Gain Competitive Advantage  & Maximise Revenues In  The World Of Convergence Prague, 26 September 2007 Sirous Kavehercy Ma...
Agenda <ul><li>Acision Introduction </li></ul><ul><li>Generation 2.0 </li></ul><ul><ul><li>Transformation In Telecoms </li...
1964 1969 2002 June 2007
Acision… <ul><li>Is A Company Of  Considerable Substance   </li></ul><ul><ul><li>1700 Employees On 5 Continents </li></ul>...
The Experts in Mobile Data Services <ul><li>Text Messaging </li></ul><ul><li>Multimedia Messaging </li></ul><ul><li>Voice/...
Acision Track Record <ul><li>First Commercial SMS Message (1992) </li></ul><ul><li>First Interactive Television Show Using...
<ul><li>Generation 2.0 </li></ul>
Consumers Are Transforming Telecom and Media Sectors
Resulting In A Telecom Jam!
Europe Usage Rate Per Age Segment
What Drives Youth Today? <ul><li>Participate  –  1st Generation With Reality TV Viewer Voting </li></ul><ul><li>Discover  ...
Is Content King!? <ul><li>Publicised By Hollywood And Media Companies </li></ul><ul><li>Mobile Has Become Another Distribu...
“ Contact” Is King, Not Content
<ul><li>Service Bundling </li></ul>
Service Bundling <ul><li>Broadband Has Been A Hub For Bundling </li></ul>Broadband Fixed Mobile TV Quad-Play Bundle Dual-P...
Operator Drivers For Bundling <ul><li>Common Goals </li></ul><ul><ul><li>Increase Customer Loyalty </li></ul></ul><ul><ul>...
Customer Drivers For Bundling <ul><li>Saving Money </li></ul><ul><li>Predictability Of Bills </li></ul><ul><li>Convenience...
Service Bundles <ul><li>Dual-Play:  </li></ul><ul><ul><li>Broadband + Phone </li></ul></ul><ul><ul><li>Broadband + TV </li...
Quad-Players <ul><li>Broadband + TV + Phone + Mobile </li></ul><ul><li>Europe </li></ul><ul><ul><li>Virgin Media  (2006) <...
di What Next?
Differentiate
Convergence ?
FMC Has Been A Good Start “ FMC   Uptake Will Only Be Driven By Shifting The Focus To FMC's Features, Rather Than Its Pote...
What Is Convergence? <ul><li>Cable Operators Offering Triple-Play? </li></ul><ul><li>Mobile Operators Aiming For Quad-Play...
 “ If all you have is a hammer, then everything looks like a nail.   Abraham Maslow,1965
What Problem Must Convergence  Be Solving?
Business Models In Convergence Examine Characteristics Triple Play Convergence Broadcast Internet Fixed Mobile TV/Radio ‘ ...
Key Differentiator For Convergence <ul><li>Is It The Battle For The  Home ? </li></ul><ul><li>Is It The Battle For The Ric...
1. What Drives Customer Choice? 2. What And Who Has The Best Chance Of Winning The Customer’s Attention?
<ul><li>Freedom  </li></ul><ul><li>& Flexibility </li></ul>Control & Personalization
Key Differentiator For Convergence “ Mobility Is Portable Identity  Coupled With Ubiquitous Access  To Your Telecommunicat...
Convergence Towards Mobility  Examine Characteristics Service Access Relation To Individual Customer Revenue Competition M...
Business Model Of The  Dominant Provider Of The Future Service Access Relation to Individual Customer Revenue Competition ...
Business Model Of The  Dominant Provider Of The Future Mobility Requirements For  Convergent Service Providers Service Acc...
Business Model Of The  Dominant Provider Of The Future Hybrid Revenue Model - Prepaid, Contract, Content, Advertising, 3rd...
Remaining Competitive  In A Converging World Payment Access Applications & Information Users Customer Intelligence Custome...
<ul><li>Steps Towards  </li></ul><ul><li>Successful Convergence </li></ul>
<ul><li>Maximize Your Revenue From Existing Services </li></ul>
Messaging <ul><li>Personalised Messaging </li></ul><ul><ul><li>Storage, Copy-forward, Diversion, Signatures, Nicknames </l...
Messaging <ul><li>Innovative Pricing </li></ul><ul><ul><li>Converged Payments </li></ul></ul><ul><ul><li>Bundling </li></u...
