1.Communications Edition

Industry EdgeCommunications EditionSpecial 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

HP • Issue 014 • Spring 2013

Monetizing the cloudWelcome to IIR’s Telco Cloud Summit World Forum.

Communications service providers (CSPs) are ideally placed to sell bundles of cloud services including cloud computing (storage and virtual machines), platforms, and all kinds of Software as a Service.

This spells both a challenge and an

opportunity for CSPs. In this issue of Industry

Edge, we’ve assembled fresh thinking and

ideas about the cloud opportunity, including:

• Top ten non-technology essentials to consider

when launching public cloud services

• How targeting the customers who can deliver

higher margins over the long term is key to a

successful launch of cloud services

• Machine-to-machine (M2M) communications

in the cloud

• How to manage security as the cloud expands

Read on to learn more about how HP can

help service providers build and launch

new cloud services quickly, with lower

risk and higher cost-effectiveness. The HP

Converged Cloud solution provides simple

tools and portals for adding, defining, and

bundling new service offers and packages,

which can then be presented to the end

customer or distributor via a simple portal

view tuned to their needs.

HP is a Gold Sponsor of the IIR Telco Cloud

Summit. That’s just part of our global

commitment to working with CSPs to

drive cloud forward. Visit us in Booth 1,

Westbourne Suite 1, to learn more about

HP Converged Cloud solutions or attend

our expert panel discussion: “Getting the

customers and getting it right.”

David SliterVice President and General Manager

Communications, Media, and Entertainment

HP Enterprise Services

In this issue4 Enabling communication service providers

to become cloud service brokers

8 When launching cloud services, the

market comes before the technology

12 Ten non-technology essentials when

launching public cloud services

14 Turkcell offers customized cloud service

bundles for enterprise customers

16 M2M delivers a profitable new revenue stream

20 As cloud expands, so do the dangers

24 Cloud and mobility: keys

to a better retail experience

5.Communications Edition

Enabling communication service providers to become cloud service brokersThe communications industry ecosystem has fundamentally changed; legacy business models and their associated revenue streams have either transitioned to new entrants or been replaced by modern IP-based applications and services. The communication service provider (CSP) is no longer the owner of the ecosystem. And in a more wide-open and competitive environment, CSPs need to evolve and create new services that can help them expand into new markets.

HP believes CSPs can benefit from the cloud

in this changed ecosystem:

• To choose hybrid delivery and hosting

options that best meet their requirements

• To become a cloud service broker and

monetize their network assets

Converged cloud enables a choice of hosting and business modelsThrough the HP Converged Cloud solution, CSPs

can choose the hybrid delivery and hosting

6. Communications Edition

option that best meets their unique needs and

opportunities. A CSP may:

• Buy HP hardware and software to run

from their data center, which they

operate themselves.

• Buy HP hardware and software to

install in their data center, which HP

can operate for them.

• Buy and have HP host and operate the

solution they select in an HP data center.

No matter which hosting model a CSP chooses,

they also have the option of reselling IT and

cloud services to their enterprise customers.

Together with these delivery options, HP Cloud

Service Enablement Solutions (CSE) enable CSPs

to build, operate, and monetize their public cloud

infrastructure and become cloud service brokers.

As a key component of HP converged cloud, HP

CSE gives CSPs the benefits of:

• Faster time-to-value—with accelerated

deployment of cloud services made possible

with mature preintegrated solutions.

• New revenue streams—from the creation

of a differentiated portfolio of Infrastructure

as a Service (IaaS) and Software as a Service

(SaaS) offered via a marketplace portal.

• Lower total cost of ownership—by the

ability to launch new services with limited

investment as well as mitigate the risk of

new market entry with a consulting program

dedicated to the public Cloud as a Service

business model. A choice of multiple delivery

and go-to-market models helps optimize TCO.

Read how we have worked with Turkcell to achieve these benefits on page 14.

7.Communications Edition

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

offer the scalability that enterprises need to

drive business forward.

Consistency

HP Converged Cloud provides a common

architecture across delivery models, allowing

workload portability that gives users a single

consumption experience.

Find the cloud option that best meets your needs.Every CSP and its enterprise customers have

different needs for IT infrastructures. HP’s

mission in the communications industry is to

deliver solutions and services that support

emerging business models and the increased

demand for enterprise mobility solutions.

Converged cloud is a key part of that.

