Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Developing Value Added Services (VAS) and Product Roadmap.
This presentation includes topics such as:
Reference framework for VAS product and platform launch
VAS customer value proposition (CVP) design
Service Management Life Cycle
VAS categorization for different business models
VAS function in the organization
Sample VAS Product Descriptions
The framework and Principles to design the product roadmap
Developing Product Ideas and shortlisting for future development
Template for Operator’s 5-year Product Roadmap
Developing Multimedia and Value Added Services (VAS) on 4G and 4.5G for Telec...Ali Saghaeian
The topics covered in this master slide deck:
* Mobile VAS and Multimedia Ecosystem and Value‐Chain over 4G and 4.5G Network: Key Drivers and Critical Success Factors
* New Service Development and Service Delivery Innovation in Mobile VAS and Multimedia
* World’s Best Practices and Success Stories in Launching Multimedia and Value Added Services
* Optimizing Strategies to Stimulate Mobile VAS Usage and Maximize Operators’ Revenues
* Driving Mobile VAS Adoption and Creating a Sustainable VAS Proposition in New Mobile Generations
* Exploring Mobile Apps Categories and Successful Mobile VAS and Multimedia Applications
* Strategies for Monetizing the Mobile Content, Services and Applications in 4G and 4.5G Market
* Value Creation and Customer Experience Management in Mobile VAS for an Enhanced Customer Journey
* Deploying Value-Added Service (VAS) Applications over LTE Network as an Advantage against Over-The-Top (OTT) Players
* Next Generation Service Platforms for Multimedia and Value Added Services
* Offering Rich Communications Services (RCS) as a Multimedia Application to combat OTT Competition
* Applications of Internet of Things (IoT), Big Data and Cloud Services in 4G-based Mobile VAS
Mobile VAS and Multimedia Ecosystem and Value‐Chain over 4G and 4.5G Network ...Ali Saghaeian
The slides cover a broad range of topics, including:
4G and 4.5G as the Next Uplift of Growth
The Evolution of Mobile Operators' Business Model
Possible Changes in the Value Chain
How to take the Smart Pipe VAS Strategy
Data as the key to create Competing Value
Key Drivers and Success Factors in Future Networks
Operators' Strategies in the Value Chain
Digital Economy and the Evolving Ecosystem
Introduction to Mobile VAS and MultimediaAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any request on Mobile VAS research, consulting and training.
This presentation includes topics such as:
Global Trend of Contents Usage
Operators need to focus on VAS
Voice VAS Classification
Key Drivers for Mobile Value Added Services
Key Challenges for Service Providers
Typical VAS Value Chain
Critical Factors for Successfully Launching New Services
Some Operators’ VAS Examples
Driving Mobile VAS Adoption and Creating a Sustainable VAS Proposition in New...Ali Saghaeian
Some of the topics covered in this slide deck:
Mobile VAS and Real time Contextual offers
Go-To-Market Solution for Next Generation Mobile Operators
Superior Monetisation Potential and Freemium Business Models
How to effectively drive Mobile VAS Adoption
Churn Reduction Potential via VAS Offering
Video Content & MNO Business Models
Spectrum of LBS applications for mobile operators with extended Wi-Fi
Next Generation Service Platforms for Multimedia and Value Added ServicesAli Saghaeian
Some of the topics covered in this slide deck:
VoLTE: A Catalyst for Transformation
VoLTE vs OTT Voice Call
Next Generation Wi-Fi Calling
Consumer Use Cases for VoWiFi
WebRTC value-added services and Telco use-cases
IMS Underpinning for Next-Gen Telco Services
Virtualization evolution and roadmap - the path to NFV
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...YuHsuan Chao
Growth strategies should be tailored for the different stages a B2B SaaS is in. Founders should make sure their product, marketing, sales, and support strategies always go hand-in-hand regardless of the stages their companies are at.
Great articles I drew my ideas from:
1. Joel York's Three SaaS Sales Models
http://chaotic-flow.com/saas-startup-strategy-three-saas-sales-models/
2. Guillaume Lerouge's Go-To-Market Strategy for B2B SaaS Companies
https://www.slideshare.net/GuillaumeLerouge1/go-tomarket-strategy-for-b2b-saas-companies
Developing Multimedia and Value Added Services (VAS) on 4G and 4.5G for Telec...Ali Saghaeian
The topics covered in this master slide deck:
* Mobile VAS and Multimedia Ecosystem and Value‐Chain over 4G and 4.5G Network: Key Drivers and Critical Success Factors
* New Service Development and Service Delivery Innovation in Mobile VAS and Multimedia
* World’s Best Practices and Success Stories in Launching Multimedia and Value Added Services
* Optimizing Strategies to Stimulate Mobile VAS Usage and Maximize Operators’ Revenues
* Driving Mobile VAS Adoption and Creating a Sustainable VAS Proposition in New Mobile Generations
* Exploring Mobile Apps Categories and Successful Mobile VAS and Multimedia Applications
* Strategies for Monetizing the Mobile Content, Services and Applications in 4G and 4.5G Market
* Value Creation and Customer Experience Management in Mobile VAS for an Enhanced Customer Journey
* Deploying Value-Added Service (VAS) Applications over LTE Network as an Advantage against Over-The-Top (OTT) Players
* Next Generation Service Platforms for Multimedia and Value Added Services
* Offering Rich Communications Services (RCS) as a Multimedia Application to combat OTT Competition
* Applications of Internet of Things (IoT), Big Data and Cloud Services in 4G-based Mobile VAS
Mobile VAS and Multimedia Ecosystem and Value‐Chain over 4G and 4.5G Network ...Ali Saghaeian
The slides cover a broad range of topics, including:
4G and 4.5G as the Next Uplift of Growth
The Evolution of Mobile Operators' Business Model
Possible Changes in the Value Chain
How to take the Smart Pipe VAS Strategy
Data as the key to create Competing Value
Key Drivers and Success Factors in Future Networks
Operators' Strategies in the Value Chain
Digital Economy and the Evolving Ecosystem
Introduction to Mobile VAS and MultimediaAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any request on Mobile VAS research, consulting and training.
