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Telekom Romania

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Case study Cisco Umbrella © 2020 Cisco and/or its affiliates. All rights reserved. "Our ambition was to educate the market and make it easier for Romanian companies to access technology that could protect them." Ovidiu Ghiman Chief Commercial Officer, Business Segment, Telekom Romania The challenge Moving beyond commodity services Telekom Romania is part of the Deutsche Telekom Group and a Cisco Gold Partner. First established in 1923, it is now Romania's largest telco and ICT provider, servicing both consumers and businesses. Its headquarters are in Bucharest and it has more than 5,000 employees. Its strategy is to move beyond offering commodity voice and TV subscriptions and also deliver higher value, higher margin business services such as managed infrastructure, systems integration, and online IT security. Romania has one of the highest rates of malicious web traffic at 5–8 percent, compared to a typical range of 1.5–3 percent. However, customers are often unaware of the extent of cyberthreat activity and the potential damage from incidents. In fact, 9 out of 10 small businesses in Romania erroneously believe that they will never suffer from attacks. At the same time, cybersecurity threats are becoming increasingly complex, creating huge risks for businesses. The rise of remote work patterns meant Romania Telekom needed to find a cost-effective approach to safeguarding customers' businesses, wherever their employees were working. The risk of situation is increased by the fact that Telekom Romania's customers are generally known to be reluctant to pay extra for additional functionality that would protect their businesses. Romania is a highly price-sensitive market with one of the lowest average revenue per user (ARPU) rates in Europe. In addition, smaller companies in particular do not have in-house teams to track ongoing security trends. "Most of our customers don't have the time or capacity to keep up with developments in security technology or the evolution of threats," explains Ovidiu Ghiman, chief commercial officer for the business segment at Telekom Romania. Objective: Telekom Romania's strategy is to build on traditional telecommunications services to offer more information and communications technology (ICT) services to businesses, especially small and medium enterprises. In a marketplace with thin margins and low average revenue per user (ARPU) rates, Telekom Romania needed to identify services that it could implement with minimal impact on clients' costs and resources. Solution: Cisco Umbrella Easy Protect Impact: • Blocks millions of requests to malicious destinations every day • Gains a significant competitive advantage • Provides a new source of revenue • Increases average revenue per user rate

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