TADSummit, Kandy Marketplace: Helping Solution Providers Accelerate Sales Sacha Gera
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This document discusses how Kandy.io can help service providers accelerate sales through a digital marketplace. It outlines Kandy's offerings including UCaaS, CPaaS, and a digital marketplace that allows providers to offer white label services. The marketplace gives providers tools to build custom applications using Kandy's 300+ APIs and pre-packaged "wrappers". This allows providers to bundle real-time communication services, expand their portfolios, and generate new revenue streams.
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TADSummit, Kandy Marketplace: Helping Solution Providers Accelerate Sales Sacha Gera
- 1. Kandy.io The Digital Marketplace: Helping Service Providers Accelerate Sales Sacha Gera
- 2. 2 GENBAND Confidential and Proprietary What do CSPs Need to do to Remain Competitive? 1. Immersive Experience 2. Digitally Disruptive 3. Rapid Service Creation 1. Last Mile/Cost of Delivery & QOS 2. Service Bundling & Integration 3. Existing Customer Relationships CSPs Tenets of Success The Mission to Accelerate CSP Revenues Kandy.io: Enabler of White Label UCaaS/CPaaS/OTT Services OTT/SaaS Tenets of Success
- 3. 3 GENBAND Confidential and Proprietary Vision: UCaaS CPaaS Overlay Digital Marketplace Source: IBM Center for Applied In 2. CPaaS1. UCaaS 3. “One Pane of Glass” Transcend Any one Vendor’s Solution Your Cloud, Our Cloud, Hybrid Cloud Bolt onto Existing Call Control/PBX & Bridge Disparate Messaging Services
- 4. 4 GENBAND Confidential and Proprietary Source: IBM Center for Applied In 1 Bolt-On: Digital Marketplace • White Label Reseller Portal outside of your OSS/BSS • Customer self-service • 300 x APIs for deeper integration w/market success • Billing integration via CDR flat files • 3rd party packaged apps. to address vertical markets Your Cloud-based Digital Marketplace SIP Lines (UCaaS) STaaS (SIP Trunking) CCaaS (Contact Center) CPaaS (DIY APIs) WRaaS (Wrapper apps) CLaaS (Clients) UCaaS CPaaS
- 5. 5 GENBAND Confidential and Proprietary 2On-Ramp: SIP Trunking as a Service • Provision in minutes not weeks • Reduce PBX internetworking costs • Enhance w/additional PBX features • Extend your global reach • Overlay Services: Kandy Wrappers & Clients as a Service Grow SIP Trunking ARPU & EBITDA
- 6. 6 GENBAND Confidential and Proprietary DIY - Embedded in Business Apps Client Mash-ups “One Pane of Glass” A B C Pre-Packaged Wrappers Build Upon & Bring Together: “Webify Your Sip Trunk”
- 7. 7 GENBAND Confidential and Proprietary • Bridge disparate messaging, UC/UCaaS and 3rd party apps. into ‘one pane of glass’ • Mash-ups of different real time communications services • WebRTC and OMNI web container technology enabled A Value that Transcends One Vendor’s Solutions Own the Desktop & Mobile Experience Voice Video Messaging REST APIs Complex Telco Protocols Online Conferencing “One Pane of Glass” Kandy White Label Digital Marketplace 1 2 3
- 8. 8 GENBAND Confidential and Proprietary
- 9. 9 GENBAND Confidential and Proprietary B Pre-Packaged w/“Kandy Wrappers” Source: IBM Center for Applied Ins Turnkey CPaaS AppsTurnkey CPaaS Apps VisualAttendant PaaS Features Visual Attendant Live Support Voice API ✓ ✓ Video API ✓ Rich Messaging ✓ ✓ SMS API Two Factor Authorization Group Messaging ✓ Presence ✓ Screen Sharing WebRTC ✓ Anonymous Token ✓ Address Book ✓ Hunt Groups ✓ ✓ Direct Inward Dialing Numbers (DID) Content Sharing ✓ ✓ E-Commerce Connector Synchronized Data Fill/Form Sharing Secure Tokenized Calling ✓ IVR/Call Verification Request SMS Verification Request OTP Verification Request Get API Domain Access Token
- 10. 10 GENBAND Confidential and Proprietary C DIY – APIs & SDKs 10 Registered Anonymous Enterprise DIY is Gaining Momentum
- 11. Offers cloud-based management systems for service based businesses • 62 CCaaS Agents – Five9 CCaaS Phone, email, chat channels • 260 UCaaS – KBS UCaaS • Had two separate CC’s now operating as a single cloud • Consolidated view of their Team • Oracle Service Cloud Integration • Combined Technology set over 1 Million appointments monthly in 70 countries. • Offer Video Streaming entertainment • 300 CCaaS Agents using KBS WebRTC voice services • Phone, email, visual IVR (Mobile) • Workforce on shore and APAC • Salesforce integration • Calabrio WFM • Chromebook agent desktop for customer service Bringing CCaaS and UCaaS together
