Telco 2.0 -- Transforming Services Delivery
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Transcript of Telco 2.0 -- Transforming Services Delivery
Transforming Services Delivery"Crossing the Chasm to Telco 2.0"
Carrier Market has Changed
CoreServices
NewServices
Subscribers
$
TraditionalCompetition
EmergingCompetition
Voice
Hosting
Broadband SaaS Web 2.0
Business Impact:• Commoditization• Declining Profits• Subscriber Churn• Marketshare Loss
What is the impact on business models?
Business Models are Changing
How will carriers make money?
Revenue Sources are Changing
What does it mean to be a 'carrier'?
Telco 1.0 vs. Web 2.0
• Web 2.0 revenue model is inverse of Telco model• Web 2.0 providers generate higher profits than Telcos• Web 2.0 overall market growth much higher than Telcos• Yet Telcos provide customer access...
Revenue Share Telco Web 2.0
• Services
• Platform
• Core Network
• Access Network
• Licenses
Market Growth Low Rapid
$$
low
lowhigh percentage
high percentage
Who 'owns' the customer?
Defining Customer Value
Services Delivery• Network Expertise• Market Reach• Quality of Service
Services Creation• Content Expertise• Time to Market• Continuous Innovation
Web 2.0 Telco 2.0
Boundaries will blur, but what's your primary focus?
Converged Services ProviderAggregating Core and External Services
SMBs
SOHO
Verticals
Enterprise
ApplicationServices
IT/ManagedServices
Telephony Services
Customer Value:• One provider• One bill• One log-in• One view• One helpdesk
Trusted Provider
ConvergedServices
How can carriers transform?
Telco 1.0 Approach won't Work
• Millions in CAPEX and OPEXo Silo'd services deliveryo Technology stack built ground-upo Many integration touch-pointso High maintenance
• Limited flexibilityo Oriented towards single serviceso Resource-intensiveo Limited new deployments per year
• Long development cycleso Time-to-market, and profit, for delivering
new services
Challengeto
Revenue
Avoiding the time-to-market trauma...
"As for service creation, there's a need for new investment here, in things like Jamcracker."
"You clearly can't have projects that spend 6-12 months working on OSS BSS integration any more."
Transcending Transformation(Making Change Work)
Crossing the chasm to converged services...
Steve Zimba Managing Director Global Telecoms Business
Jamcracker Delivers On-Demand
Wholesale best-of-breed value-added services• Established processes for sourcing, integrating, testing, branding, bundling, and delivering
on-demand services• Master distribution agreements support multi-tiered services delivery• Dozens of "off the shelf" solution partners with >100 service offerings
Provide infrastructure, operations, support, and programs for branded on-demand services marketplaces
• Enabling distribution partners to rapidly source, bundle, and sell new value-added services• Ability to rapidly on-board core carrier services and local ISVs, allowing value-added service
bundling• Unified provisioning, single sign-on, administration, billing, and support• With minimal cost, effort, and risk• Technology and services in development since 1999
Offering everything from A to Z for services delivery...
A to Z Includes
• ISV Vendor Management, On-Boarding & Settlement• ISV Self Service – Integration Portal• Hosting• Portal(s) & Catalog(s) for Every Market Segment• Order Management• Identity Management and Single Sign-On• Provisioning• End User Services Administration• Help Desk – Ticketing• Support – Unified 1 & 2• Billing & Metering• SLA Services Monitoring• Product Management & Reporting• Integration Orchestration• Global Services Distribution Ecosystem• Services Market Launching & Testing• Sales & Marketing Support• Multi-Tier Distribution• Unified End User – Business, Consumer, Mobility Interface
Let's put theory into practice...
Carrier Business Case Study
• Business Objectiveso Further monetize broadband investment through service differentiationo Expand markets without expanding networkso Expand business model for future earnings growth
• Market Approacho Offer broad array of on-demand services to grow net new customer
acquisitiono Differentiate "cash cow" broadband offerings via bundled services to
reverse margin erosion / churno Get to market quickly and cost-effectively with a flexible foundation for
future growth
Quickly, efficiently, profitably...
Carrier-Branded SaaS Marketplace
Help Desk Support
UserManagement
Billing & Settlement
Services Provisioning
SecurityServices Integration
Jamcracker Services Delivery Network
Jamcracker Solution Partners Carrier Partners Core Services
BroadbandHostingMobile
NetworkingVoice
CustomersLocal ISVsChannels
Carrier - Jamcracker Partnership
Federated Services DeliveryUniversal Services, Localized Delivery
Help Desk Support
UserManagement
Billing & Settlement
Services Provisioning
SecurityServices Integration
Jamcracker Services Delivery Network
Marketplace Partners
Solution Partners
Others...
Carrier's Perspectives on Jamcracker
• Market-leader in pure-play SaaS delivery• Met all functional requirements• Demonstrable, 'out-of-the-box' solution
o Lower implementation cost / improved speed to marketo Leverage ongoing development for global JSDN Telco partners
• Provides a catalogue of pre-enabled applications – with existing connectors and commercialso APIs and roadmap for integrating with other systems
• Established program for on-boarding new ISVs • Open source / non-aligned• Objectives aligned through revenue share agreement
o Sales and marketing support
• Flexible commercial model enabling selective insource/outsource functions
Delivering Web 2.0 services via Telco 2.0...
Transformation is Good Business
Service Bundles
Subscribers
$
Business Gains:• Differentiation• Increase Profits• Subscriber ARPU• Marketshare Gain
Expanded OfferingsVoice
Hosting
BroadbandSaaS Web 2.0
Core Services
New Services
Change Benefits Everyone
Customers- One-stop-shop of many best-of-breed services- Single point of purchasing, billing, and support- Unified provisioning and user experience
Carriers- Increase stickiness, reduce churn- Grow net-new ARPU- Increase sales/channel productivity- Bundling differentiates core services
ISVs- Expand distribution- Bundle offerings with new services
The Future is Now!
"Voice, video, and data, digitally delivered across interconnecting networks to a variety of different terminals with different uses. As always, the technology takes shape long before its full consequences for society take place."
"The internet, in particular, is remarkable for its many different capabilities. It is more than just a means of communicating: it is a marketplace, a library, a distribution chain."
Frances Cairncross, "The Death of Distance"