The document discusses how HP is enabling communication service providers (CSPs) to become cloud service brokers through its converged cloud solutions. It highlights the importance of understanding market needs and providing tailored service bundles, while also addressing the security and reliability concerns that hinder cloud adoption. Additionally, it covers the growing potential of machine-to-machine (M2M) communications as a lucrative revenue stream for CSPs and offers strategies for building a profitable M2M ecosystem.

1. Communications Edition 1.
HP • Issue 014 • Spring 2013
Industry
Edge
Communications Edition
Special IIR Telco Cloud Summit Issue
Feature stories
Enabling CSPs to become
cloud service brokers
As cloud expands,
so do the dangers
When launching cloud
services, the market comes
before the technology

2. Monetizing the cloud
Welcome to IIR’s Telco Cloud Read on to learn more about how HP can
help service providers build and launch
Summit World Forum.
new cloud services quickly, with lower
Communications service risk and higher cost-effectiveness. The HP
Converged Cloud solution provides simple
providers (CSPs) are ideally
tools and portals for adding, defining, and
placed to sell bundles of bundling new service offers and packages,
cloud services including cloud which can then be presented to the end
computing (storage and virtual customer or distributor via a simple portal
machines), platforms, and all view tuned to their needs.
kinds of Software as a Service. HP is a Gold Sponsor of the IIR Telco Cloud
Summit. That’s just part of our global
This spells both a challenge and an
commitment to working with CSPs to
opportunity for CSPs. In this issue of Industry
drive cloud forward. Visit us in Booth 1,
Edge, we’ve assembled fresh thinking and
Westbourne Suite 1, to learn more about
ideas about the cloud opportunity, including:
HP Converged Cloud solutions or attend
• Top ten non-technology essentials to consider our expert panel discussion: “Getting the
when launching public cloud services customers and getting it right.”
• How targeting the customers who can deliver David Sliter
higher margins over the long term is key to a Vice President and General Manager
Communications, Media, and Entertainment
successful launch of cloud services HP Enterprise Services
• Machine-to-machine (M2M) communications
in the cloud
• How to manage security as the cloud expands

3. In this issue
4 Enabling communication service providers 14 Turkcell offers customized cloud service
to become cloud service brokers bundles for enterprise customers
8 When launching cloud services, the 16 M2M delivers a profitable new revenue stream
market comes before the technology
20 As cloud expands, so do the dangers
12 Ten non-technology essentials when
24 Cloud and mobility: keys
launching public cloud services
to a better retail experience

5. Communications Edition 5.
Enabling
communication
service providers
to become cloud
service brokers
The communications industry HP believes CSPs can benefit from the cloud
in this changed ecosystem:
ecosystem has fundamentally
changed; legacy business models • To choose hybrid delivery and hosting
options that best meet their requirements
and their associated revenue
streams have either transitioned • To become a cloud service broker and
to new entrants or been replaced monetize their network assets
by modern IP-based applications
and services. The communication Converged cloud
service provider (CSP) is no longer
the owner of the ecosystem. And in
enables a choice
a more wide-open and competitive of hosting and
environment, CSPs need to evolve
and create new services that can
business models
Through the HP Converged Cloud solution, CSPs
help them expand into new markets. can choose the hybrid delivery and hosting

6. 6. Communications Edition
option that best meets their unique needs and As a key component of HP converged cloud, HP
opportunities. A CSP may: CSE gives CSPs the benefits of:
• Buy HP hardware and software to run • Faster time-to-value—with accelerated
from their data center, which they deployment of cloud services made possible
operate themselves. with mature preintegrated solutions.
• Buy HP hardware and software to • New revenue streams—from the creation
install in their data center, which HP of a differentiated portfolio of Infrastructure
can operate for them. as a Service (IaaS) and Software as a Service
(SaaS) offered via a marketplace portal.
• Buy and have HP host and operate the
solution they select in an HP data center. • Lower total cost of ownership—by the
ability to launch new services with limited
No matter which hosting model a CSP chooses,
investment as well as mitigate the risk of
they also have the option of reselling IT and
new market entry with a consulting program
cloud services to their enterprise customers.
dedicated to the public Cloud as a Service
Together with these delivery options, HP Cloud
business model. A choice of multiple delivery
Service Enablement Solutions (CSE) enable CSPs
and go-to-market models helps optimize TCO.
to build, operate, and monetize their public cloud
infrastructure and become cloud service brokers. Read how we have worked with Turkcell to
achieve these benefits on page 14.

