tues1200 integration brokers-andrazzmajsek-simobil
TRANSCRIPT
Si.mobil
Cloud business solutions case
EuroCloud Congress 2012
9. 10. 2012
Telekom Austria Group Footprint - 20M mobile
subscribers
EuroCloud Congress 2012
Velcom Belarus
Market share: 43 %
Mtel Bulgaria
Market share: 47,7 %
Telekom Austria
Market share: 39,3 %
Mobilkom
Liechtenstein
Simobil Slovenija
Market share: 30,9 %
VIP Croatia
Market share: 38,6 %
VIP Macedonia
Market share: 26 %
VIP Mobile Serbia
Market share: 16,5 %
Si.mobil facts:
• 2nd operator in Slovenia
• 30% market share
• member of TAG
Small enough to be a
Playground
Telco Entering the Cloud Business –
‘’environment’’
WHO? Business segment
ADVANTAGES? Leverage current potentials
• TRUST: existing customer base and relationship
• SCALE: existing direct/indirect sales force (KA, shops, franchises, dealers, ...)
• REPUTATION: brand positioning, awareness,
• CUSTOMER handling: 24/7 customer care, billing, collection, ...
BASIC REQUEST! Manage Risk
• low investment
• risk share
• time to market
MISSION:"focus on your core business and we will take care of the rest"
How we did it? First 10 months
First half - strategy set up:
• brokerage model (low investment, leverage potential)
• revenue share (risk share)
• NO data centers, they are at service providers
• local customer relationship
Next half - "just do it":
• set up initial service portfolio
• establishing eco system (sales force automation, marketplace, landing page, 3rd party integration, self care, Telco system integration)
• sales strategy
• go to market strategy
• partner management
Market launch (June 2011)
Last year:
• build market awareness
• sales channels
• partnering (adding new services)
• sell, sell, sell
Now:
• 3% of existing customer base , 0,5% new
• 21 services
• www.bizstore.si
• developer community start:Cloud
Our business model
cloud solutions broker
Providersof cloud services.
Business usersand their devices
OpCoas a cloud solution broker
Without an intermediary between cloud
provider and cloud consumer, there's
just too much work, time and expenseDaryl Plummer, vice president and fellow at Gartner
DEMANDOFFER
Provide our business customers what they
need when they need and all on one place
What is next?
2013
Regional footprint 7 countries:
• Local presence, brand, cust. handling
• Global services/prices
• Local services/ developers community
• Marketplace federation:
– one central repository of services
– 7 local service selections targeted to match local market requirements
20 mio
subscribers
http://bizstore.si
http://developers.simobil.si/
0
100
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800
Jun-1
1
Jul-1
1
Aug-1
1
Sep-1
1
Oct-
11
No
v-1
1
De
c-1
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Jan-1
2
Feb
-12
Ma
r-1
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Apr-
12
Ma
y-1
2
Jun-1
2
Jul-1
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Aug-1
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Sep-1
2
How to sell cloud solutions?
Bundle them with all other services to satisfy all
business needs in one place. CV↑
Benefits for the customers
1. One provider – total offer.
2. Central and simple access to all business
solutions - whenever and wherever.
3. Single contact for all solutions with 24/7
support.
4. Monthly payment.
5. Payment according to actual needs –
scalability.
6. Consulting – personal custodian.
7. Si.mobil takes over responsibility for security
and licenses.
718 subscriptions sold
How to sell cloud solutions?
Sell them independently to attract non-customer
buyers. GA↑
www.bizstore.si
We decided for the Independent web sales channel & marketplace, dedicated to sales, access to cloud-based business solutions.
Target groups
Non-customer buyers:BUY
Users (new & Si.mobil):ACCESS & CONFIGURE
Services providers/developers:SELL
How to address service providers and developers?
Established developers portal
http://developers.simobil.si/
1. First and the most relevant
business online marketplace in
Slovenia
2. Access to existing Si.mobil
customer base in business
segment
3. Sales and new revenue
source
4. Support, promotion, billing,
SSO, metrics
5. References & access to
community partners
Current bizstore.si portfolio
Communication & collaboration
Business solutions
Security & Backup Hosting More …
Future directions
Si.mobil to become MaaS
(Marketplace as a Service) provider in
TAG.
To offer cloud service marketplace and
management platform that enables
OpCos in TAG to distribute web-based
cloud services with:
- NO upfront investment
- risk/revenue sharing
- fast time to market (few months)
While developers can integrate once
and reach millions of TAG customers.
Si.mobil to offer business support and
marketing and sales knowledge in
order to sustain the group success on
cloud area. Common provider base:
Global SaaS providers and Regional Developers
Regional
Marketplace
Platform
Local cloud service markets
Regional cloud service providers
Common customer base
Si.mobil
Vipnet Mtel
Vip mobile
Why sell cloud solutions?
OpCo as a cloud solution broker
Local predictions
IDC predicts local 29,4% CAGR of Cloud solutions for period 2011 – 2016, with 41,5 growth in 2012. (source: IDC Slovenia Cloud Services 2011)
Business model
Preferred is CSB – Cloud Solution Broker, in which MNO does not act as service provider. Instead, it acts as reseller of 3rd party solutions. (source: Gartner and Forester)
Adoption
- 20% of businesses will not own IT by end of 2012, (source: Gartner)
- main-stream adoption of cloud computing solutions in 2-5 years (source: Gartner)
source: IDC Slovenia Cloud Services 2011 Analysis and 2012-
2016 Forecast Executive Summary
source: Gartner, July 2011
Overview of our technical solution
Cust Home Page Marketplace Cust Self admin
Service
Catalog
Service
Management
Billing
Partner Integration
Provisioning API Billing API
Marketplace for
Partners:
Marketplace for
Customers:
Mark
etp
lace
One c
onta
ct p
oin
t and L
og-in
for a
ll serv
ices
Service providers:
• Microsoft
• CEOD
• GIS Data
• …
Local Developers:
• Špica
• Setcce
• …