Telco 2.0 -- Transforming Services Delivery


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Carriers and other service providers are making the transformation to the \'Telco 2.0\' business model by leveraging their networks to distribute Software as a Service (SaaS), Cloud Computing, and many other On Demand Services.

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Telco 2.0 -- Transforming Services Delivery

  1. 1. Transforming Services Delivery " Crossing the Chasm to Telco 2.0"
  2. 2. Carrier Market has Changed Core Services New Services Subscribers $ Traditional Competition Emerging Competition Voice Hosting Broadband SaaS Web 2.0 <ul><li>Business Impact : </li></ul><ul><ul><li>Commoditization </li></ul></ul><ul><ul><li>Declining Profits </li></ul></ul><ul><ul><li>Subscriber Churn </li></ul></ul><ul><ul><li>Marketshare Loss </li></ul></ul>What is the impact on business models?
  3. 3. Business Models are Changing How will carriers make money?
  4. 4. Revenue Sources are Changing What does it mean to be a 'carrier'?
  5. 5. Telco 1.0 vs. Web 2.0 <ul><ul><li>Web 2.0 revenue model is inverse of Telco model </li></ul></ul><ul><ul><li>Web 2.0 providers generate higher profits than Telcos </li></ul></ul><ul><ul><li>Web 2.0 overall market growth much higher than Telcos </li></ul></ul><ul><ul><li>Yet Telcos provide customer access... </li></ul></ul>Revenue Share Telco Web 2.0 <ul><ul><li>Services </li></ul></ul><ul><ul><li>Platform </li></ul></ul><ul><ul><li>Core Network </li></ul></ul><ul><ul><li>Access Network </li></ul></ul><ul><ul><li>Licenses </li></ul></ul>Market Growth Low Rapid $ $ low low high percentage high percentage Who 'owns' the customer?
  6. 6. Defining Customer Value <ul><li>Services Delivery </li></ul><ul><ul><li>Network Expertise </li></ul></ul><ul><ul><li>Market Reach </li></ul></ul><ul><ul><li>Quality of Service </li></ul></ul><ul><li>Services Creation </li></ul><ul><ul><li>Content Expertise </li></ul></ul><ul><ul><li>Time to Market </li></ul></ul><ul><ul><li>Continuous Innovation </li></ul></ul>Web 2.0 Telco 2.0 Boundaries will blur, but what's your primary focus?
  7. 7. Converged Services Provider Aggregating Core and External Services SMBs SOHO Verticals Enterprise Application Services IT/Managed Services Telephony Services <ul><li>Customer Value : </li></ul><ul><ul><li>One provider </li></ul></ul><ul><ul><li>One bill </li></ul></ul><ul><ul><li>One log-in </li></ul></ul><ul><ul><li>One view </li></ul></ul><ul><ul><li>One helpdesk </li></ul></ul>Trusted Provider Converged Services How can carriers transform?
  8. 8. Telco 1.0 Approach won't Work <ul><ul><li>Millions in CAPEX and OPEX </li></ul></ul><ul><ul><ul><li>Silo'd services delivery </li></ul></ul></ul><ul><ul><ul><li>Technology stack built ground-up </li></ul></ul></ul><ul><ul><ul><li>Many integration touch-points </li></ul></ul></ul><ul><ul><ul><li>High maintenance </li></ul></ul></ul><ul><ul><li>Limited flexibility </li></ul></ul><ul><ul><ul><li>Oriented towards single services </li></ul></ul></ul><ul><ul><ul><li>Resource-intensive </li></ul></ul></ul><ul><ul><ul><li>Limited new deployments per year </li></ul></ul></ul><ul><ul><li>Long development cycles </li></ul></ul><ul><ul><ul><li>Time-to-market, and profit, for delivering new services </li></ul></ul></ul>Challenge to Revenue Avoiding the time-to-market trauma...
  9. 9. Transcending Transformation (Making Change Work) &quot;As for service creation, there's a need for new investment here, in things like Jamcracker.&quot; &quot;You clearly can't have projects that spend 6-12 months working on OSS BSS integration any more.&quot; Crossing the chasm to converged services... Steve Zimba  Managing Director  Global Telecoms Business
  10. 10. Jamcracker Delivers On-Demand <ul><li>Wholesale best-of-breed value-added services </li></ul><ul><ul><li>Established processes for sourcing, integrating, testing, branding, bundling, and delivering on-demand services </li></ul></ul><ul><ul><li>Master distribution agreements support multi-tiered services delivery </li></ul></ul><ul><ul><li>Dozens of &quot;off the shelf&quot; solution partners with >100 service offerings </li></ul></ul><ul><li>  </li></ul><ul><li>Provide infrastructure, operations, support, and programs for branded on-demand services marketplaces </li></ul><ul><ul><li>Enabling distribution partners to rapidly source, bundle, and sell new value-added services </li></ul></ul><ul><ul><li>Ability to rapidly on-board core carrier services and local ISVs, allowing value-added service bundling </li></ul></ul><ul><ul><li>Unified provisioning, single sign-on, administration, billing, and support </li></ul></ul><ul><ul><li>With minimal cost, effort, and risk </li></ul></ul><ul><ul><li>Technology and services in development since 1999 </li></ul></ul>Offering everything from A to Z for services delivery...
