computenext cloud brokerage platform for telcos

Proprietary & Confidential

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CLOUD MARKETPLACE PLATFORM FOR TELCOS


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

3Proprietary & Confidential

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


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


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



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



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

8Proprietary & Confidential

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.)


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


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

Proprietary & Confidential11

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


For more information, please contact:Daniel MooreVP Channel DevelopmentComputeNext USA (HQ)[email protected]+1 206 295 9607

Pedro SanchesComputeNext [email protected]+55 11983241749

Marco Van Den AkkerComputeNext [email protected]+31 643439268

Bhavesh AdhiaComputeNext [email protected]+91 9867769131

mailto:[email protected]





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THANK YOU!

computenext cloud brokerage platform for telcos

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