Telefónica M2M global operator: strategy of alliances


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Presentation at M2M Forum Europe about the strategy of alliances of Telefónica M2M, by Enrique Menduiña.

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Telefónica M2M global operator: strategy of alliances

  1. 1. m2mTelefónica - M2M GlobalOperator – Strategy ofAlliancesTelefónica Digital | Global M2MJune 2013
  2. 2. © Telefónica Digital | All rights reserved m2m2IndexIntroduction010203010203Creation of the M2M Ecosystem. StrategyConclusions. Main Messages.
  3. 3. 01Introduction
  4. 4. © Telefónica Digital | All rights reserved m2m4Creating an eco-system of PartnersDue to the fragmentation of the M2MValue Chain, development of end-to-end best in class solutions implies towork with Partners.m2m Partner Eco-system“Strategy” aiming at bringing together the world class M2M playersalong the value chain to rapidly create applications and servicesIndustry and market dynamics limit anyone service provider’s ability to drivesignificant change by “going it alone”.Some programs and tools must beput in place to make this processeasier in creating a rich ecosystemof valuable partners.
  5. 5. 02Creation of the M2M Ecosystem. Strategy
  6. 6. © Telefónica Digital | All rights reserved m2m6Fostering alliances with other operators aiming at:• Achieving synergies,• Reducing costs,• Gaining a better footprint and roaming capabilities,• Building a universal solution for global customers.Creation of Eco-System – ObjectivesBilateral MultilateralAlliance1 2
  7. 7. © Telefónica Digital | All rights reserved m2m7…and with the best bilateral alliances for M2M… bilateral agreements with a number of worldwide carriers Nature:o Full partnership: Sales + Product + Technical Objectiveso Increase Incomes: Increase Sales + New Wholesale Revenueso Reduce costs: Roaming + Economies of Scale Scopeo Collaboration in Marketing and Commercial,o M2M Horizontal & Vertical Solutions,o Technology and Procuremento Focus on services for Transnational customers, mainly MNCs - via Roaming or local lines.
  8. 8. © Telefónica Digital | All rights reserved m2m8Bilateral Alliances – Coverage.Global CoverageGlobal CoverageTelefónicaSudanSwedenNorwayDenmarkSerbia TurkeyHungaryMontenegroChinaSaudi ArabiaUAELibyaIndonesiaTanzaniaNigeriaBenin, Gabon,Togo, Ivory CoastEgyptNigerPhilippinesIndiaBangladeshMalaysiaPakistanSingaporeSri LankaThailandIndia: Etisalat, SingTel, TelenorPakistan: Etisalat, SingTel, TelenorIndonesia: Etisalat, SingTel.Bangladesh: SingTel, TelenorThailand: SingTel, TelenorEtisalatChina UnicomSingTelTelenorAveaSunrise
  9. 9. © Telefónica Digital | All rights reserved m2m9The Mission of the Alliance is to enable a global, unique seamless solution for the provisionof communications to multinational customers requiring M2M device connectivity.Guiding Principles:• Focus on creating an M2M ecosystem & global multi-operator products• Open to new members to fill the geographic gaps• Currently, Jasper Wireless Control Center Platform usage• M2M Solutions: Unique customer interface (Jasper Wireless) and unique SIM (subscriptionupdate)... and leading a M2M Alliance with significant telecom operators all overthe world
  10. 10. © Telefónica Digital | All rights reserved. m2m10 Global solution: The agreements enable joint commercial efforts to look for a global solution based proposition.This is particularly important for M2M opportunities that require multiple services over large geographical areas:Its about Communication but also about OperationsM2M Global Customer RequirementsRequirements• one portal• a unique SIM• a common APN• a single VPN• a joint customer service• Unique/several invoicing• Local /lowest prices• Permanent roaming solution• Multioperator solution with localsubscriptionsSolutionIt´s mandatory the collaborationbetween operators!
  11. 11. © Telefónica Digital | All rights reserved m2m11Value Proposition for Customers• Connectivity for a large geography• Easy regulation compliance• Cost of connectivity.- Using the SIM profile of a local operator avoids roaming costs, helping tokeep services that use high volumes of data affordable for customers.• Controlling costs and predicting costs.• Logistics and simple SIM procurement.- Regardless from which Alliance member the M2M WorldAlliance SIM was procured, installed in an embedded mobile device it is ready to work in eachM2M World Alliance• Global and Regional Support.• Unified billing and invoicing process. Capability to adapt the billing/invoicing to customerrequirements.Improving businessUnique SIM, a uniform web interface and centralized management of status