Mobilizing The Internet <ul><li>Optimise   </li></ul><ul><ul><li>User Experience </li></ul></ul><ul><li>Control </li></ul>...
<ul><li>Deploy Flexible Service Environments </li></ul>
Application And Access Ubiquity <ul><li>Flexibility To Introduce Variety Of Applications </li></ul><ul><li>Quickly Across ...
<ul><li>Know Your Customer </li></ul>
Increase Customer Loyalty  Achieving Customer Centricity <ul><li>Behaviour </li></ul><ul><li>Lifestyle Characteristics  </...
Increase Customer Loyalty  From B&W To Full Color <ul><li>Unlock The Potential Of Customer Data </li></ul>
<ul><li>Make Payments Work </li></ul>
Make Sure You Get Paid
Getting The Basics Right
Payments: Making It Work <ul><li>Create Offers That Look Simple To The User </li></ul><ul><li>Provides Tariffs And Bundles...
Sirous Kavehercy Market Development Director --------------------------------------------------------- Mobile:  +31 65252 ...
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Sirous Kavehercy GSM 3G CeeCom Convergence

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Presentation on business models in convergence, CeeCom Prague 2007

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  • Sirous Kavehercy GSM 3G CeeCom Convergence

    1. 1. Gain Competitive Advantage & Maximise Revenues In The World Of Convergence Prague, 26 September 2007 Sirous Kavehercy Market Development Director Europe, Russia and Africa
    2. 2. Agenda <ul><li>Acision Introduction </li></ul><ul><li>Generation 2.0 </li></ul><ul><ul><li>Transformation In Telecoms </li></ul></ul><ul><li>Service Bundling </li></ul><ul><ul><li>A Good Start For Convergence </li></ul></ul><ul><li>What Problem Should Convergence Solve? </li></ul><ul><li>Steps Towards Successful Convergence </li></ul>
    3. 3. 1964 1969 2002 June 2007
    4. 4. Acision… <ul><li>Is A Company Of Considerable Substance </li></ul><ul><ul><li>1700 Employees On 5 Continents </li></ul></ul><ul><ul><li>Revenues Of Approximately $0.5 Billion </li></ul></ul><ul><ul><li>Customer Base Of 300 Mobile Operators Worldwide </li></ul></ul><ul><li>Global Organisation With An Excellent Customer Base And A Strong Customer Focus </li></ul><ul><li>Strongly Positioned In The Value Chain And Able To Exploit The Convergence Opportunity </li></ul><ul><li>A Comprehensive Portfolio Of Products And Services </li></ul><ul><li>Sustaining Technological Advantage By Exploiting Innovation </li></ul><ul><li>Experienced People With Deep Domain Knowledge </li></ul><ul><li>Consistent Financial Performance With Aggressive Ambitions For Growth </li></ul>
    5. 5. The Experts in Mobile Data Services <ul><li>Text Messaging </li></ul><ul><li>Multimedia Messaging </li></ul><ul><li>Voice/Video Messaging </li></ul><ul><li>Converged IP Messaging </li></ul><ul><li>Mobile Internet </li></ul><ul><li>Mobile Advertising </li></ul><ul><li>Intelligent Charging </li></ul>
    6. 6. Acision Track Record <ul><li>First Commercial SMS Message (1992) </li></ul><ul><li>First Interactive Television Show Using SMS (2000) </li></ul><ul><li>First Commercial MMS Message (2001) </li></ul><ul><li>First 3G IP-based Messaging Solution (2002) </li></ul><ul><li>First I-Mode gateway outside Japan (2003) </li></ul><ul><li>First Commercial 3G VideoMail Service (2003) </li></ul><ul><li>First Real Time Subs Behavioral Analysis Solution (2007) </li></ul>
    7. 7. <ul><li>Generation 2.0 </li></ul>
    8. 8. Consumers Are Transforming Telecom and Media Sectors
    9. 9. Resulting In A Telecom Jam!
