© 2017 TM Forum | 1

IoE services as a Business:

LoRa, 5G and other

Examples

Hervé Bouvier -

Andreas Polz - BearingPoint

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Classic Monetisation Models

▪ Business Models and Monetisation in classic data services:

Build

Time / subscription

Volume (traffic in/out)

▪ Business Models and Monetisation in M2M

Almost exclusively by subscription (per SIM)

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TMF Business Scenarios & Ecosystem Partnerships

▪Within the Internet of Everything Program in TM Forum

one area has been identified as #1 Challenge for IoE:

© 2017 TM Forum | 5

TMF Business Scenarios & Ecosystem Partnerships

▪ In the Business Scenarios & Ecosystem Partnerships in the

TM Forum IoE Program work is in progress to explore the

options to tackle this challenge.

▪ An evolving whitepaper on IoE Monetization shows how

multi-sided value relationships become most important:

Marketplace Platform

Partner Partner

Cloud Partner

IoT Partner

Customer

Service(Value)

Pay (Revenue)

Contract

Other Parties

Other Parties

Other Parties

Other Parties

Primary Partner

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Hypothesis

▪ In a successful future for service providers, revenue must be

drawn no longer only from linear metrics like subscription

and volume, but from value in partnership

▪ Digital Services can be successful revenue contributors, if

they are supported by a BSS architecture that is much more

of a Digital Ecosystem Management platform, rather than

just CRM, Billing and Network Orchestration strung

together.

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LoRa WIFI monetisation

Examples of Exploration

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Early conclusions

▪ TM Forum Frameworx is the right background to model

elements also for IoE (SID service specification, eTOM)

▪ Conformation that monetization model is best deconstructed

Offering Model

Revenue Model

Pricing Model

▪ New Revenue streams need multi-tenant, cross-tenant,

platform thinking. Digital Ecosystem Management required.

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Moving forward to 5G services

Next up:

▪ How does offering virtual network slices on shared core /

shared RAN change requirements for BSS?

▪ How can charging based on criteria like latency delivered be

designed?

▪ How is the shift in responsibilities over network function

orchestration going to impact CRM?

Idea for new TM Forum Project

• 5G impact on CRM, Billing

• SLAs and charging in a multi-SP, multi-RAN

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Essentials 2020 -Orange Digital Transformation

1. Transform to an Internetized

Enabling System : Build

Digital Business Ecosystem

- SHINE, Big Data

2. Managing Customer

Experience

- CEM/Big Data

A digital, efficient

and responsible

company

reinventing the

customer relationship

supporting the

transformation of

business customers

diversifying by

capitalissing on our

assets

Sys

tem

s o

f

En

gag

em

en

t

3rd party

systems

Sys

tem

s o

f

Rec

ord

s

Sys

tem

s o

f

Ins

igh

ts

Customers & Users

Employees

Connected

objects

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Orange IT : focus at least on 5 Key Priorities

New Business models with partners : develop

new sources of revenues with digital services

and build a new “OTT” IS called SHINE

integrating an automated management of

partners - BSS B2B2X

Partner management Convergence and person centric

New features required on charging and policy

control enablers, necessary for data sharing

Family and shared data bundle eSIM for consumer market

100% digital and mobile customer

journey through self service IT APIs

offering efficient, agile and reactive

services

API

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Essentials 2020 –process & interactions

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Orange ITN Architecture for Essentials 2020

Target architecture for 2020 …Party deals with WHO & WHY ?

• handles people or legal entities involved in business processes

• handles customer-oriented functions (interaction management,

invoicing, …), supplier & partners (settlement, …), and employees

(HR management, …)

Offer & Product deals with WHAT ?

• organized by the catalogue of offers and products marketed by

Orange

• covers functions at the offers & products level : e.g. order capture,

orchestration of product delivery, rating of charges (recurring

charges, usage rating according to tariffs defined in a rating plan…),

product assurance.

