2. Telekom Austria Group Footprint - 20M mobile
subscribers
Si.mobil facts:
• 2nd operator in Slovenia Telekom Austria
Market share: 39,3 % Velcom Belarus
• 30% market share Market share: 43 %
• member of TAG Mobilkom
Liechtenstein VIP Croatia
Market share: 38,6 %
Small enough to be a
Playground
Mtel Bulgaria
Market share: 47,7 %
Simobil Slovenija
Market share: 30,9 %
VIP Mobile Serbia
Market share: 16,5 % VIP Macedonia
Market share: 26 %
EuroCloud Congress 2012
3. Telco Entering the Cloud Business –
‘’environment’’
WHO? Business segment
ADVANTAGES? Leverage current potentials
• TRUST: existing customer base and relationship
• SCALE: existing direct/indirect sales force (KA, shops, franchises, dealers, ...)
• REPUTATION: brand positioning, awareness,
• CUSTOMER handling: 24/7 customer care, billing, collection, ...
BASIC REQUEST! Manage Risk
• low investment
• risk share
• time to market
MISSION:
"focus on your core business and we will take care of the rest"
4. How we did it? First 10 months
First half - strategy set up:
• brokerage model (low investment, leverage potential)
• revenue share (risk share)
• NO data centers, they are at service providers
• local customer relationship
Next half - "just do it":
• set up initial service portfolio
• establishing eco system (sales force automation, marketplace,
landing page, 3rd party integration, self care, Telco system
integration)
• sales strategy
• go to market strategy
• partner management
5. Market launch (June 2011)
Last year:
• build market awareness
• sales channels
• partnering (adding new services)
• sell, sell, sell
Now:
• 3% of existing customer base , 0,5% new
• 21 services
• www.bizstore.si
• developer community start:Cloud
6. Our business model
cloud solutions broker
OFFER DEMAND
Providers OpCo Business users
of cloud services. as a cloud solution broker and their devices
Without an intermediary between cloud
provider and cloud consumer, there's
just too much work, time and expense
Daryl Plummer, vice president and fellow at Gartner
Provide our business customers what they
need when they need and all on one place
7. What is next?
2013
20 mio
subscribers
Regional footprint 7 countries:
• Local presence, brand, cust. handling
• Global services/prices
• Local services/ developers community
• Marketplace federation:
– one central repository of services
– 7 local service selections targeted to match local market requirements
10. How to sell cloud solutions?
Bundle them with all other services to satisfy all
business needs in one place. CV↑
Benefits for the customers
1. One provider – total offer.
2. Central and simple access to all business
solutions - whenever and wherever.
3. Single contact for all solutions with 24/7
support.
4. Monthly payment.
5. Payment according to actual needs –
scalability.
6. Consulting – personal custodian.
7. Si.mobil takes over responsibility for security
and licenses.
718 subscriptions sold
800
700
600
500
400
300
200
100
0
Jul-11
Mar-12
Jul-12
May-12
Apr-12
Oct-11
Feb-12
Aug-11
Sep-11
Nov-11
Dec-11
Aug-12
Sep-12
Jun-11
Jan-12
Jun-12
11. How to sell cloud solutions?
Sell them independently to attract non-customer
buyers. GA↑
www.bizstore.si
We decided for the Independent
web sales channel & marketplace,
dedicated to sales, access to
cloud-based business solutions.
Target groups
Non-customer buyers:
BUY
Users (new & Si.mobil):
ACCESS & CONFIGURE
Services providers/developers:
SELL
12. How to address service providers and developers?
Established developers portal
http://developers.simobil.si/
1. First and the most relevant
business online marketplace in
Slovenia
2. Access to existing Si.mobil
customer base in business
segment
3. Sales and new revenue
source
4. Support, promotion, billing,
SSO, metrics
5. References & access to
community partners
14. Future directions
Common customer base
Si.mobil to become MaaS
(Marketplace as a Service) provider in
TAG.
Vipnet Mtel
To offer cloud service marketplace and
management platform that enables Si.mobil Vip mobile
OpCos in TAG to distribute web-based Local cloud service markets
cloud services with:
Regional
- NO upfront investment
Marketplace
- risk/revenue sharing Platform
- fast time to market (few months)
While developers can integrate once
and reach millions of TAG customers. Regional cloud service providers
Si.mobil to offer business support and
marketing and sales knowledge in
order to sustain the group success on
cloud area.
Common provider base:
Global SaaS providers and Regional Developers
15. Why sell cloud solutions?
OpCo as a cloud solution broker
Local predictions
IDC predicts local 29,4% CAGR of Cloud
solutions for period 2011 – 2016, with 41,5
growth in 2012. (source: IDC Slovenia Cloud Services 2011)
Business model
Preferred is CSB – Cloud Solution Broker, source: IDC Slovenia Cloud Services 2011 Analysis and 2012-
in which MNO does not act as service 2016 Forecast Executive Summary
provider. Instead, it acts as reseller of 3rd
party solutions. (source: Gartner and Forester)
Adoption
- 20% of businesses will not own IT by end
of 2012, (source: Gartner)
- main-stream adoption of cloud computing
solutions in 2-5 years (source: Gartner)
source: Gartner, July 2011
16. Overview of our technical solution
Marketplace for
Customers:
One contact point and Log-in for all services
Cust Home Page Marketplace Cust Self admin
Service Service Billing
Marketplace
Catalog Management
Partner Integration
Provisioning API Billing API
Marketplace for Service providers: Local Developers:
Partners: • Microsoft • Špica
• CEOD • Setcce
• GIS Data • …
• Google
• …