7. Communications Edition 7.
Why is HP unique?
Converged cloud solutions from HP are unique
in the choice, confidence, and consistency they
provide to CSPs and enterprise customers.
Choice
HP cloud delivery models cross private, managed,
public, and traditional IT to provide a continuum
of service-level agreement (SLA) choices.
Platforms are built with open, heterogeneous
architectures to accommodate multiple operating
systems, hypervisors, developer frameworks,
and multivendor infrastructures. We have a
wide range of partners to work with and choose
from, including strategic alliances, value-added
resellers, system integrators, and outsourcers.
Confidence
HP can manage and secure data and
applications across delivery models as well as mission in the communications industry is to
offer the scalability that enterprises need to deliver solutions and services that support
drive business forward. emerging business models and the increased
demand for enterprise mobility solutions.
Consistency Converged cloud is a key part of that.
HP Converged Cloud provides a common For more information on converged cloud,
architecture across delivery models, allowing please go to hp.com/go/cloud. For specific
workload portability that gives users a single information on how we’ve worked with CSPs,
consumption experience. please visit our website.
Find the cloud For information specific on becoming a cloud
service broker, click here.
option that best Larry Marson
WW Business Lead, Applications and Cloud
meets your needs. Enablement Domain
Communications and Media Solutions
Every CSP and its enterprise customers have HP Enterprise Services
different needs for IT infrastructures. HP’s

9. Communications Edition 9.
When launching
cloud services, the
market comes before
the technology
Cloud services are too important
and too rich of a competitive
Target your
enabler for business enterprises customers
to treat them as a mere Cloud service providers typically market to
commodity. That means cloud small- and medium-sized businesses of fewer
than 250 employees. But these customers
service providers shouldn’t market
desire the same benefits from cloud services
them as a commodity either, by as large enterprises do: help to speed
just offering a one-size-fits-all innovation, create organizational agility, and
service at a very low price point. lower costs. That’s part of the reason IDC
Instead, think through a go-to- predicts that SMB spending on cloud in the
United States will double in six years, from
market strategy that identifies US $9.8 billion in 2011 to US $20.8 billion in
and markets to a more targeted 20171. Further, because these market layers
customer base. That’s what will have similar needs, offering cloud services
drive higher revenues and profits provides you with the opportunity to move
up-market into larger enterprises.
for cloud going forward.
1
IDC, “The SMB Cloud Story: An Unexpected Journey,” Chris Chute and Ray Boggs, March 2013

10. 10. Communications Edition
Go vertical to new research from Gigacom3. The firm
reported that leading IaaS vendor AWS made
The key to driving higher top-line cloud service
an 18% price reduction in the fourth quarter.
revenues without having your bottom-line
And this is the 21st time AWS dropped its prices
margins commoditized is better targeting of
since launching cloud in 2006. Google and other
your markets. HP believes that it’s important
top IaaS providers have also cut prices.
for our CSP clients to specialize by focusing on
vertical market segments. New services, same old reliability
Market segments will have different needs, Rather than trying to compete on price for
bundled value propositions, price sensitivities, IaaS, you can compete with a suite of cloud-
and cloud adoption rates. Although all enabled services that are bundled specifically
segments are migrating to cloud over the long for your target market. These could include
term, there are significant differences in level other service provider offerings (backup and
of maturity and adoption in the short term. For restore services), horizontal services (VoIP,
example, 59% of wholesalers and retailers are email, customer relationship management,
currently using cloud services as part of their digital content management), and Software as
IT provisioning, but the health and education a Service cloud offerings for verticals.
sector relies on cloud for 71%, according to
The whole point is to aggregate these services
research from Current Analysis2.
to deliver value and create stickiness with your
But perhaps more importantly, focusing on customers. And remember, you can also leverage
just a few markets enables you to quickly what you’re already excelling at. The reliable
become knowledgeable about their unique service-level agreements, established value, and
requirements. Understanding those needs trusted relationships that you’ve built with your
helps you put together the right bundle of customers for other network services provide a
services that can justify premium prices. strong foundation for marketing cloud.
Determine the best Follow a checklist
bundle for them for successful
launch
Cloud is a rapidly evolving technology. Most
CSPs start by offering Infrastructure as a
Service (IaaS) to provide basic compute capacity Bringing cloud services to market is different
to their customers. But that’s a trap since IaaS than selling hardware and mobile voice
cloud prices are racing to the bottom, according services. First of all, do you have your own
2
Current Analysis, “Cloud Services – The Impact by Vertical Markets,” December 2012
3
Gigacom, “Cloud and data fourth-quarter 2012 analysis,” Jo Maitland and David S. Linthicum, January 17, 2013