This presentation includes topics such as:
Global Trend of Contents Usage
Operators need to focus on VAS
Voice VAS Classification
Key Drivers for Mobile Value Added Services
Key Challenges for Service Providers
Typical VAS Value Chain
Critical Factors for Successfully Launching New Services
Some Operators’ VAS Examples
Driving Mobile VAS Adoption and Creating a Sustainable VAS Proposition in New...Ali Saghaeian
Some of the topics covered in this slide deck:
Mobile VAS and Real time Contextual offers
Go-To-Market Solution for Next Generation Mobile Operators
Superior Monetisation Potential and Freemium Business Models
How to effectively drive Mobile VAS Adoption
Churn Reduction Potential via VAS Offering
Video Content & MNO Business Models
Spectrum of LBS applications for mobile operators with extended Wi-Fi
Next Generation Service Platforms for Multimedia and Value Added ServicesAli Saghaeian
Some of the topics covered in this slide deck:
VoLTE: A Catalyst for Transformation
VoLTE vs OTT Voice Call
Next Generation Wi-Fi Calling
Consumer Use Cases for VoWiFi
WebRTC value-added services and Telco use-cases
IMS Underpinning for Next-Gen Telco Services
Virtualization evolution and roadmap - the path to NFV
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...YuHsuan Chao
Growth strategies should be tailored for the different stages a B2B SaaS is in. Founders should make sure their product, marketing, sales, and support strategies always go hand-in-hand regardless of the stages their companies are at.
Great articles I drew my ideas from:
1. Joel York's Three SaaS Sales Models
http://chaotic-flow.com/saas-startup-strategy-three-saas-sales-models/
2. Guillaume Lerouge's Go-To-Market Strategy for B2B SaaS Companies
https://www.slideshare.net/GuillaumeLerouge1/go-tomarket-strategy-for-b2b-saas-companies
5G New Services - Opportunities and Challenges
- Mobile Network Histories
- 2G to 5G roadmap
- 5G Spectrum Band (mmWave)
- 5G Primitives - IMT2020
- 5G New Services and Technologies
- eMBB, mMTC, URLLC Use Cases
- 5G Market, Key Players and third parties
- 5G role in Health, Economy and Sustainable Growth
- Conclusion
Deploying Value-Added Service (VAS) Applications over LTE Network as an Advan...Ali Saghaeian
Some of the topics covered in this slide deck:
Telco-OTT voice/messaging applications
App users & heavy users of legacy services
Operator-provided OTT-like communications app
Value of the messaging market and the level of threat from OTT
Operators rating their performance against OTT Players
Apps as multi-modal communication platforms
Important Factors in an OTT Service Package
What is the future of the Telecommunications industry in AfricaDavid Graham
Deloitte recently completed an in-depth analysis of the telecommunications market in Africa, its trends, and the drivers of it. We are convinced that there will be consolidation in the telecommunications sector and inevitably more inbound investment as the market opens up and the economic returns improve.
Telecom Operators’ Investment Strategies in the 4th Revenue Growth CurveAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Telecom Operators’ Investment Strategies.
This presentation includes topics such as:
Investing in the 4th Curve
The Telco Challenge: Data Pipe or Smart Pipe
STRATEGY #1: Connectivity Provider
Key digital services in Mobile
STRATEGY #2: Digital Service Provider
Telco Digital Services Opportunities
STRATEGY #3: Digital Service Enabler
Digital Service Model
4-Phase Evolution to Digital Lifestyle Services
Operators’ Investment in the 4th Curve
Future Telecoms Service Business Models
Vox CPaaS aims to empower your business by enhancing customer experience. Our cloud-communication platform enables you to stay connected with your customers by integrating secure real-time communication viz. voice, video and SMS APIs into your apps.
CRM, Customer Satisfaction and Loyalty in the Telecommunication Industry in A...Infosoft Systems
PPT Presentation of the study "CRM, Customer Satisfaction and Loyalty in the Telecommunication Industry in Albania "
The purpose of this thesis is to study the CRM performance, the effective strategies and approaches that Albanian telecommunication companies are executing as well as to analyze their effect on customer satisfaction and loyalty.
It is interesting to see how the telecommunication companies operate in Albania in terms of CRM and if there are differences among the same industry. In addition, we chose the telecommunication companies because it is interesting to analyze their performance in terms of CRM due also to the fact that their main outcome is related to the management of customer relationship and the quality of the service they offer to customers.
