© 2017 TM Forum | 1

Enabling Faster Service

Time-to-Value with Cloud BSS

Nils Lehner

TDC

Wim Haverhals

APTTUS

© 2017 TM Forum | 2

Introductions

Wim Haverhals

Senior Director, Industry

Solution Architecture,

Worldwide

APTTUS

Senior Product Manager,

TDC Business

Nils Lehner“30+ Years in Telecom Industry

– Visionary & willing to do

what it takes”“Super-hero quote:

Passionate about the

industry & try to be

like Nils…”

© 2017 TM Forum | 3

TDC Denmark

TRENDS

Telecommunications

Industry

© 2017 TM Forum | 5

Virtualization, Cloud, Customer Experience

A Transforming Industry

• 94% of global telecoms have NFV transformation projects

• 30% of entire IT budgets will be dedicated to NFV by 201894%

73%

86%

• 73% of CIOs say that all IT will be on the cloud in the near future

• 71% of operators globally are already ready to deploy cloud BSS

• 86% customers said they will pay more for better experiences

• 62% companies see customer experience as key differentiator

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

Source: SalesForce

Communications 2016

7

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

Mobile

• Let there be an App for it!

• 7.5B devices in the world

• Mobile Internet economic effect:

$10.8 Trillion ANUALLY

Mobile & Apps

Source: SalesForce

Communications 2016

8

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

• Virtual Networks

• Ubiquitous

• Economic effect: $6.2 Trillion

Annually

Cloud Computing

Cloud

Source: SalesForce

Communications 2016

9

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

106

0

• Predictive intelligence

• Self-protecting apps

• Things in IoE need protection

• Spend on security rising to $1.6

Trillion by 2025

Cyber SecuritySecurity

Source: SalesForce

Communications 2016

10

Security

Information

MachineLearning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

• 2.5 Quintillion (1018) Bytes of

data produced every day

• Information to understand the

past and predict the future

Information of Everything

Information

Source: SalesForce

Communications 2016

11

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

IoT

• 50B devices now rising to 1

Trillion by 2025

• Economic effect by 2025: $T3.8

to $T11.3

Internet of Things

Source: SalesForce

Communications 2016

12

Security

Information

Machine

Learning

IoT

Mobile

Cloud

Maturity

Rat

e o

f A

do

pti

on

Technology Disruptions by 2025

Machine

Learning Automation & AI

The “human-equivalent”

output of AI by 2025

140,000,000

Source: SalesForce

Communications 2016

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There will be winners and losers

New Business Models, New Competition

Consolidation

Disru

ption

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Digital Transformation is a Necessity

The Time is Now

“Availability of new technologies and

innovations may make 2017 the year of

digital transformation for carriers in

both in the US and globally.”- Deloitte

“Global spending on cloud, mobile,

social and big data technologies

targeted by communications services

providers will be $1.45 trillion by 2019.”- Gartner

Disruption is Everywhere

Traditional telecom services are now

commoditized

OTT and Value Added Services are where the

margins are

Network Virtualization is reshaping the legacy

network landscape

Move to the CloudGain scalability, agility, plug-and-play interoperability, Service Availability

Embrace Customer-CentricityEnable omni-channel customer journeys and personalized bundles (know your customer)

Reinvent Telecom SalesTransform Sales Engagement from Technology to Purpose-driven services

Elements of Successful Transformation

Driving Digital Transformation

19

“For ILECs this means that you need to increase your OTT Service footprint (know your customer)”

6NPSTelecom

Service Providers

72NPSNEW ENTRANTS

COMMS’ Net Promoter Scores need help…

* Temkin Group, 2015

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TDC transformation from Access to Services

B2B portal

IT Service Bus

BillingUsage collection

and charging

IP access management

PhysicalInfrastructure

manager

Business core

services

DSL manager Coax managerMobile

manager

Order and asset

management

Workflow manager

Sales Force

Application &

Content manager

Fault B2B

portal

Sales Product

CatalogCustomer Hub

Contract

Management

Sales Force

CRM

Apttus

CPQ

Sales Force

Community

Usage collection

and charging

Workflow manager

TDC Telco cloudSDN enabled

network

Key success criteria's

• Abstracting physical infrastructure from services

• Moving from subscription and prepaid to event billing

• Instant service fulfillment

Note: Simplified view. Current stack comprises +200 applications

Application & Content manager

© 2017 TM Forum | 22

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TDC journey with Apttus

•Using Apttus to unifysales process across, by adding structure to legacy flat products

•This will support future fulfillment platforms, since service definitions will remain