    10. 10. Europe Usage Rate Per Age Segment
    11. 11. What Drives Youth Today? <ul><li>Participate – 1st Generation With Reality TV Viewer Voting </li></ul><ul><li>Discover – 1st Generation That Grew Up With Internet Search </li></ul><ul><li>Create – 1st Generation Who All Had Digital Cameras </li></ul><ul><li>Share – 1st Generation To Grow Up With Napster, Kazaa </li></ul><ul><li>Virtual – 1st Generation With Tamagotchi, 2nd Life, Warcraft </li></ul><ul><li>Source: Tomi Ahonen Consulting </li></ul>
    12. 12. Is Content King!? <ul><li>Publicised By Hollywood And Media Companies </li></ul><ul><li>Mobile Has Become Another Distribution Channels For Media To Sell Their Content </li></ul>
    13. 13. “ Contact” Is King, Not Content
    14. 14. <ul><li>Service Bundling </li></ul>
    15. 15. Service Bundling <ul><li>Broadband Has Been A Hub For Bundling </li></ul>Broadband Fixed Mobile TV Quad-Play Bundle Dual-Play Bundle Triple-Play Bundle
    16. 16. Operator Drivers For Bundling <ul><li>Common Goals </li></ul><ul><ul><li>Increase Customer Loyalty </li></ul></ul><ul><ul><li>Customer Retention </li></ul></ul><ul><ul><li>Matching Competitors </li></ul></ul><ul><li>“ Strategic” Drivers </li></ul><ul><ul><li>Increasing Customer Lifetime Value </li></ul></ul><ul><ul><li>Winning Customers </li></ul></ul><ul><ul><li>Broadband Land Grab </li></ul></ul>
    17. 17. Customer Drivers For Bundling <ul><li>Saving Money </li></ul><ul><li>Predictability Of Bills </li></ul><ul><li>Convenience Of One Vendor </li></ul><ul><li>Challenges: </li></ul><ul><ul><li>Hidden Charges </li></ul></ul><ul><ul><li>Complexity </li></ul></ul><ul><ul><li>Loss Of Clarity </li></ul></ul><ul><ul><li>Single Point Of Failure </li></ul></ul>
    18. 18. Service Bundles <ul><li>Dual-Play: </li></ul><ul><ul><li>Broadband + Phone </li></ul></ul><ul><ul><li>Broadband + TV </li></ul></ul><ul><ul><li>Broadband + Mobile (mainly mobile operators) </li></ul></ul><ul><li>Triple-Play </li></ul><ul><ul><li>Broadband + TV + Phone </li></ul></ul><ul><ul><li>Broadband + TV + Mobile (not in Europe yet) </li></ul></ul>
    19. 19. Quad-Players <ul><li>Broadband + TV + Phone + Mobile </li></ul><ul><li>Europe </li></ul><ul><ul><li>Virgin Media (2006) </li></ul></ul><ul><li>Canada </li></ul><ul><ul><li>Videotron (Triple-play) With Rogers (Mobile) As A Joint Venture (2007) </li></ul></ul><ul><li>USA </li></ul><ul><ul><li>Verizon (2007) </li></ul></ul><ul><ul><li>Time Warner Cable , Charter Communications , Bright House Networks With Sprint (Mobile) As A Joint Venture (2006) </li></ul></ul>
    20. 20. di What Next?
    21. 21. Differentiate
    22. 22. Convergence ?
    23. 23. FMC Has Been A Good Start “ FMC Uptake Will Only Be Driven By Shifting The Focus To FMC's Features, Rather Than Its Potential For Cutting Costs. ” “ Integrating Voice And Video Into Mobile Applications Will Be The New Frontier For FMC. This Will Enable True Differentiation Between The FMC Offerings Of Today And The FMC Applications Of Tomorrow.” Source: Analyst House The Yankee Group, 14 September 2007
    24. 24. What Is Convergence? <ul><li>Cable Operators Offering Triple-Play? </li></ul><ul><li>Mobile Operators Aiming For Quad-Play? </li></ul><ul><li>3 Launching X-Series? </li></ul><ul><li>Apple Launching iPhone? </li></ul><ul><li>LG Phone To Support You Tube? </li></ul><ul><li>Vodafone Offering eBay, YouTube, MSN? </li></ul><ul><li>Intel Introducing Mobile Internet Device? </li></ul><ul><li>Microsoft and Nokia Bringing “Web” To Mobiles? </li></ul><ul><li>Multi-million Dollar Roll Out Of IMS Infrastructure? </li></ul>
    25. 25.  “ If all you have is a hammer, then everything looks like a nail. Abraham Maslow,1965
    26. 26. What Problem Must Convergence Be Solving?