To reach this purpose, the thesis starts with research questions based on the topic and literature review focused on business strategy analysis, performance measurements of CRM, and the relationship between customer satisfaction, loyalty and recommendation. Using the theoretical framework, a structured interview is chosen to collect data information about telecommunication companies such as Vodafone Albania, Telekom Albania, Eagle Mobile and Plus Communication. These companies were studied through case analysis and compared with each other and to the theory. The purpose is to see how these companies perform in terms of CRM and if there are differences in their CRM strategies that could shape their business performances. A survey on customer behavior is analyzed and a case study is conducted on Vodafone Albania, as the leading company in the telecommunications industry, related to measuring the impact of their CRM strategies and effectiveness on their business performance, customer satisfaction and loyalty.
Mavenir: Why and How Private LTE & 5G Networks Are Rapidly Evolving for Enter...Mavenir
Dean Bubley, Founder of Disruptive Analysis and well known industry analyst, and Aniruddho Basu, Mavenir SVP/GM of Global Emerging Business, showcase the future of Private LTE & 5G Networks. Presentation from the "Why and How Private LTE & 5G Networks Are Rapidly Evolving for Enterprises" webinar.
Ericsson brings new updates to its 5G platform. Introducing 5G network services to support operators from preparation to 5G launch. Ericsson 5G services roadmap spans across three distinct phases, Prepare, Mobilize and Launch. Through our service offerings, Operators can now evolve their 4G network and smoothly start introducing 5G, reaching new heights on their journey to 5G.
In many ways, Twilio is like a box of legos. You get building blocks to create communication workflows that make sense for your business. For this presentation, we've benchmarked what more than 1,000,000 developers are doing with Twilio. With a focus on business-to-customer communications, we'll talk about the common problems being solved and how they are being solved.
MNO, MVNO, MVNA, MVNE: Different types of mobile operators3G4G
A quick look at Mobile Network Operator (MNO), Mobile Virtual Network Operator (MVNO), Mobile Virtual Network Aggregator (MVNA) & Mobile Virtual Network Enabler (MVNE) and their roles & responsibilities.
5G New Services - Opportunities and Challenges
- Mobile Network Histories
- 2G to 5G roadmap
- 5G Spectrum Band (mmWave)
- 5G Primitives - IMT2020
- 5G New Services and Technologies
- eMBB, mMTC, URLLC Use Cases
- 5G Market, Key Players and third parties
- 5G role in Health, Economy and Sustainable Growth
- Conclusion
Deploying Value-Added Service (VAS) Applications over LTE Network as an Advan...Ali Saghaeian
Some of the topics covered in this slide deck:
Telco-OTT voice/messaging applications
App users & heavy users of legacy services
Operator-provided OTT-like communications app
Value of the messaging market and the level of threat from OTT
Operators rating their performance against OTT Players
Apps as multi-modal communication platforms
Important Factors in an OTT Service Package
What is the future of the Telecommunications industry in AfricaDavid Graham
Deloitte recently completed an in-depth analysis of the telecommunications market in Africa, its trends, and the drivers of it. We are convinced that there will be consolidation in the telecommunications sector and inevitably more inbound investment as the market opens up and the economic returns improve.
Telecom Operators’ Investment Strategies in the 4th Revenue Growth CurveAli Saghaeian
Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Telecom Operators’ Investment Strategies.
This presentation includes topics such as:
Investing in the 4th Curve
The Telco Challenge: Data Pipe or Smart Pipe
STRATEGY #1: Connectivity Provider
Key digital services in Mobile
STRATEGY #2: Digital Service Provider
Telco Digital Services Opportunities
STRATEGY #3: Digital Service Enabler
Digital Service Model
4-Phase Evolution to Digital Lifestyle Services
Operators’ Investment in the 4th Curve
Future Telecoms Service Business Models
Vox CPaaS aims to empower your business by enhancing customer experience. Our cloud-communication platform enables you to stay connected with your customers by integrating secure real-time communication viz. voice, video and SMS APIs into your apps.
CRM, Customer Satisfaction and Loyalty in the Telecommunication Industry in A...Infosoft Systems
PPT Presentation of the study "CRM, Customer Satisfaction and Loyalty in the Telecommunication Industry in Albania "
The purpose of this thesis is to study the CRM performance, the effective strategies and approaches that Albanian telecommunication companies are executing as well as to analyze their effect on customer satisfaction and loyalty.
It is interesting to see how the telecommunication companies operate in Albania in terms of CRM and if there are differences among the same industry. In addition, we chose the telecommunication companies because it is interesting to analyze their performance in terms of CRM due also to the fact that their main outcome is related to the management of customer relationship and the quality of the service they offer to customers.
To reach this purpose, the thesis starts with research questions based on the topic and literature review focused on business strategy analysis, performance measurements of CRM, and the relationship between customer satisfaction, loyalty and recommendation. Using the theoretical framework, a structured interview is chosen to collect data information about telecommunication companies such as Vodafone Albania, Telekom Albania, Eagle Mobile and Plus Communication. These companies were studied through case analysis and compared with each other and to the theory. The purpose is to see how these companies perform in terms of CRM and if there are differences in their CRM strategies that could shape their business performances. A survey on customer behavior is analyzed and a case study is conducted on Vodafone Albania, as the leading company in the telecommunications industry, related to measuring the impact of their CRM strategies and effectiveness on their business performance, customer satisfaction and loyalty.
