Proven t*** record / Reputation already strong
 Solid, already-established customer .
 of London, in the midst of target market
 Only hires the best of the best, so sales team is of highest quality.
 
 Range of services is excellent. One stop shop.
 C - universal access, and IT infrastructure burden taken away.
 C - provide and manage data networks, VPN etc
 I - inbound management
 M - tariff comparison
 V - IPS Voice
 
 Not just offering the techonology, but A SERVICE - full audit and comparisons etc, plus ongoing support.
 
 Excellent service removes burdens form client's business / IT Department and cuts costs.

T*** record / experience is in NFP and Professional Services sectors ONLY - unable to rely on that if entering new sector.
 
 Competitors (Avaya, Interroute, intercity) offering a more diverse range of services: Going green, video collaboration, social networking services, vehicle t***ing for fleets.

• Emerging / New technology is cheaper
• Economic slowdown
• Lower cost competitors - lose market share

 E.g. mobile companies may make their own approaches for mobile review etc