Global Telco Trends in B2B - 2013
Alper Celik
LinkedIn: http://www.linkedin.com/in/alpercelik
Predictions and ideas presented herein are my personal
view and nothing to do with my employer

Telco B2B Trends 2013
HTML5 and billing on behalf
for Telcos and why web is waiting for a
new leader
Convergence of User
Experience the next frontier for
Telco differentiation
The future of voice - LTE
From fix telephony to diversity of use cases and
VoLTE.
Bring your own device and MDM
are two opportunities for Telcos
Net Neutrality
Telcos lobbying to gain more from the OTT
players.
Big Data how to make money on the
data analytics and storage of it
Fix Mobile Unification
Full service mobility irrespective of device and
integrated call management for both mobile
and fix.
Cloud Computing getting
communication and collaboration solutions
from a single source will help SMEs to
reduce their ICT pain points.
M2M billions of connected objects

Megatrends in Telco
2013-05-313
Theme As is Conclusion Leaders to follow
Net neutrality
Telecom operators are lobbying regulators
to relax net neutrality rules, which have
allowed internet companies to profit from
high-speed broadband infrastructure
without having to pay for it.
We hope that regulators will have no choice
but to allow operators and internet companies
to come to commercial charging arrangement
in order to encourage broadband investment.
Likely to happen in Europe
and the US first, where mobile
bandwidth shortages are acute
Cloud
In pursuit of growth, many operators are
acquiring cloud services companies to
cash in on the cloud wave.
Telecom operators have a unique value
proposition targetting SMEs. Being a local
trusted partner to SMEs will give an
opportunity for Telcos.
Deutsche Telekom, KPN,
SK Telecom, Verizon
VoLTE and Voice
Century-old assumptions of telephony are
challenged and voice will be reinvented as
new applications that are no longer
recognizable as phone calls
Leading operators in the UK, USA,
Scandinavia are all testing the VoLTE and we
believe Telcos should not miss the voice
opportunity coming with LTE.
S. Korean, Japanees and
American Telcos
Big Data
90% of stored data in the world has been
created in the last two years. Much of it is
unstructured and generated automatically
from machine-to-machine (M2M). There is
a market for real-time analysis of big data.
Operators are trying to transfer the
intelligence that is built into their networks via
APIs to the developer community. Some, like
SK Telecom, are focusing on in-house
software; others, like China Mobile, are
growing their app stores.
China Mobile, SK
Telecom, Vodafone
M2M
Connected machines and devices are
promising a growth opportunity for Telcos.
In a complex eco-system, Telcos needs to
decide what role they will get.
M2M is a complex ecosystem an Telcos
should decide what role they will play and
how much value they will add. Providing only
the connection will not be enough the make
sensible revenues.
AT&T, Telenor

Future of Voice and VoLTE
2013-05-314

Voice communication
Up to 2000’s Today
single use case diverse use cases
dial a phone number,
talk, hang-up
- any device to any device
- voice transcription
- voice messaging
- group calling
- push-to-talk
- user-ID to User-ID
- machine-to-user
- web-to-phone
- anonymous calling
… and more

Future of voice
2013-05-316
feature phones smartphones
voice is blended into
web and apps
voice = phone voice = app voice = API

Convergence Of User Experience
2013-05-317

Multi screen in Telecom
2013-05-318
201520102005
?
one bill,
triple play
one device,
1,000s of apps
vision
focal
point
compete
based on
price of
service
number
of apps
network device ?
?

It is not only Smartphones anymore!
2013-05-319
Mac computers iPhone iPad Apple TV
Chrome browser Android Android tablets Google TV
Windows, Office Windows 8Windows Phone Xbox
PC smartphone tablet smart TV

User experience will happen around ecosystems
2013-05-3110 2013-05-3110
201520102005
one bill,
triple play
one device,
1,000s of apps
vision
focal
point
compete
based on
price of
service
number
of apps
network device
one ecosystem,
10s of screens
ecosystems
same experience
on all screens

