Mobile Data Sponsorship

Simplifying Customer Engagement Mobile Data Sponsorship as a Catalyst for Customer Engagement TM Forum Catalyst Project

Contact: Mustafa Oyumi Director Product Management – Communications Salesforce Industries [email protected] April 2016 – V9.0

Contents

Copyright © 2016 Salesforce. All rights Reserved.

Executive Summary

Business Case Solution Use Cases Process

Flows Sample Offers

EXECUTIVE SUMMARY

Executive Summary

Ø  Expanded brand awareness and customer reach

Ø  Customer affinity & satisfaction

Ø  Increasing relevance of products & services

Ø  Personalized products & services

Ø  Revenue growth

Ø  New data service value-chain: seamless B2B2C value delivery chain

Ø  Additional value-added services

Ø  Expanded customer reach

Ø  Enterprise customers affinity & satisfaction

Ø  Additional revenue streams & higher profit margin

Ø  Enhanced B2B2C customer engagement enablement

Ø  Enhanced B2E2C engagements using mobile devices

Ø  Value-added functionality

Ø  Enhanced support for B2B2C, B2E2C and B2P2C business model enablement

Ø  New Salesforce deployment opportunities

Ø  Business success hinges on meeting customer expectations

Ø  Customers expect personalized and contextual engagements

Ø  The mobile device has emerged as customer-preferred means of engagement

Ø  Limited data packages, capacity, roaming etc. pose barriers to mobile data spend

 Mobile Data Sponsorship as a Catalyst for Customer Engagement Background Enterprise Benefits CSP Benefits Salesforce Benefits

Enterprise mobile data sponsorship removes barriers to engagement

Meeting customer expectations; improved profitability

New revenue stream, higher margins, new business opportunities

Enhanced customer engagements, new business opportunities


Mobile Data Sponsorship Overview  Disrupting the Mobile Data Value Chain

MOBILE DATA SPONSORSHIP VALUE CHAIN

Low cost access to data services and premium content

New revenue streams and higher network

utilization

Increased brand visibility, offer uptake

and profitability

SERVICE PROVIDERS ENTERPRISES

CUSTOMERS

Data sponsorship enables

enterprises to give customers free access to

specific content on their devices


Mobile Data Sponsorship Business Drivers

Customers expect ubiquitous and real-time engagements

Mobile devices are key enablers of customer engagement

Mobile data spend inhibits customer engagement strategies

Enterprises flexibly sponsor mobile data spend to drive customer engagement



Mobile Customers Enterprises Sponsoring Mobile Data

Communications Service

Providers

Mobile Data Sponsorship  Overview

CSP

Sponsored Events & Services

Traditional Data Usage

0.91 GB Remaining

18 days

2.92 GB Sponsored

Data Devices

CUSTOMER

Data Plan 5GB/Mo

Mobile Wallet

Sharing Entertainment Knowledge Social

OTT Support Offers Promos

IoT Apps Cloud Ads

Enterprise

Mobile Wallet

2 TB Campaign

A

2 TB Campaign

B

1 TB Campaign

C

Mobile Data Sponsorship  TM Forum Catalyst Project

MOBILE DATA SPONSORSHIP

 Mobile data sponsorship enables enterprises to give customers free access to

specific content and services on their devices

SOLUTION DESCRIPTION

•  E2E data sponsorship solution on Salesforce Communications Ecosystem

•  Concept-to-cash process support with critical components (BSS to consumer app) pre-integrated

•  Open API and standard for brokering data sponsorship events

•  Pluggable into B2B2C business model

OPPORTUNITIES

Ø  New opportunities:   Marketing, Community, Analytics Cloud

Ø  Expansion opportunities:

  Sales and Service Clouds

Ø  Long-term opportunity: IoT Cloud

v  B2B2C sponsored data brokerage platform (e.g., SFDC deployed by operators to provide concept-to-launch sponsored data offers and settlement capabilities

v  Innovative positioning of SFDC in B2C/B2B2C

v  Showcasing Salesforce communications ecosystem solution

v  Thought/innovation leadership exhibition

PARTNERS

Lead: Salesforce

CSP Sponsor: Orange Group

ISV Partners CloudSense, Sigma, Comptel, DataMi

CUSTOMER PARTICIPANTS

Contact: Mustafa Oyumi  Director Product Management Communications  Salesforce Industries  [email protected]  +1 415 823 6419

