Frost & Sullivan Accolade for BT Global Services' Leadership in Business Development Strategy

Business Wire, May 24, 2004

Business Editors

PALO ALTO, Calif.--(BUSINESS WIRE)--May 24, 2004

The 2004 Frost & Sullivan Business Development Strategy Leadership Award in the European integrated LAN/WAN services market is presented to BT Global Services, BT's business services and solutions division. The award commends BT's ability "to best perceive consumer needs, develop products/services that meet consumer needs, successfully introduce products/services to the industry and identify new market segments to expand the existing customer base."

As enterprises increasingly look to outsource their network management needs to integrated LAN/WAN solution providers, BT's early-mover status has put it in prime position to capitalize on an estimated EUR16.5-billion market for core integrated LAN/WAN services within western Europe.

"Understanding customers' needs and bringing together competencies across the whole organization in a successful manner are indicative of BT's serious intentions about market penetration and expansion of its existing customer base," comments Frost & Sullivan research analyst Niamh Spillane.

Bespoke communications solutions have allowed clients the flexibility to select from BT's broad portfolio of equipment and service offerings. Transparent pricing structures and the provision for closer client monitoring of SLA components have further underpinned the company's customer-oriented business strategy.

BT has extended customized client solutions to the integrated LAN/WAN arena as well. Such flexibility has enabled diverse client needs, such as the method and pace of migration to an integrated environment, to be met. The opportunity to select from an array of services (ranging from limited management to complete management) has, moreover, reassured clients that they are not losing control and are, instead, gaining a key partner to attain desired service levels.

Prevailing enterprise wariness about service providers' ability to deliver an integrated LAN/WAN solution poses a critical challenge for the future, notes Ms. Spillane. "In response to this challenge, and forming a core component of the company's business development strategy, BT has focused initially on educating the market and proving its own competencies in both the WAN and the LAN environments."

Another important market challenge has been the low levels of awareness about integrated solutions providers. A recent Frost & Sullivan study revealed, however, that end users were aware of BT's competencies in the integrated solutions space. Testifying to BT's successful business development strategy, respondents in a survey across medium and large enterprises in Europe rated BT as the most recognized provider of integrated LAN/WAN solutions.

For its demonstrated excellence in business development within the integrated LAN/WAN market, therefore, BT Global Services is the undisputed choice for the 2004 Frost & Sullivan Business Development Strategy Leadership Award in this market.

The recipient's selection was based on a close monitoring of the business development efforts of major industry participants. A combination of primary, secondary and technology research was used to track the number of new customers, new segments, commitment to business expansion and general level of awareness of leading market competitors.

About Frost & Sullivan

Founded in 1961, Frost & Sullivan is recognized as a global leader in growth consulting. Frost & Sullivan Awards are presented to companies that demonstrate excellence in their industry, commending the diligence, commitment and innovative business strategies required to advance in the global marketplace. Frost & Sullivan rigorously analyzes specific criteria to determine award recipients in a vast variety of market industries and landscapes. For further information, visit www.frost.com.

About BT Global Services

BT Global Services is BT's business services and solutions division, serving customers worldwide. As an information and communications technology service provider, BT provides integrated data and value-added services to meet the needs of multi-site organizations with European operations. Extensive global service capabilities and strong strategic partnerships also enable BT to serve customers in all key commercial centers of Europe, North America and Asia. The BT Global Services portfolio ranges from desktop and network equipment and software, transport and connectivity, IP-based e-business solutions, managed network services and systems integration to consultancy for complex global requirements. With 17 years of experience in global account management, BT has over 8,000 people based outside the U.K., serving our target customers around the world. For further information, visit www.btglobalservices.com