IZO Cloud Platform & Services Sales Playbook

FY 2021: SALES PLAYBOOK
IZO™ Cloud Platform & Services

From greater flexibility and scalability to in-built security - your guide to how IZO™ Cloud Platform & Services can help customers
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IZO™ CLOUD PLATFORM
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Industry trends for cloud adoption

MARKET TRENDS
Each customer is at a different point on the journey to adopting cloud
BUSINESS CHALLENGES
Business innovation to
CUSTOMER
CHALLENGES
CUSTOMER TRIGGERS
create new business
models
Business agility
CHOICE IN MARKET
• Setup business clouds Managing multiple company owned

CLOUD & MHS SOLUTION IT optimisation
• Create new services /company operated Data Centres which
migrate applications
Adopt cloud and revenue models requires immediate consolidation (DC
CLOUD & MHS VALUE PROPOSITION consolidation) for better management,
platform
• Standardise application
• Application portfolio platforms
security and control.
FY21 KEY MESSAGES • Virtualisation
rationalisation
• Migrate apps to cloud • Create ecosystem for
• Enterprise private clouds sustained innovation Seamlessly migrating from On-premise
PRODUCT & USE CASE VIDEOS • Standardise ADM on cloud to Cloud ecosystem without disrupting
• Create hybrid clouds
the operation.
USE CASES Define cloud strategy • QoS assurance
• Consume SaaS and BPOS Adopting a well-orchestrated hybrid
CASE STUDIES multi-cloud model which will help them
New business solutions

• Business drivers to manage their infrastructure from a
• Portfolio analysis single pane of glass
AWARDS
• Benefits and timelines Cost savings
IZO CLOUD COMMAND
TM Embedding security and simplicity in
60%
operations
30%
IDC BV PAPER
Modernising application suites and
existing storage and backup
CMM SURVEY
Near term (6 months) Short term (18 months) Medium term (36 months) Long term infrastructure to a fast, cost-effective,
agile cloud-native platform.
CONVERSATION STARTERS
ELEVATOR PITCH Get more insights with our new IZO™ Cloud Platform & Services View Now
portfolio presentation
CONTENT DIRECTORY
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SALES PLAYBOOK
INDUSTRY CONTEXT Market drivers Consolidations

Businesses are moving from the captive model to a third-party hosted or cloud
model. As per the most recent analyst reports, by the end of 2021, more than 50
MARKET TRENDS
BUSINESS CHALLENGES
and trends percent of data centres will be either consolidated or cloud-enabled.
Speed
COVID-19 rewrote the playbook for virtually every Businesses must move fast and react swiftly to market needs. The move to an
CUSTOMER TRIGGERS ‘app-centric’ world and presence on diverse sites is rising rapidly, so modernising
enterprise in just days as lockdown reshaped the
working landscape worldwide. Critically, the application landscape is very important.
CHOICE IN MARKET
professionals who may have only been thinking about
remote working and more extensive use of SaaS apps Cost optimisation
CLOUD & MHS SOLUTION
throughout their businesses have found themselves Multi cloud architecture offers businesses choices when it comes to where they
in a better position compared to the organisations deploy their applications. Ensuring applications run on the best value cloud for
CLOUD & MHS VALUE PROPOSITION their performance requirements is now the new normal.
who have suddenly become dependent on them -
accelerating this market further.
FY21 KEY MESSAGES Reduced vendor lock-in
In today’s hypercompetitive world, six mega drivers Being tied to one vendor impacts interoperability and standardisation but
PRODUCT & USE CASE VIDEOS
are impacting profitability and influencing business embracing a hybrid multi cloud strategy boosts an enterprise’s options. Two thirds
of organisations are expected to reduce vendor dependency this way by 2024.
USE CASES decisions in the cloud and data centre market:
Scarcity of IaaS skills
CASE STUDIES
Many of today’s strategies employ a ‘lift and shift’ approach to cloud migration
instead of modernising or refactoring applications. This quick fix is creating a skills
AWARDS
gap that will delay cloud migration for half of organisations through 2022.
IZOTM CLOUD COMMAND
Distributed availability
IDC BV PAPER Many cloud service providers are already investing in bringing their services closer
to their users. Increasing granularity will facilitate low latency applications thanks
to smaller data centres near high user populations and even popup service points
CMM SURVEY
to support temporary events.
Understand how an integrated Cloud & MHS
ELEVATOR PITCH Watch Now
suite can transform the business landscape
CONTENT DIRECTORY
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SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
USD
65% 42%
CLOUD & MHS VALUE PROPOSITION
FY21 KEY MESSAGES

$263 billion
Percentage of IT leaders Percentage of Indian Value of the worldwide public
USE CASES
building cloud-native enterprises expected to be on cloud service market in 2020 –
workloads to host them on hybrid cloud in FY21. up 16.4% over 2019.
CASE STUDIES
public cloud, while more than
half of them want to
AWARDS
integrate public and on-
IZOTM CLOUD COMMAND
premise workloads.
IDC BV PAPER
Source: Tata Communications Cloud Source: Frost & Sullivan 2019 research Source: Gartner
Maturity Model survey
CMM SURVEY
ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT Business

challenges
MARKET TRENDS Improve the user experience by reducing Better manage business risks as many
downtime, adding new functionalities etc. businesses do not have a proper DR
BUSINESS CHALLENGES strategy in place.
CUSTOMER TRIGGERS
Enterprises worldwide are either embarking
CHOICE IN MARKET on or are midway through their digital Modernise the application landscape Clarify vision on cloud adoption
transformation journey to deliver cutting- (legacy applications, COTS products) around security and compliance, data
CLOUD & MHS SOLUTION through a cloud-native application suite. sovereignty etc.).
edge services to customers. The urgent
need is to disrupt the market, innovate
with new and optimised business models,
and stay ahead of the competition. Much of
FY21 KEY MESSAGES
this is achieved by moving to the cloud. Transform IT infrastructure from a Consolidate multiple, on-premise data
PRODUCT & USE CASE VIDEOS traditional on-premise setup to an agile centres across geographies or group
A well-crafted cloud model backed by cost-effective, and easy to use cloud companies through experts who can
USE CASES
integrated managed services is the key to infrastructure (the DX journey). seamlessly consolidates them.
success by offering the opportunity to:
CASE STUDIES
AWARDS
End confusion over identifying the right Boost knowledge about managing IT
cloud infrastructure and migration approach. infrastructure hosted in the cloud
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
Find an alternative to storing the enormous Address the lack of understanding and
amount of data generated by CDRs, CCTVs visibility around hybrid-multi cloud
and security appliances in traditional adoption. Managing different workloads
tape/disk devices for compliance purposes - running in different infrastructure is a
ELEVATOR PITCH
a method requiring regular upgrades. great challenge for CTOs.
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SALES PLAYBOOK
INDUSTRY CONTEXT Customer triggers and preferences

MARKET TRENDS Key shifts include the move towards Cloud, enterprise CTO, CIO, VP-IT, GM-IT are looking the following:
“
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