SALESFORCE PLATFORM OF ENGAGEMENT

Charging Offers Sponsorship Orders INNOVATION ECOSYSTEM

SALESFORCE PLATFORM OF ENGAGEMENT ENABLING DATA SPONSORSHIP VALUE CHAIN


New revenue streams and

higher network utilization

Increased brand visibility, offer

uptake and profitability

CUSTOMERS


MOBILE DATA SPONSORSHIP VALUE CHAIN

SALESFORCE PLATFORM OF ENGAGEMENT

Charging Offers Sponsorship Orders INNOVATION

ECOSYSTEM

SALESFORCE PLATFORM OF ENGAGEMENT ENABLING DATA SPONSORSHIP VALUE CHAIN


CUSTOMERS


New revenue streams and

higher network utilization

Increased brand visibility, offer

uptake and profitability

CALL TO ACTION

•  Learn more about the innovation and the business cases (click here).

•  Contribute to the initiative

•  Invite customers in any industry (e.g., Media, Financial Services, Retail, Healthcare etc.) to participate in the data sponsorship catalyst initiative as customer sponsors.

•  Invite customers to select from various participation options: •  High-level concept validation (only requirement

for participation) •  “No-obligation” internal concept trial •  Contribution of business and technical use cases •  Presence at TM Forum Live! •  Participation in joint-marketing activities

Mobile Data Sponsorship  TM Forum Catalyst Project


COMPTEL

ONLINE CHARGING

POLICY MANAGEMENT

BALANCE MANAGEMENT

MEDIATION DATA ANALYTICS

COMPTEL.COM

DATAMI

DATA SPONSORSHIP CAMPAIGNS

SPONSORED DATA SESSION MANAGEMENT

INTEGRATION TO MOBILE NETWORKS

DATAMI.COM

SALESFORCE

CUSTOMER ENGAGEMENT

DATA SPONSORSHIP ENABLEMENT PLATFORM

INTEGRATION APIS

SALESFORCE.COM

CLOUDSENSE

E-COMMERCE

CPQ

CUSTOMER ORDER MANAGEMENT

CLOUDSENSE.COM

SIGMA SYSTEMS

ENTERPRISE PRODUCT CATALOG

ORDER MANAGEMENT

SIGMA-SYSTEMS.COM

ORANGE

GLOBAL COMMUNICATIONS SERVICE PROVIDER

PROVIDING INNOVATIVE SOLUTIONS TO

CONSUMERS, ENTERPRISES AND PARTNERS

ORANGE.COM

SALESFORCE PARTNERS MOBILE DATA SPONSORSHIP


Business Case

Meeting Customer Expectations


 Success Strategy: Proactive Engagement with Customers

CUSTOMER EXPECTATIONS

KNOW ME

ADAPT TO MY SITUATION

GIVE ME CONTROL

MATCH MY LIFESTYLE

SIMPLIFY

Mobile Experience

Communities

Analytics

Personalization

Customer Centric Innovation

Engaging Customers on Mobile Devices  Solution


Engaging Customers

1 to 1 Everywhere Real-time

Self-service Advertising

Offers & Micro Purchases

Trouble Resolution

Video Chat

Promotional Content & Rewards Orders

Solution

10001000101001Data010101101010101

Valued Commodity

Mobile Device Usage

Mobile Data

Usage

Mobile CX Social

 Customers Prefer and Respond to Engagements on Mobile Devices

Mobile Devices  The Most Effective Means of Engaging Customers


Information & Browsing

23%

Gaming & Multimedia

32%

Commerce &

Transportation

22%

Social Networking

12%

Other 11%

150 Avg. number of

times a phone is checked

2 Avg. number of

hours spend on the mobile phone daily

50 Percentage of OTT multimedia growth on mobile devices

74 Percentage of

people in the US preferring to buy a

$50+ item using the mobile device

90 Percentage of all

purchases subject to social influence

5

4

1

2

3

 Sources: •  NCTA 2015

•  InfoGraphic 2015

•  IDC 2015

•  KPCB Internet Trends 2015

•  Social Annex 2015

1

2

3

4

5  Mobile Device Usage Trend

Engaging Customers on Mobile Devices  Challenges


Personalize

Sponsor

•  Offers •  Engagements •  Experiences

•  Connectivity •  Content •  Events

•  Proactively •  Contextually •  Real-time

Engage

 Sponsoring Mobile Data Spend on Personalized Customer Engagements

Challenges

Limited Capacity

Content Density

Customer Awareness

Data Usage Inhibitors

!

