How telecommunications service
providers can become powerful public
cloud service providers

Stephane Rogier
Worldwide Clo...
Agenda
– THE IT REVOLUTION
– CSPs CHALLENGES
– CLOUD: MEETING SMB, Enterprise and Telco challenges
– Cloud for Telco HP vi...
“By 2012,


20%
of all businesses will own no IT assets.”



Top Predictions for IT Organizations and Users, 2010 and
Beyo...
Everything as a Service, the Concepts
Included in the Cloud

                    EaaS


                     SaaS


      ...
Services Can Be Optimized Through Different
Delivery Models


                                             Service provide...
IT Evolves into the Strategic Service Broker

      Cloud service                   IT organization                     Ou...
Managing a Hybrid Service Ecosystem Takes
a New Kind of Leadership
                                                       ...
CSPs Challenges
WW Growth: 2.1%

                                                               1,600


        Establish ...
Cloud Transformation Can Help CSP

                                      • Increasing competition from traditional and non...
MEETING Enterprise-SMB CSPs CHALLENGES
Meeting ENTERPRISE-SMB CSPs Challenges
Both focused on reduced cost and increased p...
HP Offers a Hub for End-user Services

      SaaS                                                                  Custome...
The SMB CAAS Market Is Ripe
with Opportunity
           Over half of your SMB customers
            want an as-a-Service o...
Some CSPs Are Already in the Hosting
Market, Other CSPs Desire to Enter



       Shared




     Dedicated



           ...
Cloud Services
                                                    NEW
                                                 EN...
Changing Roles
– Customer – what relationships do you want to have
  with your customers and do they want with you
– Marke...
Differentiate Through Insight and Creating
Great Customer Experience
                                                     ...
Service Providers Need Operational Excellence
      Properly address
     customer concerns                        Value s...
HP Cloud Approach
Where it fits
                PUBLIC CLOUD SERVICE DELIVERY AUTOMATION SOLUTION
                • Infras...
Introducing Cloud Service Enablement
Cloud money is going to be won by people who win the consumption side



            ...
HP’s Cloud Strategy



     1. Enable cloud service providers

     2. Help clients secure, source
       and govern cloud...
Q&A


21
To learn more on this topic, and to connect with your peers after
   the conference, visit the HP Software Solutions Commu...
23
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How telecommunications service providers can become powerful public cloud service providers

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Attend this session and learn how your company can expand its privileged relationships with enterprise customers by bundling infrastructure-as-a-service services with tradtitional connectivity and mobility services. You’ll see how HP is helping service providers achieve this in three months, and how you can use cloud technologies—before the end of 2010—to create new revenue streams.

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How telecommunications service providers can become powerful public cloud service providers