For more information on converged cloud,

please go to hp.com/go/cloud. For specific

information on how we’ve worked with CSPs,

please visit our website.

For information specific on becoming a cloud

service broker, click here.

Larry MarsonWW Business Lead, Applications and Cloud

Enablement Domain

Communications and Media Solutions

HP Enterprise Services

9.Communications Edition

When launching cloud services, the market comes before the technologyCloud services are too important and too rich of a competitive enabler for business enterprises to treat them as a mere commodity. That means cloud service providers shouldn’t market them as a commodity either, by just offering a one-size-fits-all service at a very low price point. Instead, think through a go-to-market strategy that identifies and markets to a more targeted customer base. That’s what will drive higher revenues and profits for cloud going forward.

Target your customersCloud service providers typically market to

small- and medium-sized businesses of fewer

than 250 employees. But these customers

desire the same benefits from cloud services

as large enterprises do: help to speed

innovation, create organizational agility, and

lower costs. That’s part of the reason IDC

predicts that SMB spending on cloud in the

United States will double in six years, from

US $9.8 billion in 2011 to US $20.8 billion in

20171. Further, because these market layers

have similar needs, offering cloud services

provides you with the opportunity to move

up-market into larger enterprises.

1 IDC, “The SMB Cloud Story: An Unexpected Journey,” Chris Chute and Ray Boggs, March 2013

10. Communications Edition

Go vertical

The key to driving higher top-line cloud service

revenues without having your bottom-line

margins commoditized is better targeting of

your markets. HP believes that it’s important

for our CSP clients to specialize by focusing on

vertical market segments.

Market segments will have different needs,

bundled value propositions, price sensitivities,

and cloud adoption rates. Although all

segments are migrating to cloud over the long

term, there are significant differences in level

of maturity and adoption in the short term. For

example, 59% of wholesalers and retailers are

currently using cloud services as part of their

IT provisioning, but the health and education

sector relies on cloud for 71%, according to

research from Current Analysis2.

But perhaps more importantly, focusing on

just a few markets enables you to quickly

become knowledgeable about their unique

requirements. Understanding those needs

helps you put together the right bundle of

services that can justify premium prices.

Determine the best bundle for themCloud is a rapidly evolving technology. Most

CSPs start by offering Infrastructure as a

Service (IaaS) to provide basic compute capacity

to their customers. But that’s a trap since IaaS

cloud prices are racing to the bottom, according

to new research from Gigacom3. The firm

reported that leading IaaS vendor AWS made

an 18% price reduction in the fourth quarter.

And this is the 21st time AWS dropped its prices

since launching cloud in 2006. Google and other

top IaaS providers have also cut prices.

New services, same old reliability

Rather than trying to compete on price for

IaaS, you can compete with a suite of cloud-

enabled services that are bundled specifically

for your target market. These could include

other service provider offerings (backup and

restore services), horizontal services (VoIP,

email, customer relationship management,

digital content management), and Software as

a Service cloud offerings for verticals.

The whole point is to aggregate these services

to deliver value and create stickiness with your

customers. And remember, you can also leverage

what you’re already excelling at. The reliable

service-level agreements, established value, and

trusted relationships that you’ve built with your

customers for other network services provide a

strong foundation for marketing cloud.

Follow a checklist for successful launchBringing cloud services to market is different

than selling hardware and mobile voice

services. First of all, do you have your own

2 Current Analysis, “Cloud Services – The Impact by Vertical Markets,” December 20123 Gigacom, “Cloud and data fourth-quarter 2012 analysis,” Jo Maitland and David S. Linthicum, January 17, 2013

11.Communications Edition

direct channel or do you sell through others?

Either way, expect to make significant

investments in channel activation strategies.

This includes sales force training and education

about your customers’ needs and how you’ve

created the right service bundle to satisfy them.

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

needs of good customers, have prepared a

strong offering to meet those needs, and can

provide training and support to help your

channels succeed. You will also need to train

your own sales force and think through a

different sales compensation structure than

they may be used to.

Be proactive about overcoming security and reliability issues Concerns about security and service reliability

are still inhibitors for cloud adoption across

all markets. CSPs need to prepare an ongoing

PR campaign to explain these issues to

their markets. This should include a candid

discussion on the different levels of security

that are available and the best choice based

on cost-effectiveness for a customer’s

needs. The advantage of cloud services is

that they can quickly be turned on or off to

provide assurance to customers that any

vulnerabilities or service problems that show

up can be quickly resolved.

