Telecom - is not about product selling, but solution selling these days.. Operators/Enterprises want to see new revenue generating services offering.. This slide talks about the value proposition of new Telco services in helping generate revenue in the current scenario...Through valuable mobile data and analytics...

1. Telco Operator Solutions-
A Value Proposition

2. Today’s big companies- Uber
Where have they reached
today:
• Founded in 2009
• Current Revenue : USD 11 Bn
• Current valuation : USD 120 Bn
What They do :
1. Connect passengers with taxi drivers
2. Solution is used globally (common
man)
3. Platform is mobile based
4. Agnostic to HW and SW

3. Today’s big companies- Amazon
Where have they
reached today:
• Jeff Bezos is richest person in
the world
• Most valuable retailer in US
• 4th most valuable company in
the world
• Current revenue : USD 232 Bn
What They do :
1. Connect sellers with buyers
2. Solution is used globally (common
man)
3. Platform is mobile based
4. Agnostic to HW and SW

4. Today’s big companies- paytm
Where have they
reached today:
• Founded in 2010
• Most talked about company
in India today
• Valued at USD 18 Bn
What They do :
1. Connect payers and payees
2. Solution is used pan-India (common
man )
3. Platform is mobile based
4. Agnostic to HW and SW

5. Commonalities among these biggies
• All are dot connectors
• All are global solutions ( the whole world can use them )
• All are open platforms ( can run on any OS/Hardware )
• All are mobile based ( Channel is always Telecom )

6. Current Trends in Telco
• Conventional approach is no more working at all : now cloud,
hence only applications/solutions selling approach ( except if
you are a big IT vendor )
• Customer has no interest in what you do as functionality, but
how can you monetise or become a driver for new revenue
stream
• Roaming still considered a big potential business
• Focus on data based applications, IOT/M2M, Analytics,
connecting dots with enterprises

7. Opportunities in this trend
• Lot many connections – man2machine, m2m
• And hence analytics and monitoring
• Heavy roaming as globalisation/ more travel
• Quality is always on top, even if price war; hence always
looking for good vendors
• Customers are kind of panic for low business due to IT
domination ( whatsapp, for example ), looking new solution
to monetise, hence seek vendor’s help/consultancy, and that’s
opportunity
And most important– none of the biggies like Amazon, Uber can survive without a
good telco infrastructure ; hence the telco industry is still going to flourish.

8. Data shift in Telco
• 80% of telecom revenue comes from quality customers,
not the mass
• However, Data will certainly change the trend; data
connection will reach to masses; and that makes many
enterprise businesses rely on mobile connection( there
are plenty of them)
• Most importantly, data roaming ( which was used by
select few earlier ) is now open and low cost for masses

9. Data shift in Telco
• Digitization move/ Smart cities
• M2M/IOT traction
• Kids to Seniors hooked on phone even at home ( video
streaming etc )

10. Humans and Mobile
• Mobile seems to have become 4th physiological need
after food, cloth and house ( we cant live without it )
• Face-face communication is less, most of the time we are
speaking/typing with this piece of plastic (mobile)
• Mobile number has become our second most important
ID after the name
[[ YOU HAVE WHOLE WORLD IN YOUR MOBILE, AND THE WORLD
HAS YOUR MOBILE NUMBER ; THIS GIVES BIRTH TO HUGE
CONNECTIVITY, BIG DATA AND ANALYTICS ; HENCE TELCO
INFRASTRUCTURE CAN INFLUENCE ANY ENTERPRISE BUSINESS ]]

11. Potential Enterprise Sectors
• Travel/Logistics
• Finance/Payment Banking/Mobile Wallet
• Hospitality
• Retail
• Oil and Gas
• Healthcare
• Online education
[[ YOU HAVE WHOLE WORLD IN YOUR MOBILE, AND THE WORLD
HAS YOUR MOBILE NUMBER ; THIS GIVES BIRTH TO HUGE
CONNECTIVITY, BIG DATA AND ANALYTICS ; HENCE TELCO
INFRASTRUCTURE CAN INFLUENCE ANY ENTERPRISE BUSINESS ]]

12. Travel/Retail/Hospitality- Analytics
Business needs/Information/Opportunities
 Passengers/consumers has many options; retail/travel/food
companies need to catch potential passenger and woo them
[ Analytics help jet airways inform that Mr ABC is making an Air India
booking from India to Singapore and this is his mobile number, he mostly
uses visa for his bookings and prefer cheapest option even if it takes
more time in traveling , he usually stays in Holiday Inn and orders Domino
pizza online, he never uses mobile data while roaming, and has to take
airport taxi because of that. He buys lot of vodka in duty free; when back
in India, he takes uber from airport ]
Passenger gets an email from jet airways and hotels and taxi
companies with some offers immdeiately; that’s the power of on-line
analytics

13. Travel – opportunity
• Travel Giants
– They are not just travel, but complete destination management ( visa,
immigration, event planning overseas, big fat destination wedding )
– Their customers include individuals, families, corporates, as well as, small
travel agencies
• What can help them grow business
– In neck-neck competition with several other travel companies, they want
info as what others are offering, their weaknesses
– Profound consumer data along with roaming locations, food choice,
destination choice, marital status
– destination weddings alone may fetch huge revenue ( travel, hotel, visa,
event planning, reception in home country )
– Travel companies may promote this with mobile engagement, digital
marketing

14. Finance/Mobile Banking – India opportunity
• Payment Banks
– Mobile banking is a huge potential in India
– People are finding it easy and safe as its through a mobile phone and
not a credit card where there are chances of fraud as you swipe and all
What would they like to have
– A Good data connection all the time