Mavenir: Why and How Private LTE & 5G Networks Are Rapidly Evolving for Enter...Mavenir
Dean Bubley, Founder of Disruptive Analysis and well known industry analyst, and Aniruddho Basu, Mavenir SVP/GM of Global Emerging Business, showcase the future of Private LTE & 5G Networks. Presentation from the "Why and How Private LTE & 5G Networks Are Rapidly Evolving for Enterprises" webinar.
Ericsson brings new updates to its 5G platform. Introducing 5G network services to support operators from preparation to 5G launch. Ericsson 5G services roadmap spans across three distinct phases, Prepare, Mobilize and Launch. Through our service offerings, Operators can now evolve their 4G network and smoothly start introducing 5G, reaching new heights on their journey to 5G.
In many ways, Twilio is like a box of legos. You get building blocks to create communication workflows that make sense for your business. For this presentation, we've benchmarked what more than 1,000,000 developers are doing with Twilio. With a focus on business-to-customer communications, we'll talk about the common problems being solved and how they are being solved.
MNO, MVNO, MVNA, MVNE: Different types of mobile operators3G4G
A quick look at Mobile Network Operator (MNO), Mobile Virtual Network Operator (MVNO), Mobile Virtual Network Aggregator (MVNA) & Mobile Virtual Network Enabler (MVNE) and their roles & responsibilities.
Pletra Technology is one of the leading Salesforce consulting company with experience and expertise to drive Salesforce-powered digital transformation for your enterprise. Our consultants can help clients leverage the Salesforce platform effectively to innovate and create value from customer operations.
The high-level product journey in the mind of PMs.
* Understanding the scope of the area and strategy pillars
* Approach to stakeholder management and governance
* Building the digital product roadmap
* Launching MVP
* Approach to optimize the product
* Measuring ROI
* Problem solved?
* What to build next
This presentation talks about the challenges in building and operating a SaaS solution from an ISVs perspective.
We have also proposed some of the solutions that can help in overcoming the challenges and how Cello features can be used in implementing the solutions.
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Delivering a remarkable and differentiated customer journey is vital to achieving business success. While many companies have taken steps to define the ideal journey for their clients, actually delivering that journey—both initially and at scale—is another story. Defining and operationalizing the requisite organizational changes can be very challenging, and can even require a full-scale cultural shift.
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The proper integration of your Remote Monitoring & Management (RMM) solution with your Professional Services Automation (PSA) tool yields service delivery efficiencies greater than the sum of their parts. But no vendor offers a true, tight integration of both technologies, so how do you accomplish this?
You Have To Follow A Best Practice
In this 60 minute webinar, former MSP owner and renowned MSP expert Erick Simpson of SPC International will teach you the importance of process integration and optimization, so you can get the most out of Kaseya and your PSA tool using effective service delivery management best practices.
In This Webinar You'll Learn:
Key industry best practices for PSA process design and implementation using several proprietary techniques – based on years of practical experience with all the common PSA tools)
How to integrate and configure best practice processes, procedures, workflows, forms, agreements, and templates for maximum effectiveness
What to expect during your integration journey, with examples of client onboarding, project initiation, change management, billing/accounting management, SLA management, marketing/sales process, and more
How other MSPs have used these techniques and increased profitability by 20% - or MORE
And much more
Similar to Developing Value Added Services (VAS) and Product Roadmap for Telecoms Operators (20)
Applications of Internet of Things (IoT), Big Data and Cloud Services in 4G-b...Ali Saghaeian
Some of the topics covered in this slide deck:
Market Opportunities for Cloud Monetization
Business Model for Big Data
Big Data Monetization and Transformation
Possible Strategies in M2M / IoT / Digital Services
Sigfox: A global network just for things!
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Offering Rich Communications Services (RCS) as a Multimedia Application to co...Ali Saghaeian
Some of the topics covered in this slide deck:
Drivers for RCS adoption
RCS to provide competitive like-for-like services as OTT
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RCS based business model, creating additional revenues for telco operators
RCS-e to VoLTE evolution
RCS Monetization Options
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Value Creation and Customer Experience Management in Mobile VAS for an Enhanc...Ali Saghaeian
Some of the topics covered in this slide deck:
Mapping the Customer Experience and creating Value
Customer experience as an ecosystem play
Top business and process challenges for customer experience programs
Deepen engagement over the lifecycle of the customer
Importance of Self Service in better customer experience
Objectives for Customer Experience Management (CEM)
Comparing Traditional Customer Service vs. Next Gen Proactive Support
Strategies for Monetizing Mobile Content, Services and Applications in 4G and...Ali Saghaeian
Some of the topics covered in this slide deck:
Monetizing Mobile Content, Services and Apps
Key Monetization Strategies & Challenges
Building New Business Model for Operators
LTE as the key opportunity for Monetization
Exploring OTT Monetization Opportunities and Services
Monetization Efforts With Mobile Network Geolocation
Recent initiatives in Data Monetization
Exploring Mobile Apps Categories and Successful Mobile VAS and Multimedia App...Ali Saghaeian
Some of the topics covered in this slide deck:
Successful Mobile VAS and Multimedia Applications
Different Mobile App Categories & Functions
Operators’ Mobile App Functions
Top APIs operators could implement
Case Study: Network API Platform
Making the most of enterprise apps
Pros and Cons for Providing Mobile Apps
Optimizing Strategies to Stimulate Mobile VAS Usage and Maximize Operators’ R...Ali Saghaeian
The slides cover a broad range of topics, including:
Revenue-Generating VAS services
Operators’ Positioning for New Segments
Stimulating Mobile VAS usage via Sponsored Data
Partnerships with VAS providers
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How to Stimulate Awareness and Usage of VAS
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The slides cover a broad range of topics, including:
Key VAS Offerings by Telecom Operators
Success Stories for OTT-Telco Collaboration
World’s Best Practices in launching New Voice Technologies
Best Practices for RCS-based Services
Successful launches of VoLTE and VoWiFi
Operators' Approach in emerging Vertical Markets
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The slides cover a broad range of topics, including:
Digital Transformation for Mobile Operators
Operators’ Value in New Service Development
Most popular lines of Business by 2017
Service Delivery Innovation in Mobile VAS and Multimedia
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Service Providers’ Perspective in Service Delivery Innovation
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Business of Value Added Services in New Mobile Era: From Strategy and Busines...Ali Saghaeian
Please email me "saghaeian [at] gmail.com" for any request on VAS research, consulting and training.
