computenext cloud brokerage platform for telcos
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CLOUD MARKETPLACE PLATFORM FOR TELCOS
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State of the Telco MarketTelcos are redefining their role as technology providers• Creating more value added services & solutions• Upselling and bundling cloud services with existing telco offerings• Greater operational needs to manage these processes
New challenges need to be addressed• Business purchasing behavior has become more like consumers• Strong market expectations for immediate service fulfillment (a la AWS)• Maintaining core competencies while establishing an automated delivery model
Telcos are in a perfect position to capitalize• Loyal customer relationships already in place• Already own the infrastructure, networking, and business ecosystem• Can easily support hybrid cloud investments for Enterprise
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What we have…today:1. Cloud Automation Platform• Patented search & discovery process
for pricing & availability• SSO, unified billing model• Automated service
provisioning/monitoring• Account management
2. Global IaaS & SaaS Catalog• World’s largest federation of IaaS providers
(60+ cities in 23+ countries globally)• Market leading SaaS titles (Office365,
Symantec, McAfee, Trend Micro, VMware)• Horizontally & vertically expanding• Can incorporate your own products &
services
3. Marketplace-as-a-Service• Branded, “white label” enablement for
customer procurement portals• Custom catalog selection• Versatile delivery & implementation• Billing & account management
4. Sales Management Framework• Access & account controls• Sales process & documentation
management• Reseller/agent portals• Service usage analytics & BI• Deal reporting & revenue tracking
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Telcos often focus their coverage on specific regions around the world because expanding to a global scale can often be cost-prohibitive and risky.
Physical locations and coverage area for a typical APAC-based telco
Physical locations and coverage area for a typical US-based telco
Cloud Marketplace Enables Telcos to Sell More Networking
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A marketplace platform enables a telco to select specific service providers from a global federation that align with their strategy, service portfolio, and audience needs
Other service providers from the marketplace catalogue that are near or adjacent to the APAC telco’s region
Other service providers from the marketplace catalogue that are near or adjacent to the US telco’s region
Cloud Marketplace Enables Telcos to Sell More Networking
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Larger resulting market opportunity for the US telco to sell more of their networking services
By selling complementary cloud services from these other providers, a telco dramatically expands their applicable market for network service pull through.
Larger resulting market opportunity for the APAC telco to sell more of their networking services
Cloud Marketplace Enables Telcos to Sell More Networking
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Centralized Administration & Reporting FrameworkTelco Marketplace Administrator
Deal Registration
Marketplace Administration Dashboard
Accounts Create Price Books
OperationsAdd New Products
Telco Sales Manager(s)
Sales Dashboard Partner Portal User Dashboard
Channel Partners & Agents Business Customers
The ComputeNext Marketplace Admin Framework gives the telco complete sales enablement, control, and visibility of their entire channel and customer ecosystems.
This creates a highly-efficient and fluid means to direct the right services to the right audiences, establish pricing tiers/models, create governance, and manage the broader sales processes in an organized way.
Roles & Permissions Governance
Sales Reports/Trends
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Five Reasons Selling Services Should be Automated
1. Reduce your costs of sales processes
2. Allocate more resources towardsyour high touch accounts
3. Capitalize on modern technologypurchasing trends & behaviors
4. 24/7 availability: sell services anywhere, anytime
5. Scale quickly to integrate new services (SDN, VPN, etc.)
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Marketplace Fee Structures
Marketplace Business Models
ComputeNext Marketplace Investment Snapshot:Versatile Business Models Aligned with Predictable Fee Structures
Model A
• On Premise• License only
Model B
• On Premise• License & Shared Revenue
Model C
• Off Premise (Cloud based)• License only
License Shared Revenue Setup & Integration
Annual Maintenance
Support Hosting
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Cash & Service Flow ModelsBusiness & Enterprise Customers
Credit CardNetwork
Services
TELCO
Customer pays Telco
ComputeNextServices
CloudServices SaaS
BusinessContinuity
Services
Value Add
Invoices
License Fee
Maintenance / Support
Fee
ProfessionalServices
(as applicable)SalesPlatform
VendorCatalog
Service Integration
Admin & Reporting
TelcoServices
Telco pays ComputeNext
AccountBilling
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What Does a Cloud Marketplace Platform Offer Telcos?
A larger global footprint of service providers and locations into which you can sell more networking
services
A faster path to market for selling/bundling IaaS and SaaS than developing those capabilities on your own
The means to enable, manage & administer services and catalogues for sales channel partners & master agencies
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For more information, please contact:Daniel MooreVP Channel DevelopmentComputeNext USA (HQ)danm@computenext.com+1 206 295 9607
Pedro SanchesComputeNext LATAMpedro@computenext.com+55 11983241749
Marco Van Den AkkerComputeNext Europemarco@computenext.com+31 643439268
Bhavesh AdhiaComputeNext Indiabhavesh@computenext.com+91 9867769131
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THANK YOU!
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