11. Communications Edition 11.
direct channel or do you sell through others? that they can quickly be turned on or off to
Either way, expect to make significant provide assurance to customers that any
investments in channel activation strategies. vulnerabilities or service problems that show
This includes sales force training and education up can be quickly resolved.
about your customers’ needs and how you’ve
created the right service bundle to satisfy them.
HP helps you
realize the
Remember that channel partners are busy
selling several vendor offerings. You have
to win them over to what you’re selling by
showing that you’ve thought through the power of the
needs of good customers, have prepared a
strong offering to meet those needs, and can cloud computing
provide training and support to help your
channels succeed. You will also need to train portfolio
your own sales force and think through a HP provides a unique end-to-end cloud service
different sales compensation structure than enablement solution for CSPs. We help you
they may be used to. profitably build, operate, and monetize your
public cloud infrastructure with:
Be proactive • A business consulting program dedicated to
public Cloud as a Service business model
about overcoming • Mature pre-integrated solutions allowing
security and CSPs to become cloud service brokers and
offer an on-demand portfolio of differentiated
reliability issues services to their business customers
Concerns about security and service reliability • Multiple delivery and go-to-market models
are still inhibitors for cloud adoption across to fit your unique business needs
all markets. CSPs need to prepare an ongoing
To learn more about how HP can help you build
PR campaign to explain these issues to
and market cloud solutions, click here.
their markets. This should include a candid
discussion on the different levels of security Sita Lowman
Portfolio Management
that are available and the best choice based
HP Enterprise Services
on cost-effectiveness for a customer’s
needs. The advantage of cloud services is

12. 12. Communications Edition
Ten non-technology
essentials when
launching public
cloud services

13. Communications Edition 13.
1.
Don’t be all things to all people.
Identify your target market.
2.
Don’t “bundle” services without thinking of the audience.
Make compelling offers for specific needs.
3.
Don’t assume channel sales success.
Give them what they need to sell and what they need to believe.
4.
Don’t think it’s going to be the same as selling hardware and voice services.
Provide internal sales training for cloud services.
5.
Don’t get stranded on IaaS.
Find a supplier that can help you with various SaaS services on top of IaaS.
6.
Don’t forget security.
Head off these concerns with education and pilot programs.
7.
Don’t make cloud services a silo.
Bundle cloud with your other network services.
8.
Don’t go it alone.
Commit to working with major technology vendors and partners in your local market.
9.
Don’t treat it as a one-time sale.
Seek long-term value by creating stickiness with targeted offers and responsive services.
10. Don’t take your eye off your customers.
Continually add to your customer knowledge and adjust your offerings
to change with the market.

15. Communications Edition 15.
Press release
Turkcell offers
customized cloud
service bundles for
enterprise customers
Turkcell, the leading communications and with business-ready offerings and to achieve an
technology company in Turkey, with 34.5 million advantage over would-be competitors.
customers, needed a single software platform to Turkcell is using the key components of HP
set itself up as a “one-stop shop” for providing CloudSystem Service Provider:
cloud-based services to its business customers.
• HP Converged Infrastructure provides an
The company wanted to provide business
integrated platform designed to enable the
customers with both Infrastructure as a Service
rapid, efficient delivery of IaaS.
(IaaS) and Communications as a Service (CaaS)
offerings. Benefits would include more predictable • HP Aggregation Platform for SaaS (AP4SaaS)
operating costs, low capital investment, and provides a common foundation for multiple as-
minimal risk in new technology adoption. a-service offerings. It integrates and automates
important service management processes such
Finding a flexible solution would be critical in
as provisioning, activation, reporting, service
enabling the company to adapt quickly to market
usage, and revenue settlement.
changes and deliver cloud services that could be
tailored for each customer. Turkcell selected HP • HP Cloud Service Automation provides
CloudSystem Service Provider as its best option. advanced provisioning and management of
This comprehensive solution includes hardware, applications and infrastructure using industry
software, and services. best practice templates, linking HP AP4SaaS
with HP Converged Infrastructure.
Everything is integrated to streamline the on-
boarding and operation of IaaS and Software HP also provides consulting and integration
as a Service (SaaS), including CaaS, business services for design, implementation, and
applications, device management, and security. project management, as well as support
Specific services, such as email, can be easily and management. To learn more about
enabled within the solution, allowing the cloud solutions from HP and the Turkcell
company to quickly enter a growing market agreement, read the original press release
or visit hp.com/go/cloudsystem.