Business Case Summary

Customers expect ubiquitous and real-time engagements

Mobile devices are key enablers of customer engagement

Mobile data spend inhibits customer engagement strategies

Enterprises flexibly sponsor mobile data spend to drive customer engagement

Solution: Mobile Data Sponsorship for Customer Engagements

Mobile Data Sponsorship

Receivables Fulfillment Financials Billing Revenue Assurance Supply Chain Business Support Systems


Platform of Engagement

Charging Offers Sponsorship Orders Personalization Customer Experience

Innovation Ecosystem

Partners Self Service Consumers Field Service Social Web Mobile Communities Retail Call Center Business

Mobile Experience

Communities

Analytics

Personalization

Customer Centric Innovation

Enterprise

 A Catalyst for Customer Engagement




Platform of Engagement

Innovation Ecosystem Mobile Data Sponsorship

Partners Self Service Service Communities Sales Call Center Promotion Notifications Content Apps

Operator B

Operator C

Operator A

Enterprise

 Disrupting the Value Chain

Mobile Data Sponsorship Catalyst Solution



Salesforce Platform of Engagement Partners Self Service Service Communities Sales Call Center Promotion Notifications Content Apps

Comptel Data Intelligence & Charging

Operator B

Operator C

Operator A

Enterprise

 Salesforce Collaboration with Customers and Partners

Sigma Product Catalog & Provisioning

CloudSense E-Commerce, CPQ & Order Capture

DataMi Mobile Data Management & Sponsorship Campaigns

Innovation Ecosystem

SALESFORCE FOR COMMUNICATIONS ECOSYSTEM CAPABILITY MAP

SALESFORCE CAPABILITY PARTNER CAPABILITY PARTNER CAPABILITY BUILT ON SALESFORCE

BU

SIN

ESS

FUN

CTI

ON

S B

USI

NES

S PR

OC

ESSE

S SA

LESF

ORC

E EC

OSY

STEM

SO

LUTI

ON

PRODUCTS & SERVICES

MARKETING CAMPAIGNS FIELD SERVICE RESOURCES BILLING &

FINANCIALS SALES CUSTOMERS CHARGING CUSTOMER CARE ORDERS CONTRACTS

SERVICE ORDER MANAGEMENT NETWORK AND SERVICE INVENTORY INTEGRATION [API, COMMUNICATION, DEVELOPMENT ENVIRONMENT]

CONTACT CENTER WEB MOBILE CHANNEL PARTNERS SOCIAL RETAIL

SERVICE CATALOG CENTRAL ORDER MANAGEMENT CONTRACT MANAGEMENT

BU

SINESS IN

TELLIGEN

CE


ORDER CAPTURE CPQ CUSTOMER CARE

CHARGING BALANCES PAYMENTS

BILLING INVOICING

COLLECTIONS

E-COMMERCE

WORKFORCE MANAGEMENT

SERVICE

MARKETING

SALES

KNOWLEDGE MANAGEMENT

CUSTOMER MANAGEMENT

PARTNER MANAGEMENT

CONCEPT QUOTE ORDER CASH CARE

ANALYTICS

ANALYTICS

Salesforce Communications Ecosystem Solution


 E2E Capability Map

Salesforce Communications Ecosystem Solution


 Capabilities Leveraged in Mobile Data Sponsorship Catalyst Solution SALESFORCE FOR COMMUNICATIONS ECOSYSTEM CAPABILITY MAP

SALESFORCE CAPABILITY PARTNER CAPABILITY PARTNER CAPABILITY BUILT ON SALESFORCE

BU

SIN

ESS

FUN

CTI

ON

S B

USI

NES

S PR

OC

ESSE

S SA

LESF

ORC

E EC

OSY

STEM

SO

LUTI

ON

PRODUCTS & SERVICES

MARKETING CAMPAIGNS

FIELD SERVICE

RESOURCES BILLING & FINANCIALS

SALES CUSTOMERS CHARGING CUSTOMER CARE ORDERS CONTRACTS

SERVICE ORDER MANAGEMENT NETWORK AND SERVICE INVENTORY INTEGRATION [API, COMMUNICATION, DEVELOPMENT ENVIRONMENT]