    27. 27. Business Models In Convergence Examine Characteristics Triple Play Convergence Broadcast Internet Fixed Mobile TV/Radio ‘ Any’ TV Paid Access Viewer Totals Inactive Advertising Ratings Service Access Relation To Individual Customer Revenue Competition Metrics Search, Community, Content ‘ Any’ PC Paid Access User Session Interactive Advertising Sessions Comms ‘ Any’ Line Paid Access ‘ Home’ Contract Lines Comms & Content ‘ My’ Phone Free Access Individual Contract Pay Per Use Customers Quadruple Play Convergence
    28. 28. Key Differentiator For Convergence <ul><li>Is It The Battle For The Home ? </li></ul><ul><li>Is It The Battle For The Richest Set Of Services ? </li></ul><ul><li>Is It The Battle For Most Access Channels ? </li></ul><ul><li>Or Is It Simply The Battle For The Customer ? </li></ul>TV/Radio Fixed Mobile Internet
    29. 29. 1. What Drives Customer Choice? 2. What And Who Has The Best Chance Of Winning The Customer’s Attention?
    30. 30. <ul><li>Freedom </li></ul><ul><li>& Flexibility </li></ul>Control & Personalization
    31. 31. Key Differentiator For Convergence “ Mobility Is Portable Identity Coupled With Ubiquitous Access To Your Telecommunications Services” Mobility TV/Radio Fixed Mobile Internet
    32. 32. Convergence Towards Mobility Examine Characteristics Service Access Relation To Individual Customer Revenue Competition Metrics TV/Radio (Anywhere) ‘ Any’ TV Paid Access Viewer Totals Inactive Advertising Ratings Search, Community, Content ‘ Any’ PC Paid Access User Session Direct Advertising Sessions Comms (Location) ‘ Any’ Line Paid Access ‘ Home’ Contract Lines Comms (Anywhere) ‘ My’ Phone Free Access Individual Contract Pay Per Use Customers Broadcast Internet Fixed Mobile Mobility Service Access Relation To Individual Customer Revenue Competition Metrics TV/Radio (Anywhere) ‘ Any’ TV Paid Access Viewer Totals Inactive Advertising Ratings Search, Community, Content ‘ Any’ PC Paid Access User Session Direct Advertising Sessions Comms (Location) ‘ Any’ Line Paid Access ‘ Home’ Contract Lines Comms (Anywhere) ‘ My’ Phone Free Access Individual Contract Pay Per Use Customers Broadcast Internet Fixed Mobile Mobility Service Access Relation To Individual Customer Revenue Competition Metrics TV/Radio (Anywhere) ‘ Any’ TV Paid Access Viewer Totals Inactive Advertising Ratings Search, Community, Content ‘ Any’ PC Paid Access User Session Direct Advertising Sessions Comms (Location) ‘ Any’ Line Paid Access ‘ Home’ Contract Lines Comms (Anywhere) ‘ My’ Phone Free Access Individual Contract Pay Per Use Customers Broadcast Internet Fixed Mobile Mobility
    33. 33. Business Model Of The Dominant Provider Of The Future Service Access Relation to Individual Customer Revenue Competition metrics Search, Community, Content Direct advertising Sessions Comms (Anywhere) ‘ My’ Phone free access Individual Contract pay per use Customers Mobility
    34. 34. Business Model Of The Dominant Provider Of The Future Mobility Requirements For Convergent Service Providers Service Access Relation to Individual Customer Revenue Competition metrics Search, Community, Content Direct advertising Sessions Comms (Anywhere) ‘ My’ Phone free access Individual Contract pay per use Customers Mobility Hybrid Revenue Model - Prepaid, Contract, Content, Advertising, 3rd Party Access Personalised Service Packages - Accessible Anywhere, Any Time Access Via ‘My’device - Portable Identity, Access Anywhere Customer Centric Process Ability - Mobility Rights, Services Mix, Security, Preferences Focus On Customers, Users And Session Numbers - Multiple Customer, Multiple Service Access
    35. 35. Business Model Of The Dominant Provider Of The Future Hybrid Revenue Model - Prepaid, Contract, Content, Advertising, 3rd Party Access Personalised Service Packages - Accessible Anywhere, Any Time Access Via ‘My’device - Portable Identity, Access Anywhere Customer Centric Process Ability - Mobility Rights, Services Mix, Security, Preferences Focus On Customers, Users And Session Numbers - Multiple Customer, Multiple Service Access Mobility Requirements For Convergent Service Providers