16. 16. Communications Edition
M2M delivers a
profitable new
revenue stream
Why is machine-to-machine (M2M) one of the fastest growing
communications trends? For communication service providers (CSPs)
alone, M2M services could be worth up to $260 billion1. M2M technology
has been around for decades, but with device and network connectivity
costs falling rapidly, M2M is becoming affordable for the mass market.
When combined with mobility and the cloud, the possibilities for M2M are
endless—and very profitable for network operators.
New growth
of M2M across many market segments.
Creative new uses for M2M that take
area for network
advantage of mobility and the cloud include:
• Automotive—Insurers install devices
operators in cars to detect driving habits such as
speeding, tight turns, or sharp stops, and
M2M is an exciting area of growth because it
has a model similar to short message service. use this data to determine whether good
With a high volume of small messages delivered driver discounts should apply.
at a good margin, M2M can provide a lucrative • Healthcare—A blood glucose monitor reports
business opportunity. Service providers can vital information about a remote patient
leverage their infrastructure and capabilities to to a physician. Or, a fleet of blood glucose
become key players in this area. monitors sends anonymized data to the cloud
Today, innovative vertical industry for researchers to analyze health trends about
applications are driving the rapid expansion an entire population of patients.
1
Machina Research at M2M World Congress 2012

17. Communications Edition 17.
• Enterprise—When an employee walks into customers, carriers must work with partners
a corporate building with his or her own to complete the ecosystem.
smartphone or tablet, M2M makes it possible
HP helps carriers build a profitable M2M
to detect the device and automatically
ecosystem with:
configure a container around it for business
use with enterprise controls. When the • Traffic balancing—HP helps carriers
employee exits the building, it is again optimize profitability by determining which
detected automatically, and the controls are network to use for M2M traffic. For example,
lifted. This makes the use of personal devices the solution weighs the convenience and
for business seamless for employees. ubiquity of LTE versus the cost advantages of
moving small data on 2G.
• Retail—A retailer guides customers to what
they’re looking for when they are shopping • Platform services—HP provides a M2M
in a mall. The retailer uses M2M to interact service platform that allows carriers to
with customers via smartphone, and offers connect to machines, manage machines, and
incentives for purchases when customers are connect to the application services layer.
in the store’s vicinity.
• Application services—In certain markets,
• Utilities—Promoting operational efficiency HP provides ready-to-use, revenue-
through the green agenda, M2M brings data to generating applications. For instance, in
people. In the utilities industry, smart meters the utilities market, HP solutions provide a
not only replace human meter readers, they single, comprehensive view of smart grid
provide comprehensive usage information and information network operations. It adds
in near real time that both the utility and its value by providing meter data management
customers can access via the cloud. as well as event management capabilities for
near real-time problem diagnostics.
Build a profitable • Integration, consulting, and analytics—One
M2M ecosystem
of the best ways carriers can add value is to
help the customer understand what they can
Implementing M2M involves an entire learn from M2M data and build in analytics
ecosystem that includes connectivity, platform upfront. HP has expertise in your customers’
services, application services, as well as vertical markets and can deliver integration,
integration, consulting, and analytics services. consulting, and analytics services to get the
To present a complete solution to their most out of M2M data.

18. 18. Communications Edition
Dip your toe • Dynamic SIM management—How to
reduce M2M OPEX with SIM self-service
in the water management
• Usage-based insurance application—In this
If you’re not quite ready to go “all in” on
M2M, the cloud makes it possible for you to automotive and insurance application, a car
proceed more cautiously. Using your existing sensor (rating engine) monitors and reports
infrastructure, built for cell phones and driving behavior, and the insurance company
smartphones, can be very expensive for M2M can use this data to set rates for drivers
transactions. Rather than investing capital • Asset management application—Allows
in new infrastructure specific to M2M, let organizations to monitor any GPS-enabled
HP host your M2M transactions in the cloud. logistics asset. This helps companies deliver
You’ll pay only for the transactions and higher service levels, reduce theft and
services that you use, so you can ramp up on shrinkage, and hold the optimal number of
your own schedule. assets, products, and inventories
This approach gets you started in M2M, so you Jeff Edlund
can find out what this exciting technology can CTO, Communications and Media Solutions
do for your customers and for your bottom HP Enterprise Services
line, such as:

19. Communications Edition 19.
7 M2M best practices
for mobile providers
1. Realize that M2M is different from your core business and requires different
market skills. Build M2M as a separate business with different KPIs.
2. Make sure you have global connectivity with local sales. To compete in a
market such as fleet telematics asset tracking, your platform must operate
globally, but to grow the business, you must understand local requirements
and regulations.
3. Participate in industry standards. Cooperation between network operators is
key to growing the M2M market.
4. Be flexible about technologies such as operating systems as well as
management systems. Machines come in all shapes and sizes.
5. Think carefully about your pricing, taking into account costs to deliver as
well as perceived value. Some machines may output an unending stream of
data while others, such as medical devices, may be critical to life-or-death
decisions. Have your business and financial analysts work closely with the
people designing the M2M solution to get your pricing right for the market.
6. Grow in the vertical markets you know. While the M2M network and
platform are horizontal solutions, the applications are highly tailored to
specific vertical markets. If you’ve already built partnerships and developed
an expertise in a particular vertical market, look to grow within that market
to take advantage of your expertise and existing partnerships.
7. Be proactive about analytics. Make analytics part of your offering. Instead of
just billing for data from machines, demonstrate the value of finding insights
in the data from a fleet of machines.

20. 20. Communications Edition
As cloud expands,
so do the dangers
Maintaining the security
of customer data and
Rising expectations
privacy has always been for security
an important consideration CSPs have seen an explosion in virtualization,
for communications service public cloud computing, and broadband
adoption by their enterprise customers. And
providers (CSPs). But the cost of
at the consumer level, the expansion of social
cybercrime is increasing rapidly. networking, bring-your-own-device (BYOD)
According to a Ponemon Institute policies, mobile payments, and wireless
research report, the average networking make it easier for customers to
annualized cost of cybercrime connect to enterprise applications and to one
another. These trends potentially expand
for a CSP organization in the the “attack surface” at the perimeter of the
United States is $8.91 billion1. enterprise network.
That’s up from $5.28 billion just
As these technologies become more widely
three years ago. adopted, enterprise customers are increasingly
The expansion of network access through expecting their CSPs to act as security
advances in cloud and mobile technologies guarantors across these services.
brings greater complexity and additional Successfully staying on top of such risks
security risks to providers and their customers. can result in greater customer loyalty and
And the regulatory pressures on CSPs to resulting share of wallet with the business
maintain security—from Sarbanes-Oxley and consumer customer.
(SOX), Payment Card Industry (PCI), and other
regulations—are not easing up.
1
Ponemon Institute, “2012 Cost of Cyber Crime Study: United States,” October 2012

21. Communications Edition 21.
Securing cloud
communications
Public cloud architectures add a new layer of
complexity. Security technology will be a critical
component to enterprises in private cloud
architectures. But enterprise customers have
the same expectations for security here also.
The cloud security market comprises a diverse
set of technologies from on-premise software,
hardware, and virtualized appliances to security
delivered as Software as a Service (SaaS).
Also, cloud service providers and CSPs will need
security hardware, software, and SaaS products
to help secure their public cloud service
offerings. These can include cloud storage and
servers (Infrastructure as a Service), cloud
development platforms (Platform as a Service),
and enterprise and consumer SaaS applications. To effectively address these problems,
enterprises need to comprehensively
Moving beyond monitor all locations and infrastructure,
including data centers, retail branches,
point security online infrastructure, and service usage
activity. A comprehensive security solution
solutions should address five key priorities:
CSPs and their customers want to mitigate the • Manage information risk by identifying threats.
threat of attack from competitors and malicious
• Protect against increasingly sophisticated
outsiders—attacks that could put financial
cyberthreats.
records and intellectual property at risk. Point
security technology investments have helped • Improve reaction time to security incidents.
but do not provide the complete visibility
• Increase the efficiency of security management.
needed to detect fraud, combat cyberthreats,
and streamline compliance efforts. • Achieve compliance in a predictable and
cost-effective way.