CONTACT CENTER WEB MOBILE CHANNEL PARTNERS SOCIAL RETAIL

SERVICE CATALOG COMMERCIAL ORDER MANAGEMENT CONTRACT MANAGEMENT

BU

SINESS IN

TELLIGEN

CE


ORDER CAPTURE CPQ CUSTOMER CARE

CHARGING BALANCES PAYMENTS

BILLING INVOICING

COLLECTIONS

E-COMMERCE

WORKFORCE MANAGEMENT

SERVICE

MARKETING

SALES

KNOWLEDGE MANAGEMENT

CUSTOMER MANAGEMENT

PARTNER MANAGEMENT

CONCEPT QUOTE ORDER CASH CARE

ANALYTICS

ANALYTICS

NOT IN CATALYST SCOPE

Solution Architecture Overview  Multi-sided Business Model

COMPTEL DATAMI

OFFERS O

FFER

S

SIGMA

SIGMA

PROVISION PROVISION

SALESFORCE CUSTOMER ENAGEMENT PLATFORM

MOBILE OPERATORS

WHOLESALE OFFERS RETAIL OFFERS

Enterprises Customers

CLOUDSENSE B2B ORDER

CAPTURE

B2C ORDER

CAPTURE

SPONSORED DATA OFFERS SPONSORED DATA USAGE

SIGMA

COMPTEL

CLOUDSENSE

SALESFORCE

DATAMI

OFFER PRESENTATION

ORDER CAPTURE

DATA SPONSORSHIP CAMPAIGNS

SPONSORED DATA USAGE

OFFER DESIGN

Commercial Offers 1.  Consumer Data Offers 2.  Enterprise Data

Sponsorship Offers 3.  Data Sponsorship Offers

Product Configuration 1.  Product Catalog Sync 2.  B2B Product

Configuration 3.  Eligibility, Compatibility

Tariff Plans 1.  Usage Rate Plans 2.  Product Catalog Sync

Sponsorship Campaigns 1.  Campaign Definition 2.  Product Catalog Sync

Sales & Marketing 1.  Campaign Definition

Commercial Offers 1.  Mobile E-Commerce

(B2C) 2.  CPQ (B2B)

Commercial Offers 1.  Salesforce 1 (B2B) 2.  Mobile Self-care

Order Management 1.  Mobile E-Commerce

(B2C) 2.  CPQ (B2B) 3.  Provisioning

Order Management 1.  Salesforce 1 (B2B) 2.  Mobile Self-care

Sales & Marketing 1.  Campaign Definition

Sales & Marketing 1.  Product Configuration 2.  Allocation of data to

various sponsorship campaigns

Charging 1.  Usage Event Collection 2.  Charging & Adjustments 3.  Balance Management 4.  Usage Analytics

Customer Care 1.  Salesforce 1 (B2B) 2.  Mobile Self-care

Order Management 1.  Customer provisioning 2.  Enterprise provisioning

Order Management 1.  Customer provisioning 2.  Enterprise provisioning

Enterprise Campaigns 1.  Campaign Definition

Usage Event 1.  Usage Event Generation

Process Flow

 Usage Flow

Solution Architecture Overview: Sponsored Data Usage

Mobile operators sell wholesale data packages to enterprise customers

Enterprises use data to sponsor engagements (orders, care,

promotions etc.) with customers

Customers do not pay for data used to engage with the enterprise

Sponsored data sessions tagged, measured and sent to operators

Customers Enterprises

Usage Aggregation

Usage Aggregation

Operator A

Operator B

Operator C


Mobile Data Sponsorship Solution  A complete plugin into the communications wholesale business architecture