This presentation includes topics such as:
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The 4th revenue curve of mobile communication – The business of Value Added Services.
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Mobile Operator Strategy and implications for the ecosystem
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Investing in the 4th Curve
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Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Positioning as a Digital Lifestyle Solution Provider.
This presentation includes topics such as:
Service Provider Opportunities & Challenges in the New Digital World
Matching the Customers’ Demands
end-to-end ICT service provision
Digital convergence is driving overlaps
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Steps to becoming a Digital Lifestyle Solution Provider
How to Build a Successful Digital Services Business
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Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Mobile Operators' Strategies and Financials.
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Implications of the 4th wave
Opportunities in the 4th Curve
Opportunities beyond Voice and Data
Case Studied for Revenues from new businesses
4th Curve Application Areas
The four revenue growth curves
Mobile Operator Strategy in the 4th Curve
The Impact of 4th Curve on Operator Financials
ICT and Digital Media Industry
Profitability of business segments
Global Mobile Industry Profit Share
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Mobile Internet 3.0
Leading global mobile operators
Next Generation of TV & Video Viewing
OTT Communications Services Market
Consumer OTT offering and the genres
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OTT Market Estimation Structure
OTT monetization opportunities for Pay-TV
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New Evolving ECO System
Mobile Infrastructure Evolution
4G-LTE Global Service Status
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Please email me "saghaeian [at] gmail.com" for any research, consulting and training request on Mobile Voice and Messaging.
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Analysis of Growth Curves in Mobile
Telco Voice Standards and Roadmap
Mobile Voice Revenue Growth Curves
Global VoLTE and VoWi-Fi Market
Messaging Case Studies Worldwide
Cannibalization of Voice and Messaging
OTT Messaging Traffic Worldwide
OTT Role in Telco’s Business Revolution
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Vietnam Operator Subscription Trends
Mobile Operators’ Market shares by subscriber
Technology Trends in Asia Pacific
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Device Sales by Technology in Vietnam
Vietnam Mobile ARPU and Revenue
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Smartphone Connections Market Profile
Mobile's share of website traffic
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Market Positioning as Kids / Family MVNOAli Saghaeian
Please email me "saghaeian [AT] gmail [DOT] com" for any request on MVNO research, consulting and training.
The presentation includes topics such as:
Addressing Kids’ Changing Habits;
Targeting Family / Kids Segment;
MVNO Case Studies & Success Stories;
Business Model & Customer Experience;
Kids Mobile Bundles and Offering.
Developing Value Added Services (VAS) and Product Roadmap for Telecoms Operators
1. Developing Value Added Services (VAS)
and Product Roadmap for Telecoms Operators
By ALI Saghaeian
Chief Analyst & Consultant
Telecoms, IT, and Media
Saghaeian [at] gmail.com
2. Objectives
• How is VAS products life cycle
• What are Product/Service
Development Steps
• Understanding VAS function in the
organization
• Learning VAS customer value
proposition
• Developing the product roadmap
• Defining the product description
• Understanding go-to-market
approaches
• Reviewing a sample
product description
and a template for
development
• Brainstorming for
Operator’s new
product ideas,
segmenting and
scoring
Exercise
Saghaeian [at] gmail.com
3. Agenda
• Reference framework for VAS product and platform launch
• VAS customer value proposition (CVP) design
• Service Management Life Cycle
• VAS categorization for different business models
• VAS function in the organization
• Sample VAS Product Descriptions
• The framework and Principles to design the product roadmap
• Developing Product Ideas and shortlisting for future development
• Template for Operator’s 5-year Product Roadmap
Saghaeian [at] gmail.com
8. 8
Voice
Broad-
band
Data
centers
Call
centers
Desktop
Appli-
cations
Business
processe
s
Basic
services
Value
added
services
Out-
sourcing
• VoIP
• Voice VAS
• Voice mail
• Voice VPN
• Voice
consulting
design &
integration
Out-
tasking
• Managed
voice (e.g.