HTML5: Web is waiting for a new leader
2013-05-3111

HTML5 – the future of mobile apps and phones
2013-05-3112

Who will be the winner?
2013-05-3113
 Mobile operators hoping to regain control that was lost to native platforms
and get back to the billing on behalf business
 Apple looking to move the web away from Flash
 Google searching for more ways to commoditize complements
 Facebook aiming to break-down Apple/Google silos and distance Adobe
 Microsoft to onboard web developers onto Windows 8
 Adobe aiming to sell tools that facilitate web-to-native hybrid apps

Cloud Computing
2013-05-3114
“The value-add could be to bundle the different cloud apps and provide one user interface, security, single sign-
on and one billing relationship for all these” Joachim Horn, MWC Barcelona, 2013

Everything will be connected and supported by Cloud
2013-05-3115
Capability
Time
Mechanical
&
Analog
Mainframe
&
Digital
PC
&
Mobile
Laptop
&
Internet
Cloud
&
Internet of Things

Traditional SME Office SME Office with Cloud
Traditional SME Office SME Office with Cloud Computing
CAPEX Heavy CAPEX Limited CAPEX
OPEX Heavy OPEX Pay per use
Mobility Limited Available from anywhere, any device
Scale up & down Can only scale up Can scale up & down
Potential for downtime Very possible Telco-grade and up time guaranteed with SLAs (99.9%)
Potential for data loss Very possible Regular backups are taken and securly protected
Unexpected costs Very possible No
Single point of contact &
single bill for all ICT
Not possible Possible via Telco
SMEs need help with their ICT setup

Making it easy for SMEs to consume ICT
2013-05-3117

Helping SMEs to be more productive
2013-05-3118
Your applications & files are available on any device, anywhere!
Telco Rationale
- New services offering from Telco to our enterprise customers
- Creates new revenue sources from popular SaaS/OTT players
- Enables Telco as a value added provider rather than a discounter or bit pipe
- Enables Telco as a one-stop-shop for SMEs

Bring Your Own Device & MDM
2013-05-3119

Device experience is getting fragmented
2013-05-3120
Services Connectivity Devices
From
Old
Game…
…To New
Game
Services Connectivity Devices
OSS / BSS
OTT Services
Telco Services
Telco Network
- Smartphones
- Tablets
- Laptops
- M2M
Controlled by telco
Device Management
OSS / BSS

Consumerization of work devices
2013-05-3121
Source: Accenture

MDM market opportunity
2013-05-3122
Source: Analysis Mason, 2013

A BYOD use case
2013-05-3123
Ingrid
Role: Head of
Innovations
Corporate Services
None
Ingrid
Role: Head of
Innovations
Corporate Services
VPN
Wi-Fi
Exchange 2007
Ingrid
Role: Head of
Innovations
Corporate Services
VPN
Wi-Fi (New)
Exchange 2010
Ingrid
Role: CEO of X
Corporate Services
VPN
Wi-Fi
Exchange 2010
Corporate Apps
Stolen Device
All Access
Denied
Corporate Resources
Certificate Services Directory Services Mail Services Wi-Fi VPN Content
Securely enroll device
using MDM
1
3
MDM configures device to
access corporate services
Company upgrades Exchange
and rotates Wi-Fi certificates
MDM automatically upgrades
device configuration
J. Doe is promoted to the CEO role
MDM configures device based on new role for
higher access to corporate services
Device stolen!
MDM removes corporate data, apps,
access to corporate services and
remotely wipes the device
5
2
4
MDM Solution
Applications

Fix Mobile Unification
2013-05-3124

Market demand
2013-05-3125
• Fix lines are still important in B2B and they
will stay so.
• Apply excisting callflows and ICT
integrations on both mobile and fix devices
• Making office telephony features available
to mobile users
• User intentional status, single number
representation, single voice mail, single
reporting.

Complete stack of voice switching services
2013-05-3126
# employees
Complexity
25 50 75 100 125 150 250
Voice VPN
IP Centrex - Light
IP Centrex - Advanced
- Customer premissed or Managed
PBX
MEX/FoPBX

Big Data
2013-05-3127

Big data – an opportunity for Telcos?
2013-05-3128

How Telcos are doing?
2013-05-3129

References
 VisionMobile
 Analysis Mason
 Computer Sweden
 IDG
 Accenture
2013-05-3130

Thank you!
2013-05-3131
Alper Celik