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The Cloud, SOA and Cable: CIO.IT Competition - Session 1
Brian CappellaniSigma Systems
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Geoff Moore – Escape Velocity
Complex Systems vs. Volume Operations
ComplexSystems
VolumeOperations
SweetSpot
SweetSpot
Complexity Volume
Eff
ect
iven
ess
SmallBusiness
GovernmentPrograms
SocietalEntitlements
Enterprise Consumer
Number of Customers100 101 102 106 107 108
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New Cloud Offerings - Bridging Complexity
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Market Complexity Cloud Complexity
ROI
Possible Cloud Offerings are Complex• Infrastructure driven to commodity• Platform as a service fragmented• Software as a service lacking channel
Market / Customers are Complex• Ala Carte vs. standard offerings• Vertical vs. general solutions• Consumer vs. SMB vs. Enterprise
ARPU/AMPUChurn
Time to Market
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Focus & Simplify
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SaaS SMB
Forrester Research: Public Cloud Forecast 2011 to 2020 TM Forum Survey: October 2011
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SMB Relationship Transformed
Provider of Pipes Cloud Service Broker• Provider adds value to cloud
applications– Trusted supplier to the SMB– Cloud applications bundled with on-
network services– Creating channels to SMBs that SaaS
vendors cannot reach– Single SMB user experience across
many cloud applications• Ordering• Provisioning• Billing• Support
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Become the Trusted AdvisorSpecific opportunity to channel SaaS with scale and trust to SMB – focus on key SaaS applications where
quality of service and connectivity SLA creates differentiation
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Elements Necessary
• Self-service• Experience closer to Facebook than MS
System Center• Manage Subscriptions• Manage users across on-network and SaaS
services
SMB Admin / End User Portal
• Allows CSR to perform all actions available in the self-service portal
• Enter and orchestrate orders with existing back office systems, on-network services and SaaS services
Backoffice Provisioning / Order Mgmt
• Provisioning APIs implemented in days / weeks rather than months
• Jump start program for branding, pricing, and business relationship
• Built on industry standards
Rapid SaaS Vendor Onboarding
In a scalable, repeatable, and
economic manner
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Sigma Systems Enabled Providers
• On-prem or as a PaaS hosted by Sigma• Integrated into your billing, support, assurance and identity systems• Catalog of name-brand SaaS apps with strong network affinity and value to the SMB• Single experience across on-network and off-network / brokered services
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Cloud Service Brokerage from Sigma
Chart - 8
Value added services for businesses that extend value beyond high-speed data & hosted voice – reducing churn, driving ARPU/AMPU, quickly to market
April 10, 2023 Confidential - Sigma Systems
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Q&A
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