Gaining Competitive Edge through Contracting Excellence for the Converged Telco, Media & Technology Enterprise

Wim Haverhals
COMMUNICATIONS INDUSTRY GLOBAL VERTICAL LEAD
© 2017 Apttus Corporation

Telecommunications
Industry Trends

A Transforming Industry
Virtualization, Cloud and Customer Experience
94% of global telecoms have NFV transformation projects
30% of entire IT budgets will be dedicated to NFV by 201894%
73%
86%
73% of CIOs say that all IT will be on the cloud in the near future
71% of operators globally are already ready to deploy cloud BSS
86% customers said they will pay more for better experiences
62% companies see customer experience as key differentiator

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
Source: Salesforce Communications 2016
Technology Disruptions by 2025

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
Mobile
• Let there be an App for it!
• 7.5B devices in the world
• Mobile Internet economic effect:
$10.8 Trillion ANUALLY
Mobile & Apps
© 2017 Apttus Corporation Source: Salesforce Communications 2016

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
• Virtual Networks
• Ubiquitous
• Economic effect: $6.2 Trillion
Annually
Cloud Computing
Cloud
© 2017 Apttus Corporation Source: SalesForce Communications 2016

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
10
60
• Predictive intelligence
• Self-protecting apps
• Things in IoE need protection
• Spend on security rising to $1.6
Trillion by 2025
Cyber SecuritySecurity

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
• 2.5 Quintillion (1018) Bytes of
data produced every day
• Information to understand the
past and predict the future
Information of Everything
Information

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
IoT
• 50B devices now rising to
1 Trillion by 2025
• Economic effect by 2025:
$T3.8 to $T11.3
Internet of Things

Security
Information
Machine
Learning
IoT
Mobile
Cloud
Maturity
RateofAdoption
Machine
Learning Automation & AI
The “human-equivalent”
output of AI by 2025
140,000,000
© 2017 Apttus Corporation Source: Salesforce Communications 2016

We are Moving Towards a Hyper-Connected World

It’s a Revolution Across Industries…
… And Telecom is
the Core Backbone

New Business Models, New Competition
There will be Winners and Losers
Prolific
ConsolidationsDisruption

Driving Digital Transformation
“For CSPs this means that you
need to increase your OTT
Service footprint
(know your customer)”

The Time is Now
Digital Transformation is a Necessity
“Availability of new technologies and innovations may
make 2017 the year of digital transformation for carriers in
both in the US and globally.”
- Deloitte
“Global spending on cloud, mobile, social and big data
technologies targeted by communications services
providers will be $1.45 trillion by 2019.”
- Gartner

Telcomm Service
Providers
6NPS
New Entrants
72NPS
Source: Temkin Group, 2015
COMMS’ Net Promoter Scores Need Help…

Move to the Cloud
Gain scalability, agility, plug-and-play interoperability, Service Availability
Embrace Customer-Centricity
Enable omni-channel customer journeys and personalized bundles
(know your customer)
Reinvent Telecom Sales
Transform Sales Engagement from Technology to Purpose-driven services
Elements of Successful Transformation

TDC Transformation from Access to Services
B2B portal
IT Service Bus
Billing
Usage collection
and charging
IP access
management
Physical
Infrastructure
manager
Business core
services
DSL manager Coax manager Mobile manager
Order and asset
management
Workflow manager
Sales Force
Application &
Content manager
Fault B2B portal
Sales Product
Catalog
Customer Hub
Contract
Management
Sales Force
CRM
Apttus
CPQ
Sales Force
Community
Usage collection
and charging
Workflow manager
TDC Telco cloud
SDN enabled
network
Key success criteria's
• Abstracting physical infrastructure from services
• Moving from subscription and prepaid to event billing
• Instant service fulfillment
Note: Simplified view. Current stack comprises +200 applications
Application & Content manager

TDC Journey with Apttus
•Using Apttus to unify
sales process across, by
adding structure to
legacy flat products
•This will support future
fulfillment platforms,
since service definitions
will remain
Abstraction
•Automate bespoke
pricing
•Enabling multiple
discount schemes
within a single
shopping cart, always
securing the agreed
price for the Customer
Pricing
•Using same abstraction
to communicate to
legacy systems
•Supports mixed product
masters in the interim
period of sun setting
legacy systems
Bridge to Legacy
•Apttus as pricing and
configuration engine for
all sales channels
•Uniform product
presentation to sales or
end user, regardless of
backend system
•B2B portal

 Full OOB Apttus Feature Functionality
(CPQ, CLM, XA) + Telco Specific Accelerator
Templates, aligned with Product Releases
 Seamless interaction between Contract and
Quote
 Industry Standards & Open APIs:
• TM Forum
• SF Comms
• AIC
 Industry Network Patterns (OSI Layering)
Apttus Telco Industry Solution
COMMERCIAL CATALOG
X-AUTHOR
CPQ CLM OM QTCi RM
Telco Industry Solution
Telco
Industry
Solutions
Product
Direct Sales Channel Partners Wholesale Customers

Apttus’ Industry Cloud
Next….

Portal (Self-Service, Partner, E-Commerce)
Launch Acceleration templates
(Customers & Partners)
Turnkey interactions with best-in-class Industry
Capabilities (Open Standards)
Bi-directional Commercial- to Technical- Service
Catalog translation
Service Analytics (white space analysis)
GSA Standards (NS2020)
Apttus COMMS Industry Cloud…

Innovation
Ecosystem
Product
Design
Offer Personalization
Order
Orchestration
Service Order
Management
Real-time
Decisioning
Charging & Policy
Billing & Financial
Management
Marketing Sales Service Portal E-Commerce Analytics
Platform of
Engagement
A Complete B/OSS Stack on the Cloud
PartnersConsumers Retail AgentMobile Web SocialBusiness Field Service Self-service
E-Signature
Billing & Financial
Management
Charging, Policy &
Entitlements
Self-Service & E-Commerce
Commercial Service Catalog
CPQ & Order Capture
Usage Analytics & Decisioning
Order & Asset Management
Technical Service Catalog
Network & Service Inventory
Service Provisioning and Activation
Contract & Asset Management
Apttus’ / Partner Combined Footprint

“They always say time changes things, but
you actually have to change them yourself.”
- Andy Warhol

Thank You

Gaining Competitive Edge through Contracting Excellence for the Converged Telco, Media & Technology Enterprise

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Gaining Competitive Edge through Contracting Excellence for the Converged Telco, Media & Technology Enterprise