Communications Service Provider

v Voice Data TV Internet Consumer Enterprise Prepaid Postpaid Partners VAS1…

VASn

PSTN

Internet

MSC

SGSN GGSN/PDN

MSC 3G

MME PGW

LTE

SGW

TV

FIXE

D

INTE

RN

ET

IMS

Business & Operations Support Systems

Policy Mediation

OCS OFCS

Billing Settlement

Order Management

Catalog

Customer Engagement

Enterprise API

Enterprise Mobile App


Campaign Manager

Data Sponsorship Mobile App Plug-in


Application SDK

Mobile Data Sponsorship Event

Transaction Records

Enterprise Customers

Mobile Data Sponsorship Management

One-time Customization

Design-time Configuration


Dev

ices

Launch Mobile App

Yes

No

Initiate Activity Complete Activity

Send Data Usage Record to

Customer’s Mobile Service Provider

Profile Exists

Users

Charge Enterprise for Data Usage

Event

Track Data Usage

Retrieve Sponsorship

Campaign Details

Generate Sponsorship Event

Record

Customer Responsible for

Data Usage

Customer Activity Record

Mobile Data Sponsorship Solution  Sponsored Data Usage Process Flow

Use Cases


Use Case 1: Enterprise-internal Sponsorship  B2E Mobile Data Sponsorship

Marketing

Sales Service Analytics

Community

Apps IoT

Business Consumers

M2M

Enterprise

Operator A Operator B

v  Use Case 1: •  Business to employee mobile

data sponsorship v  Data Spend

•  Salesforce Clouds v  Users:

•  Enterprise Salesforce users v  Scenario:

•  All mobile interactions with Salesforce Clouds are sponsored by the Enterprise

•  User are do not spend personal data on Salesforce activities for business using mobile devices

•  Activities include: sales, customer service, case resolutions, engagements (e.g., video chat, screen sharing, co-browsing etc.)


Employees

Mobile Data Sponsorship Solution  B2E Process Flow (Using Salesforce)

Dev

ices

Launch Mobile App

Yes

No

Complete Activity



Profile Exists


Event


Record


Data Usage

Customer Activity Record Salesforce 1


Campaign Details

Track Data Usage

Initiate Activity

Embedded Function within Mobile App Customer Interaction with Mobile App Mobile Service Provider Actions

Marketing Service Sales Analytics Community


Use Case 2: Sponsoring Special Engagements  B2E + B2C Engagements with Salesforce

v  Use Case 2: •  Enterprise Applications Usage

v  Applications •  Salesforce Clouds

v  Users: •  Customers

v  Scenario: •  All mobile interactions with

Salesforce Clouds by customers are sponsored by the Enterprise

•  Customers do not spend personal data on Salesforce activities using mobile devices

•  Activities include: sales, customer service, case resolutions, engagements (e.g., video chat, screen sharing, co-browsing etc.) Operator A Operator B

Operator C

Operator D

Enterprise

Marketing

Sales Service Analytics

Community

Apps IoT

Operator C

Operator D

Business Consumers M2M


Mobile Data Sponsorship Solution  B2E + B2C Process Flow (Engagement with Salesforce)

Salesforce 1


Dev

ices

Launch Mobile App



Initiate Activity Complete Activity Yes

No



Profile Exists


Event


Record


Data Usage



Campaign Details

Track Data Usage

Customers

Employees


Use Case 3: Sponsoring ANY Engagement  Engagements, Promotions & Marketing

v  Use Case 3: •  Engagements, Promotions &

Marketing v  Applications

•  Offers, Content, MMS, Notifications etc.

v  Users: •  Customers

v  Scenarios: •  Promotional video (e.g., movie

preview) •  Try-before-you-buy •  Content subscription •  High-touch sales process

support •  Gifts •  Surveys •  Notifications Operator A Operator B

Operator C

Operator D

Enterprise

Operator C

Operator D

Partners Self Service Service Communities Sales Call Center Promotion Notifications Content Apps

Business Consumers


Mobile Data Sponsorship Solution  B2E + B2C General Process Flow

Salesforce 1


Dev

ices

Launch Mobile App



Initiate Activity Complete Activity Yes

No



Profile Exists


Event


Record


Data Usage



Campaign Details

Track Data Usage

Customers

Employees

Support Content Ads Offers Sales

Process Flows

MOBILE CARRIERS

•  Provides business services (entertainment, financial services, M2M etc.) to consumers

•  Purchases wholesale data from CSPs to sponsor specific engagements with consumers

•  Subscribes to mobile services (voice, data, VAS, etc.) from CSPs

•  Enjoys services, premium content and engagements with enterprises without using personal subscription data

ENTERPRISE CONSUMERS

•  Provide mobile services (data, voice, VAS etc.) to enterprise and retail customers

•  Sells wholesale data packages to enterprise customers for specific customer engagements