HP helps you realize the power of the cloud computing portfolioHP provides a unique end-to-end cloud service

enablement solution for CSPs. We help you

profitably build, operate, and monetize your

public cloud infrastructure with:

• A business consulting program dedicated to

public Cloud as a Service business model

• Mature pre-integrated solutions allowing

CSPs to become cloud service brokers and

offer an on-demand portfolio of differentiated

services to their business customers

• Multiple delivery and go-to-market models

to fit your unique business needs

To learn more about how HP can help you build

and market cloud solutions, click here.

Sita LowmanPortfolio Management

HP Enterprise Services

12. Communications Edition

Ten non-technology essentials when launching public cloud services

13.Communications Edition

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

Turkcell offers customized cloud service bundles for enterprise customers Turkcell, the leading communications and technology company in Turkey, with 34.5 million customers, needed a single software platform to set itself up as a “one-stop shop” for providing cloud-based services to its business customers. The company wanted to provide business customers with both Infrastructure as a Service (IaaS) and Communications as a Service (CaaS) offerings. Benefits would include more predictable operating costs, low capital investment, and minimal risk in new technology adoption.

Finding a flexible solution would be critical in enabling the company to adapt quickly to market changes and deliver cloud services that could be tailored for each customer. Turkcell selected HP CloudSystem Service Provider as its best option. This comprehensive solution includes hardware, software, and services.

Everything is integrated to streamline the on-boarding and operation of IaaS and Software as a Service (SaaS), including CaaS, business applications, device management, and security. Specific services, such as email, can be easily enabled within the solution, allowing the company to quickly enter a growing market

with business-ready offerings and to achieve an advantage over would-be competitors.

Turkcell is using the key components of HP CloudSystem Service Provider:

• HP Converged Infrastructure provides an integrated platform designed to enable the rapid, efficient delivery of IaaS.

• HP Aggregation Platform for SaaS (AP4SaaS) provides a common foundation for multiple as-a-service offerings. It integrates and automates important service management processes such as provisioning, activation, reporting, service usage, and revenue settlement.

• HP Cloud Service Automation provides advanced provisioning and management of applications and infrastructure using industry best practice templates, linking HP AP4SaaS with HP Converged Infrastructure.

HP also provides consulting and integration services for design, implementation, and project management, as well as support and management. To learn more about cloud solutions from HP and the Turkcell agreement, read the original press release or visit hp.com/go/cloudsystem.

Press release

16. Communications Edition

M2M delivers a profitable new revenue streamWhy 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 area for network operatorsM2M is an exciting area of growth because it

has a model similar to short message service.

With a high volume of small messages delivered

at a good margin, M2M can provide a lucrative

business opportunity. Service providers can

leverage their infrastructure and capabilities to

become key players in this area.

Today, innovative vertical industry

applications are driving the rapid expansion

of M2M across many market segments.

Creative new uses for M2M that take

advantage of mobility and the cloud include:

• Automotive—Insurers install devices

in cars to detect driving habits such as

speeding, tight turns, or sharp stops, and

use this data to determine whether good

driver discounts should apply.

• Healthcare—A blood glucose monitor reports

vital information about a remote patient

to a physician. Or, a fleet of blood glucose

monitors sends anonymized data to the cloud

for researchers to analyze health trends about

an entire population of patients.

1 Machina Research at M2M World Congress 2012

17.Communications Edition

• Enterprise—When an employee walks into

a corporate building with his or her own

smartphone or tablet, M2M makes it possible

to detect the device and automatically

configure a container around it for business

use with enterprise controls. When the

employee exits the building, it is again

detected automatically, and the controls are

lifted. This makes the use of personal devices

for business seamless for employees.

• Retail—A retailer guides customers to what

they’re looking for when they are shopping

in a mall. The retailer uses M2M to interact

with customers via smartphone, and offers

incentives for purchases when customers are

in the store’s vicinity.

• Utilities—Promoting operational efficiency

through the green agenda, M2M brings data to

people. In the utilities industry, smart meters

not only replace human meter readers, they

provide comprehensive usage information

in near real time that both the utility and its

customers can access via the cloud.