I want an end-to-end cloud and
infrastructure provider
FY21 KEY MESSAGES

• DC consolidation and infrastructure transformation
PRODUCT & USE CASE VIDEOS Simplify IT
• Secure solutions that support compliance One provider
operations
USE CASES requirements
CASE STUDIES • Vendor-agnostic approach with freedom of choice
• Customised options that offer focused service
AWARDS
delivery
IZOTM CLOUD COMMAND
• Infrastructure for application modernisation
IDC BV PAPER • SAP S/4 Hana hosting platforms
CMM SURVEY
CONVERSATION STARTERS Consultative managed Flexibility in

service ownership
ELEVATOR PITCH Skip Section
CONTENT DIRECTORY
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SALES PLAYBOOK

“
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

I want to simplify operations
• Saves time and resources spent on constantly
FY21 KEY MESSAGES
evaluating new vendors and human resources
• A system that adapts to business needs and can
scale up or down as they evolve One Provider
operations
USE CASES • Automates the mundane to focus on business
initiatives.
CASE STUDIES
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
CONVERSATION STARTERS Consultative Managed Flexibility in

Service ownership
CONTENT DIRECTORY
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SALES PLAYBOOK

“
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

I want managed services with a
consultative approach
FY21 KEY MESSAGES

• From a trusted partner with high visibility operations
One Provider
• Extending help in hybrid or multi cloud model adoption operations
USE CASES through a consultative approach with end-to-end
migration planning and execution
CASE STUDIES
• Consistent, customised templates and policies applied
AWARDS globally
IZOTM CLOUD COMMAND • Real-time reporting with integrated dashboard and
faster response times
IDC BV PAPER
• Performance-based SLAs.
CMM SURVEY

Service ownership
CONTENT DIRECTORY
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SALES PLAYBOOK

“
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

I want flexibility in cost of
ownership
FY21 KEY MESSAGES

• Infrastructure transformation
• A secure solution that supports compliance One Provider
operations
USE CASES requirements
• Freedom of choice through being vendor-agnostic
CASE STUDIES
• Customisation options that offer focused service
AWARDS delivery
IZOTM CLOUD COMMAND
IDC BV PAPER
View More Customer Triggers
CMM SURVEY

Service ownership
ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT Choice in market

MARKET TRENDS Hyper-scalers
BUSINESS CHALLENGES
According to IDC, digitally fit organisations need to Large scale public cloud providers like AWS,
CUSTOMER TRIGGERS
revamp their IT platforms to enable innovation. Business Azure, Google Cloud, IBM cloud etc.
CHOICE IN MARKET
transformation is a multifaceted mission requiring
‘business to run as usual’ while supporting DX
CLOUD & MHS SOLUTION initiatives.
CLOUD & MHS VALUE PROPOSITION Enterprise IT must ensure that the current production
environments are supported on cloud for continuous Telcos or DC providers
FY21 KEY MESSAGES operation while drawing on those third party platform providing cloud
technologies necessary to transform digitally. There is
also a need for integrated security that provides a Mostly private cloud setup (BT, AT&T, Tata
USE CASES
blanket layer covering all aspects of IT. The ideal Communications, Netmagic, CenturyLink etc.)
landscape is a mix of both public and private cloud and also enables hybrid multi-cloud adoption.
CASE STUDIES solutions that offer the quality of service (QoS), user
experience and security of on-premise infrastructure,
AWARDS combined with the scalability of public cloud.
IZOTM CLOUD COMMAND

The cloud market has some 1000+ vendors today
offering varied types of cloud services, which can be SaaS and PaaS providers
IDC BV PAPER
outlined as:
CMM SURVEY
Large, mid-scale, and start-up organisations
providing different SaaS-based solutions and
PaaS platforms (SFDC, Force.com etc.).
ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT
Besides the basic vanilla cloud infrastructure or platform or
software, enterprises also seek:
MARKET TRENDS
Guidance on the cloud journey (public and private)

BUSINESS CHALLENGES
and to create an optimal migration plan.
CUSTOMER TRIGGERS
Simple management interface and support for zero-touch provisioning

CHOICE IN MARKET
to manage all the underlying resources under a single pane of glass.
Support for multiple types of network connections (MPLS, cable,

DSL, LTE) as well as connection to public, private, and on-premise.
FY21 KEY MESSAGES
PRODUCT & USE CASE VIDEOS Integrated Managed Security offerings.
USE CASES
CASE STUDIES Managed Service for cloud resources.
AWARDS
IZOTM CLOUD COMMAND

Opportunity in the global market and regional relevance
The above-mentioned trends and business requirements create an opportunity to pitch
IDC BV PAPER
IZO™ Cloud Platform & Services solutions in different regions — India, Europe, APAC and
MECAA. For FY21, India will be the prime market for the IZO™ Cloud Platform & Services
CMM SURVEY
portfolio, APAC and MECAA will be secondary and rest will all be opportunistic.
Learn more on how we fair against the competition View Battlecard

ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT Tata Communications’ IZO™ Cloud Platform &

MARKET TRENDS
BUSINESS CHALLENGES
Services portfolio
CUSTOMER TRIGGERS
CHOICE IN MARKET
IZO™ Private Cloud (IPC) IZO™ Cloud Storage (ICS) IZO™ Managed Cloud for
AWS /AZURE / GCP
FY21 KEY MESSAGES
USE CASES
Integrated, Operated and
CASE STUDIES Managed By IZO TM Cloud
IZO™ Cloud Containers IZO™ Cloud Analytics Disaster Recovery as a
Command: the orchestration Platform Service
AWARDS platform from Tata
Communications
IZOTM CLOUD COMMAND
Read More
IDC BV PAPER
CMM SURVEY
CONVERSATION STARTERS Cloud Migration Services Managed Hosting Services Managed Colocation
ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT How our solutions meet business aspirations

MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
Accelerating the pace of innovation to help enterprises take
CHOICE IN MARKET advantage of more than one cloud, boosting agility to handle
Our customers use them in combination to application proliferation
CLOUD & MHS SOLUTION deliver the following benefits: Through multi and hybrid cloud adoption
Taking advantage of cloud native apps and storage suites
FY21 KEY MESSAGES Using Cloud Containers, CI/CD tools, DevOps, DevSecOps, Big
Data analytics, BYOD proliferation and more - moving away
from traditional application and storage platforms.
USE CASES
Mitigating business risks with agreed RTO and RPO, and
CASE STUDIES managing and maintaining business continuity
By creating a Disaster Recovery (DR) setup that includes a
AWARDS new DR site based on customer requirements (public,
private, on-premise)
IZOTM CLOUD COMMAND
IDC BV PAPER Improving performance and SLAs to business

Through data centre consolidation, infrastructure
CMM SURVEY simplification and standardisation.
ELEVATOR PITCH
View Use Cases
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SALES PLAYBOOK
INDUSTRY CONTEXT Enabling the cloud adoption journey every