15. Retail - India opportunity
• Online Retail
– It’s a big business… Everybody wants grocery at home.. At a single click
on their mobile
– It has lot offers ( also using analytics from mobile networks )
• What would they like to have
– Good data connection
– Good insights about the consumer behavior/preferences from mobile
network analysis

16. Mobile Operator - Operator Value Proposition
Free SMS/Incoming customer care
calls
– Potential revenue for Telco operator :
More connectivity with visiting network
operators.
– As soon as he lands in a different place,
there is a welcome sms suggesting to
respond for a free customer care call and
then a fixed package of call/data bundle;
sms probably free (local).
– Free incoming calls from customer care
and a package for 2,3 days ( fixed bill and
no bill shock ).
[ Intelligent roaming
& messaging
solution]

17. Mobile Operator/ Travel - Operator Value
Proposition
• Free International Roaming
(upto certain amount )
– Potential revenue for Telco and Travel
company : Taxi vendor who will charge
from consumers for their services and
will share revenue with mobile
operator as operator is the dot-
connector.
– International roaming charges would
be absorbed by taxi provider.
[ Intelligent
roaming and
travel solution ]

18. Mobile Operator/ Travel/ Hospitality - Value Proposition
Analyse where customers made most
calls- Domino ; Uber; France
– Potential revenue for Telco, Travel and
Food company : thorough monitoring
and analysis. Find new revenue partners
and bundle the solution with enterprise
solutions
– Offer bundling : Free 1Gb data if you
order pizza from pizza hut worth $30, a
free ride from Uber
[Any combination
of Intelligent
roaming, travel
and Hospitality
solution ,
depending on who
the beneficiary is

19. Mobile Operator/ Retail - Operator Value
Proposition
Retail advertisements to sponsor
mobile calls
• If consumers are ready to listen to an
advertisement of a retail marketing, the
call will be free for you.
• Messaging service can be combined to
respond with 0/1 to confirm consumer’s
wish.
• Retail company will pay for the call.
[Retail/ Mobile Engagement
solution]

20. Mobile Operator - Operator Value Proposition
Superimposed PRBT
• Roamer doesn’t want to pay for
incoming calls ( why should he,
sometimes those are even unwanted
calls )
• He records a PRBT that I am roaming
and this is the time of day, pls hang up.
• Operator adds in PRBT – if you still make
a call , this much charges will be on you.
(exception for family, friends etc. )
[Intelligent Roaming
solution ]

21. Mobile Operator/ Bank - Operator Value Proposition
Credit card Vs Mobile ( on-line
analytics )
• Banks to provide data to operator
who is monitoring on-line.
• If mobile is at a different location
than credit card ( bank will tell
where the card is )
• Call the consumer to check if he is
authentic subscriber or fraud.
Banks will pay a share to mobile
operator
[Mobile operator,
connectivity,
and finance solution ]

22. Mobile Operator/ Retail/ Transport – Operator Value
Proposition
Online parking slot( BI and
Analytics) – Smart cities
• Parking is a big problem in big cities.
• An online data from the mall parking
admin about no. of slots available to
be presented on your mobile app and
then subs can reserve the slot online.
• Parking fee to be paid by shopper
stop/ walmart / imax cinema if you do
shopping there.
• This is a usecase for retailers/smart
city govt.
[Mobile operator / transport,
BI , and retail combined
solution]

23. Oil - Opportunity
• Oil companies/ their needs
– Oil companies are the richest companies in almost every country
– They have huge budget if someone can help them with right solution
– Shell India is planning big – to have 1500 petrol stations by 2027
– Monitoring all of them at a central place is important
– Lubricants market and trends
• What would help them
– A platform to connect all stations and monitor the operations at a central location :
Fair practices at stations to be ensured for a good image
– New marketing strategy for lubricants ; tie up with banks, mobile engagement for
good offers on lubricants at stations itself
– Messaging for feedback after petrol filling, point system for replying to messages
and later redeem them to buy lubricants

24. Healthcare - Surprising Facts
• 3 out of 10 fastest growing companies in the “The World” are healthcare
companies
• 3 out of 10 fastest growing companies in “India” are healthcare companies
[[ Healthcare has huge potential, lot money ; How come Telecom/Mobile
still not leveraging on its oxygen-like presence to help healthcare sector ]]

25. Healthcare - Opportunity
• What people/hospitals need
– Most of the time people go to metro cities, just to consult a big doctor
– International patients from smaller countries go to US/Europe for specialised treatment ( which is
very expensive )
– Hospitals to have good data about who goes where for what treatment
• What would help them
– An online ( mobile video enabled ) discussion can help to a big extent
– Mobile engagement with healthcare agents might help connect those needy patients with
appropriate doctor/hospital in a cheaper country like India
– a good analytics and mobile engagement may help hospitals to get more international patients from
smaller countries to come India rather than expensive US/Europe
[[ Medical tourism can be significantly promoted using
Mobile/Healthcare/Travel solutions combined ]]

26. Finally…Mobile roaming revenues
• Today :
– Data Roaming : 42% by LTE + 58% by non-LTE
• Growth :
– Mobile data roaming revenue to grow at a rate of 8%
– Data roaming revenue to hit USD 50 Bn by 2019
– LTE Subscription (today 2.2 bn) to hit 3.8 Bn by 2020
[[ And hence, this fact must not be ignored; roaming is still going to be a big fat
business ]]

27. Thank you !