Ian Hocking Email & Phone Number

Leveraging Optus' past success with Wi-Fi in strategic Retail, managing Optus Business' Wi-Fi strategy including partners, products & channel development. Re-started & launched stalled Managed Cloud Wi-Fi product.Key achievements included:- Launched Managed Cloud Networking product (Cisco Meraki).- Developed SLT signed-off Wi-Fi strategy and sourced capital for product development program.- Multiple customer meetings across segments to position Wi-Fi solutions. Restored confidence in WiFi Practice with account teams.- Negotiated agreements with SaaS based analytics and marketing companies to enable Optus Wi-Fi customers to better understand and engage with their venue visitors.

In response to market demand, I built a team to focus on expanding the managed network services business into the faster growth areas of application performance monitoring & data centre networking. Leveraged Telstra’s professional services, cloud platform assets and my past success to launch new solutions. Key achievements included:• Developed & launched Data Centre Networking solution to enable customers to realise the performance, automation & scalability benefits of software defined networking (SDN). 1st “project delivered” product in Telstra.• Presenter at Vantage, Telstra’s premier customer event and at Cisco’s “It’s All About the Network”. • Integrated Branch Consolidation product (Riverbed SteelFusion) with Telstra’s new cloud storage platform.• Launched application performance monitoring service for tier 1 enterprise customers. 3 deployments underway.

I led a team of product specialists that lifecycle managed and developed new managed network services products. This included tracking the financial, service & market performance of the portfolio. Required me to manage an annual multi million dollar product development budget. Drove growth by focusing on:• Improving service performance by engaging cross business-unit stakeholders;• Greater channel awareness through sales training, marketing campaigns & collateral;• Building & presenting business cases to invest in broadening the range of supported technologies such as WiFi & WAN Optimisation. Also included defining requirements, developing pricing papers, product collateral and tracking project funding to ensure optimal value is achieved from development capital; and• Evangelised capabilities at industry events, analyst briefings, media interviews, customer and channel partner presentations & roundtables.Key achievements included:• Improved Net Promoter Score (NPS) by 123% from FY14 to FY17• Grew annual managed network services revenue from under $80m in FY08 to over $550m in FY17;• Grew devices under management from under 10,000 to over 100,000;• Leveraged NextG network to launch market differentiating wireless backup service with an attach rate over 15%;• 1st in-market Cloud WiFi service with 5 day activation SLA;• Launched 1st cloud based managed network service based on Riverbed & Cisco WAN Optimisation technology; and• Negotiated new vendor contracts with Meraki, Juniper & Riverbed.

Recruited & managed a team of solutions managers to develop & launch a new portfolio of repeatable solutions. These solutions integrated Telstra products, vendor technologies & KAZ service capabilities & complied with the strategy of transforming KAZ into a “network-centric” organisation.

Accountable for life-cycle managing & developing new Storage & Backup products & solutions. This included positioning solutions in the marketplace, defining the value proposition & delivering product education at industry forums, to sales teams and customers.

In this customer facing role, I had two key accountabilities.1. Leading a team of architects & designers who provided ICT design services to Qantas. I ensured designs complied from a commercial & technical architecture perspective & chaired regular forums with Qantas.2. Leading the desktop design team on the successful re-bid for the Qantas ICT outsourcing business.

Accountable for supporting Telstra sales teams by designing solutions for large ICT outsourcing opportunities and product based solutions that included IP Networks, managed network services, hosting and security. The role involved liaising with customers to collect requirements, documenting the solution & presenting the business benefits to the customer so the opportunity could be successfully closed.

Accountable for leading the network bid team in preparing the solution for new business and designing post-sales solutions for existing customers. When not working on bids, I would deliver business technology services such as formulating network strategies and consulting with customer application development teams to design ICT infrastructure required to support new applications.

Bachelor Of Science - Bs, Computing

Post Grad, Telecoms Engineering