MARKET TRENDS
BUSINESS CHALLENGES
step of the way
CUSTOMER TRIGGERS
CHOICE IN MARKET

Managed Managed IZOTM Private IZOTM Cloud IZOTM Managed Cloud IZOTM Cloud IZOTM Cloud
CLOUD & MHS VALUE PROPOSITION Colocation Hosting Cloud Storage for AZURE/AWS Containers Analytics
FY21 KEY MESSAGES
USE CASES
CASE STUDIES
Professional services
AWARDS Managed services
Define cloud strategy and adopt cloud platforms
Security services
IZOTM CLOUD COMMAND
DR services
Migrate applications
IDC BV PAPER
Create new business models
CMM SURVEY
IZOTM Cloud Command
Manage everything through a
‘single-pane-of-glass’
ELEVATOR PITCH
CONTENT DIRECTORY
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SALES PLAYBOOK
INDUSTRY CONTEXT IZO™ Cloud Platform & Services value proposition

MARKET TRENDS
BUSINESS CHALLENGES The IZO™ Cloud Platform & Services portfolio offers a simple, secured and Build, migrate and manage any form of
managed hybrid/multi-cloud ecosystem that enables enterprises to better cloud be it private, hybrid or multi-cloud
CUSTOMER TRIGGERS address opportunities and increase revenue as they progress on their growth
transformation journey. At its heart is the ability to deliver the smooth
CHOICE IN MARKET experience customers expect at every digital touchpoint, reducing Seamlessly orchestrate the multi-cloud
unplanned downtime by up to 95% leading to improved app performance. environment to make it appear as one IT
CLOUD & MHS SOLUTION And it’s backed by Tata Communications’ flagship network connectivity and environment, including the ability to provide
security solutions – all monitored under a single management console. It storage, network and security component
CLOUD & MHS VALUE PROPOSITION offers enterprises much needed agility and scalability, to help them thrive in
this rapidly-evolving marketplace, with reduced deployment time for both Support compliance and policy across
FY21 KEY MESSAGES
new compute and storage resources - all enabling a faster time to market. integrated ITSM cloud platforms
PRODUCT & USE CASE VIDEOS Tata Communications’ infrastructure can help enterprises boost staff
productivity by automating routine IT tasks, software patch scheduling and
USE CASES distribution, infrastructure configuration, back-up data and security - freeing Support applications that can’t be
them to focus on core business priorities. At the same time, its IZO™ Cloud
deployed on public cloud using IZOTM
CASE STUDIES Private Cloud or MHS, complementing any
Platform & Services supports customer to better manage business risks. Tata
public cloud estate
Communications’ certified experts help to improve unplanned downtime and
AWARDS
downtime resolution time by around 90%. They also support enterprises to
plan and create a robust DR roadmap ensuring adherence to local regulatory Benefit from secure cloud – not just any
IZOTM CLOUD COMMAND
compliance and data sovereignty frameworks. cloud
IDC BV PAPER Tata Communications is actively forging partnerships with industry leaders
such as Intel, VMware, SAP, AWS, Microsoft and many others to build an Easily connect with other IT ecosystems
CMM SURVEY
open hybrid and multi-cloud ecosystem fit for enterprises leading the way through our open API framework.
today and tomorrow.
ELEVATOR PITCH
CONTENT DIRECTORY NB: All data proof points come from IDC’s Business Value paper for IZO™ Cloud Platform & Services
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SALES PLAYBOOK
INDUSTRY CONTEXT Why Tata One stop shop for purpose-built

hybrid and multi-cloud
infrastructure supported by global
Efficient compliance with
industry regulations e.g.
data localisation, GDPR and
MARKET TRENDS
BUSINESS CHALLENGES
Communications network reach, robust security
and unified experience
more
Ease of business, along with

Single touchpoint visibility and complete transparency in
CUSTOMER TRIGGERS
control of IT resources through contract structure and
CHOICE IN MARKET
‘IZO Cloud Command’ leading to smooth, unified customer
cost savings which can be experience worldwide
allocated for new projects
Faster deployment of
CLOUD & MHS VALUE PROPOSITION Accelerated app modernisation, compute/storage resources
DevOps initiatives etc. offering enabling the customer to
FY21 KEY MESSAGES ultra-agile infrastructure quickly respond business
IZOTM Cloud need
End-to-end managed services
covering solution design,
USE CASES Faster resolution of
migration, management and
unplanned downtimes
optimisation - through certified
CASE STUDIES
cloud and security experts
AWARDS Structured approach to DR
Single touchpoint for service planning with expertise
IZOTM CLOUD COMMAND assurance and managed support across various industries and
services delivered by GSMC’s 300+ proven implementation skills
IDC BV PAPER skilled professionals aligned to
ITIL process SLA-backed service with
CMM SURVEY
short RTO (15 mins) and RPO
Flexible bundles, delivery and (5 mins) adhering to a range
commercial models of compliances
ELEVATOR PITCH
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SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
FY21: Key Messages
BUSINESS CHALLENGES
1
CUSTOMER TRIGGERS
CHOICE IN MARKET Driving Growth

2
Improving customer experience and
FY21 KEY MESSAGES product innovation
USE CASES
CASE STUDIES
3 Enhance productivity and efficiency
4
AWARDS
IZOTM CLOUD COMMAND Managing business risk

IDC BV PAPER
5
CMM SURVEY
CONVERSATION STARTERS Build agility

ELEVATOR PITCH
CONTENT DIRECTORY
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SALES PLAYBOOK KEY MESSAGE 1
INDUSTRY CONTEXT Driving Growth

MARKET TRENDS
BUSINESS CHALLENGES
Triggers
CUSTOMER TRIGGERS Grow revenue by better addressing opportunities in both existing and new
markets
CHOICE IN MARKET
CLOUD & MHS SOLUTION What problems are the customers facing?
• Maintain consistent quality of the offering (services/ products) and
CLOUD & MHS VALUE PROPOSITION allocating funds for research and development while managing budget and
ensure ROI
FY21 KEY MESSAGES
• Create value adds for differentiation by building scalable and flexible
PRODUCT & USE CASE VIDEOS solution to meet changing business needs while sweating existing IT
infrastructure
USE CASES • Improving faster time to market by adopting new technologies
CASE STUDIES
Tata Communications’ solution
AWARDS
Enable businesses to increase revenue and better address opportunities in
IZOTM CLOUD COMMAND
new/existing markets by moving them to cloud. Through our own private
cloud and global partnerships with multiple hyperscalers and interconnect
IDC BV PAPER facilities, we support an building an agile and fully managed hybrid-multi
cloud ecosystem which is secure, compliant, globally connected, ensures on-
CMM SURVEY demand scalability, DR and much more. Businesses can easily deploy critical
workloads, maintain data sovereignty and data localisation norms, implement
CONVERSATION STARTERS faster software delivery through cloud containers etc.
ELEVATOR PITCH
CONTENT DIRECTORY
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INDUSTRY CONTEXT Improving customer experience and product