  11. 11. A to Z Includes <ul><ul><li>ISV Vendor Management, On-Boarding & Settlement </li></ul></ul><ul><ul><li>ISV Self Service – Integration Portal </li></ul></ul><ul><ul><li>Hosting </li></ul></ul><ul><ul><li>Portal(s) & Catalog(s) for Every Market Segment </li></ul></ul><ul><ul><li>Order Management </li></ul></ul><ul><ul><li>Identity Management and Single Sign-On </li></ul></ul><ul><ul><li>Provisioning </li></ul></ul><ul><ul><li>End User Services Administration </li></ul></ul><ul><ul><li>Help Desk – Ticketing </li></ul></ul><ul><ul><li>Support – Unified 1 & 2 </li></ul></ul><ul><ul><li>Billing & Metering </li></ul></ul><ul><ul><li>SLA Services Monitoring </li></ul></ul><ul><ul><li>Product Management & Reporting </li></ul></ul><ul><ul><li>Integration Orchestration </li></ul></ul><ul><ul><li>Global Services Distribution Ecosystem </li></ul></ul><ul><ul><li>Services Market Launching & Testing </li></ul></ul><ul><ul><li>Sales & Marketing Support </li></ul></ul><ul><ul><li>Multi-Tier Distribution </li></ul></ul><ul><ul><li>Unified End User – Business, Consumer, Mobility Interface </li></ul></ul>Let's put theory into practice...
  12. 12. Carrier Business Case Study <ul><ul><li>Business Objectives </li></ul></ul><ul><ul><ul><li>Further monetize broadband investment through service differentiation </li></ul></ul></ul><ul><ul><ul><li>Expand markets without expanding networks </li></ul></ul></ul><ul><ul><ul><li>Expand business model for future earnings growth </li></ul></ul></ul><ul><ul><li>Market Approach </li></ul></ul><ul><ul><ul><li>Offer broad array of on-demand services to grow net new customer acquisition </li></ul></ul></ul><ul><ul><ul><li>Differentiate &quot;cash cow&quot; broadband offerings via bundled services to reverse margin erosion / churn </li></ul></ul></ul><ul><ul><ul><li>Get to market quickly and cost-effectively with a flexible foundation for future growth </li></ul></ul></ul>Quickly, efficiently, profitably...
  13. 13. 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
  14. 14. 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...
  15. 15. Carrier's Perspectives on Jamcracker <ul><ul><li>Market-leader in pure-play SaaS delivery </li></ul></ul><ul><ul><li>Met all functional requirements </li></ul></ul><ul><ul><li>Demonstrable, 'out-of-the-box' solution </li></ul></ul><ul><ul><ul><li>Lower implementation cost / improved speed to market </li></ul></ul></ul><ul><ul><ul><li>Leverage ongoing development for global JSDN Telco partners </li></ul></ul></ul><ul><ul><li>Provides a catalogue of pre-enabled applications – with existing connectors and commercials </li></ul></ul><ul><ul><ul><li>APIs and roadmap for integrating with other systems </li></ul></ul></ul><ul><ul><li>Established program for on-boarding new ISVs </li></ul></ul><ul><ul><li>Open source / non-aligned </li></ul></ul><ul><ul><li>Objectives aligned through revenue share agreement </li></ul></ul><ul><ul><ul><li>Sales and marketing support </li></ul></ul></ul><ul><ul><li>Flexible commercial model enabling selective insource/outsource functions </li></ul></ul>Delivering Web 2.0 services via Telco 2.0...
  16. 16. Transformation is Good Business Service Bundles Subscribers $ <ul><li>Business Gains : </li></ul><ul><ul><li>Differentiation </li></ul></ul><ul><ul><li>Increase Profits </li></ul></ul><ul><ul><li>Subscriber ARPU </li></ul></ul><ul><ul><li>Marketshare Gain </li></ul></ul>Expanded Offerings Voice Hosting Broadband SaaS   Web 2.0 Core Services New Services
  17. 17. 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
  18. 18. The Future is Now! &quot;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.&quot; &quot;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 .&quot; Frances Cairncross, &quot;The Death of Distance&quot;