  1. 1. How telecommunications service providers can become powerful public cloud service providers Stephane Rogier Worldwide Cloud Program Leader Communications and Media Solutions Hewlett-Packard 1 ©2010 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice
  2. 2. Agenda – THE IT REVOLUTION – CSPs CHALLENGES – CLOUD: MEETING SMB, Enterprise and Telco challenges – Cloud for Telco HP vision 2
  3. 3. “By 2012, 20% of all businesses will own no IT assets.” Top Predictions for IT Organizations and Users, 2010 and Beyond: A New Balance – Gartner, Jan. 2010 3
  4. 4. Everything as a Service, the Concepts Included in the Cloud EaaS SaaS PaaS IaaS 4
  5. 5. Services Can Be Optimized Through Different Delivery Models Service provider shares Resources shared resources across Shared across workloads workloads of multiple customers Resources dedicated to Resources dedicated each workload; Co-lo, Dedicated to each workload managed, hosted, multi- client data center On premises Off premises Customer-owned data center Service provider’s data center 5
  6. 6. IT Evolves into the Strategic Service Broker Cloud service IT organization Outcomes that providers strategic service broker matter Hosted/managed Accelerate growth service providers Services Service Services Lower costs sourced portfolio delivered CSPs Mitigate risk Internal service providers Lines of Business business functions E-mail PBX SFA Mobile ERP IM App Hosting IVR Storage UC PC back up IP CC ... ... 6
  7. 7. Managing a Hybrid Service Ecosystem Takes a New Kind of Leadership Business Cloud service outcomes providers Lines of Service Management Accelerate business growth Value Sourced Hosted/managed Enterprise service providers IT S Lower costs CSPs Business Mitigate risk functions Internal service providers One pane of glass to manage services, processes and experiences across resources you own, borrow and rent 7
  8. 8. CSPs Challenges WW Growth: 2.1% 1,600 Establish Competitive 1,400 Mobile Data 11% Differentiation 1,200 1,000 Mobile ($US billions) Voice 2% Reduce Costs and Drive 800 Operational Efficiency 600 Wireline 400 Data 5% Implement Efficient 200 Wireline Voice –5% Service Delivery 0 Environment 2008 2009 2010 2011 2012 8 Source: IDC World Wide Telecommunications Services Database: January 2009
  9. 9. Cloud Transformation Can Help CSP • Increasing competition from traditional and non- Establish Competitive traditional competitors Differentiation • Disintermediation by OTP players • Target New Markets as Enterprise Services Leverage the cloud and Reduce Costs and Drive • Migration to IP • Network/IT Transformation Operational Efficiency • Implementing Strategies for eco-sustainability • Increased demand for Managed Services Implement Efficient • Reduce time to market Service Delivery • Develop new sources of revenue • Support third-party content/applications Environment TRANSFORM INNOVATE MONETIZE Internally Target new markets Your services 9
  10. 10. MEETING Enterprise-SMB CSPs CHALLENGES Meeting ENTERPRISE-SMB CSPs Challenges Both focused on reduced cost and increased profitability SMB/Enterprise Services Accelerate technical Biz orientation of IT Capital shy investment adoption organization Encroachment Ubiquitous from over-the- broadband top competitors Economic downturn Flat to declining Retain and attract prohibits costly CAPEX revenue business customers investments CSPs challenges 10
  11. 11. HP Offers a Hub for End-user Services SaaS Customer Provider TELCO’S OWN CLOUD SERVICE Customer SaaS Provider Customer IaaS SaaS SaaS Provider Customer CMS Aggregation SaaS Platform for SaaS Customer Provider Customer SaaS OSS BSS Provider Wireles Customer BB Fixed SaaS s Provider Customer Quality Assurance UNIQUE CUSTOMER PAY ONE INVOICE INCREASE GIVE EMPLOYEE EXPERIENCE FOR FOR IT AND COM. SECURITY DETAILS ONCE ORDERING SERVICES SERVICES 11
  12. 12. The SMB CAAS Market Is Ripe with Opportunity Over half of your SMB customers want an as-a-Service offering SMB demand for CaaS is red-hot: A $12.2b market at 28% CAGR in 2014 9 out of 10 firms want some type of bundle with their as-a-Service The greatest opportunity is with SMBs with 100+ employees SMBs are price sensitive: They want the service; but at low prices Service Providers do have permission to play HP as a partner increases likelihood for SMBs to buy for two-thirds of firms Source: HP and Forrester Study, Key Findings, September 2009 12
  13. 13. Some CSPs Are Already in the Hosting Market, Other CSPs Desire to Enter Shared Dedicated On premises Off premises Customer-owned data center Service provider’s data center 13
  14. 14. Cloud Services NEW ENTRANTS (MICROSOFT) SHARED Service provider Resources shared shares resources across workloads across workloads TELCOS of multiple customers Managed DEDICATED Hosting, Telcos Resources dedicated to Resources dedicated each workload; Co-lo, to each workload managed, hosted, multi-client data center ON PREMISES OFF PREMISES Customer-owned data center Service provider’s data center 14
  15. 15. Changing Roles – Customer – what relationships do you want to have with your customers and do they want with you – Market – how does competition impact business modes, economics? – Process – how can you improve the way your organization works? – Service – how can you tune your portfolio to provide differentiating value for customers 15
  16. 16. Differentiate Through Insight and Creating Great Customer Experience Enable customers to Monetize application consume an and content services intentional experience delivered to a broad anywhere, anytime customer base through and through any multiple channels device at a compelling price point Monetize Monetize Customer Services Services Experience Developer Aggregator Provider Consumer Applications Infrastructure Voice & Data Customer Artist & Content & Content Delivery Experience Production Management Operations Management Business User Advertiser Monetize Monetize Services Services Enable the seamless Create innovative delivery of services service offerings in across all networks collaboration with an and channels through ecosystem of partners a leveraged delivery platform 16
  17. 17. Service Providers Need Operational Excellence Properly address customer concerns Value sourcing Compelling Bundles – Security – multi tenancy – TCO winner – not just the – App store for on-line threats, data in the cloud headline number services • Cloud Security Alliance • includes all cost • pre defined bundles – Availability (% per – SLA fit for business critical • optional add -ons for bundles day/week/month) and applications – One bill resilience (time to restore) • no short cuts with a weak SLA • an SLA for business users • not just a simple percentage with – One throat to choke for a partial refund group of related services – Guarantees – my data is safe from others and you – SLA for not business critical • broadband, servers, and storage will not lose it applications • voice (fixed and mobile), messaging , e-mail services and – Performance – it works OK – Excellence in delivery collaboration cost of service delivery is best in the – Legal – legislation & • industry – Simplicity - resolve litigation • no need to pay breakdown complexity compensation easy to buy – Service termination • – One throat to choke • easy to use – One throat to choke 17
  18. 18. HP Cloud Approach Where it fits PUBLIC CLOUD SERVICE DELIVERY AUTOMATION SOLUTION • Infrastructure as a Service portal CMS • Aggregation Platform for SaaS • Provisioning and Billing automation HP BTO HETEROGENEOUS CLOUD SOLUTION (IAAS/PAAS/SAAS) • Encompasses comprehensive reference architecture • Highly customizable for complex needs • Integrates HP and 3rd party software for holistic solution HP CLOUD SERVICE AUTOMATION (IaaS/PaaS) • Tuned BTO Software and services to run your applications + • Enables integrated infrastructure and platform services • Focused cloud solution in your infrastructure HP BLADESYSTEM MATRIX (IaaS) • HP Converged Infrastructure and Technology on HP hardware • Services to deliver the ideal foundation for shared infrastructure • Built for speed. IaaS Now. 18
  19. 19. Introducing Cloud Service Enablement Cloud money is going to be won by people who win the consumption side Business Applications as a Service External SaaS providers: ERP. CRM, HR Device Management as a Service Mobile Device Management Mobile and PC Data Back-Up Communications as a Service CMS solution (Self Service IVR, Video Surveillance) and 3rd party solution (IP Contact Center) Infrastructure as a Service Computing as a Service Storage as a Service 19
  20. 20. HP’s Cloud Strategy 1. Enable cloud service providers 2. Help clients secure, source and govern cloud services 3. Delivery of cloud services from HP 20
  21. 21. Q&A 21
  22. 22. To learn more on this topic, and to connect with your peers after the conference, visit the HP Software Solutions Community: www.hp.com/go/swcommunity 22 ©2010 Hewlett-Packard Development Company, L.P.
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