BRC Consultancy Report Reveals European Global Network Providers Increasingly Targetting US Multinationals

The latest ‘Win Loss’ report from BRC Consultancy Ltd, London, reveals that European based global network providers are increasingly active in the US – bidding frequently for multinational contracts with US-based companies. The report shows that while AT&T still dominates, winning around 40% of contested contracts, other US suppliers are losing share as the major European providers have, between them, won another 40%.

AT&T’s dominance is further demonstrated by its high contact win rate – winning almost 60% of its bids where it competes for a new contract. This is in sharp contrast to some US based suppliers whose win rates have been declining in their home market.

David McCron, Director of BRC Consultancy, said “The US is home to more multinationals than any other country so it makes sense for any global network provider to compete there. With the current poor performance of some US based providers, there is a window of opportunity for other suppliers to make increasing gains in the US. The high frequency of bidding from European providers suggests they are working hard to crack the US market.”

BRC’s latest USA Win-Loss Report describes the competitive bidding performance of international managed network service operators selling in the USA. It uses independent feedback from US-based multi-national corporations who recently evaluated competing services and chose a supplier.

The services considered typically span multiple continents and come from the top suppliers, including AT&T, BT, Cable & Wireless, Deutsche Telecom, EDS, Global Crossing, IBM, Orange, Sprint and Verizon.

Notes to Editors:

BRC Consultancy Ltd, established in 1991, is Britain’s leading independent consultancy specialising in multinational data communications. BRC’s experience spans both fixed and mobile communications internationally.

Using unique methodologies. BRC continuously researches how international corporate data network markets work at both the sales and customer level. They monitor the services and prices suppliers offer in each country, and also which suppliers are being chosen, rejected, and why. By tracking average negotiated prices and other market developments, BRC can supply a range of regularly-updated market reports and consultancy services for network suppliers and network buyers.

BRC’s clients include global network users and suppliers from different continents.