Abstraction

•Automate bespokepricing

•Enabling multiple discount schemeswithin a single shopping cart, alwayssecuring the agreedprice for the Customer

Pricing

•Using same abstractionto communicate to legacy systems

•Supports mixed product masters in the interim period of sun settinglegacy systems

Bridge to Legacy

•Apttus as pricing and configuration engine for all sales channels

•Uniform product presentation to sales or end user, regardless of backend system

B2B portal

Apttus Telco Industry Solution

✓ Industry Network Patterns (OSI Layering)

✓ Full OOB Apttus Feature Functionality

(CPQ, CLM, XA) + Telco Specific

Accelerator Templates, aligned with

Product Releases

✓ Industry Standards & Open APIs:

• TM Forum

• SF Comms

Communications

Industry Framework

NEXT…

Apttus’ Industry

Cloud

Apttus COMMS Industry Cloud…

Launch Acceleration templates (Customers & Partners)

Bi-Directional SKU Translation

Service Inventory & Analytics

Turnkey interactions with best-in-class Industry Capabilities (Open Standards)

Self-Service enhancements

Commercial & Service Catalog

APTTUSConfidential & Proprietary

TELCO PACK: Feb Release

Certified

Industry Cloud Release Cadence

NovemberFeb May August February FutureReleases

Apr July October JanuaryFutureReleases

- Product Release

- Telco Pack

OOB - CPQ

Numeric ExpressionsOOB – CLM

Backlog Prioritization: Industry Features

into Product

TELCO PACK: OSI Product Templates

TELCO PACK: May Release Certified

ng CPQ Improvements

VERTICAL

OOB

VERTICAL

Launch Services Features

TELCO PACK: Package into

Product Council

OOB

New Product

New CPQ Admin

New Product

TELCO PACK: Package into

Product Council

OOB

TELCO PACK: Package into

Product Council

November Release Certified

August Release Certified

Backlog Prioritization: Industry Features

into Product

Typical integration scenario for a CSP with Salesforce and various vendors:

Streamlined vendor interoperability with the

Salesforce Communications Framework:

Salesforce Communications Industry FrameworkEnabling Interoperability, Driving Customer-Centricity

28

ISV Partners Integrations and Data Models

Product Catalog

Billing

CPQ

ServiceDelivery

OrderManagement

Inventory

Product Catalog

Billing Inventory CPQ ServiceDelivery

OrderManagement

Communications

Industry Framework

Upstream DownstreamMaster Architecture

Open APIs

PLATFORM OBJECTS

Enhanced Location Capabilities Dashboard

30

• Copper and Fiber routes

• Mobile Access Types

• Satellite Polygons

• Installed Assets

• Capacity Heat Maps

• Prequalified MDU Leads

• Order Orchestration Status

Add Your Screenshot to Layer Below Laptop Screen

Map and List View

Location-Aware Catalog

31

• Multi-Site

• Capability and Availability Aware

• Map View and List View Catalog Add Your Screenshot to Layer Below Laptop Screen

Multi-Site Intelligence

Innovation Ecosystem

Product

Design

Offer

Personalization

Order

Orchestration

Service Order

Management

Real-time

DecisioningCharging & Policy

Billing & Financial

Management

Marketing Sales Service Portal E-Commerce AnalyticsPlatform ofEngagement

A Complete B/OSS Stack on the Cloud

PartnersConsumers Retail AgentMobile Web SocialBusiness Field Service Self-service

E-Signature

Billing & Financial

Management

Charging, Policy &

Entitlements

Self-Service & E-Commerce

Commercial Service

Catalog

CPQ & Order Capture

Usage Analytics & Decisioning

Order & Asset Management

Technical Service Catalog

Network & Service Inventory

Service Provisioning and

Activation

Contract & Asset

Management

Solution Roadmap

CHANNELS

33

PCEF-DPI

CARE MARKETING SALES

ENTERPRISE CONSUMER

CREATE / CPQ / CONTRACT / ORDERBILLING

CLOSED LOOP LIVING SERVICESRECOMMENDATIONS

CHARGING

OP

PO

RTU

NITY

COMMUNICATIONS FRAMEWORK & DATA MODEL

ORDER

COMMERCIALPRODUCT CATALOG

USA

GE FULFILLMENT

AC

TIV

ATI

ON

REAL-TIME ANALYTICS CHARGING

CHARGEABLE SERVICES CATALOG DELIVERABLE SERVICES CATALOG

DESIGN TIME CATALOG SYNC

ENTERPRISESELF-CARE

CONSUMER/FAMILYSELF-CARE

© 2017 TM Forum | 34

Make Change Happen

© 2017 TM Forum | 35

Questions?TDC | Apttus