MARKET TRENDS
BUSINESS CHALLENGES
innovation
Triggers
CUSTOMER TRIGGERS • Improve customer experience through ease of delivery and consumption
• Create new feature, capabilities and value adds
CHOICE IN MARKET
• Meeting expectations of always on, seamless and superior services / offering
CLOUD & MHS VALUE PROPOSITION leads to unplanned overloading of existing IT setups
FY21 KEY MESSAGES

• Demand for creating the right mix of digital and physical propositions to
enable self-serve platforms often requires niche skills and expertise
PRODUCT & USE CASE VIDEOS • Building deep understanding of customer needs by exploiting customer data
requires deep understanding on technologies
USE CASES
• Finding budgets and resources to creating a parallel test beds for new offering
initiatives without disrupting business and IT ops
CASE STUDIES
AWARDS Tata Communications’ solution

IZOTM CLOUD COMMAND
Tata Communications ensures a smooth customer experience by offering on-
demand scalability and burstability to cater seasonal business demands. Support
IDC BV PAPER businesses in gaining data driven customer insights, accelerate software delivery
and much more. The resilient cloud platform and services minimise unplanned
CMM SURVEY downtime by up to 95 percent and significantly improve application performance
resulting in superior customer experience. The IZO™ Cloud Platform solution can
CONVERSATION STARTERS reduce time to deploy new compute and storage resources by ~90 percent and
can also improve the unplanned downtime by 95 percent which creates a
ELEVATOR PITCH resilient IT infrastructure.
CONTENT DIRECTORY
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INDUSTRY CONTEXT Enhance productivity and efficiency

MARKET TRENDS
BUSINESS CHALLENGES
Triggers
CUSTOMER TRIGGERS Automation of business and IT processes to improve efficiencies and
productivity
CHOICE IN MARKET
• Complexity of managing heterogenous IT environments working
interdependently which have overlapping processes or spread across
functions / platforms leads to delaying progress/decision making
FY21 KEY MESSAGES
• Existing IT systems and processes spread across hybrid environment
PRODUCT & USE CASE VIDEOS not responding consistently to changes
USE CASES
CASE STUDIES
Tata Communications helps in improving staff productivity by
AWARDS
automate routine IT tasks, software patch scheduling and distribution,
infrastructure configuration, back-up data, security automation etc.
IZOTM CLOUD COMMAND and let them focus on business priorities. Our managed hybrid cloud
infrastructure facilitates business to optimally place their workloads in
IDC BV PAPER the right cloud environment (public/private) along with providing a
unified view
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
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INDUSTRY CONTEXT Managing business risk

MARKET TRENDS
BUSINESS CHALLENGES
Triggers
CUSTOMER TRIGGERS • Business continuity planning
• Protection of data privacy adhering to global compliance policies and
CHOICE IN MARKET guidelines

What problems are the customers facing?
• High cost of establishing highly available DR while ensuring continuity of
critical business operations in case of disaster
FY21 KEY MESSAGES
• Managing DR best practices like maintaining setups in two or more different
PRODUCT & USE CASE VIDEOS seismic zones
• Ensuring all business and end users data are stored, accessed and used
USE CASES securely to meet relevant data privacy and localisation laws while reducing
capex involved on storage devices for storing ever increasing data
CASE STUDIES
• Ensure right controls and checks to meet compliance and pass audits
AWARDS

IZOTM CLOUD COMMAND
Tata Communications help businesses to improve unplanned downtime and
IDC BV PAPER resolution time by ~9 percent. Our certified experts help in consulting,
sizing, capacity planning, and creating a future road map of the IT
CMM SURVEY infrastructure for both DC and DR on the cloud in different seismic zones.
Our highly scalable, durable, always available, and pay-as-you-go-based
cloud storage solution helps in data backup/archival requirements while
ensuring adherence to data localisation regulations and other compliances.
ELEVATOR PITCH
CONTENT DIRECTORY
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INDUSTRY CONTEXT Build agility

MARKET TRENDS
BUSINESS CHALLENGES
Triggers
CUSTOMER TRIGGERS • Build agility
• Faster time to market
CHOICE IN MARKET
• Proactively understand market dynamics and anticipate customer
needs and take investment decision accordingly for the right
FY21 KEY MESSAGES technology platforms
• Significantly reducing turnaround time for all proof of concepts
PRODUCT & USE CASE VIDEOS (PoCs)
USE CASES
CASE STUDIES
Tata Communications enables faster time to market by reducing new
AWARDS
compute and storage resources deployment time. With our managed
hybrid cloud infrastructure, we help businesses to optimally place their
IZOTM CLOUD COMMAND workloads (test/development/production) in the right cloud
environment (public/private) while adhering to compliances.
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
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SALES PLAYBOOK
INDUSTRY CONTEXT Product and use case videos

MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
CLOUD & MHS VALUE PROPOSITION IZO™ Cloud Platform & Disaster Recovery Use Case IZO™ Cloud Storage Use Case
Services Portfolio
FY21 KEY MESSAGES
USE CASES
CASE STUDIES
AWARDS
IZOTM CLOUD COMMAND
Multi Cloud Use Case Cloud Migration with IZO™ Cloud Command
IDC BV PAPER
Tata Communications Orchestration Platform Overview
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
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AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Use cases

MARKET TRENDS
BUSINESS CHALLENGES
DC consolidation
CUSTOMER TRIGGERS
CHOICE IN MARKET
CLOUD & MHS SOLUTION Hybrid multi-cloud adoption

FY21 KEY MESSAGES

Infrastructure for app modernisation
USE CASES
CASE STUDIES
Cloud migration
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
Migration to SAP HANA
CMM SURVEY
Storage modernisation and disaster recovery Skip Section
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 24 NEXT
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DC consolidation Multi-cloud adoption App modernisation Cloud migration Migration to SAP HANA Storage modernisation
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS DC consolidation

BUSINESS CHALLENGES
CUSTOMER TRIGGERS Customer triggers

CHOICE IN MARKET
Consolidation of multiple on-
CLOUD & MHS SOLUTION prem data centres across
geographies/group companies
CLOUD & MHS VALUE PROPOSITION with a single vendor/service
Supplier B provider / Managed Services
FY21 KEY MESSAGES Supplier A provider
PRODUCT & USE CASE VIDEOS Reduce manpower effort to

maintain multiple data centres
USE CASES and focus on only application
management
CASE STUDIES
Undertake complex migration
AWARDS Supplier C and enable smooth transition
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
Tata Communications’ Solution
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 25 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS DC consolidation

BUSINESS CHALLENGES
IZOTM Cloud Command
CUSTOMER TRIGGERS Tata Communications’
CHOICE IN MARKET
solution
IZO™ Cloud Helping in TCO reduction and
Platform & provide OPEX based solution
Services
Infrastructure assessment and
FY21 KEY MESSAGES Tata Communications
optimization suggestions
Managed Services
Migration planning and
USE CASES implementation with minimal
disruption
CASE STUDIES
Cloud migration
services Technology obsolescence
AWARDS management
IZOTM CLOUD COMMAND Shifted IT infrastructure

responsibility
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 26 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Hybrid multi-cloud adoption