Build a profitable M2M ecosystemImplementing M2M involves an entire

ecosystem that includes connectivity, platform

services, application services, as well as

integration, consulting, and analytics services.

To present a complete solution to their

customers, carriers must work with partners

to complete the ecosystem.

HP helps carriers build a profitable M2M

ecosystem with:

• Traffic balancing—HP helps carriers

optimize profitability by determining which

network to use for M2M traffic. For example,

the solution weighs the convenience and

ubiquity of LTE versus the cost advantages of

moving small data on 2G.

• Platform services—HP provides a M2M

service platform that allows carriers to

connect to machines, manage machines, and

connect to the application services layer.

• Application services—In certain markets,

HP provides ready-to-use, revenue-

generating applications. For instance, in

the utilities market, HP solutions provide a

single, comprehensive view of smart grid

and information network operations. It adds

value by providing meter data management

as well as event management capabilities for

near real-time problem diagnostics.

• Integration, consulting, and analytics—One

of the best ways carriers can add value is to

help the customer understand what they can

learn from M2M data and build in analytics

upfront. HP has expertise in your customers’

vertical markets and can deliver integration,

consulting, and analytics services to get the

most out of M2M data.

18. Communications Edition

Dip your toe in the waterIf you’re not quite ready to go “all in” on

M2M, the cloud makes it possible for you to

proceed more cautiously. Using your existing

infrastructure, built for cell phones and

smartphones, can be very expensive for M2M

transactions. Rather than investing capital

in new infrastructure specific to M2M, let

HP host your M2M transactions in the cloud.

You’ll pay only for the transactions and

services that you use, so you can ramp up on

your own schedule.

This approach gets you started in M2M, so you

can find out what this exciting technology can

do for your customers and for your bottom

line, such as:

• Dynamic SIM management—How to

reduce M2M OPEX with SIM self-service

management

• Usage-based insurance application—In this

automotive and insurance application, a car

sensor (rating engine) monitors and reports

driving behavior, and the insurance company

can use this data to set rates for drivers

• Asset management application—Allows

organizations to monitor any GPS-enabled

logistics asset. This helps companies deliver

higher service levels, reduce theft and

shrinkage, and hold the optimal number of

assets, products, and inventories

Jeff EdlundCTO, Communications and Media Solutions

HP Enterprise Services

19.Communications Edition

7 M2M best practices for mobile providers1. 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. Communications Edition

As cloud expands, so do the dangersMaintaining the security of customer data and privacy has always been an important consideration for communications service providers (CSPs). But the cost of cybercrime is increasing rapidly. According to a Ponemon Institute research report, the average annualized cost of cybercrime for a CSP organization in the United States is $8.91 billion1. That’s up from $5.28 billion just three years ago.

The expansion of network access through

advances in cloud and mobile technologies

brings greater complexity and additional

security risks to providers and their customers.

And the regulatory pressures on CSPs to

maintain security—from Sarbanes-Oxley

(SOX), Payment Card Industry (PCI), and other

regulations—are not easing up.

Rising expectations for securityCSPs have seen an explosion in virtualization,

public cloud computing, and broadband

adoption by their enterprise customers. And

at the consumer level, the expansion of social

networking, bring-your-own-device (BYOD)

policies, mobile payments, and wireless

networking make it easier for customers to

connect to enterprise applications and to one

another. These trends potentially expand

the “attack surface” at the perimeter of the

enterprise network.

As these technologies become more widely

adopted, enterprise customers are increasingly

expecting their CSPs to act as security

guarantors across these services.

Successfully staying on top of such risks

can result in greater customer loyalty and

resulting share of wallet with the business

and consumer customer.

1 Ponemon Institute, “2012 Cost of Cyber Crime Study: United States,” October 2012

21.Communications Edition

Securing cloud communicationsPublic 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.

Moving beyond point security solutionsCSPs and their customers want to mitigate the

threat of attack from competitors and malicious

outsiders—attacks that could put financial

records and intellectual property at risk. Point

security technology investments have helped

but do not provide the complete visibility

needed to detect fraud, combat cyberthreats,

and streamline compliance efforts.

To effectively address these problems,

enterprises need to comprehensively

monitor all locations and infrastructure,

including data centers, retail branches,

online infrastructure, and service usage

activity. A comprehensive security solution

should address five key priorities:

• Manage information risk by identifying threats.

• Protect against increasingly sophisticated

cyberthreats.