    36. 36. Remaining Competitive In A Converging World Payment Access Applications & Information Users Customer Intelligence Customer Intelligence Text Voice Instant Message Video Message Ring tones Wallpaper Browsing Download & streaming TV Enterprise applications Advertising M-commerce User Generated Content Gaming Individuals Family groups Enterprise groups Social communities Business communities Mobile Mobile IP Local Wireless Fixed IP Fixed Prepay Now pay Post pay PAYMENTS Charging Billing Rating Customer care Settlement
    37. 37. <ul><li>Steps Towards </li></ul><ul><li>Successful Convergence </li></ul>
    38. 38. <ul><li>Maximize Your Revenue From Existing Services </li></ul>
    39. 39. Messaging <ul><li>Personalised Messaging </li></ul><ul><ul><li>Storage, Copy-forward, Diversion, Signatures, Nicknames </li></ul></ul><ul><ul><li>Out Of Office Notes, Message Barring, Routing Features </li></ul></ul><ul><ul><li>Personalised Greetings, Avatars, Visual VoiceMail </li></ul></ul><ul><ul><li>Personalised Notifications (IM, SMS, MMS, E-mail) </li></ul></ul><ul><ul><li>Parental Control, Black and White Listing </li></ul></ul><ul><li>Bringing Together Public And Private Messaging </li></ul><ul><ul><li>Connecting Existing Communities With SMS/MMS Users </li></ul></ul><ul><ul><li>Step-stone To Converged Messaging </li></ul></ul>
    40. 40. Messaging <ul><li>Innovative Pricing </li></ul><ul><ul><li>Converged Payments </li></ul></ul><ul><ul><li>Bundling </li></ul></ul><ul><ul><li>Implement Loyalty Campaigns </li></ul></ul><ul><li>Internet Service Access Through Messaging </li></ul><ul><ul><li>eBay, Paypal </li></ul></ul><ul><ul><li>Blogging, Communities </li></ul></ul><ul><ul><li>Search </li></ul></ul>
    41. 41. Mobilizing The Internet <ul><li>Optimise </li></ul><ul><ul><li>User Experience </li></ul></ul><ul><li>Control </li></ul><ul><ul><li>Browsing & Access </li></ul></ul><ul><li>Enable </li></ul><ul><ul><li>Communities </li></ul></ul><ul><li>Monetise </li></ul><ul><ul><li>Clarity of Pricing </li></ul></ul>
    42. 42. <ul><li>Deploy Flexible Service Environments </li></ul>
    43. 43. Application And Access Ubiquity <ul><li>Flexibility To Introduce Variety Of Applications </li></ul><ul><li>Quickly Across Variety Of Clients And Networks </li></ul>Devices Applications
    44. 44. <ul><li>Know Your Customer </li></ul>
    45. 45. Increase Customer Loyalty Achieving Customer Centricity <ul><li>Behaviour </li></ul><ul><li>Lifestyle Characteristics </li></ul><ul><li>Brand Preferences </li></ul><ul><li>Personal Interests </li></ul><ul><li>Consumption Patterns </li></ul>
    46. 46. Increase Customer Loyalty From B&W To Full Color <ul><li>Unlock The Potential Of Customer Data </li></ul>
    47. 47. <ul><li>Make Payments Work </li></ul>
    48. 48. Make Sure You Get Paid
    49. 49. Getting The Basics Right
    50. 50. Payments: Making It Work <ul><li>Create Offers That Look Simple To The User </li></ul><ul><li>Provides Tariffs And Bundles To All Subscribers </li></ul><ul><li>Delight Users With Relevant Loyalty Rewards </li></ul><ul><li>Enable Consumers To Control Their Spend Per Service </li></ul><ul><li>Quickly Implement New Service Packages Or Tariffs </li></ul><ul><ul><li>Attract New Users And Prevent Churn </li></ul></ul><ul><li>Monitor/Control Information On Your Network Real-Time </li></ul><ul><ul><li>Reduce Bad Debt And Close Fraud Windows </li></ul></ul>Provide User Control & Total Revenue Capture
    51. 51. Sirous Kavehercy Market Development Director --------------------------------------------------------- Mobile: +31 65252 6222 Email: [email_address] Website: http://www.acision.com Skype: sirous.kavehercy
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