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For the Growing Indian SMB space a Hosted Communication Service would be of Immense Value

For the Growing Indian SMB space a Hosted Communication Service would be of Immense Value

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Next Gen Ip Services Next Gen Ip Services Presentation Transcript

  • Next Gen IP Services
    G Suresh Kumar
  • Business Concept
    - 2 -
    The idea or concept proposed tries to introduce Low cost IP as aService to Small and Medium businesses (SMBs). The concept
    also includes delivering converged communication and other managed services through a unified platform. The ease
    of configuration of service and novel means of provisioning make the model highly innovative. Product marketing to
    Value Added Resellers (VARs) is also discussed. The stakeholders involved are new Startup, SMBs, technology vendors,
    connectivity providers and VARs.
    Service
    Provider
    SMBs
    IP in a Box
    Revenue Share
    Support, Updates, Customization
    IP as a Service
    Value Added Reseller
  • Current Scenario in SMB communication
    Pain Areas:
    Fixed Line
    Provider
    Connectivity
    Provider
    • Multiple entities are involved to effect
    enterprise communication.
    • Finger-pointing happens in the event of faults.
    • Heavy investment is required on fixed phone
    lines.
    • Enterprise collaboration is minimal.
    Softphone
    Provider
    IP Phone
    Provider
    IT Backend
    SMB
  • Current Scenario in SMB communication
    1. Service Configuration
    Connectivity
    Provider
    Pain Areas:
    Fixed Line
    Provider
    • Complicated Deployment and management processes.
    • Numerous calls to be made and forms to be filled for
    setting up communication.
    • Cost Factors
    • IT know-how is required.
    • SMBs have to spend a lot to constantly maintain and
    upgrade their systems to stay competitive.
    • No transparency in billing.
    SMB
    Softphone
    Provider
    IP Phone
    Provider
    2. Service Management
    Support
    SMB
    IT Staff
    SMB
    3. Updates/customization
    IT Staff
    $$$
    SMB
    Service
    Providers
  • SMB - Current Scenario
    - 5 -
    Connectivity
    Provider
    Fixed Line
    Provider
    Service
    Providers
    Service
    Providers
    Connectivity
    Providers
    Softphone
    Provider
    Technology
    Vendors
    Technology
    Vendors
    Technology
    Vendors
    IP Phone
    Provider
    SMBs
    Technology
    Vendors
    Voice
    Technology
    Vendors
    ICT
    Providers
    Network
    Services
    Service
    Providers
    Backup
    services
    Security
    SMB
    IT Staff
    IT Services
    SMBs in current scenario deal with multiple partners and vendors for their voice, data , connectivity,
    IT needs etc, complicating the deployment and management of various services required.
  • Pain Areas/Opportunities
    SMB market segment is high-volume, low margin
    Prefer to deal with a single partner / POC for ICT issues and optimize procurement and supplier management costs
    SMBs require solutions
    Easy-to-use
    Available off-the-shelf (with little customization)
    No specific skills to operate (fast learning curve)
    Prefer a specialized partner that can be the “extended” IT personnel
    Business Needs
    Business efficiency driven by faster and better interactions with customers and
    partners and consequent improved customer relationship
    Business flexibility driven by sharing business information in real-time, remote
    access, mobile workers.
    Productivity increase driven by automation, focus on core-business, self-service
    - 6 -
  • Market Speak
    Forrester Research forecasts that SMBs will drive 36% of Europe’s managed service revenues – jointly spending almost €8 billion in 2008.
    Worldwide Revenue for Business Gateway and Office-in-a-box solutions would be reaching €1.7 Billion – Forrester Research.
    Analysis strategy consulting predicts that SMB business needs, fostered by broadband, will allow telecom operators and ISPs in major European countries to add €25,000 per year in 2008 to ARPU levels for sites of over 20 employees.
    Analysis Strategy predicts that the revenue from Value Added Services through broadband will grow from €1.1 billion in 2003 to €10.3 billion in 2008.
    The global SMB segment for PBX (IP and TDM) is set to reach US $6.7 billion in 2007 - Source AMI Partners Inc.
    The number of SMBs in China is expected to grow to 12 million in 2008 and represent 10.5% of GDP (Source: AMI Partners Inc. and State Statistics Bureau)
  • Competitive Analysis: Current Competitor Set
    • BT
    • Strong presence in the SMB market
    • Comprehensive SMB solutions for communication
    • Offers solutions even when on the move and abroad
    • “Communications Complete”, a unified messaging solution for SMBs launched in collaboration with Cisco.
    • Cisco
    • Expertise in networking hardware