Centrex)
• Hosted PBX
• Outsourced
voice
• Internet
gaming
• Video on
demand
• Access
managemen
t
• Managed
content
delivery
• Outsourced
broadband
access
Security
• Security
maintenance
• Security VAS
(e.g. Authorized
access)
• Security HW/SW
sourcing
• Security consulting
• Enterprise security
policy
development
• Managed
security
solutions (e.g.
firewall)
• Security
management
• Security
outsourcing
• Hosting and
storage
management
• Data Centre
and
Web development
and solutions
• Data centre/
hosting
consulting,
design and
integration
• Data Centre
management
• Data Centre
outsourcing
• Basic VAS
services
(e.g. IVR,
CTI)
• HW/SW
maintenance
• Call Centre
VAS
• Remote
monitoring
• Call centre
consulting,
design &
integration
• Call Centre
infrastructur
e and IVR
systems
managemen
t
• Live help
(Call Centre)
outsourcing
Data
connection
• Basic data
connection
service (i.e.
Leased lines)
• Data connection
monitoring
• Data SLAs
• IP VPN
• WAN/LAN
consulting, design
& integration
• Managed IP
VPN
• Cloud services
• (e.g. IaaS)
• HW/SW
maintenance
• SW
upgrade
• Desktop
consulting
design &
integration
• PC/server
managemen
t
• CPE leasing
and
managemen
t
• Desktop
outsourcing
• Application
management
and
maintenance
• Unified
communicatio
ns
• Collaboration
applications
(messaging, e-
learning)
• Customized IT
solutions
• IT professional
services
• Cloud
services
• Application
on demand
(e.g. SaaS)
• Basic
applications
managemen
t
• IT
maintenance
• Customized
business
solutions
• Business
processes
optimization
(BPO)
• IT
department
outsourcing
VAS
Communication services Connectivity services IT services
Managedservices
• Basic voice
product and
service
management
Basic
services
Telecom ICT
VAS can be categorized into 4 groups, each with a different
business model requiring different capabilities from Operator
Saghaeian [at] gmail.com
9. 9
Product/Service Development Steps
Preparation Implementation Running Pilot Lunching Product
Stage Procedures
Preparation Research, Documentation, Taking
Commercial Department & Board Approvals
Implementation Consulting and managing all the procedures
through Network, IT, Regulatory & any other
necessary departments or 3rd parties for
implementation
Running Pilot Managing and monitoring Pilot processes,
delivering necessary data to pricing for
finalized tariffs
Lunching Product Managing and Monitoring Products
Saghaeian [at] gmail.com
10. 10
Developing Products Based on Roadmap
Achieving more customers in new markets as a leader company
Using maximum ability of Operator’s telecom infrastructures
Increasing more revenue and profit
Project
Benefits
Moving toward new technologies & Services
Making new ways for gaining revenue
Respond to Market’s need
Project
Context
Strategic focus
area
(from main
focus areas )
Contributing
KPIs
Objectives : Adding new products based on market’s need in order to attract more Customers
for buying and using Operator’s products which gains more revenue for the Company
Operator’s BUs
involved
Departments , 3rd
Parties
Estimated Budget
Saghaeian [at] gmail.com
11. 11
Key steps in VAS product life-cycle
Marketing and VAS department activities in key steps of VAS
products life cycle
Product ideation
• Share ideas based on platform
capability
Product business case
Prototype
Acceptance/Business
model
Roll-out
Monetization
Retirement of product
VAS Department Activities Marketing Department Activities
• Share ideas on what market
wants
• Develop business case for
products finalized on ideation
• Support business case
development
• Support prototyping in case
required
• Prototype with the help of
vendors or internal
• Conduct acceptance testing and
create business model of VAS
• Support acceptance testing and
business model development
• Validate roll-out• Negotiate contract and roll-out as
per business model
• Monetize products as per the
business case and provide feedback
• Support monetization if required
• Commercially retire the product and
initiate technical retirement
• Retire the product technically
Saghaeian [at] gmail.com
12. 12
Roles and responsibilities are defined with the RACI methodology
Responsible Owns the project and task
Will conduct work and coordinate task
As to whom “R” is accountable
Who must approve on work before it is effective?
Overall responsibility for the task
Has information/ capability necessary to complete work
Provides input to help perform the task
Must be notified of the activity or results but not consulted
The RACI methodology determines, for key processes, who is…
Accountable
Consulted
Informed
Saghaeian [at] gmail.com
13. 13
Marketing and VAS department responsibilities matrix in key steps
of VAS product life-cycle
• Conduct VAS product ideation and finalize the
products for business case creation
• Develop VAS product business case
• Develop VAS prototype based business case
• Conduct acceptance testing of VAS prototype
• Develop business model for VAS prototype
• Negotiate contract with vendor
• Roll-out the VAS prototype as per business model
• Monetize the VAS product (4Ps)
• Maintain the VAS product
• Provide feedback on product refinement
• Refine product based on feedback
• Commercially retire of the product
• Technically retire the product
Marketing department
A/R
A/R
C
VAS department
R
C
A/R
A/R C
A/R
C A/R
A/R C
C A/R
A/R I
C A/R
Key steps of VAS product life cycle
A/R I
I A/R
C A/R
Saghaeian [at] gmail.com
14. 14
VAS function in the organization: high level overview
General
description
• The role of VAS function is to ensure that the B2B relationships in the VAS ecosystem
are addressed properly
• The function will streamline primarily the efforts related to content sourcing, VAS product
engineering and VAS platform management in the different service categories
(communication and entertainment)
• The function will also support the organization commercial units in the marketing and
sales of VAS to end customers
Current status
of department
• Where is a VAS unit/department positioned in the organization?
