China Telecom's enterprise unit focuses on better value, lower costs

GUANGZHOU, China – China Telecom is revamping its enterprise-focused practice to better help those vertical-market customers conduct their business more efficiently, said Liang Zhiping, director of VIP Customer Department at China Telecom Group.
Zhiping, speaking at the Global CDMA Operation and Development Forum 2001, sponsored by China Telecom and Huawei Technologies Co. Ltd., said her team has seen major growth in the last three years across government services, the financial sector, logistics and healthcare. China Telecom has partnered with 20 major companies, streamlining the process for its customers to have easy access to machine-to-machine services and use location-based applications. Because its customer base is so large, (300,000 government officials, for example, and another 400,000 customers in administration) the client base is diverse. Some people want devices that they can write on, others prefer keyboards, and still others need push-to-talk as well as cellular service. “There are fashion clients, business clients and practical clients,” she said.
China Telecom’s VIP business has formed four key units to address customer needs: Its product development team works with customers before any applications are built or devices are chosen; its ICT team works with customers to integrate products and services into the clients’ existing IT infrastructure; its one-stop service team works with customers if there are problems after the services are deployed; and its platforms business works with clients to move their services to China Telecom’s cloud.
Popular applications and services include GPS dispatch programs, video surveillance, encrypted communications and PTT services integrated with cellular service, Zhiping said. Two other promising areas are working with Chinese media so they can upload stories and video from the field, and a custom travel application for travel directors that combines travel information, agendas during the tour and flight information.
China Telecom also has worked with multinational companies like LG Electronics Co. Ltd., Amway and consumer electronics manufacturer Hisense. These companies want international solutions and one billing solution, she noted. “We’re trying to provide value and reduce costs.”