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET Customer sites Public Cloud

Customer triggers
Microsoft
CLOUD & MHS VALUE PROPOSITION Azure Creating a seamless hybrid or
multi-cloud environment.
FY21 KEY MESSAGES
Microsoft Workload assessment to find out
PRODUCT & USE CASE VIDEOS 365 the suitable cloud environment
USE CASES Management of diverse cloud eco

system
CASE STUDIES Amazon Web
Services
AWARDS
IZOTM CLOUD COMMAND

Google
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 27 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Hybrid multi-cloud adoption

BUSINESS CHALLENGES

CHOICE IN MARKET
Private
cloud IZOTM Cloud solution
Consultative approach to guide
Public
SaaS cloud customer on cloud adoption with
thorough understanding of current
resources
FY21 KEY MESSAGES
IZOTM Cloud Command Hybrid cloud management of

customers disparate IT
USE CASES infrastructure
CASE STUDIES Managed Services capabilities

extended to managing the
AWARDS complexities of multi-cloud
IZOTM CLOUD COMMAND
IDC BV PAPER
Tata Communications
expert team Reference wins
CMM SURVEY
Bosch Ltd. MRC: USD $32,000
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 28 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Infrastructure for app modernisation

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
Customer triggers
Re-imagine the applications to
CLOUD & MHS VALUE PROPOSITION Public cloud make them cloud enabled
FY21 KEY MESSAGES Reduce the release cycle for

deployments
PRODUCT & USE CASE VIDEOS Deploy and manage agile and
secure infrastructure on public
USE CASES
cloud
CASE STUDIES
Assess existing infrastructure,
optimise and migrate
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
Developer Developer
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 29 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Infrastructure for app modernisation

BUSINESS CHALLENGES

CHOICE IN MARKET
solution
End-to-end consultation,
implementation and management
to create an effective platform for
app modernisation
FY21 KEY MESSAGES

Risk assessment and migration
planning
USE CASES
Lift and shift and implementation
CASE STUDIES of CI/CD tool chains
AWARDS Cost optimisation, availability

management and DevSecOps
IZOTM CLOUD COMMAND automation
IDC BV PAPER
Developer Developer
CMM SURVEY Reference wins
Tata Unistore Ltd. MRC: USD $170,000
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 30 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Cloud migration

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
Customer triggers
CLOUD & MHS SOLUTION Public, Private or
Hybrid Cloud Moving from on-premise to a
CLOUD & MHS VALUE PROPOSITION cloud-based infrastructure
FY21 KEY MESSAGES Technology refresh for existing IT

systems
Cost optimisation
USE CASES
Reduce manpower from in-house

CASE STUDIES
management
AWARDS
Apps
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
Infrastructure
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 31 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Cloud migration

BUSINESS CHALLENGES
Tata Communications’
CUSTOMER TRIGGERS
solution
CHOICE IN MARKET
Assessing existing IT environment

and creating a seamless migration
plan
FY21 KEY MESSAGES

Enabled smooth migration of
resources from on prem to cloud
Cost optimisation by enabling cloud
USE CASES adoption and reduced TCO
CASE STUDIES Deployment of applications on IZO™

Private Cloud or hyper-scale cloud
AWARDS
Improved agility of infrastructure
Apps
IZOTM CLOUD COMMAND through cloud deployment
IDC BV PAPER

Infrastructure
CONVERSATION STARTERS Marico MRC: USD $20,500
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 32 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Migration to SAP HANA

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
Customer triggers
Creating platform for a seamless
CLOUD & MHS VALUE PROPOSITION SAP S/4 HANA
FY21 KEY MESSAGES Migrate inhouse from SAP ECC to

High cost S4 HANA
Multiple Reduce total cost of ownership of

USE CASES
vendors solution
CASE STUDIES Migration Engage with single vendor for
expertise other infrastructure
AWARDS
Migration to requirements
IZO CLOUD COMMAND
TM SAP HANA
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 33 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Migration to SAP HANA

BUSINESS CHALLENGES
Tata Communications’
CUSTOMER TRIGGERS
solution
CHOICE IN MARKET
HANA DB on TDI
Hybrid cloud deployment model –
CLOUD & MHS SOLUTION or Hana Grid
SAP applications on IZO™ Private
Cloud / Hyper-Scale Cloud with
HANA DB on TDI or Hana Grid for
FY21 KEY MESSAGES
<> 2TB GB <> 676GB <> 676GB enhanced performance
RAM RAM RAM
PRODUCT & USE CASE VIDEOS SAP DB on SAP DB on SAP DB on Reduced TCO with OPEX based
HANA Grid HANA dedicated TDI model
appliances boxes
USE CASES
Shifted IT infrastructure
CASE STUDIES responsibility
AWARDS Single vendor for managing website

infrastructure as well as production
IZOTM CLOUD COMMAND
SAP App on workloads
IZOTM Private
IDC BV PAPER Cloud

CONVERSATION STARTERS GoAir MRC: USD $16,700
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 34 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Storage modernisation and disaster recovery

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

Customer triggers
FY21 KEY MESSAGES Move away from traditional

Replication storage devices to cloud based
PRODUCT & USE CASE VIDEOS storage (Data Backup, Archival
etc)
USE CASES
Create a seamless disaster
CASE STUDIES recovery (two copy or multi copy
Primary Datacentre DR replication)
AWARDS
Datacentre
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 35 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS Storage modernisation and disaster recovery

BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

Replication Tata Communications’
CLOUD & MHS VALUE PROPOSITION solution
FY21 KEY MESSAGES
Replication Storage modernization – Migration
PRODUCT & USE CASE VIDEOS from tape/hard drive based back-up
to Cloud based back-up
USE CASES
Creating DR solution (On-prem to IPC
CASE STUDIES / Public Cloud to IPC etc)
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER Hybrid Cloud DR Intra Cloud DR

TCS CCTV (storage modernisation)
Jeena & Co. (DR)
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 36 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Case studies

MARKET TRENDS IZO™ Cloud Platform & Services in action
Map your customers’ needs to these live examples of IZO™ Cloud in action across services that we have achieved in 2019.
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET

Services Real Estate Services - Others IT/ITES/BPO IT/ITES/BPO
FY21 KEY MESSAGES
PRODUCT & USE CASE VIDEOS IZOTM Private IZOTM Private IZOTM Private IZOTM Private IZOTM Private
Cloud and IZOTM Cloud and IZOTM Cloud and IZOTM Cloud and IZOTM Cloud and IZOTM
USE CASES Cloud Storage Cloud Storage Cloud Storage Cloud Storage Cloud Storage
CASE STUDIES
AWARDS
India India MECCA India India
IZOTM CLOUD COMMAND
IDC BV PAPER
View Case Study View Case Study View Case Study View Case Study View Case Study
CMM SURVEY
Click here for all the available IZO™ Cloud Platform & Services customer references and case studies
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 37 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
Awards
MARKET TRENDS
An awards track record that speaks volumes
BUSINESS CHALLENGES
Tata Communications’ cloud customers can feel confident thanks to an impressive awards track record in India and worldwide including:
CUSTOMER TRIGGERS
CHOICE IN MARKET
CLOUD & MHS SOLUTION Frost & Sullivan 2018 Best Practice Award
India Third Party managed Hybrid Cloud Provider of the Year
FY21 KEY MESSAGES
PRODUCT & USE CASE VIDEOS Frost & Sullivan 2019 Product Line Strategy Leadership Award
Global Hybrid Cloud Services
USE CASES
CASE STUDIES
AWARDS Frost & Sullivan 2019 Best Practices Award

Multi Cloud Provider of the Year
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
2019 RedHat Innovation Award
One of top five honourable mentions
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 38 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
IZO Cloud Command
TM
MARKET TRENDS The IZOTM Cloud Command platform which is our enterprise grade single-pane-of-glass orchestration tool,
integrates different IT environment into a single dashboard and offers continuous autonomous governance for
BUSINESS CHALLENGES
all cloud resources. This platform is easy to use and feature rich. It integrates heterogeneous IT environments
CUSTOMER TRIGGERS like On-premise infrastructure, IZOTM Private Cloud, third-party public clouds (AWS/Azure/GCP), Security
elements, Disaster Recovery, Cloud Storage, and others.
CHOICE IN MARKET

The IZOTM Cloud Command Platform works on 4 pilers:
FY21 KEY MESSAGES Cloud Operations: For monitoring, logging,

tracing workloads and to take automated actions
USE CASES Compliance: For implement all policy engines to

drive adherences to corporate guidelines and
CASE STUDIES assign relevant guardrails to reduce risks
AWARDS
Cost Analysis: For monitoring, creating and
IZO CLOUD COMMAND
TM implementing cost reductions policies by
rightsizing and decommissioning unused or
IDC BV PAPER
orphan resources. IZOTM Cloud Command
CMM SURVEY Single pane of glass
Consumption: For simplifying cloud resource Manage. Govern. Optimise.
CONVERSATION STARTERS consumption by provisioning resources through
pre-built catalogues, scripts.
ELEVATOR PITCH Watch video
CONTENT DIRECTORY
PREVIOUS 39 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Answering the question

MARKET TRENDS
“Why IZO™ Cloud Platform & Services” with IDC’s BV paper
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET Giving a compelling reason for our IZO™ Cloud prospects to make a decision in our
favour now gets easier! The benefits of IZO™ Cloud Platform & Services have been
CLOUD & MHS SOLUTION quantified by the leading analyst firm IDC.
CLOUD & MHS VALUE PROPOSITION The IDC Business Value paper is an in-depth analysis that sources information
through direct interviews with nine of our customers across verticals using various
FY21 KEY MESSAGES cloud services. They assessed each account verifying benefits across four
parameters:
USE CASES Business Productivity Resource Effectiveness
CASE STUDIES
AWARDS Performance and Resilience IT Agility
IZOTM CLOUD COMMAND
IDC BV PAPER Statements from the CXOs of the surveyed organisations indicate that they selected
Tata Communications as it provides a superior combination of ease of doing
CMM SURVEY business, IT agility, on-demand support, and reduce the time needed for
management of mundane tasks. Based on its experience, IDC concludes that the IT
CONVERSATION STARTERS and business benefits can be categorised and quantified as shown in the following
diagram:
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 40 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Pillars for measuring enterprise value

MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS IT costs Business impact

• Reduced IT infrastructure costs Budget restructuring
CHOICE IN MARKET
US$129,000 • Capex deferred US$140,000
CLOUD & MHS SOLUTION • % saving on IT infrastructure • Opex costs reduced by 31.7%
cost by 17%
CLOUD & MHS VALUE PROPOSITION IT agility
• Faster time to deploy new compute
FY21 KEY MESSAGES
resources at 89.5%
• Staff time to deploy new compute
resources improved by 94.8%
USE CASES
CASE STUDIES
Performance and resilience Resource effectiveness
AWARDS
• Unplanned downtime • Improvement in IT staff’s
IZO CLOUD COMMAND
TM
incidents reduced by 94.8% efficiency by 72.8%
• Reduced latency by 21,7%
IDC BV PAPER
CMM SURVEY
Business productivity
• Average total additional revenue
ELEVATOR PITCH
per year at US$2,650,900
CONTENT DIRECTORY
PREVIOUS 41 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Simplifying the BV

MARKET TRENDS
BUSINESS CHALLENGES
paper with
CUSTOMER TRIGGERS supporting assets Improving Resource
CHOICE IN MARKET Effectiveness
FY21 KEY MESSAGES
Minimising Downtime Risk Improving Resource

USE CASES
Effectiveness
CASE STUDIES
AWARDS
Minimising Downtime Improving Productivity
IZOTM CLOUD COMMAND Risk & Agility
IDC BV PAPER
CMM SURVEY Improving Productivity & Customer Testimonials

Agility
ELEVATOR PITCH
View Customer Deck
CONTENT DIRECTORY
PREVIOUS 42 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
Are the organisations really "Cloud-Ready"?
A majority of organisations is still struggling to answer this question. A closer look at the IT infrastructure, cloud strategy and application lifecycle,
MARKET TRENDS
among other factors, will indicate where the enterprise lies on the cloud maturity spectrum. The CMM 2.0 survey explores how cloud-ready the
BUSINESS CHALLENGES
particular enterprise is.
CUSTOMER TRIGGERS
CHOICE IN MARKET What’s new in CMM 2.0?

An instant report to the client —benchmarking against
the three maturity buckets (same as initial CMM plan)
FY21 KEY MESSAGES A custom report for the client, which will be shared by
the PSS team. This goes deeper to say because you
answered ‘X’ we recommend you do ‘Y’ - where Y is an
SME session, read a IDC paper, workshop, workload
USE CASES
assessment etc.
CASE STUDIES
A customer report to PSS within 48 hours. This advises
AWARDS the PSS that because the client answered ‘X’ we should
now talk about ‘Y’ where Y is specific solutions or
IZOTM CLOUD COMMAND offers an SME session, workshop, workload assessment
etc.
IDC BV PAPER
CMM SURVEY This will then get followed by nurture program after
seven days.
ELEVATOR PITCH We also have a reminder plan for clients who do not
open the report, along with an alert to the PSS.
CONTENT DIRECTORY
PREVIOUS 43 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT Cloud Maturity Model survey

MARKET TRENDS
Key insights from CMM 1.0 (on the basis of 181 responses):
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET
FY21 KEY MESSAGES 65% 68% 57% 68%