Editor's Notes
- Competition (OTT/SaaS) eating away at CSPs – why? They are more innovate, digitally disruptive and agile than the CSPs Eating away at enabling CSPS customer to grow revenue, reduce cost, increasing employee productivity and reduce risk CSPs are in great position – customer relationship, bundled billing, last mile Our goal is to help them move up the value chain GTM: White label channel of CPaaS/UCaaS and OTT solutions Not enterprise direct Predominantly CSPs and some select ISVs like Five 9s, SAP and IBM Our Mission: provide you with the platforms and framworks…to 1. Make your Twilios 2. Make your What’s App, 3. Make your 8x8 or Nexmo The Goal: Rapid service Creation Innovation ARPU
- Take back control of the Ui/UX on mobile and desktop UCaaS market growing rapidly – pri to sip, static office to dynamic office crowded CPaaS being a technology enabler Open up the walled gardens of the CPaaS and Enterprise Mask the telecom complexity Simplicty: make it easy for developers to create digital solution and get them to market quick webrtc nat/firewall traversal crowded But so what? CSPs to own the desktop/mobile experience – take back control and solve a problem PBX/UCaaS + disparate messaging services – in one pane of glass Flexibility deployment models – ability to bolt onto your Call Control (bsft, cisco, AS)
- How long does it take you to get a new service to market, how many layers of IT systems does it take to coordinate; by the time you get to market the next big thing is already here. Supply Chain 101: You are only as fast as the slowest thing in your supply chain Story of when I worked at Bell; IPTV Example of what you can order, monitor, bill for: SIP Lines SIP Trunking Wrappers Clients/Apps API/SDK SI partners to work with to integrate deeper with your OSS/BSS with success; our portal is designed with 300 x APIs GVBM for billing flexibility
- Enterprise transformation is here – the transition of PRIs to SIP is a mammoth opportunity…Sip trunking – growing tremdously: $8B annually by 2019 What drives it this transformation? Employee Growth: Site Relocation: CIO/IT departments are not trained in telephony like they were a decade ago; this generation wants someone else to take care of it…Cloud Friendly Avg. rev. for SIP Trunking is falling rapidly….from $300/year to $200? 1. Competition: OTTs stealing your lunch…Fun fact for you…twilio is #3 by volume in the U.S. 2. New innovation How we can help? Simplify: interop, mgmt. expenses, time to provision (minutes with twilio, weeks with CSPs) Globalize: CSPs want to extend their reach and start selling globally – want the barrier of CSP federation removed, want one bill Innovate: Customer are seeing declining ARPU ($300-200) – need to sustain that; aerial assault with feature overlay or clients/wrappers Enhance w/additional PBX features: Call Routing, Session Recording etc. Webify the sip trunk with kandy wrappers, turnkey applications
- Enterprises don’t want to be locked into anyone vendor, they want flexibility Own the customer experience – this is how CSPs will compete; on experience not backend features and plumbing Enterprise don’t want to be locked into one vendor; e.g. QNX E5 – you can do it for cheaper, higher quality RTC and not everyone enterprise are white collar vs. blue collar. Strategic choice a few years ago that are paying off: i) foresaw web based apps superseding Native (moore’s law), ii) it’s about the desktop/mobile experience, iii) mash up services with different RTC AS and ICT providers We invested heavily in a back-end federation gateway (webrtc gateway we call kandy link or formely SPiDR); ability to bolt onto existing call control and application servers + OMNI client technology. We invested in OMNI container technology: HTML rendered – dynamic (will talk about that in a min) Container makes it feel like a regular app – OS hooks for microphone, camera, speaker Webrtc – secure media (128b encryption), mask complexity of CSP network; make it developer and SI friendly with API/SDKs (don’t need to know telco protocols for BSFT, Cisco etc) Mashup – best of csp and ott
- Live demo s4b
- Digital Transformation Point Solutions – enterprise developers don’t have critical mass; point solutions are key… drive Revenue up Cost down Productivity up Risk mgmt. down You can resell ours, customize them as reference apps E.g. VA millennials (csat) get to the agent you want; don’t want to use voice; messaging, web rule E.g. Live Support