Enabling growth

Amr El-Leithy Alcatel-Lucent’s new Middle East and Africa President discusses the company's plans

Tags: Alcatel-LucentUnited Arab Emirates
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Enabling growth We are working with customers to find new sources of revenue, particularly in Africa. - Alcatel-Lucent’s Middle East and Africa President, Amr El-Leithy.
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By  NME Staff Writer Published  January 11, 2010 Network Middle East Logo

This month, Amr El-Leithy became Alcatel-Lucent's Middle East and Africa President, succeeding Vincenzo Nesci. El-Leithy, who was the regional general manager for IBM North and West Africa and held long assignments in IBM headquarters in Paris, is now based in Alcatel-Lucent's regional headquarters in Cairo, Egypt. He tells Network about his aims for the company and how he plans to tackle some of the vendor's challenges.

What do you see as the most significant challenges facing your customers at the moment?

I have met many customers in the last few months and listened to challenges related to reducing operating costs, and how to be extremely competitive in an environment while also increasing revenue.

In a bid to achieve these aims, we have found that many operators are looking into new enabling services and applications - applications or solutions that provide value add and which were not the typical thing three or four years ago.

Outsourcing or management of parts of the network is another thing that many customers are talking about in a bid to cut network expense, so this is another domain that we are working with customers on.

In order to be able to help the service providers with these challenges, the Alcatel-Lucent's enabling approach was successful because it would help adopt and develop business models that would help customers be differentiated from their competitors.

If I take the example of mobile advertising, we are engaging with a number of customers now in the domain across the Middle East and Africa so this is an application that a lot of service providers are interested in.

Our third domain is we are working with customers to find new sources of revenue especially in Africa with the development of broadband and the arrival of the submarine cables.

What will be your main aims at Alcatel-Lucent? What do you see as being among your main goals?

My aim is to aggressively grow the MEA business in two to three years time by at least doubling our market share per year starting in 2010.

Our CEO Ben Verwaayan announced a few months ago that the heart of Alcatel-Lucent new business model is empowering teams and individuals closest to customers so that they can drive, create and deliver the business solutions that the customers want.  I am confident that this model will us make us a "faster" company allowing Alcatel-Lucent in MEA to reach its growth objective and take its rightful place in the market.

What are some of the main areas that you intend to focus on?

It is a very tough market and a very complex market and we will achieve our aims by focusing on the things that really make the difference, we will focus on products and services that provide value add to the customers, and we will empower the different teams close to our customers so that they will be in a position to create and develop meaningful solutions for the customer.

We have decided to focus on certain domains where Alcatel-Lucent is the market leader, such as the enterprise market, access on transmission to the evolution of 2G to 3G to LTE. There are five or six domains that we believe we are the market leader in, and we will dedicate skilled resources to these.

The objective from doing this is to make sure that Alcatel-Lucent will be the clear choice of the customer in these selected domains, so that we will be able to take a leading place in the market and have a significant market share in the region.

In these selected domains we will have formulated our plan of attack and we are going to make the difference related to the end-to-end solutions versus our competitors. We will be as competitive as possible in terms of price and we also plan to show our value in the end-to-end solution.

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