Actors

Enterprise Apps

 CLOUDSENSE  SIGMA  COMPTEL  SALESFORCE  DATAMI

MARKETING SALES

SERVICE COMMUNITY

ANALYTICS CLOUDS

USER/CUSTOMER EXPERIENCE

BUSINESS FUNCTIONS

PLATFROM CLOUD INFRASTRUCTURE

SALESFORCE 1 MOBILE APP

AGENT DESKTOP

SERVICE CONSOLE


COMMERCIAL OFFER DESIGN &

PUBLISHING

(Exposed in SFDC)

ECOMMERCE CPQ

(Exposed in SFDC)

CHARGING SETTLEMENTS INTELLIGENT

DATA MEDIATION

ECOMMERCE CPQ

ORDER MANAGEMENT

SPONSORSHIP CAMPAIGNS DESIGN AND

MANAGEMENT

CLOUD INFRASTRUCTURE




SPONSORED DATA EVENTS

MANAGEMENT EMBEDED SDK

NOTIFICATIONS ANALYTICS

USAGE EVENST

(Exposed in SFDC)

Customer Apps  ENTERPRISE

SPONSORED DATA OFFERS

Web

Sponsorship Campaign Design and

Configuration

 MOBILE CARRIERS

ENTERPRISE CONSUMER

Mobile

eCommerce

Device Purchase

Mobile Plan Subscription

Self-care

Web/ Mobile

eCommerce

Mobile Plan Subscription

Self-care

CloudSense CPQ Mobile App

Mobile

Sponsored Data Events

Enterprise Activities

DataMi App + SDK

Salesforce 1

DataMi Portal Not In Scope

Offers  ENTERPRISE

SPONSORED DATA OFFERS

Campaigns

Try Before You Buy

Promotions

Ads

Services

OTT

M2M

Customer Care

Content

VOD

Premium Content

Other

 MOBILE CARRIERS

ENTERPRISE OFFERS RETAIL OFFERS

Devices

Make

Model

Color

Storage

Accessories

Data

2/5/10 GB

Unlimited Text

Voice

Unlimited

VAS

Content

OTT

…

•  Device Purchase Fee •  Subscription Bundles •  Monthly Subscription Fee •  Included Data, Voice & Text •  Data Overage Charges

•  Wholesale Data Subscription Bundles

•  Included Data •  Data Overage Charges

Data

5/10/50 TB

*

* Optional Demo Feature

Consumer Offer Configuration

 CLOUDSENSE  SIGMA

Step

1

Step

2

Step

3

 COMPTEL  SALESFORCE

MRC NRC

Quotas

Consumer Offer

Packages

Product Catalog

Compatibility Eligibility Bundling Discounts

A

B-B

C-B

Enterprise Offer Configuration

 CLOUDSENSE  SIGMA

Step

1

Step

2

Step

3


MRC NRC

Quotas

Consumer Offer

Packages

Product Catalog

Compatibility Eligibility Bundling Discounts

A

B-B

C-B

Sponsorship Offer Configuration (EPC-Driven)

 DataMi

Step

1

Step

2

Step

3


Sponsored Data

Offers

Sponsored Data

Tariff Plans

Product Catalog

Manual Coordination of Usage Rate Plans for the

Purpose of the Demo

Sponsorship Offer Configuration (EPC-Driven)

 SIGMA  DataMi

Step

1

Step

2

Step

3


Sponsored Data

Offers

Sponsored Data

Tariff Plans

Product Catalog

Sponsored Data

Offers

NOT IN SCOPE FOR PHASE 1

Ordering Process Summary  ENTERPRISE  MOBILE CARRIERS  CONSUMERS

Enterprise Wholesale Data Offers

Purchased Packages

Sponsored Data Usage

Sponsored Data Offers

Purchased Bundles

Consumer Retail Offers St

ep 1

St

ep 2

St

ep 3

Consumer Ordering Flow

 CLOUDSENSE

Step

1

Step

2

Step

3

 SALESFORCE  COMPTEL

Order Capture

Order Management

Create Customer B

B’

Notification

C

Consumer eCommerce Mobile

App

A

Enterprise Ordering Flow

 CLOUDSENSE

Step

1

Step

2

Step

3

 SALESFORCE  COMPTEL

Notification

C

CloudSense Desktop App And/or

App on a Tablet Order Capture

Order Management

Create Customer B

A

Consumer Usage Activities

 SALESFORCE  DATAMI

Step

1

Step

2

Step

3

 CUSTOMER  COMPTEL

Uses App Content Support

Etc.