USE CASES
CASE STUDIES
of IT leaders are building of IT leaders use a mix of both of IT leaders agree some of IT leaders use a mix of
AWARDS cloud-native workloads to host private and public clouds. workloads or data could move both private and public
them on public cloud, while Nearly half require both in- to the cloud. Close to half are clouds, and nearly two-thirds
IZOTM CLOUD COMMAND more than half of them want house IT teams and managed planning to use containers have IT governance process
to integrate public and on- services partners. wherever feasible. in place.
IDC BV PAPER premise workloads.
CMM SURVEY
View CMM Live Link
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 44 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
Conversation starters and qualifiers
The following prompts allow you to create profitable conversations with customers from both a technology and a business perspective
MARKET TRENDS
BUSINESS CHALLENGES
CTO & Senior IT Director CFO/Procurement Business perspective CISO/Security Head CFO/Procurement
CUSTOMER TRIGGERS
CHOICE IN MARKET 1. How do you show IT as a revenue generator rather than a mere cost centre?
CTO & Senior IT 2. Does IT uptime directly impact your user experience?
Director 3. Are you able to support faster go-to-market by scaling IT on demand?
CLOUD & MHS VALUE PROPOSITION 4. Is multiple vendor management causing bottlenecks in IT automation?
5. Are you facing any challenges to meet the compliance requirements of your industry’s
FY21 KEY MESSAGES regulatory bodies?
6. Are some past investments and old infrastructure holding you back in moving to cloud
or managed services?
USE CASES 7. What is the current status of your infrastructure – are you on the cloud or on-premise?
8. Are you planning to move to the cloud? If yes, what capabilities do you want to add?
CASE STUDIES 9. If you are on the cloud, how are your applications performing? How has it been
architected?
AWARDS
10. Are you planning to outsource management for some services? If yes, what services?
What is your business goal?
IZOTM CLOUD COMMAND
11. Are you using public cloud for all your compute resources, or are you using hybrid cloud
IDC BV PAPER with corporate data still at your data centre?
12. Are you looking for a single Cloud Service Provider or multiple to manage your services?
CMM SURVEY Why?
13. Are you satisfied with the existing services from your current Cloud Service Provider?
14. How long does it take for you to implement a new site or relocate an existing site?
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 45 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET 1. What are the key business challenges that you are facing?
CFO/Procurement
CLOUD & MHS SOLUTION 2. How are you improving your IT infrastructure to better fit business?
CLOUD & MHS VALUE PROPOSITION 3. How do you improve your availability and performance of your infrastructure?
FY21 KEY MESSAGES 4. Have you started up-skilling your IT resources on the latest technologies?
PRODUCT & USE CASE VIDEOS 5. Have you got a software-defined IT strategy to enable automation across your IT?
USE CASES 6. How do you plan to lower your current IT costs?
CASE STUDIES 7. How does your IT scale along with business?
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 46 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET 1. What are your goals as you move along the digital transformation journey?
Business
CLOUD & MHS SOLUTION 2. What capabilities and functionalities do you see as missing in your current business
perspective scenario?
3. How are you enabling your workforce to be mobile and work remotely?
FY21 KEY MESSAGES
4. How are you addressing your employees’ desire for better tools and security, such as
PRODUCT & USE CASE VIDEOS mobile, bring your own device (BYOD), video, cloud, etc.?
USE CASES 5. How consolidated is your global business? Is there a geographic and functional diversity
across the estate?
CASE STUDIES
6. Are your customers happy that your service quickly and effectively adapts to their
demands?
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 47 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET 1. Is enabling agile IT while maintaining tight control of policies a challenge?
CISO/Security
CLOUD & MHS SOLUTION 2. Have you defined a clear strategy to improve your security posture?
Head
CLOUD & MHS VALUE PROPOSITION 3. How can you be better prepared to meet your governance, risk, and compliance
requirements?
FY21 KEY MESSAGES
4. Does the increasing use of mobility, social, and cloud in your workspace make your IT
PRODUCT & USE CASE VIDEOS more vulnerable to persistent attacks?
USE CASES 5. Do you have an integrated view of your IT risks and are you able to respond or recover
in a centralised or an automated manner?
CASE STUDIES
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 48 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES
CUSTOMER TRIGGERS
CHOICE IN MARKET 1. Do you buy IT on pay as you go and reduce upfront costs?
CFO/Procurement
CLOUD & MHS SOLUTION 2. Can the costs of the acquisition of skills or infrastructure be a hindrance to achieving
faster go-to-market?
3. Have you been able to contribute to business profitability significantly?
FY21 KEY MESSAGES
4. Is multiple vendor management delaying your buying decisions?
5. Is vendor selection a time-driven process while you are evaluating technology that is
USE CASES apt for your business?
CASE STUDIES
AWARDS
IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 49 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
Elevator pitch
MARKET TRENDS
BUSINESS CHALLENGES
90
CUSTOMER TRIGGERS
CHOICE IN MARKET
Hear Now View Now

seconds
FY21 KEY MESSAGES
60
USE CASES
Hear Now View Now
CASE STUDIES
AWARDS
seconds
IZOTM CLOUD COMMAND
30
IDC BV PAPER
CMM SURVEY
Hear Now View Now
ELEVATOR PITCH
seconds
CONTENT DIRECTORY
PREVIOUS 50 NEXT
AND SERVICES
SALES PLAYBOOK
90 SECOND ELEVATOR PITCH 60 SECOND ELEVATOR PITCH 30 SECOND ELEVATOR PITCH

INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES Are you looking to build a resilient, cloud-enabled enterprise by maximising the value of
your cloud investment to better address business opportunities? Are you ready to hop on
CUSTOMER TRIGGERS the next wave of growth and experience the agility, scalability, control and flexibility the
cloud offers? Are you facing issues managing different workloads on different infrastructure?
CHOICE IN MARKET
Tata Communications’ IZO™ Cloud Platform & services offer a best-in-class, one-stop-shop
cloud solution that meets your business needs. At the same time it provides a unified cloud
CLOUD & MHS SOLUTION experience, securely orchestrating your customers’ journey to any form of cloud. The
platform helps you deliver the smooth experience customers expect at every digital
CLOUD & MHS VALUE PROPOSITION touchpoint. It also reduces unplanned downtime by up to 95% and boosts productivity by
automating routine IT tasks including software patch scheduling. Plus, it deploys compute
FY21 KEY MESSAGES and storage resources faster in an agile manner to seize new opportunities, enables help
enterprises to create a seamless disaster recovery solution – and much more.
Let IZO™ Private Cloud manage all your business-critical workloads with full control and
security. Wave goodbye to vendor lock-in and instead experience hybrid and multi-cloud
USE CASES
seamlessly with IZO™ Managed Cloud for AWS/Azure/GCP. Archive long-term files and enjoy
on-demand retrieval with our simple, secure and reliable IZO™ Cloud Storage. Sharpen
CASE STUDIES
customer engagement informed by IZO™ Cloud Analytics, modernise non-cloud native
applications with IZO™ Cloud Containers and achieve higher levels of monitoring and control
AWARDS with our unified interface IZO™ Cloud Command.
IZOTM CLOUD COMMAND

