Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
ALCATEL-LUCENT
ENTERPRISE
Where Everything
Connects
Pierre-Yves Noel
COMMUNICATIONS
+
NETWORK
2.500 employees
deskphones
users
800.000+ customers
channel
partners
40M
3.000+
3
Disrupt or be disrupted
Substitution by large
cloud collaboration
platforms
Transformation of
business models
(CAPEX to ...
4
Hospitality Transportation Education Healthcare Government
Hybrid &
UCaaS
OUR STRATEGY: FOCUS ON VERTICAL, CLOUD AND SER...
5
•This is a communication device •This is a communication device
•Physical good •Cloud service
•Sold through distribution...
6
ProActive Lifecycle Management
•Real-time assessment of products’ lifecycle information
•Advise customer on technology r...
7
A PLATFORM STRATEGY: RAINBOW
RELATIONS SERVICES
PBX &
Terminals
IDENTITIES
Rainbow App
Third party
APP’s
Internet of
Thi...
8
Enabling Business Model innovation with Zuora
Our previous landscape could not enable our new business model...
… as it ...
9
Admin
E-commerce Purchasing Tunnel
ALE Digital Quote to cash chain – High Level Architecture
I-frame for payment means &...
10
Key lessons learnt
•A partnership in our transformation with Zuora
•Evangelize... And again. Repeat.
•More than a chang...
11
Pay Per Use
Software
Subscription
Life Cycle
Management
Managed
Service
Provide
IoT enabled
Networks and Communications...
Upcoming SlideShare
Loading in …5
×

Digital Transformation at ALE breeds new business model and opportunities for customers

642 views

Published on

ALE's digital transformation pays off with a focus on vertical industries, cloud and services for their customers' IT needs. ALE has created new business model and unique opportunities to move away from commoditization and this digital transformation was a key enabler to the success of this changing landscape.

Published in: Technology
  • Be the first to comment

Digital Transformation at ALE breeds new business model and opportunities for customers

  1. 1. ALCATEL-LUCENT ENTERPRISE Where Everything Connects Pierre-Yves Noel
  2. 2. COMMUNICATIONS + NETWORK 2.500 employees deskphones users 800.000+ customers channel partners 40M 3.000+
  3. 3. 3 Disrupt or be disrupted Substitution by large cloud collaboration platforms Transformation of business models (CAPEX to OPEX) Many small players disrupting the market Large players pushing down on margin and prices
  4. 4. 4 Hospitality Transportation Education Healthcare Government Hybrid & UCaaS OUR STRATEGY: FOCUS ON VERTICAL, CLOUD AND SERVICES CpaaS IoT & Mobility Product as a Service Advanced Services
  5. 5. 5 •This is a communication device •This is a communication device •Physical good •Cloud service •Sold through distribution •Consumed by developers •Paid upfront… up to now •Paid on Usage? Commitment? etc. •Easily commoditized •Integrated into customer business processes •Still needed in the new era •Proposing both creates a differentiator Building unique solutions to move away from commoditization
  6. 6. 6 ProActive Lifecycle Management •Real-time assessment of products’ lifecycle information •Advise customer on technology roadmap •Upselling leverage on installed base for us and our channels Network on Demand •Network infrastructure as a service •Scales to customer bandwidth usage •Price per “used port” per month Re-inventing through business model innovation Hospitality •PBX & Phone sets paid on room occupancy rates •Increase average revenue per room for hotels •Price per occupied room B2B2C Banking •Overlay cloud communications services with business process integration •Improve engagement of End-Customers through connection with their advisors •Recurrent (advisors) & usage (interactions) 4 examples
  7. 7. 7 A PLATFORM STRATEGY: RAINBOW RELATIONS SERVICES PBX & Terminals IDENTITIES Rainbow App Third party APP’s Internet of Things Customers and employees collaborateurs APIs RELATIONSHIPS BOTS ANALYTICS IOT CONTAINER
  8. 8. 8 Enabling Business Model innovation with Zuora Our previous landscape could not enable our new business model... … as it required new critical capabilities => we had to create a new business model innovation platform Internal CPQ Products not connected Datalake Data not valued Self service Insight to action Fast time to market Monetize anything with agility Flexible invoices and payments Payment gateway
  9. 9. 9 Admin E-commerce Purchasing Tunnel ALE Digital Quote to cash chain – High Level Architecture I-frame for payment means & VAT check Get offer, quote and order for a given EC API Gateway & Orchestration E R P Payment GTW Data Lake Notification GTW Enterprise Space Create BP from CRD; Create Customer BP user mgt; EC mgt BP rewarding exposure, ack List of subscriptions, invoices with status Analytics - Insight to Action - exposure Agile offer catalog Discount mgmt Subscriptions lifecycle mgmt Recurring Invoicing Recurring Electronic Payments Subscription Accounting Subscription Metrics Exposure to Rainbow, BS, Fleet Dashboard, SFDC Accounting payment reconciliation Direct debit Credit card
  10. 10. 10 Key lessons learnt •A partnership in our transformation with Zuora •Evangelize... And again. Repeat. •More than a change in business models: deep transformation •Find cross-functional champions with fresh mindset •Advocate for simplicity with exec support •No internal guess work : put it early in the hands of customers
  11. 11. 11 Pay Per Use Software Subscription Life Cycle Management Managed Service Provide IoT enabled Networks and Communications Drive Verticals digital transformation Deliver Everything as a Service flexible models & new services Education Hospitality Government Healthcare Transportation Conne cted Experi ence ALCATEL-LUCENT ENTERPRISE | WHERE EVERYTHING CONNECTS

×