iLOQ has kept growing and expanding rapidly in the past years. Especially with the iLOQ S50 mobile access management solution opening doors into the utilities and critical infrastructure markets, it has become obvious that an all-new approach to serving these large, often multinational customers was needed. This realization gave birth to the iLOQ Global Key Account Model, which has been deployed in the first projects over the past year.
Global approach to utility sector
iLOQ’s approach in terms of growing its core business has been to systematically expand into new geographical markets one by one and establishing a local sales presence. It has proven successful in most cases and will continue to serve as a tool for growth and expansion. At the same time, we have recognized a different type of customer need arising from the growing utilities customer segment. Customers such as telecom tower operators often operate internationally, having a large network of locations and assets needing secure and reliable access management across multiple countries or even continents.
We built up our capabilities to serve projects that are regional or global, rather than local or country-specific.”
Joaquim Serrahima, Director,
Global Key Accounts, Telecom
Joaquim Serrahima, Director, Global Key Accounts, Telecom, points out that this is the direction we see business going towards in the future. “To be able to tap into these huge utility markets such as the telecom industry, we needed to make sure we built up our capabilities to serve projects that are regional or global, rather than local or country-specific.” In many cases the answer lies in a centralized framework agreement accompanied by strong local service through our partner network in individual locations or geographical markets. The global key account model also allows us to provide service and solutions to markets where iLOQ does not yet have an established presence.
Understanding the value we are selling
What will eventually make iLOQ successful when competing for these large multinational accounts will be our superior technological offering with clear benefits and strong arguments in our favor. Our iLOQ S50 solution directly addresses some of the core challenges that utility providers, such as telecom tower operators, face in their daily operations. Our solution is also sustainable, long lasting and extremely cost efficient over its operational lifecycle. In many cases, it has been easy to convert customers into true believers once we have had our systematic global approach and organizational structures in place. “In the telecom industry, we don’t just have customers, we have fans!” The keyless and battery-free S50 solution is a game-changer that helps all our customers achieve considerable savings.
In the telecom industry, we don’t have customers, we have fans!”
Joaquim Serrahima, Director,
Global Key Accounts, Telecom
One more important factor that the Global Key Account Model takes into consideration is the need to be able to show an in-depth understanding of the customer industry and its requirements, in particular, in terms of access management. Joaquim reminds us that we are meeting potential customers to talk about their business, not our products. “In most cases, we are not selling locks, we are selling cost savings.” His own background in the telecom sector has opened many doors and allowed him to easily identify potential and deliver the right arguments.
Taking over – one telecom tower at a time
Although Joaquim only started in this new position during the past year, there are currently already pilots in progress in Italy, Hungary, Poland, Brazil and Chile, and new leads coming in from as far away as Australia. The untapped potential for growth is great within the telecoms industry. The Global Key Accounts Team is actively contacting relevant players systematically. They give much thanks to iLOQ’s digital capabilities and operating models that have allowed for business to continue almost as usual through the pandemic period. These extraordinary times have proven that it is possible to build solid customer relationships online.
With the first global framework agreement signed and deliveries made, Joaquim is excited about the opportunities that still lie ahead. “The Cellnex case has shown us what the possibilities are like for us in the utility sector – internationally.” He is determined to push iLOQ as far as possible in terms of becoming a household name in the telecom industry. “Our ambition is – and I believe it’s completely realistic – to become the industry standard for locking in the telecom industry.”
Our ambition is to become the industry standard for locking in the telecom industry.”
Joaquim Serrahima, Director,
Global Key Accounts, Telecom