Enterprise - A Customer Or A Partner

Enterprise - a customer or partner? How self service billing can turn business relationships upside down P awel Lamik , Krzysztof Kwiatkowski VanillaPlus Webinar 20/01/2010

Introducing Comarch
Founded in 1993, public company since 1999 , s table ownership
Global software vendor for multiple industries
Strong BSS and OSS player - top rated by Gartner
3 500 employees in EU and US
Mother company of SoftM in Germany
Areas: Telecommunications, ERP, Government & Utilities, Banking, Insurance & Capital markets, Trade & Services, Infrastructure .

T-Mobile Austria and Germany; O2 Germany GmbH & Co. OHG, Germany; Vodafone Group ; Polkomtel SA , Poland; TPSA – Polish Telecom (FT Group), Poland; E-Plus Germany; Bouygues Telecom , France; Auchan, France; Vistream, Germany; PTC / Era (T-Mobile Group), Poland; Orange, Poland; Bite Latvia and Lithuania; Vivacom (BTC Group), Bulgaria; Crnogorski Telekom, Montenegro; Tele Yemen, Yemen; Sample Customers :

Full OSS portfolio
Network & Service Inventory
Network & Service Assurance
Field Service Management
Performance Management
For Networks
For Business
For Projects

Introduction

Corporate customers treated more as partners

Corporate Mobile communications costs are growing out of control

Corporate customers demand even more MORE FREEDOM

What do operators look for?
How to reduce costs?
How to sell more?
How to sustain growth?
Cost Sales Growth Service providers dilemmas

The wall between ...is cracking! operators enterprise customers

Opening billing via
self service -
case studies

The “Open billing” example
MVNE in the Netherlands, started in 2006
as BT Infonet and Unify Group Holding
since 2009 an independent company
Business model
Cheap roaming, voice-over-data
Post-paid, pre-paid
Resellers, no end-customers
Maximum outsourcing
Single identity on mobile and IP

Business model - real life MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

Sales process: customer = partner = provider Reseller level 2 MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO : A Dutch MNO Price schedule: -------------

Charge process: wholesale / on behalf MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

Self Service via B2B gateway IT systems of partners Integration platform IT systems of 6gmobile

OnePhone

MVNO – FMC for business
2008 – a JV of OnePhone Holding and KPN MI
Fixed-mobile convergence
Based on Spring Mobil success
German SMEs (50-1500)
Advanced billing and
self service capabilities

Customer as a partner Two sided wholesale/on behalf/self billing model Open billing Customer self-ordering, account hierarchy changes. Direct influence on billing account structure. Self Care Customer decides about guiding – prefixes (also time and place) - split billing in BSS Making a call Customer - an ‘operator’ - split billing in BSS Private Outdoor Customers sharing tariff plan, sites, products, accounts moving - customer hierarchies in BSS Customer groups Customer assumes part of operator’s risk related to investment in CPE - commitment calc in BSS Sites Individual tariff plans - rating modifiers on customer level in BSS Price setup Transformation enablers in billing & self service Aspect

Potential new revenue streams Fixed operators Corporate customers $$$ „ Corporate„ operators $$$ $$$
Corporate services (FMC)
Roaming services (single identity, cheap roaming services)
New stimulation – partner-customer

Opening billing via self service pays

Questions? [email_address] +48 12 646 14 44 +48 691 464 106 Thank you!

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Enterprise - A Customer Or A Partner

by Comarch SA on Jan 22, 2010

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