Exclusive CEO Briefing: Luis Alvarez is a former CIO who believes in strategy, not digital strategy
The cloud agenda is changing BT Global Services’ business because it is changing what and how its sells.
If it is selling a contact centre it would once have sold one at £10m for the contact centre and a three year maintenance deal. Today says Mr Alvarez what is happening is it asks; "How many agents do you have today? What’s your call volume?" And it will be delivered on a pay for use basis. For others it may charge by the outcome. Not by the number of loans a bank makes but by the number of engagements achieved.
"It is changing the model for us," he says.
Transformation means making some big bets for a firm that is as large as BT.
BT, he says is all about leveraging parnters in its Cloud of Clouds ecosystem and being able to connect to partners with security and performance.
"Our first clear bet is we believe in the network. Any of the technologies we are discussing require a solid robust well performing secure network. So I think the first set of investments we make is ensuring the quality of the network supports the interactions of our customers internally and externally. That it is working extremely well and can capture increased volumes of data."
"It doesn’t matter if you have a fantastic application on AWS, if it is slow and unsecure and you cannot put your data there safely you will never use it."
"Look at the investments we are making around security and cybersecurity, this is a key area for us. Doing a lot of investment on convergence so whichever device you want, this is convergence. Third area is collaboration – around tools for productivity to help our customers extend their services and models."