Factory deals with HOW ?

it is organized by :

• services delivered from the asset of resources, network, service

platforms, IT systems

• production, operations and maintenance of the services and their

usage (accounting, authentication & authorization, usage control

and charging)

Sys

tem

s o

f

En

gag

em

en

t

3rd party

systems

Sys

tem

s o

f

Re

co

rds

Sys

tem

s o

f

Ins

igh

ts

Customers & Users

Employees

Connected

objects

Systems of Records

party platforms

WHO & WHY ?

offer & product

platforms

WHAT ?

factory platforms

HOW?

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Orange IT Strategy at the Heart of Essential 2020

A digital, efficient and

responsible company

“New business models with partners : develop

new sources of revenues with digital services

and build a new “OTT” IS called SHINE

integrating an automated management of

partners - BSS B2B2X”

SHared Is to uNify

customer ExperienceThe road to digital IT

S H I N E

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SHINE to Enable an Open Digital Ecosystem

SHINE uses Orange Gateway to exchange with partners ecosystem

SHared Is to uNify

customer ExperienceThe road to digital IT

S H I N E A new platform that contains

• Final customer (B2B & B2C) management

• Partner end to end management

• Web portal and API to interact with partners’ business process

SHINE offers flexibility for business models, manages digital

services in OTT mode (service independent from network access)

and is a global IS that can be shared by different countries and BU.

SHINE has to be integrated via API with different components from

affiliate ecosystem like legacy IS, group identity tools, market place,

service platform

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SHINE –Key aims

3Manage B2C &

B2B users in

digital mode2Manage B2C &

B2B users in

OTT mode 1Manage

numerous

partners in

automated

mode 4Be

international

Digitalization

Automation API Mgt

-Order to Bill OTT IS

-B2B2X models

-Shared by several BU

& countries (multi

tenants) countrys

-Multi VAT

-Mutli currencies

-Multi languages

Business

models

flexibilit

y

Service

independent

from network

access

-Automated

settlement/billing

-Automated

process using API

-Portal

-Self registration,

-Self ordering…

-Automated

workflows

5SaaS

mode –

Shared

platform

-To reduce TTM,

-To minimize risks

in term of costs

inherents in new

business

-diversification

17

SHINE –Key aims

3Manage B2C &

B2B users in

digital mode2Manage B2C &

B2B users in

OTT mode 1Manage

numerous

partners in

automated

mode 4Be

international

Digitalization

Automation API Mgt

-Order to Bill OTT IS-B2B2X models

-Shared by several BU & countries (multi tenants) countrys-Multi VAT-Mutli currencies-Multi languages

Business

models

flexibilit

y

Service

independent

from network

access

-Automatedsettlement/billing-Automated processusing API

-Portal-Self registration,-Self ordering…-Automatedworkflows

5SaaS

mode –

Shared

platform

-To reduce TTM,

-To minimize risks

in term of costs

inherents in new

business

-diversification

© 2017 TM Forum | 18

Mapping SHINE on Essentials 2020 architecture

syst

ems

of

eng

agem

ent

Fro

nt

En

ds

3rd party

systems

AP

I Hu

b

Connected

objects

Employees

systems

of

insights

Finance

Accounting

Revenue

Assurance

Fraud

Management

…

collect events

Shine’s scope

SHINE

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SHINE Skill Centre

By 2016, creation of Skill Centre for Infonova R6 and first country project

• To manage relationship with editor

• To influence Infonova R6 roadmap

• To implement in anticipation new use cases

• To pre integrate R6 with IS enablers To build a Corp platform in SaaS mode

• To support delivery project –architecture, new use cases, relationships between actors,

capitalization, training

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SHINE –Infonova R6 -KPI

• 10 people followed the Infonova training session in June 2016

• Less than 10 days in e-learning mode, with 1.5 hour session by phone by day with trainer

• 5 people certified

• Autonomy on the solution after less than 1 month

• Capability to define offers, customers (B2B, B2C, Partners), offers subscription, usage,

rating and billing, settlements, invoice

• 6 use cases implemented in anticipation in the solution, without any specific development and 2

operational project started