• Improve reaction time to security incidents.

• Increase the efficiency of security management.

• Achieve compliance in a predictable and

cost-effective way.

22. Communications Edition

Monetize security with managed security servicesThe need for comprehensive security solutions,

frequent technology refreshes, and ongoing

commitment to fighting fraud can make

security an expensive proposition for CSPs and

their customers. Fortunately, managed security

services (MSS) not only provide a cost-effective

business model for countering cyberattacks but

also a profitable way for CSPs to expand their

offerings to enterprise customers.

With the MSS model, there’s no need for your

customers to spend their limited budget and

staff resources on trying to keep up with security

demands. Instead, you can sell them security as

a managed security services provider (MSSP).

An MSSP offers remote monitoring and

management of a customer’s IT security

information, assets, and processes where the

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

to firewall services to managed security

information and event management services.

Detect fraud with pattern recognitionDetecting fraud is a game of pattern

recognition, and the patterns always change.

Therefore, comprehensive monitoring is critical

to recognizing patterns. Today a dual approach

of real-time monitoring and right-time analytics

helps businesses stop fraudsters while

gaining the enhanced knowledge they need to

implement effective preventive measures.

Extension of fraud management tools to

include intelligence capabilities enables

companies to perform data mining for better

risk management. For example, with such

functionality not only are operational alarms

triggered, as is the current practice, but

historical data can be analyzed to see broader

trends. By proposing a cloud computing

infrastructure combining real-time monitoring

with right-time analytics, CSPs can help their

business customers dramatically reduce

fraudsters’ threats to the hard-earned customer

base, products, and brand image.

An affordable business model to help CSPs expand their offeringsThe MSS model provides many security

solutions to customers for a low fixed set-up

cost and then allows a predictable variable cost

for bringing new customers on board. This

business model reduces the cost for a CSP to

offer security services as an MSSP and then

expand its offerings over time. Further, the

MSS model provides technical future proofing

to customers by maintaining a more efficient

security platform.

23.Communications Edition

Learn more about offering managed security services using HP solutionsTo learn more about the HP security

portfolio and leading solutions that

you can offer your customers as part of

a managed security services practice,

visit hpenterprisesecurity.com or

hp.com/enterprise/security.

Alain Decartes

WW Communications, Media, Entertainment

Lead, Industry Market Development

HP Software Marketing

24. Communications Edition

Cloud and mobility: keys to a better retail experienceWhen customers walk into your retail stores, how long do they have to wait before talking to a sales associate? How long does it take to get customers through the process of buying a new phone or service?

In a study of the full-service wireless purchase

experience, J.D. Power found that “Satisfaction

improves notably regarding the promptness

in speaking with a sales representative and

timeliness of completing the transaction1.”

In other words, if you can speed up the

transaction with just one customer, she’ll be

happier; the person behind her in line will

stick around to complete a purchase instead

of leaving the store in frustration, and the

guy browsing the phone display will get his

questions answered in a timely manner,

which may keep him from checking out your

competitor on the other side of the mall.

So, how can you speed up your retail

store transactions?

Accelerate transactions in retail storesYou can shave minutes off all your retail

transactions by moving your paper-based

contract processes to the cloud. This

helps eliminate time-consuming, tedious

administrative tasks and also frees up

sales associates to spend more time

helping customers.

In many retail stores today, the sales associate

must walk away from the customer mid-

transaction at least twice: once to verify or

copy the customer’s ID documents and a

second time to make multiple copies of the

signed contract for record-keeping.

By updating the subscription process to take

advantage of mobile devices and the cloud, the

sales associate can complete the transaction

faster and keep the face-to-face interaction

1 J.D. Power and Associates, 2012 U.S. Full-Service Wireless Purchase Experience StudySM , August 2012.

25.Communications Edition

going without interruption. Using an enterprise-

ready tablet, such as the HP ElitePad, the sales

associate can check the customer’s documents

and capture a signature without stepping

away. And by automatically uploading the

signed contract image to the cloud, it becomes

accessible to other retail locations, marketing,

customer service, and call centers.

