Laurent Marini, VP, Business Services, ITC, explains how the company is using fibre to boost telecoms in KSA.
CommsMEA: How was the company founded and how extensive is the company’s network?
LM: Integrated Telecom Company (ITC) is a leading Riyadh-based telecom provider established in 2005, licensed as DSP (Data Service Provider), ISP and VSAT. ITC independent infrastructure includes two international submarine landing stations, on different seas, its London POP, regional interconnections with Jordan, Egypt, Bahrain, Qatar, UAE.
These gateways are in turn connected to all cities in the Kingdom through our 17,000-km Saudi National Fiber Network (SNFN) providing foundation to our native MPLS, SDH, DWDM platforms and data centres.
CommsMEA: Who are the company’s main customers? Does it work with operators and enterprise?
LM: ITC is born to respond operators and enterprise needs. Our wholesale unit serves national MNOs, ISP, fixed operator, set apart the incumbent, as well as regional and global carriers, the later calling on ITC local loop and transit services through Middle East.
ITC also sets strong presence in all industries with medium and large enterprise client portfolio, private and public organisations. In 2010, a systemic approach was applied developing each vertical ecosystem, tying respective partners together to strengthen each business community, hence growing sustainable market share.
Amongst its clients, ITC counts national banks, universities, giant holdings, ministries, content providers, global F&B companies, global automotive brands and flagship KSA projects.
CommsMEA: What is ITC’s main business model?
LM: From inception, ITC strategic positioning was to deliver Service Providers and Enterprises a true commitment bridging actual community requirements with new technology and a customer centric culture.
What makes us really different is our people and how we deliver services. At ITC we believe in taking customers business personally because we consider clients’ business is as precious as ours. For instance, we implemented in early 2010 a segmentation that mirrors customer industries, not only at commercial level but across every touch points of our customer ITC journey.
Understanding their challenges and goals are core to our strategy; feedback helps us align our organisation to market needs. Agility and efficient communications are pillars to our success indeed.
Challenging KSA establishment and bringing innovation are in ITC’s DNA: pioneer with the introduction of SLAs (2006), first resilient Submarine CLS’ (2007), unveiling first native MPLS platform (2008), yet Business Continuity Suite in the Kingdom (2010), Storage Synchronous replication Service (2011), Encryption over DWDM (2012).
CommsMEA: What are the company’s most popular products and services?
LM: Over three years, ITC enjoyed record growth for connectivity (domestic & international), four times the ICT industry standards in KSA. Largest capacity purchased over Falcon submarine systems in the region, delivering backhauling and IP transit to all licenced operators in Saudi Arabia. ITC Enterprise unit more than tripled its leased lines across all platforms over past two years.
While connectivity and internet services remain in volume the chunk of ITC revenue, new managed services are picking up: Co-location services, our Business Continuity Suite and ITC unmatched Storage Fibre Sync.
CommsMEA: What have been the main developments at ITC in the past 12 months? What are the main areas of potential in the coming 12 months?
LM: ITC opened its London point of presence, expanding its NNIs. By operating its own local loop (fibre & wireless), ITC offers carriers options while sourcing access for their connectivity in KSA (Global MPLS or IPLC).
Other developments were to bring inland contents to improve customer experiences and reducing cost. Gaming, content delivery, search companies have joined ITC to host servers with vows to further penetrate KSA markets. ITC welcomes more partners on its networks.
CommsMEA: What are the main areas of potential growth going forward?
LM: On the enterprise side, ITC unveiled its DWDM encryption service, the only prevention from data intrusion over fibre, confirming ITC’s leadership in data center connectivity and storage replication.
This year, ITC is celebrating its 7th anniversary with pride. Testimonials and 2010/2011 client acquisition rates, over 100%, are KPIs proving, our strategy is conclusive. Looking forward, ICT offers broad array of opportunities in KSA, in ME and farther. Most important is to remain with relevancy and to tap those in which ITC adds value and differentiators.
Our legacy is connectivity, although what made ITC successful, is its culture. ITC benefits from long lasting customer relationships, whether on Wholesale or Business sectors. The trust gained over years gives us solid foundations to further support our client operations with managed services, service integration and outsourcing of operations.