Hear Now
IDC BV PAPER
CMM SURVEY
IZO™ Private Cloud elevator pitch Watch Now

ELEVATOR PITCH
IZO™ Cloud Storage elevator pitch Watch Now
CONTENT DIRECTORY
PREVIOUS 51 NEXT
AND SERVICES
SALES PLAYBOOK

INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES Tata Communications’ IZO™ Cloud Platform & services offer a best-in-class, one-stop-shop cloud
solution to better address business opportunities and hop on the next wave of growth. At
CUSTOMER TRIGGERS the same time it provides a unified cloud experience, securely orchestrating your
customers’ journey to any form of cloud.
CHOICE IN MARKET
Maximising the value of your cloud investment, this flexible, scalable platform helps you deliver
the smooth experience customers expect at every touchpoint. It also reduces unplanned
downtime by up to 95% and boosts productivity by automating routine IT tasks. Plus, it deploys
compute and storage resources faster in an agile manner to seize new opportunities, enables
enterprises to create a seamless disaster recovery solution – and much more.
FY21 KEY MESSAGES

Hear Now
USE CASES
CASE STUDIES
AWARDS
IZOTM CLOUD COMMAND

IZO™ Private Cloud elevator pitch Watch Now
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 52 NEXT
AND SERVICES
SALES PLAYBOOK

INDUSTRY CONTEXT
MARKET TRENDS
BUSINESS CHALLENGES Tata Communications’ IZO™ Cloud Platform & Services offer a best-in-class, one-stop-shop
cloud solution to better address new growth opportunities and unify your customers’
CUSTOMER TRIGGERS journey to any form of cloud, securely. This scalable, flexible platform helps you deliver
the smooth experience customers expect at every touchpoint, reduce unplanned downtime
CHOICE IN MARKET and boost productivity by automating routine IT tasks. Plus, it offers the agility to deploy
compute and storage resources at speed and enable seamless disaster recovery.

Hear Now
FY21 KEY MESSAGES
USE CASES
CASE STUDIES IZO™ Private Cloud elevator pitch Watch Now
AWARDS

IZOTM CLOUD COMMAND
IDC BV PAPER
CMM SURVEY
ELEVATOR PITCH
CONTENT DIRECTORY
PREVIOUS 53 NEXT
AND SERVICES
SALES PLAYBOOK
INDUSTRY CONTEXT
MARKET TRENDS
Cloud FY21 Asset
BUSINESS CHALLENGES Content Directory
CUSTOMER TRIGGERS
FY21 IZOTM Cloud Platform & Services content directory is Live –
use it as your one-stop-solution to locate any cloud related assets
CHOICE IN MARKET
The directory houses all relevant assets and artefacts for the
CLOUD & MHS SOLUTION portfolio, especially on the focused use cases -

DC consolidation
FY21 KEY MESSAGES IZO
TM Cloud Platform & Services Hybrid multi-cloud management
PRODUCT & USE CASE VIDEOS Content Directory & New Content Alert
Cloud migration
USE CASES
SAP on any cloud
CASE STUDIES
Infrastructure for application modernisation

AWARDS
Disaster Recovery & IZOTM Cloud Storage

IZOTM CLOUD COMMAND
IDC BV PAPER This will be a living document that product marketing will own
and updated on a regular basis. All assets created can be used for
CMM SURVEY 1:1 prospecting or any sales led campaigns.
ELEVATOR PITCH Access Here
CONTENT DIRECTORY
PREVIOUS 54 NEXT
Thank you!
tatacommunications.com
www.tatacommunications.com @tata_comm
http://tatacommunications-newworld.com www.youtube.com/tatacomms
©2020 Tata Communications. All rights reserved. TATA COMMUNICATIONS and
TATA are trademarks of Tata Sons Private Limited.

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IZO Cloud Platform &amp; Services Sales Playbook

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FY 2021: SALES PLAYBOOK

IZO™ Cloud Platform & Services

INDUSTRY CONTEXT Industry trends for cloud adoption

• Setup business clouds Managing multiple company owned

New business solutions

INDUSTRY CONTEXT Market drivers Consolidations

CLOUD & MHS SOLUTION

FY21 KEY MESSAGES

PRODUCT & USE CASE VIDEOS

INDUSTRY CONTEXT Business

INDUSTRY CONTEXT Customer triggers and preferences

CLOUD & MHS SOLUTION

FY21 KEY MESSAGES

CONVERSATION STARTERS Consultative managed Flexibility in

INDUSTRY CONTEXT Customer triggers and preferences

CLOUD & MHS SOLUTION

IZOTM CLOUD COMMAND

CONVERSATION STARTERS Consultative Managed Flexibility in

INDUSTRY CONTEXT Customer triggers and preferences

CLOUD & MHS SOLUTION

FY21 KEY MESSAGES

CONVERSATION STARTERS Consultative Managed Flexibility in

INDUSTRY CONTEXT Customer triggers and preferences

CLOUD & MHS SOLUTION

FY21 KEY MESSAGES

IZOTM CLOUD COMMAND

CONVERSATION STARTERS Consultative Managed Flexibility in

INDUSTRY CONTEXT Choice in market

IZOTM CLOUD COMMAND

Guidance on the cloud journey (public and private)

Simple management interface and support for zero-touch provisioning

Support for multiple types of network connections (MPLS, cable,

PRODUCT & USE CASE VIDEOS Integrated Managed Security offerings.

CASE STUDIES Managed Service for cloud resources.

IZOTM CLOUD COMMAND

Learn more on how we fair against the competition View Battlecard

INDUSTRY CONTEXT Tata Communications’ IZO™ Cloud Platform &

CLOUD & MHS SOLUTION

PRODUCT & USE CASE VIDEOS

INDUSTRY CONTEXT How our solutions meet business aspirations

IDC BV PAPER Improving performance and SLAs to business

INDUSTRY CONTEXT Enabling the cloud adoption journey every

CLOUD & MHS SOLUTION

FY21 KEY MESSAGES

PRODUCT & USE CASE VIDEOS

INDUSTRY CONTEXT IZO™ Cloud Platform & Services value proposition

INDUSTRY CONTEXT Why Tata One stop shop for purpose-built

Ease of business, along with

CHOICE IN MARKET Driving Growth

IZOTM CLOUD COMMAND Managing business risk

CONVERSATION STARTERS Build agility

INDUSTRY CONTEXT Driving Growth

INDUSTRY CONTEXT Improving customer experience and product

FY21 KEY MESSAGES

AWARDS Tata Communications’ solution

INDUSTRY CONTEXT Enhance productivity and efficiency

INDUSTRY CONTEXT Managing business risk

CLOUD & MHS SOLUTION

Tata Communications’ solution

INDUSTRY CONTEXT Build agility

INDUSTRY CONTEXT Product and use case videos

CLOUD & MHS SOLUTION

PRODUCT & USE CASE VIDEOS

IZOTM CLOUD COMMAND

IZO Cloud Platform & Services Sales Playbook

IZO Cloud Platform & Services Sales Playbook