22. 22. Communications Edition
Monetize security Therefore, comprehensive monitoring is critical
to recognizing patterns. Today a dual approach
with managed of real-time monitoring and right-time analytics
helps businesses stop fraudsters while
security services gaining the enhanced knowledge they need to
implement effective preventive measures.
The need for comprehensive security solutions,
frequent technology refreshes, and ongoing Extension of fraud management tools to
commitment to fighting fraud can make include intelligence capabilities enables
security an expensive proposition for CSPs and companies to perform data mining for better
their customers. Fortunately, managed security risk management. For example, with such
services (MSS) not only provide a cost-effective functionality not only are operational alarms
business model for countering cyberattacks but triggered, as is the current practice, but
also a profitable way for CSPs to expand their historical data can be analyzed to see broader
offerings to enterprise customers. trends. By proposing a cloud computing
infrastructure combining real-time monitoring
With the MSS model, there’s no need for your
with right-time analytics, CSPs can help their
customers to spend their limited budget and
business customers dramatically reduce
staff resources on trying to keep up with security
fraudsters’ threats to the hard-earned customer
demands. Instead, you can sell them security as
base, products, and brand image.
a managed security services provider (MSSP).
An MSSP offers remote monitoring and
management of a customer’s IT security
An affordable
information, assets, and processes where the business model to
help CSPs expand
delivery of these services is via a remote security
operations center (SOC) managed by the CSP.
Examples of MSSP offerings that can be provided
range from identity and access management their offerings
to firewall services to managed security The MSS model provides many security
information and event management services. solutions to customers for a low fixed set-up
cost and then allows a predictable variable cost
Detect fraud for bringing new customers on board. This
business model reduces the cost for a CSP to
with pattern offer security services as an MSSP and then
expand its offerings over time. Further, the
recognition MSS model provides technical future proofing
to customers by maintaining a more efficient
Detecting fraud is a game of pattern
recognition, and the patterns always change. security platform.

23. Communications Edition 23.
Learn more about
a managed security services practice,
visit hpenterprisesecurity.com or
offering managed hp.com/enterprise/security.
Alain Decartes
security services WW Communications, Media, Entertainment
Lead, Industry Market Development
using HP solutions HP Software Marketing
To learn more about the HP security
portfolio and leading solutions that
you can offer your customers as part of

24. 24. Communications Edition
Cloud and mobility:
keys to a better
retail experience
When customers walk into your
retail stores, how long do they have
Accelerate
to wait before talking to a sales transactions
associate? How long does it take to
get customers through the process in retail stores
You can shave minutes off all your retail
of buying a new phone or service?
transactions by moving your paper-based
In a study of the full-service wireless purchase contract processes to the cloud. This
experience, J.D. Power found that “Satisfaction helps eliminate time-consuming, tedious
improves notably regarding the promptness administrative tasks and also frees up
in speaking with a sales representative and sales associates to spend more time
timeliness of completing the transaction .”1
helping customers.
In other words, if you can speed up the
In many retail stores today, the sales associate
transaction with just one customer, she’ll be
must walk away from the customer mid-
happier; the person behind her in line will
transaction at least twice: once to verify or
stick around to complete a purchase instead
copy the customer’s ID documents and a
of leaving the store in frustration, and the
second time to make multiple copies of the
guy browsing the phone display will get his
signed contract for record-keeping.
questions answered in a timely manner,
which may keep him from checking out your By updating the subscription process to take
competitor on the other side of the mall. advantage of mobile devices and the cloud, the
sales associate can complete the transaction
So, how can you speed up your retail
faster and keep the face-to-face interaction
store transactions?
1
J.D. Power and Associates, 2012 U.S. Full-Service Wireless Purchase Experience StudySM , August 2012.

25. Communications Edition 25.
going without interruption. Using an enterprise- • Increase the number of customers served
ready tablet, such as the HP ElitePad, the sales
• Provide information that your customers
associate can check the customer’s documents
want, such as how to get started with a
and capture a signature without stepping
new phone
away. And by automatically uploading the
signed contract image to the cloud, it becomes • Meet compliance regulations and close
accessible to other retail locations, marketing, the loopholes leading to contract fraud
customer service, and call centers.
• Support environmental sustainability goals
In addition to providing faster service to your by decreasing the need for paper, storage,
customers, using mobility and the cloud for and transportation
retail transactions helps you:
• Eliminate costs for offsite storage as well
• Drive significant cost savings; if you normally as courier services to transport paperwork
print or copy multipage contracts, you can between the store and the archive site;
save almost $2.50 per contract, which adds typical offsite storage costs for documents
up quickly over millions of contracts can run about $70K per year
• Eliminate the risks of exposing
confidential customer information
or losing important paperwork

