Telco 2.0 -- Transforming Services Delivery

Transforming Services Delivery " Crossing the Chasm to Telco 2.0"

Carrier Market has Changed Core Services New Services Subscribers $ Traditional Competition Emerging Competition Voice Hosting Broadband SaaS Web 2.0
Business Impact :
Commoditization
Declining Profits
Subscriber Churn
Marketshare Loss
What is the impact on business models?

Business Models are Changing How will carriers make money?

Revenue Sources are Changing What does it mean to be a 'carrier'?

Telco 1.0 vs. Web 2.0
Web 2.0 revenue model is inverse of Telco model
Web 2.0 providers generate higher profits than Telcos
Web 2.0 overall market growth much higher than Telcos
Yet Telcos provide customer access...
Revenue Share Telco Web 2.0
Services
Platform
Core Network
Access Network
Licenses
Market Growth Low Rapid $ $ low low high percentage high percentage Who 'owns' the customer?

Defining Customer Value
Services Delivery
Network Expertise
Market Reach
Quality of Service
Services Creation
Content Expertise
Time to Market
Continuous Innovation
Web 2.0 Telco 2.0 Boundaries will blur, but what's your primary focus?

Converged Services Provider Aggregating Core and External Services SMBs SOHO Verticals Enterprise Application Services IT/Managed Services Telephony Services
Customer Value :
One provider
One bill
One log-in
One view
One helpdesk
Trusted Provider Converged Services How can carriers transform?

Telco 1.0 Approach won't Work
Millions in CAPEX and OPEX
Silo'd services delivery
Technology stack built ground-up
Many integration touch-points
High maintenance
Limited flexibility
Oriented towards single services
Resource-intensive
Limited new deployments per year
Long development cycles
Time-to-market, and profit, for delivering new services
Challenge to Revenue Avoiding the time-to-market trauma...

Transcending Transformation (Making Change Work) "As for service creation, there's a need for new investment here, in things like Jamcracker." "You clearly can't have projects that spend 6-12 months working on OSS BSS integration any more." Crossing the chasm to converged services... Steve Zimba Managing Director Global Telecoms Business

Jamcracker Delivers On-Demand
Wholesale best-of-breed value-added services
Established processes for sourcing, integrating, testing, branding, bundling, and delivering on-demand services
Master distribution agreements support multi-tiered services delivery
Dozens of "off the shelf" solution partners with >100 service offerings

Provide infrastructure, operations, support, and programs for branded on-demand services marketplaces
Enabling distribution partners to rapidly source, bundle, and sell new value-added services
Ability to rapidly on-board core carrier services and local ISVs, allowing value-added service bundling
Unified provisioning, single sign-on, administration, billing, and support
With minimal cost, effort, and risk
Technology and services in development since 1999
Offering everything from A to Z for services delivery...

A to Z Includes
ISV Vendor Management, On-Boarding & Settlement
ISV Self Service – Integration Portal
Hosting
Portal(s) & Catalog(s) for Every Market Segment
Order Management
Identity Management and Single Sign-On
Provisioning
End User Services Administration
Help Desk – Ticketing
Support – Unified 1 & 2
Billing & Metering
SLA Services Monitoring
Product Management & Reporting
Integration Orchestration
Global Services Distribution Ecosystem
Services Market Launching & Testing
Sales & Marketing Support
Multi-Tier Distribution
Unified End User – Business, Consumer, Mobility Interface
Let's put theory into practice...

Carrier Business Case Study
Business Objectives
Further monetize broadband investment through service differentiation
Expand markets without expanding networks
Expand business model for future earnings growth
Market Approach
Offer broad array of on-demand services to grow net new customer acquisition
Differentiate "cash cow" broadband offerings via bundled services to reverse margin erosion / churn
Get to market quickly and cost-effectively with a flexible foundation for future growth
Quickly, efficiently, profitably...

Carrier-Branded SaaS Marketplace Help Desk Support User Management Billing & Settlement Services Provisioning Security Services Integration Jamcracker Services Delivery Network Jamcracker Solution Partners Carrier Partners Core Services Broadband Hosting Mobile Networking Voice Customers Local ISVs Channels Carrier - Jamcracker Partnership

Federated Services Delivery Universal Services, Localized Delivery Help Desk Support User Management Billing & Settlement Services Provisioning Security Services Integration Jamcracker Services Delivery Network Marketplace Partners Solution Partners Others...

Carrier's Perspectives on Jamcracker
Market-leader in pure-play SaaS delivery
Met all functional requirements
Demonstrable, 'out-of-the-box' solution
Lower implementation cost / improved speed to market
Leverage ongoing development for global JSDN Telco partners
Provides a catalogue of pre-enabled applications – with existing connectors and commercials
APIs and roadmap for integrating with other systems
Established program for on-boarding new ISVs
Open source / non-aligned
Objectives aligned through revenue share agreement
Sales and marketing support
Flexible commercial model enabling selective insource/outsource functions
Delivering Web 2.0 services via Telco 2.0...

Transformation is Good Business Service Bundles Subscribers $
Business Gains :
Differentiation
Increase Profits
Subscriber ARPU
Marketshare Gain
Expanded Offerings Voice Hosting Broadband SaaS Web 2.0 Core Services New Services

Change Benefits Everyone Customers - One-stop-shop of many best-of-breed services - Single point of purchasing, billing, and support - Unified provisioning and user experience Carriers - Increase stickiness, reduce churn - Grow net-new ARPU - Increase sales/channel productivity - Bundling differentiates core services ISVs - Expand distribution - Bundle offerings with new services

The Future is Now! "Voice, video, and data, digitally delivered across interconnecting networks to a variety of different terminals with different uses. As always, the technology takes shape long before its full consequences for society take place." "The internet, in particular, is remarkable for its many different capabilities. It is more than just a means of communicating: it is a marketplace, a library, a distribution chain ." Frances Cairncross, "The Death of Distance"

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Telco 2.0 -- Transforming Services Delivery

by Steve Crawford

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