Usage Validated & Recorded

Retrieves Events

Charges Settles

Queries Usage Records

Validation Fails

Notifies Customer

E A

B

C

D

Enterprise Usage Activities

 SALESFORCE  DATAMI

Step

1

Step

2

Step

3

 ENTERPRISE  COMPTEL

Sponsorship Event

Records

Uses App Salesforce 1

Or Desktop

Queries Usage Records

Retrieve Event

Records

A

B C

Offers

MOBILE CARRIERS

•  Provides business services (entertainment, financial services, M2M etc.) to consumers

•  Purchases wholesale data from CSPs to sponsor specific engagements with consumers

•  Subscribes to mobile services (voice, data, VAS, etc.) from CSPs

•  Enjoys services, premium content and engagements with enterprises without using personal subscription data

ENTERPRISE CONSUMERS

•  Provide mobile services (data, voice, VAS etc.) to enterprise and retail customers

•  Sells wholesale data packages to enterprise customers for specific customer engagements

Actors

Customer Offer

Sponsored Data Catalyst  Enterprise Data Offers

OFFERS

Brokerage Model Single eCommerce / CPQ platform selling packages for multiple

operators

AT&T

•  1 TB/5 TB/10 TB/50 TB / 100 TB packages

•  5000.-/20 000.-/35 000.-/100 000.-/180 000/Mo

O2


•  5000.-/20 000.-/35 000.-/100 000.-/180 000/Mo

ORANGE


•  5000.-/20 000.-/35 000.-/100 000.-/180 000/Mo

DTAG


•  5000.-/20 000.-/35 000.-/100 000.-/180 000/Mo

Enterprise Sponsored Data Offers

Mobile Operators Selling Wholesale Data Packages to Enterprises

for Data Sponsorship

DTAG

Orange

O2 AT&T

Mobile Operators

Options & Accessories

Sponsored Data Catalyst  Consumer Mobile Communications Offers

OFFERS

Add 0.00 for 16 GB Add 50.00 for 32 GB

Add 100.00 64/128 GB

Core Services:

Data, Voice & Text

EXTRAS

Customers may add on services, options accessories and

discounts

iPHONE 6

6S 6S Plus

TABLETS

iPad Pro iPad

Galaxy Tab

SAMSUNG

Galaxy S7 G S7 Edge

GJ1

COLOR Gold Silver While Black

COLOR

Silver While Black

COLOR

Silver While Black

STORAGE

32GB 64GB

128GB

STORAGE

16GB 32GB 64GB

STORAGE

16GB 32GB 64GG

PRICE

599.- 699.- 799.-

PRICE

499.- 699.- 159.-

PRICE

999.- 599.- 499.-

SERVICES

PREPAID BUNDLES

400 Min/4GB 50.00

Top-up

100 Min / 1GB 15.00

POSTPAID BUNDLES

5GB/Unlimited Voice & Text

50.00

Data Overage 0.25/MB

SHARING

Same as Postpaid bundle

0.00 First Line 15.00 2nd Lines 10.00 Additional

Lines

CONTRACT

Term 2 years

Device Credit 250.00

Early Termination 350.00

Consumer Prepaid Postpaid

DISCOUNTS

•  25% discount on video service

•  10% discount on content service

•  20% discount on select extras

SERVICES

•  Video (OTT) 25.-/Mo

•  Content (Games, Apps, Music, Movies) 30.-/Mo

OPTIONS

•  Facebook Package 6.-/Mo

•  QoS 10 Mbs for Video Service 10.-/Mo

•  Cases 25.-

•  SD Card 30.-

•  Earphone – 50.-

•  Data Dongle 60.-

DEVICES

Safe Harbor

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of product or service availability, subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, new products and services, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of any litigation, risks associated with completed and any possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year and in our quarterly report on Form 10-Q for the most recent fiscal quarter. These documents and others containing important disclosures are available on the SEC Filings section of the Investor Information section of our Web site. Any unreleased services or features referenced in this or other presentations, press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.

Mobile Data Sponsorship

Mobile

Transcript of Mobile Data Sponsorship