Presentation for Informa “Telco Cloud Enablers” Conference London, Sept 25th 2012 Arnaud Marlière, Head of BeCloud Solutions

1. Cloud Partnerships
Presentation for “Telco Cloud World Forum”
London, April 2013
Arnaud Marlière, Head of Becloud Solutions

2. Introduction to Belgacom Group
Key Operational Figures
Our network performance is unmapped in
5,543,000 Belgium:
99.85% 81%
VDSL2
Mobile customers Coverage
(Proximus & Tango) DSL Coverage (World Top 10)
More than 500,000
1,615,000 Wi-Fi hotspots in Belgium
Internet customers
Residential & Business Over 91% DSL
TV Coverage
Cloud Ready
1,301,000 97% Since 2011 4G FON
Belgacom TV customers 3G Coverage

3. #BecloudReady
Live since 2011
Cloud
(QoS, secure, Smart Network, ...)
Storage Infrastructure Software Desktop UnifiedCom
Embedded in the Network
Cloud Choice
As A Service As A Service As A Service As A Service As A Service
STAAS IAAS SAAS DAAS UCAAS
Web-Grade Enterprise-Grade
Volume driven & Project driven
Off-the-shelf
Hybrid Clouds
BeCloud Ready (onsite & private clouds)

4. Main Partnership Profiles Today
Implement
Sales
Solution

5. Partnership profiles
Implement
Sales
Solution
No product, no Sales

6. Cloud Delivery Evolutions
Telco as Cloud
Aggregator: OTT
Reselling
Telco as Hosting
Provider
Telco as Cloud
Aggregator : Own
Cloud

7. “Solution” partnerships
Vendors are partner in crime
DIY (self-hosted) Reselling
 Preparing for the “Belgian Cloud”
 Can reselling ever be the right thing?
 “Populate the cloud” with local ISV’s?
Becloud needs to bring “Choice” – act as Cloud Aggregator for the Belgian Market.

8. Becloud Foundations
The Belgian Cloud
Automation
Cloud Infrastructure & Hybrid
Networks
Web Enterprise
Best-in-Class Fix & Mobile Networks
4 Belgian Tier 3+ Datacenters
Becloud Foundations must facilitate deployment of new cloud services in Belgium.

9. Making the Make/Buy choice?
Is reselling a valid option from a value perspective?
Primary Considerations Secondary Considerations
low
Resell  Price Evolution (Econ, of Scale)
Budget available
 Possibility to differentiate
Grey-zone  Availability of Alternatives
 Speed of Tech. Evolution
 Volume/Revenue Potential
 Local Data importance
high
DIY DIY Resell
>18 months <6 months
Time-To-Market
In any scenario, migration scenario’s must be analyzed to avoid vendor lock-in. Billing
relationship & customer ownership is not negotiable.

10. Partnership profiles
Implement
Sales
Solution
You can sell a bad product through a good channel
You can’t sell a good product through a bad channel

11. “Sales” Challenges
Context
 Large sales base is present
high
 Customer proximity is key in SME
Partner
 Some solutions require specific sales Belgacom frameworks
Proximity
skills (ERP, CRM,…) Account Mng
 Sometimes solution provider is also Vendor
sales partner. Online sales Online sales
Call center
low
driven sales
generic specific
Sales Skill
The sales ecosystem is “de facto” multi-channel & complex. Customer ownership need
clear governance. Availability of online “sales” tools are key.

12. Partnership profiles
Implement
Sales
Solution
You’re only as strong as the eco-system that supports you

13. “Implementation” Challenges
Other reflections:
 Prime vs. Sub?
high
Partner
 Control vs. Proximity?
Time-To-Market
frameworks
 Channel conflicts: sales partner vs.
implementation partner
 Repair & Aftersales support vs.
consulting
Low
Generic / high Niche / low
volume Skill volume
Building all implementation (aftersales & consulting) skills in-house is not an option.
Strong partner eco-systems are needed.

14. At the boundaries of todays model?
 Reselling vs. “Dumb Bit-Pipe Provider” Risk?
 Quid Multi-Country Deployments?
 Room & Opportunity for Local Clouds
 “Coopetition” vs. Partnerships & People Business
 …

15. Learning from other industries?
 Resource sharing
 Quality Label & Branding
 Joint sales <> “Coopetition”
 Transparent for the customer
 Global, but Local
 Scale benefits
 …

16. Emergence of New Cloud Partnerships
Cloud in a Telco model
Telco & SP alliance
model
Telco as Cloud
aggregator: OTT
reselling Telco as Cloud
Telco as Hosting
aggregator: OTT
provider
reselling
Telco as Cloud
aggregator : own
Cloud Telco as Cloud
aggregator : own
Cloud

17. The question is
To Becloud
Or not to be
The end
Mail: arnaud.marliere@belgacom.be
@arnaudmarliere

18. How to reach the local ISV long tail?
#BeCloudAccelerate
Objective
• Stimulate the development of cloud-enabled applications
• Belgacom provides free becloud capacity for up to 500.000€
• Started June 1st, 2012.
Who?
• Independent Software Vendors (ISV)
with Belgian footprint
• Established or newbie
• Strong and concrete business model
Interested? file a request on
www.becloudaccelerate.be