26. 26. Communications Edition
Accelerate sales faster. Eliminating the need to print and store
multiple copies of subscription paperwork, the
associates’ solution scans completed, and signed service
contracts and associated documentation, and
response time digitally routes the contracts to a customer-
specific archive for filing. In addition to
Even before the subscription process begins, increasing customer satisfaction, this process
your retail associates should spend face-to- also helps mitigate risks, such as exposure of a
face time with customers throughout their customer’s confidential information, and assists
information gathering. If the customer asks a with regulatory compliance.
tough question, the sales associate should not
have to walk away to get an answer. Instead, The HP Account Opening Accelerator is
he should have all the answers available at most effective when paired with a mobile
his fingertips with a mobile device and a cloud device such as the HP ElitePad, a tablet
solution. With a tablet such as the HP ElitePad, designed for business with enterprise-grade
the sales associate can find information, show features, functionality, and support. It is an
videos, and run any Windows® application— ultrathin, lightweight tablet that offers the
from any point in the store. full serviceability, enhanced security, and
manageability found in HP Elite PCs, as well as
By taking the conversation to the customer and military-grade durability for drops, vibration,
keeping the conversation going uninterrupted, dust, temperature extremes, and high altitude.
you can reduce or eliminate abandoned It comes loaded with tools, including HP
conversations for new products and services. PageLift, an application that automatically
This helps improve the customer experience, trims and correctly lights and orients a
which can lead to increased revenue. captured image of a paper contract or other
document so it is ready to use or share without
HP solutions for requiring manual editing.
a better in-store For more information, please visit
hppublicprint.com.
experience Eileen Griffee
Communications, Media, and Entertainment
The HP Account Opening Accelerator for
Market Development Consultant
Communications, Media, and Entertainment is Managed Services
an end-to-end solution dedicated to reducing HP Printing and Personal Systems
paperwork, completing transactions more
efficiently, and getting customers out the door

27. Communications Edition 27.
Innovative, cloud-based
services increase customer
satisfaction and revenue
Leading carriers are introducing new, HP provides several cloud-based
innovative services to help increase average services that you can offer under your
revenue per user (ARPU). Services that own brand to help you monetize user-
augment user-generated content such as based content, including:
photo services or mobile printing are popular
• HP ePrint Service Application provides
with customers. Launched under your
mobile printing with a worldwide
brand, these services can not only provide
directory of more than 30,000 public
a new revenue stream, they can make you
print locations.
a one-stop shop, which increases customer
satisfaction. And, as cloud-based services, • HP Snapfish is a photo service that
they’ll also increase your customers’ data produces professional quality prints as
usage, which adds to your ARPU. well as more than 100 customizable photo
gifts, from display-quality photo books
For example, Verizon Wireless introduced
and posters to photo mugs and jewelry.
the ePRINTit Kiosk at CES 2013. The kiosk
from St. Joseph Communications was • HP MagCloud is a web service that
developed with cloud printing and mobility empowers users to self-publish and
solutions from HP. Users can submit a print distribute content—for business or
job wirelessly from a smartphone with personal use—as a professional-quality
just a few clicks and have it printed at the print publication or digitally for mobile
kiosk. The printed photos and documents and online viewing on today’s most
can come from storage on the device or popular devices.
from cloud-based services like Dropbox,
For more information and to watch a short
Box, and Facebook.
video, click here.

28. Why HP
HP helps the world’s communications service providers (CSPs) transform the
way they do business—to grow in a fast-changing market. CSPs must meet
the huge demand for new services and streamline internal operations. HP
is unmatched in its ability to help CSPs drive transformation with more than
30 years of telecom experience, global IT leadership, and a broad telecom-
specific portfolio coupled with leadership in telecom services including
consulting, outsourcing, and managed services.
Quick facts
• CSP public cloud deployments deliver SaaS, • 90 CSPs globally count on HP Service Activator
IaaS, and CaaS solutions on three continents to provision network as well as IT services
• 400 HP OSS customers worldwide • 90 carriers worldwide depend on HP’s Revenue
Intelligence Solutions to protect their revenue
• 250 fault management customers globally
streams and customers
• 170 customers use HP real-time
mediation solutions
Learn more
For more information visit hp.com/go/csp.
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4AA4-6190ENW, Created April 2013