In addition to providing faster service to your

customers, using mobility and the cloud for

retail transactions helps you:

• Drive significant cost savings; if you normally

print or copy multipage contracts, you can

save almost $2.50 per contract, which adds

up quickly over millions of contracts

• Eliminate the risks of exposing

confidential customer information

or losing important paperwork

• Increase the number of customers served

• Provide information that your customers

want, such as how to get started with a

new phone

• Meet compliance regulations and close

the loopholes leading to contract fraud

• Support environmental sustainability goals

by decreasing the need for paper, storage,

and transportation

• Eliminate costs for offsite storage as well

as courier services to transport paperwork

between the store and the archive site;

typical offsite storage costs for documents

can run about $70K per year

26. Communications Edition

Accelerate sales associates’ response timeEven before the subscription process begins,

your retail associates should spend face-to-

face time with customers throughout their

information gathering. If the customer asks a

tough question, the sales associate should not

have to walk away to get an answer. Instead,

he should have all the answers available at

his fingertips with a mobile device and a cloud

solution. With a tablet such as the HP ElitePad,

the sales associate can find information, show

videos, and run any Windows® application—

from any point in the store.

By taking the conversation to the customer and

keeping the conversation going uninterrupted,

you can reduce or eliminate abandoned

conversations for new products and services.

This helps improve the customer experience,

which can lead to increased revenue.

HP solutions for a better in-store experienceThe HP Account Opening Accelerator for

Communications, Media, and Entertainment is

an end-to-end solution dedicated to reducing

paperwork, completing transactions more

efficiently, and getting customers out the door

faster. Eliminating the need to print and store

multiple copies of subscription paperwork, the

solution scans completed, and signed service

contracts and associated documentation, and

digitally routes the contracts to a customer-

specific archive for filing. In addition to

increasing customer satisfaction, this process

also helps mitigate risks, such as exposure of a

customer’s confidential information, and assists

with regulatory compliance.

The HP Account Opening Accelerator is

most effective when paired with a mobile

device such as the HP ElitePad, a tablet

designed for business with enterprise-grade

features, functionality, and support. It is an

ultrathin, lightweight tablet that offers the

full serviceability, enhanced security, and

manageability found in HP Elite PCs, as well as

military-grade durability for drops, vibration,

dust, temperature extremes, and high altitude.

It comes loaded with tools, including HP

PageLift, an application that automatically

trims and correctly lights and orients a

captured image of a paper contract or other

document so it is ready to use or share without

requiring manual editing.

For more information, please visit

hppublicprint.com.

Eileen GriffeeCommunications, Media, and Entertainment

Market Development Consultant

Managed Services

HP Printing and Personal Systems

27.Communications Edition

Innovative, cloud-based services increase customer satisfaction and revenueLeading carriers are introducing new,

innovative services to help increase average

revenue per user (ARPU). Services that

augment user-generated content such as

photo services or mobile printing are popular

with customers. Launched under your

brand, these services can not only provide

a new revenue stream, they can make you

a one-stop shop, which increases customer

satisfaction. And, as cloud-based services,

they’ll also increase your customers’ data

usage, which adds to your ARPU.

For example, Verizon Wireless introduced

the ePRINTit Kiosk at CES 2013. The kiosk

from St. Joseph Communications was

developed with cloud printing and mobility

solutions from HP. Users can submit a print

job wirelessly from a smartphone with

just a few clicks and have it printed at the

kiosk. The printed photos and documents

can come from storage on the device or

from cloud-based services like Dropbox,

Box, and Facebook.

HP provides several cloud-based

services that you can offer under your

own brand to help you monetize user-

based content, including:

• HP ePrint Service Application provides

mobile printing with a worldwide

directory of more than 30,000 public

print locations.

• HP Snapfish is a photo service that

produces professional quality prints as

well as more than 100 customizable photo

gifts, from display-quality photo books

and posters to photo mugs and jewelry.

• HP MagCloud is a web service that

empowers users to self-publish and

distribute content—for business or

personal use—as a professional-quality

print publication or digitally for mobile

and online viewing on today’s most

popular devices.

For more information and to watch a short

video, click here.

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4AA4-6190ENW, Created April 2013

Why HPHP 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,

IaaS, and CaaS solutions on three continents

• 400 HP OSS customers worldwide

• 250 fault management customers globally

• 170 customers use HP real-time

mediation solutions

• 90 CSPs globally count on HP Service Activator

to provision network as well as IT services

• 90 carriers worldwide depend on HP’s Revenue

Intelligence Solutions to protect their revenue

streams and customers

Learn moreFor more information visit hp.com/go/csp.