  12. 12. © Telefónica Digital | All rights reserved m2m12M2M Multi-operator Alliance FootprintGlobal CoverageBangladeshRussiaPakistanIndiaThailandCanadaPuerto RicoVenezuelaBrazilArgentinaUruguayChileEcuadorPanamáEl SalvadorGuatemalaNicaragua ColombiaPeruMéxicoCosta RicaUKGermanyCzech R.IrelandBelgiumSlovakiaSpainItalyThe NetherlandsAlgeria Libya Egypt KSACentral African R.AustraliaNewZealandJapanSri LankaIndonesiaPhilippinesArmeniaGeorgiaKazakhstanUzbekistanKyrgyzstanTajikistanCambodiaLaosAfghanistanMyanmarUkraineSingaporeBurundiZimbabweBenin, Gabon, IvoryCoast, TogoNiger,NigeriaUAETanzaniaSudan
  13. 13. © Telefónica Digital | All rights reserved m2m13Unified View of the Control CenterTop Layer (Control Center)… a unified view of the Control Center will be offered to the CustomerControl Center
  14. 14. © Telefónica Digital | All rights reserved m2m14…A Subscription Management System will be implemented“Over The Air” Subscription Manager** Subscription Manager or Federation ofSubscription ManagersGlobal SIM.- with provision subscription
  15. 15. 03Conclusions. Main Messages.
  16. 16. © Telefónica Digital | All rights reserved m2m16M2M – Conclusions Telefónica is developing and soundpolicy of partnerships. This policy will allow extending thecoverage to serve MNC customerrequiring worldwide coverage.Partnership with: Avea, China Unicom, Etisalat,KPN, NTT Docomo, Rogers, SingTel, Sunrise,Telenor, Telstra, Vimpelcom,That promotes a global broad-based approach to gofor international bids.A solution of eUICC/OTA provisioning within theglobal alliance with eight operators underdevelopment. Telefónica is a driving force to pushthe alliance of the eight operators.
  17. 17. © Telefónica Digital | All rights reserved m2m17What the market said• “The seven mobile operators across the world using the same M2M platform will automatically benefit from adegree of interoperability that makes it easier for enterprise customers to expand into new markets.”( – News and Analysts)• “The operators has big names with a vast geographic reach. It includes carriers from completely different regionsof the world” ( – News and Analysts)• “The Alliance opens doors to global bids. The main thing is to develop a single solution to meet the requirementsof multinationals.” (Ovum).• “It is hoped that the alliance will stimulate the growth of M2M solutions, and lead to a reduction in operationalcosts.” (Ovum).• “Operator M2M alliance could solve fragmentation in ecosystem” (Fierce Wireless Europe – citing Analysts).• “Along with greater collaboration between vendors and operators, such efforts would help to remove a barrier tothe wider adoption of M2M services.” (Telecom Engine – M2M )• “Incorporation of Etisalat. Because the global M2M market is defined by partnerships and the combination of corecompetencies an operator can bring to its M2M technology, being able to offer a single SIM for M2M will beattractive to enterprises looking to deploy a single M2M application in different markets worldwide”. (– News and Analysts).
  18. 18. © Telefónica Digital | All rights reserved m2m18What the market saidFrost&SullivansInforma Telecoms“The alliance will now need to work hard to use its single worldwide SIM to botheducate the enterprise market on the potential uses of M2M, as well as to use it as aplatform to differentiate from other operators’ M2M offerings”; “It will be interesting tosee how an alliance of operators with something approaching global reach – althoughthe key markets of the US and China are still absent from its footprint – will be able totake market share from rivals with its single SIM approach in the growing M2M market”TelecomAsia"A significant advantage of this partnership, however, is addressing roamingchallenges, especially in M2M industries such as automotive and logistics applications(e.g. regional and international logistics track & trace applications,.. The partners willalso benefit for scale arguments when negotiating M2M devices, modules, APIstandardisation and M2M platform roadmap development. Moreover, these M2M telcoswill differentiate themselves from other M2M service providers. ““Alliance members are using the Mobile World Congress to highlight its progress so far.The telcos are demonstrating SIM management capabilities and over-the-airsubscription updates on tablets during the show, which the alliance states are keyelements for manufacturers of mass-market connected devices.”
  19. 19. 19m2m of Telefónica“We are here, and we will remain here”Welcome to the m2m world of TelefónicaWelcome to a better world