Alcatel-Lucent eyes enterprise growth
Vendor targets double-digit growth in sectors including healthcare and education
Telecom vendor Alcatel-Lucent is investing heavily in the enterprise space and is targeting "above market" growth of at least 10% in industries including healthcare, education and transportation.
Tom Burns, president of Alcatel-Lucent enterprise and strategic industries, told itp.net that the company is increasingly looking to work directly with enterprises in a bid to diversify from its current focus on working with telecom operators.
"Alcatel-Lucent has a strong history in the carrier side but strategic industries is an area that provides an opportunity and also an alternative to that other market," Burns said.
Burns estimates that the communications market in "strategic industries" such as healthcare, public sector, and transportation in the Middle East will grow by an average of between 5% and 8% between 2011 and 2015, and he is optimistic that Alcatel-Lucent will be able to gain an above market share of this growth.
"The Middle East in particular offers a tremendous opportunity. We see a significant opportunity for our business because the economic climate over the next five years shows a lot of investment and growth, so we are willing to invest in people, channels and systems integrators. We are also going to increase our brand recognition in particular in this non-service provider market," Burns added.
"We believe some of the competition is not meeting all of the requirements and some has been weakened by last year's economic results."
However, Burns added that to successfully win business in the enterprise space, vendors will need to change their mindset and focus on offering products and services that are far more tailored for individual customers.
Indeed, the track record of vendors to date in the enterprise sector has been poor, according to Burns.
"We as an industry, as a supplier, have failed to execute on the benefits of unified communications because we just point products at them [industries] when in fact what we have to do is engage with our customers and see which is the best way to provide collaboration - with their customers, their vendors and suppliers - to ensure that we then point the technologies with professional services and implement this unified communications capability across the enterprise," Burns said.
"The point is we can't provide a blanket set of unified communications solutions, whether it is video, unified messaging or e-services.
"We need to work with the customer in a particular vertical to understand the best implementation so that they can truly save money, increase productivity and improve the enablement of the communications," he added.