• How much specialization of the VAS unit alongside the major service categories (i.e.
communication and entertainment)?
• Are content sourcing and management of relationships with content providers is
addressed?
• Any solid platform to support the commercial units in the development of attractive VAS
propositions?
Objectives / Key
considerations
• The objective of VAS function is to address the B2B relationships of the VAS ecosystem
focusing on:
− Building network/IT delivery capabilities needed for VAS (i.e. IN platform, content
management platforms, VAS billing, etc.)
− Effective management of relationship with providers of VAS content, applications and
services
− Creation and development of large database of content for each VAS category to
address adequately the market demand and customer needs
Saghaeian [at] gmail.com
15. 15
A proposed organizational structure could be designed around
the major functional areas related to the provisioning of VAS
Head of VAS
Content and applications
management
• Content sourcing from
external providers related to
communication and
entertainment VAS
• Regular content update and
retirement (i.e. Upload and
removal from VAS servers)
• Adaptation of content for the
different delivery channels
and CPEs (i.e. TV, PC,
Tablet, Smartphone)
• Applications delivery and
management
VAS platforms management
Product engineering and
concept testing
• Vendor relationship
management
• VAS platforms management
(i.e. Licenses, functionality
upgrade, etc.)
• Integration of VAS platforms
with the network and IT
infrastructure
• Product engineering based
on the product design made
by marketing, i.e. VAS
delivery capabilities
• Concept testing of new VAS
products and services
(technical)
• UAT and end-to-end field
tests (i.e. from VAS platform
to network to CPE)
Saghaeian [at] gmail.com
16. 16
B2B and B2C VAS activities are different by nature, hence they
need to be done by the respective units that have the necessary
organizational capabilities, knowledge and competences
• Relationships management with vendors of VAS
platforms and IT infrastructure (i.e. IN platform,
content management platform, etc.)
• Management of contractual relationships with
external providers of content and VAS
applications
• User acceptability testing (UAT) of content
delivery, VAS applications and ICT services
• Technical delivery of content and VAS
applications to provinces
• Marketing of VAS, i.e. elaboration of service
offerings and customer propositions around the
4Ps (product, price, promotion, place)
• Relationships with regulatory bodies regarding
VAS (i.e. approval of prices)
• Final approval of business model and commercial
conditions related to delivery of VAS content,
services and applications by external partners
• Sales of VAS on retail basis to end users (e.g.
business and residential)
B2B activities B2C activities
VAS function commercial function
Saghaeian [at] gmail.com
17. 17
A comprehensive classification on customer and products is
required, however, the effort to implement is huge
• Categorization of customer based on :
– Customer Type ( Residential, Business, Wholesale)
– Main company ( Mother company)
– Branch company (under mother company)
– Province & City
• Categorization of products base on:
– Product Type (Mobile Broadband, Messaging, VAS, Managed Service, Voice)
– Product Name
– Province & City
• This categorization should enable functions to generate flexible reports, for example:
– Revenue by Product
– Revenue by Customer type
– Revenue by Customer name
– Revenue by Province
– Product by Customer
– ….
High level requirements on customer and product identification
Saghaeian [at] gmail.com
18. 18
New voice tariffs (rebalancing) & VoIP services
Overview
New tariffs by offering different voice packages, each package is targeting the customer with
different usage behavior, subscription fee is obligatory for the package, which is including the
free limited minutes usage
Besides new tariffs, VOIP package is providing for inter-city and international long distance
call, and each package is targeting the customer with different long distance usage behavior.
Benefits to Customers
Value for money, cheaper price for higher usage
Target Segments
Residential customer
SOHO
SME
Large Enterprise
Key Features
Unified voice price through all provinces
Optional voice package including different voice usage
Optional VoIP voice package for inter-city and
international long distance through pre-dial number
Value lever
Strategic importance
Revenue enhancement
(w/o CAPEX)
Revenue enhancement
(w/ CAPEX)
Benefits to Operator
Improve offering value proposition
Revenue of XXX (To be determined)
Saghaeian [at] gmail.com
19. 19
Large
enterprises
SMEs
SOHO
Critical success factors
• ‘End to End’ capability to ensure connectivity and IT applications working
seamlessly
• Customised solution offering, built on the specific needs of the customer
with low ‘Time To Market’
• Quality and reliability of the solutions offered (not solely cost advantage)
- important to incentivise clients to adopt multi year support contracts
- vital to gain confidence of clients, wary of provider switching costs
• Offering of standard (e.g. internet security packages and PC Backup) or
semi-customised solutions (e.g. vertical solutions) with a focus on cost
containment and ease of use
• Ability to access sophisticated solutions (accounting, CRM etc) at lower
cost of entry, e.g. flexible pay-per-use (utility computer) and shared
infrastructures (to minimise investments in IT)
• Service offering that simplifies processes for SMEs (e.g. payroll),
minimising operating “headaches”
