LARATO’S INSIGHTS BRIEFINGS...

...ENABLE YOUR SALES PEOPLE TO DELIVER THE RIGHT MESSAGES TO THE RIGHT STAKEHOLDERS AT THE RIGHT TIME...

“I got more out of this than the last 20 sales briefings.”

Enterprise Account Director

LARATO’S INSIGHTSLARATO’s INSIGHTS are guides to generating business in the converging Communications and IT markets.

In 2011, LARATO’s customers have attributed winning over £135m of new business to their utilisation of LARATO’s INSIGHTS 2012.

Our customers demanded that we create LARATO’s INSIGHTS 2013 and they are already winning more business by exploiting LARATO’S INSIGHTS 2012 and INSIGHTS 2013 together.

INSIGHTS BRIEFINGS have delivered the power of LARATO’S INSIGHTS exclusively into the hands of our customers’ sales teams.

Now, it can be your turn. Read on to see why...

Book your INSIGHTS BRIEFING

Word has spread about how powerful LARATO’S INSIGHTS are in practice.

To respond to this interest, we are offering a limited number of INSIGHTS BRIEFINGS to companies who are not existing clients.

When you purchase a LARATO’S INSIGHTS BRIEFING, you are making an investment in your sales people’s capability to direct relevant dialogue that wins business in today’s turbulent and competitively complex ICT markets. Don’t take our word for it... here’s what our customers’ sales teams say... “I am definitely going to use this content with my customers...”

“This is real thought leadership that wins business...”

“I got more out of this than the last 20 sales briefings...”

“Good content and a good take on the industry...”

“This is brilliant...”

Book your INSIGHTS BRIEFING

Book your INSIGHTS BRIEFING What is a LARATO INSIGHTS BRIEFING?

What is a LARATO INSIGHTS BRIEFING?Quite simply, a LARATO INSIGHTS BRIEFING is a structured workshop that enables your sales people to utilise our thought leadership in a way that makes you money.

Enterprises are changing the way they buy Information Communications Technology (ICT). Buying decisions have moved to board level1. Contract sizes have shrunk. Contract numbers have grown2. Enterprises expect higher levels of expertise, transparency and interoperability from prospective suppliers3. 76% of Enterprises expect to increase their investments in ICT services over the next year3.

Selling into this environment needs thought leadership and first class consultative sales skills. Buyers of ICT are wading their way through some of the toughest challenges they have encountered in years. They need support and guidance. They need to trust their suppliers on a much deeper level.

It’s easy to say all this... it’s very difficult to do.Sources: 1. LARATO: “Insights 2012”, 2010; 2. Ovum: “Understanding Large Enterprises’ IT budgets”, 2011; 3. Frost & Sullivan “World Unified

Communications markets”, 2011

If your organisation appreciates the importance and complexity of selling relevant, potent and differentiated benefits to your customers, then an investment in a LARATO INSIGHTS BRIEFING will pay dividends.

If your organisation believes that its sales force should “know this stuff already”, then we are clearly not for you... ...yet...

...we say “yet” because...

...our value-add lies in our deep understanding of the Communications and IT markets, our independence and our sincere aim of aligning the buyer and the supplier in a way that creates genuine, sustainable, win-win relationships. Do you want to give your sales teams these advantages? Read on to find out how.

What does an agenda look like? How do I book?Selling 21st century ICT is hard. Buying a LARATO INSIGHTS BRIEFING isn’t. Here’s how it works...

Book your INSIGHTS BRIEFING Booking information

Ahead of the workshop, we discuss with you which are the most valuable of our insights to cover for your sales people.

We then build an agenda and sets of practical sessions to enable your sales teams to utilise our content in the context of your value propositions.

Depending on the amount of material you wish to include, briefings last between 1/2 and 3 days. To make things even easier, you can build your briefings in a modular fashion.

Intrigued by the diagram? Map your future successfully with our support and book your INSIGHTS BRIEFING by contacting us. Act swiftly, we are only offering five companies who are not already clients the opportunity to buy. Our contact details are on the back page or just click on “Book...” on the footer of any page.

THE METAMORPHOSIS OF THE SUPPLY CHAIN FROM IT and COMMUNICATIONS to ICT 2012-2015

SHIFTS IN SPEND CREATED BY ICTMarket forces will pull the mobile telephone into the shared software layer.

ACTIVE USER POPULATION, DEGREE OF SHARING

IN-HOUSE INTEGRATION SKILLS REQUIRED

Key

Declining market(<10% p.a.)

Rapidly declining market (>10% p.a.)

Market saturated, fairly static.

Market saturated, some growth potential.

Strong market growth, saturated by 2015.

Strong market growth, sustained beyond 2015.

Largest new markets.

Niche market, smaller with slower growth.

*

Emerging market.

The “zero touch” purchase

The “consultative” purchase The “couture” purchase

1-20 21 - 5,000

Incumbent Telco or Cable Operator

.

Telco, Cable Operator, PBX Reseller or Managed PBX provider

5,000+

IaaS

PaaS

SaaS

Broadband

Enterprise application

virtualisation

BPaaS Dynamic business process outsourcing

Business process virtualisation

*

*

*

High speed managed VPNs(access and on-premise infrastructure spend)

Global Telco, PBX Reseller, Managed PBX

Provider

Middleware/ APIvirtualisation

Dedicated VPNs(owned, managed or

outsourced)

THE ACCESS CHASM

Dynamic application services

Cloud based integration

Dynamic IaaS Infrastructurevirtualisation

1

2

2

2 3

4

4

4

5

6 7

8

8

8

POTS

Access & premise infrastructure

Shared infrastructure

Shared platforms

Shared software

Shared processes

Company size of buyer

www.larato.co.ukt: +44 1494 853966

e: enquiries@larato.co.ukCopyright © LARATO 2010-2013.All rights reserved.

LARATO’S INSIGHTS 2012Your customers are morphingExperience is the new frontierSelling is changingThrough the looking glassHead for new horizons

LARATO’S INSIGHTS 2013Suppliers are morphingMind the elephantBuying is changingVision, not bifocalsWired for cloud

WE ARE ONLY OFFERING INSIGHTS BRIEFINGS TO 5 COMPANIES WHO ARE NOT ALREADY LARATO CLIENTS.

DON’T MISS YOUR CHANCE.