The document discusses how self-service billing can transform business relationships between operators and corporate customers, treating them more as partners. It highlights examples of open billing practices and innovative business models in telecommunications, showcasing customer flexibility and cost management. The potential benefits include improved customer satisfaction and new revenue streams for service providers.

1. Enterprise - a customer or partner? How self service billing can turn business relationships upside down P awel Lamik , Krzysztof Kwiatkowski VanillaPlus Webinar 20/01/2010

2. Introducing Comarch Founded in 1993, public company since 1999 , s table ownership Global software vendor for multiple industries Strong BSS and OSS player - top rated by Gartner 3 500 employees in EU and US Mother company of SoftM in Germany Areas: Telecommunications, ERP, Government & Utilities, Banking, Insurance & Capital markets, Trade & Services, Infrastructure .

3. T-Mobile Austria and Germany; O2 Germany GmbH & Co. OHG, Germany; Vodafone Group ; Polkomtel SA , Poland; TPSA – Polish Telecom (FT Group), Poland; E-Plus Germany; Bouygues Telecom , France; Auchan, France; Vistream, Germany; PTC / Era (T-Mobile Group), Poland; Orange, Poland; Bite Latvia and Lithuania; Vivacom (BTC Group), Bulgaria; Crnogorski Telekom, Montenegro; Tele Yemen, Yemen; Sample Customers :

5. Full OSS portfolio Network & Service Inventory Network & Service Assurance Field Service Management Performance Management For Networks For Business For Projects

6. Introduction

7. Corporate customers treated more as partners

8. Corporate Mobile communications costs are growing out of control

9. Corporate customers demand even more MORE FREEDOM

10. What do operators look for? How to reduce costs? How to sell more? How to sustain growth? Cost Sales Growth Service providers dilemmas

12. The wall between ...is cracking! operators enterprise customers

13. Opening billing via self service - case studies

14. The “Open billing” example MVNE in the Netherlands, started in 2006 as BT Infonet and Unify Group Holding since 2009 an independent company Business model Cheap roaming, voice-over-data Post-paid, pre-paid Resellers, no end-customers Maximum outsourcing Single identity on mobile and IP

15. Business model - real life MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

16. Sales process: customer = partner = provider Reseller level 2 MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO : A Dutch MNO Price schedule: -------------

17. Charge process: wholesale / on behalf MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

18. Self Service via B2B gateway IT systems of partners Integration platform IT systems of 6gmobile

19. OnePhone

20. MVNO – FMC for business 2008 – a JV of OnePhone Holding and KPN MI Fixed-mobile convergence Based on Spring Mobil success German SMEs (50-1500) Advanced billing and self service capabilities

25. Customer as a partner Two sided wholesale/on behalf/self billing model Open billing Customer self-ordering, account hierarchy changes. Direct influence on billing account structure. Self Care Customer decides about guiding – prefixes (also time and place) - split billing in BSS Making a call Customer - an ‘operator’ - split billing in BSS Private Outdoor Customers sharing tariff plan, sites, products, accounts moving - customer hierarchies in BSS Customer groups Customer assumes part of operator’s risk related to investment in CPE - commitment calc in BSS Sites Individual tariff plans - rating modifiers on customer level in BSS Price setup Transformation enablers in billing & self service Aspect

26. Potential new revenue streams Fixed operators Corporate customers $$$ „ Corporate„ operators $$$ $$$ Corporate services (FMC) Roaming services (single identity, cheap roaming services) New stimulation – partner-customer

27. Opening billing via self service pays

28. Questions? [email_address] +48 12 646 14 44 +48 691 464 106 Thank you!