• Simplicity of offering, ease of use
• Pricing
• Complex and
competitive market
• Customisation requiring
sophisticated skills /
dedicated divisions
• Requires solution
standardisation and
capability to sell /
distribute locally
• Can be addressed
through partnerships
A successful integrated ICT proposition requires a differentiated
offering, customised according to the specific needs of the client
Saghaeian [at] gmail.com
20. 20
Product roadmap development
A three step framework is used to design the product roadmap
Telecom market analysis
1A
Operator positioning
1B
Existing product portfolio
assessment
1C
• Analyze the telecom market
development
• Conduct regulatory analysis
• Analyze Operator market proposition
• Generate insights from Operator
strategy and segmentation analysis
on offerings
• Conduct competition analysis for
both residential and business market
• Identify existing offerings
• Analyze existing products’
performance
• Conduct benchmarking
• Identify Operator gap against
industry best practice
2
• Conduct brainstorm session
• Develop design principles
• Conduct brainstorming
• Feasibility study
• Product business case analysis
• Prioritize the products
• Create new product roadmap
Product profiling and go-to-
market approach
3
• Develop the product description
• Develop the product
implementation work plan
• Develop product go-to-market
approach
Fact-base analysis
Saghaeian [at] gmail.com
21. 21
We can categorize Operator existing products into four phases
Slow growth
Penetration: Low
Introduction Growth Maturity Decline
Bubble size denotes revenue
Revenuegrowth
Low
High
High growth
Penetration: Middle
Flat or limited growth
Penetration: High
Negative growth
Penetration: From high to low
• Product entry the
market,
• Customer start to
attempt the product
• Product confirm by
the market
• Number of
subscriberaccelerativ
e growth
• Product accept
widespread by the
market
• Growth rate slowing
down
• Targeted market
saturated
• Start to replace by
substitute
Source: Product Life Cycle Theory
Penetration
Saghaeian [at] gmail.com
22. 22
The development of product roadmap rests on five guiding principles
• “Fix the basics”
– Unify product offerings across provinces
– Elaborate product definitions for all existing products to have common understanding at Operator
level
– Identify key products and roll-out nation-wide
• Protect the revenue base and focus on fast growing markets
– Defend fix voice revenue
– Focus on the fast growing broadband market
• Diversify the product portfolio and expand “horizontally” and “vertically” following the demand potential
– Benchmark shows that all operators expand beyond traditional communication services
– Enhance competiveness and value proposition to markets, especially Business segment
• Introduce the key “enablers” for major products
• Balance the portfolio considering the “Quick-win” initiatives and CAPEX intensive developments
– Ensure impact within 12 months via Quick with initiatives based on existing technologies / network
– Ensure sustainable revenue growth in the long term via improving product delivery capabilities with
new CAPEX
1
2
3
4
5
Saghaeian [at] gmail.com
23. 23
Four-step approach to develop product roadmap for Operator
Idea
generation
Prioritization Categorization
Conduct
brainstorming
workshop to
generate ideas
Collect inputs from
strategy project
Separate ideas
into product vs
non-product
categories
Conduct financial
feasibility study
1 2 3 4
Product
roadmap
No. of
Ideas
/Products
Total ideas Shortlisted
ideas
Final
products
Developed 5-year
product roadmap
Defined high level
overall product
roadmap schedule
Evaluate ideas
based on “Effect”
and “Benefit”
matrix
TBD
Recommendations
from strategy
Brainstorming
workshop
Saghaeian [at] gmail.com
24. 24
All new ideas will be evaluated based on “Efforts” and “Business
benefits” dimension
Efforts Business benefits
• Requirement for new IT systems,
network upgrades, facilities, etc.
• Need to employ external vendor
• Timeline for implementation
• Know-how
• Human resources (i.e. number of
people) needed for the respective
development
• Organizational capabilities
• Approximate cost estimation
• Expected amount of additional
(incremental) generated revenues
• Reduction of churn
• Reduction of operational cost
• Increase of EBITDA
• Incremental increase of customer
acquisitions, respectively increase of
customer base
• Incremental increase of usage and
MOU
• Gain of sustainable competitive
advantage (SCA) over major
competitors
• Improvement of corporate image
• Increase of customer satisfaction
which translates into increased
customer loyalty
Saghaeian [at] gmail.com
25. 25
Ideas will be shortlisted for future development
Median = 1.2
Median = 1.2
Short-term
development
(Quick wins!)
Mid-long term
development
0.0
0.5
1.0
1.5
2.0
2.5
0.0 0.5 1.0 1.5 2.0
Business benefits
Efforts
0- Low, 1-Middle, 2-High
Fail to pass screening
Saghaeian [at] gmail.com
26. 26
5 years product roadmap aligns with Operator’s vision and our
guiding principles
Considerations
Strategic
Financial
2016 2017 … 2020
Strategic importance
Revenue enhancement (No major
CAPEX)
Revenue enhancement (Major
CAPEX). E.g., ICT, convergence
Quick win Mid-long term
Market
development
1. Fix the basic
5. Balanced portfolio –
Quick Win
1. Fix the basic
2. Protect revenue
3. Diversify
4. Enablers
3. Diversify
5. Balanced portfolio -
CAPEX
Saghaeian [at] gmail.com
27. 27
The Operator 5-year product roadmap
20182016 2017 2019 2020
Strategic
importance
Revenue
enhancement
(No major
CAPEX)
Revenue
enhancement
(with CAPEX)
ICT and
convergence
services
provider
Short
Term
Mid Term Long Term
Saghaeian [at] gmail.com