using platforms designed for telecom procurement, such as those with tools for managing RFIs, comparing bids, and tracking contracts.
Tip #4: Utilize colleague and partner relationships
Consult with colleagues in other regions or departments who have experience with telecom providers in those areas. Connect with peers in other organizations or industry forums to learn from their experiences and gather recommendations.
If you have positive relationships with existing telecom providers, explore potential expansion opportunities or leverage those relationships for recommendations in other regions.
Tip #5: Create a short list of vendors
Shortlisting focuses procurement efforts on the most promising vendors, avoiding wasted time and resources on those unlikely to meet the enterprise’s needs.
Start by eliminating providers that don't meet all fundamental service requirements. Narrow the list further by evaluating connectivity providers on more specific, weighted criteria.
Go beyond technical and financial considerations to reach 2-5 preferred options. Assess how well each provider aligns with your organization's overall strategy and values by considering cultural compatibility, commitment to innovation, and sustainability practices.
Tip #6: Run a proof-of-concept (POC)
The POC acts as a test drive to confirm the provider's solution aligns with your specific requirements and delivers on performance and reliability promises in a real-world environment.
Use this testing period to monitor the telecom services' technology, track KPIs, and gather user feedback. Evaluate network speed, reliability, quality, customer support responsiveness, and overall user experience.
If the POC reveals areas for improvement, use this information to negotiate better terms and service level agreements with the desired provider.
Tip #7: Outsource the procurement process
While the tips above empower enterprise leaders to manage telco procurement efficiently, outsourcing the process to specialized partners is another powerful strategy worth considering.
Experienced consultants possess in-depth knowledge of the global connectivity landscape. Their expertise significantly accelerates the research and selection process, saving your team valuable time and resources.
Third-party experts provide technology-agnostic recommendations based on your organization's needs, avoiding potential internal biases or conflicts of interest.
Through their established relationships with providers, connectivity consultants can secure better pricing and contract terms than businesses could achieve independently.
Conclusion
Navigating the complexities of global telecom procurement demands more efficiency than most enterprises currently have. By acknowledging the inherent challenges, embracing collaboration, and leveraging internal and external resources, procurement teams save time and make decisions that reap rewards for years.
The number of decision-makers involved in technology purchases has grown, but that only expands resources for research and the recommendation pool. Clear local service needs and company-wide nonnegotiables will narrow down providers to a manageable shortlist. From there, testing solutions help determine the best option.
Even with time-saving tips, sourcing is a serious undertaking. The ultimate resource hack is relying on the expertise of a third party that understands an enterprise’s unique needs and has already established provider relationships.
With Advantage®, your enterprise can make informed decisions, optimize costs, and ensure seamless connectivity across international offices.
Take the resource-liberating step of entrusting procurement responsibilities to the experts—contact us today!