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NTT targets “no.1 MSP” market status

NTT targets “no.1 MSP” market status

Tech giant enhances services offering across the region

John Lombard (NTT)

John Lombard (NTT)

Credit: NTT

NTT has unveiled aspirations to become the leading managed service provider (MSP) in Asia Pacific following a string of executive appointments in the region.

Channel Asia can exclusively reveal that the technology giant - fresh from announcing 29 executive appointments - is targeting services growth across core technology segments such as cloud, security and networking.

“Managed services is super important to our business,” said John Lombard, CEO of Asia Pacific at NTT. “We’ve got aspirations to be number one in this space and we see significant growth opportunities in this part of our business.

“We have the opportunity and are already responsible for running IT environments for our clients, whether that be through assessments, monitoring or operations. This is where we want to be and given we are already there now, we want to grow this offering further in the future, which is a message we are delivering both internally and externally.”

The growth target follows the unveiling of new leaders tasked with spearheading market expansion in Asia Pacific for NTT, as exclusively revealed by Channel Asia.

Three months since launching at a global level, the business has announced 29 executive appointments in Asia Pacific, spanning two regional chiefs, 14 in-country directors, 11 business unit heads and two subsidiary leaders.

In Asia Pacific, six brands make up the combined entity, spanning Dimension Data, DTSI, Emerio, NTT Communications, NTT Security and Training Partners.

According to Lombard, the coming together of complementary capabilities lends itself to a more advanced managed services portfolio, delivered by the new-look NTT.

“Looking back three months ago, my services portfolio was centred around Dimension Data offerings but now we can bring together multiple different solutions to market,” said Lombard, who also announced that the regional services division will be spearheaded by Sarab Singh. “We are uniquely positioned to bring a new level of value to our clients by bringing our different brands together into one services offering.

“Our managed services capabilities are developed globally to provide consistency, then we create a strong regional interlock for our clients in Asia Pacific. We have a team based in Singapore in charge of this task and they roll this out into specific countries as needed.

“Our go-to-market strategy will always be at an in-country level. I’m a strong believer that business is conducted in countries, not in regional or global offices. Business is conducted in Indonesia, or Thailand or Vietnam, not regionally. We have also invested in skills and capabilities to ensure this continues at an in-country level.”

Strategic services

Specific to security, NTT was recently included within the top 200 list of managed security services providers (MSSPs) by MSSP Alert, recognising partners which specialise in “comprehensive, outsourced cyber security services”.

“We are extremely proud of our accomplishment in moving up the ranks of top MSSPs to achieve third position, from 10th last year,” said Matthew Gyde, CEO Security at NTT.

“With the addition of application security provider, WhiteHat Security, earlier this year and the recent consolidation of 28 NTT operating companies under a unified brand, we are delivering on our goal to provide comprehensive, game-changing cybersecurity solutions that address the broader needs of digital transformation.”

More broadly speaking, and closer to home in Asia Pacific, Lombard said NTT is well-positioned to help customers address ongoing skills shortages, in addition to rising risk levels.

“There’s different levels of maturity in the market across Asia Pacific,” he acknowledged. “For example, New Zealand is one of the strongest markets globally for managed services so we do see variation in that respect.

“But we’re generally seeing an increase of adoption across the board and in most cases it’s driven by increasing challenges around skills. Cyber security skills are in hot demand and most corporate clients struggle to source those skills in the first place, before they even think about certifications and training.

“Having a partner such as NTT provide that managed services capability allows clients to de-risk somewhat because they can maintain a high level of IT expertise.”

In a direct message to vendors, Lombard said a combined NTT represents “more opportunity” to access an enhanced technology portfolio and expanded customer base.

“We typically look at our vendor relationships globally and then assess our go-to-market strategies in each region,” he added. “There’s not much vendor cross-over between the brands and the message I have to our key vendors such as Cisco, Dell, Microsoft and NetApp, is that we now have a larger portfolio of solutions and a larger client footprint.

“There’s also an obvious opportunity to look at clients that may have only engaged with NTT Communications or Dimension Data in the past, which we are calling a whitespace analysis process.

"There’s not a lot of these customers but we have identified them across the region so we can outline our full set of capabilities - this will be one of our first key tasks in the region."


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