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Telco 2.0 : What is it & How to
Business models Media & Telecom 2.0: Key monetization strategies
Moskow April 24, 2012
Agenda
2Confidential © 2010 BearingPoint UK Ltd
•2.0 world threatens traditional Telcos business model but opens new opportunities to those able to catch them :
Implement an agile and adequate front & back office BSS
Adopt a new approach to business, within and beyond the traditional telecom ecosystem
•Turn your competitors into customers by offering new services to businesses and taking a Telco 2.0 approach to business
Confidential. © 2012 BearingPoint 3
•2.0 world threatens traditional Telcosbusiness model…
Disintermediation
Content provider
Applicationdeveloper
Portal provider ISP Network
OperatorHandset provider
Telco 1.0 value chain is threatened by many factors…
Horizontal market structure
Increased price competition
Over the top players
Commoditization
Social networks Cloud services
Smartphones
Applications
Internet playersAdvertisementPiracy
Utilities, Broadcasters, Device Manufacturers, Health & Medical Services, Government Departments, Retailers, etc. are seeking to deploy new Business Models
Telcos need new capabilities to avoid them going OTTTelcos need new capabilities to avoid them going OTT
… and lots of organizations are trying to take advantage of the changes
Confidential. © 2012 BearingPoint 4
•…but at the same time opens up new opportunities to those able to catch them
•Core Telco 1.0 business models is one sided and include 3 and 4 play services
•Core Telco 1.0 business models is one sided and include 3 and 4 play services
•Telco 2.0 will enable new business models for many different industries
with their final customers
•Telco 2.0 will enable new business models for many different industries
with their final customers
Partner Products
ProtectedProducts
Packets & Platters
Suppliers = Costs Users = Revenue
Content, Apps,Devices
Network Elements,
Termination
Interconnect,Storage
Hardware
Eg. Blackberry, Nokia Music
Store
Eg. Fixed Voicemail,SMS Voting
Eg. ISP Access, hosting
Telco
Telco
Developers
Retailers
Government
ASPs
Telco (Retail)
Millions of Customers
Thousands of
Segments
$$ $$
STL Partners STL Partners
Upstream Downstream
Confidential. © 2012 BearingPoint 5
Exploit the two business models requires significantflexibility in the front and back office systems
Make sure data is delivered to the right place at the right time in the right way, and enable different parties to get paid in appropriate ways
Make use of multiple distribution systems (e.g. internet, mobile, broadcast, network caching, physical media) some of which they own, some of which they don’t
Get paid by upstream partners as well as downstream end-users
•In Telco 2.0 business models, operators are logistics solutions providers…
•In Telco 2.0 business models, operators are logistics solutions providers…
•… and need agile and adequate front & back office BSS
•… and need agile and adequate front & back office BSS
Confidential. © 2012 BearingPoint 6
Offer wholesale services to other operators «Services Push»
Detect potential services that could complement the current wholesale
portfolio
Current offer and services portfolio
Current offer and services portfolio
Enrich retail portfolio
Wholesale activities Wholesale activities B2C and B2B retail activities
B2C and B2B retail activities
•A new approach to business, within and beyond the traditional telecom ecosystem
Current offer and services portfolio
Current offer and services portfolio
Enrich wholesale portfolio according to
market needs « Market Pull »
TelcoTelco Wholesale clientsWholesale clients
MobileMobile ISPISP Car
rierCarrier ……
2
34
1
Developing new services for the wholesale market will in the end enrich the retail service portfolio
Confidential. © 2012 BearingPoint 7
•Telcos should correctly prioritize the services to offer
Service maturity
Investment
-
+
+-
•Assess your existing and potential services
•Assess your existing and potential services
Easily repeatable
Repeatable
Hardly repeatable
•Prioritise each service•Prioritise each service
Repeatability
Priority 1
Priority 2
Priority 3
+
-
+-
Margin contribution in %
Confidential. © 2012 BearingPoint 8
•Clearly identify and segment the potentialcustomers
•Identify priority targets•Identify priority targets •Refine your sample•Refine your sample
Type of
targetCategories Mkt
sizeLegitimacy
Access
ease
MNO Independant MNO Regional MNO MNO / start-up
Fixed Operator
Fixed operatorbeforeprivatisation VoIP Operator
Internet/TV
ISP BBVNO TV broadcaster
MNO
+/- 5H distant
Independant
Customer base <500K subs.
Confidential. © 2012 BearingPoint 9
…and the steps you have to take to propose an adapted service
•Detect the necessary steps to take in order to propose the new services
Identify the main stakes for the
actor with regard to your possible
responses
Define the value
proposition for the
prospect customer
Identify the offer
permitting to deliver the
pledge
Identify the contacts to
approach
Which steps to take in terms of HR ?
Which steps to take in terms of
infrastructure ?Which TTM ?
Analyze each target identified…
Confidential. © 2012 BearingPoint 10
•Design the right go to market approach
Systematize commercial approach for key accounts
Detail identified opportunities and evaluate their success probability
Elaborate technical and commercial offer
Prospect new customers Qualify opportunities Propose your service
Confidential. © 2012 BearingPoint 11
•Turn your competitors into customers by offering new services to businesses
CRMCRM
BillingBilling
Open transit Internet
Open transit Internet
M-BankingM-Banking
Service platformsService
platforms
AudiotelAudiotel
Network management
Network management
Web portalWeb portal
HostingHosting
ConsultingConsulting
Scratch card provisioningScratch card provisioning E-marketingE-marketing
Cloud computing
Cloud computing
Country short code
Country short code
Content market place
Content market place
Smart metering
Smart metering
Connected TV VOD & BillingConnected TV VOD & Billing