    • Cisco Call Manager Express is a communication solution for SMBs
    • Recently launched Cisco Smart Business Communication System for APAC market.
    • Microsoft
    • Expertise in network software
    • Collaborates with Cisco to provide SMB services
    • MS Small Business Server
    • M5
    • Good presence in VOIP market
    • Provides Voice as a Service to Small and Medium Businesses
    • Target market is niche verticals in SMB
    • Others
    - 8 -
  • Competitive Offerings … example
    9
  • IP in a Box
    IP in a Box Back End
    IP in a Box Front End
    Service Provisioning
    System
    Plug & Play
    Service Configuration
    Billing Engine
    Requests
    INTERNET
    Service Management
    Interface
    SMB
    Office
    CRM Engine
    IP as a Service
    NOC configuration
    Interface
    Service Provider’s Network
    Customization
    Interface
    Database
    One Stop for all Communication needs
    Easy End-End Management
  • IP in a Box Services Model
    BPO
    IDM
    Support
    Billing
    Voice as a Service model
    Requests
    Service
    Configuration
    Backup as a Service Model
    SMB
    Office
    Self Service Model
    Service
    Management
    Services
    Remote
    Web Servers
    & Web Services
    Device Layer
    CRM
    Network Services
    All IP based
    Model
    SMB Office in a Box
  • Value Proposition
    - 12 -
  • Value Proposition
    - 13 -
  • Service Architecture
    24X7 Support
    Service
    Management
    Billing
    configuration
    Network Data
    Configuration
    management
    Provisioning
    Targeted/Segmented
    Offerings
    IP As A Service Platform
    SMB 1
    SMB 2
    Service Arena
    Basic Services
    (IM,Voip,email etc.)
    SMB 3
    SMB 4
    SMB 5
    3rd party Service
    Players
    +
    Start up
    Support Engine
    Layered
    Model
    Network Zone
    Connectivity
    Providers
    Value Added Resellers
    Technology
    Vendors
  • Data
    Analytics
    CRM
    ERP
    Web Portal
    Knowledge
    Management
    24X7 Support
    Configuration
    Management
    Billing
    Service
    Management
    Voice
    E-mail
    IM
    Video
    Collaboration
    Value Added Services
    DSL/BB
    HOSTED PLATFORM
    SMB 1
    SMB 2
    Default Services
    SMB 3
    On Demand Solutions
    SMB 4
    SMB 5
    Support Engine
    New Layer exists in the hosted platform
    Seamless integration with existing services
    Tailor-made Solutions
  • Current Technology Vendor Classification
    Value for SMB
    Value
    Proposition
  • Current Technology Vendor Choices
  • Proposed Feature Segmentation
    SMBs
    Features
    - 18 -
  • Value Added Reseller Strategy
    SMB (100-199)
    SMB (199-499)
    SMB (0-99)
    1. Gold Discount.
    2. Tier 1 TVP.
    3. DS + VAS.
    4. Gold Training and
    reward programs.
    1. Gold Discount.
    2. Tier 3 TVP.
    3. DS + VAS.
    4. Gold Training and
    reward programs.
    1. Gold Discount.
    2. Tier 2 TVP.
    3. DS + VAS.
    4. Gold Training and
    reward programs.
    Gold Partner
    1. Silver Discount.
    2. Tier 2 TVP.
    3. DS + VAS.
    4. Silver Training and
    reward programs.
    1. Silver Discount.
    2. Tier 1 TVP.
    3. DS + VAS.
    4. Silver Training and
    reward programs.
    1. Silver Discount.
    2. Tier 3 TVP.
    3. DS + VAS.
    4. Silver Training and
    reward programs.
    Silver Partner
    1. Tier 2 TVP.
    2. DS .
    1. Tier 1 TVP.
    2. DS .
    1. Tier 3 TVP.
    2. DS .
    Registered Partner
    VAS – Value Added Services.
    TVP – Technology Vendor Product.
    DS – Default Services.
  • Working Model
    • Help in competing in new markets with its wide geographic reach
    • Front and Backend Integration
    • Ensuring Seamless delivery of services
    • Enabling plug and play configuration
    • Front End Portal maintenance
    • Provisioning the right kind of service with industry knowledge and domain expertise
    • Assuring QoS
    • Extending Managed services to business and IT consultancy
    • Avoiding feature proliferation by making the service configurable thereby eliminating unnecessary complications
  • Additional Revenue Streams as key USP
    Ads on the Collaborative platform:
    • Third party advertisements can be displayed on the collaborative platform that the staff use.
    • Web portal that the staff use for collaboration can display third party flash adverts.
    • Mobile phones of staff containing the collaborative application can display static ads.
    • The Service logic can involve a smart rules engine incorporating a set of rules to generate ads dynamically
    Web Portal
    Hyperlink Ads, Banner Ads, Flash Ads etc
    Advertising Engine
    Mobile Phone
    Text Messages, Discount coupons, etc
    Third Party Advertisers
    Ads
    Voice and Conference Services
    Ads on Hold Tune, caller tune,
    background of video conferencing, etc
    Billing Engine
    Bill
    SMB Employee touch points
    - 21 -
  • Thank You