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1 © 2017 NetCracker Technology Corp.

Successfully Operationalizing SDN/NFV Ari Banerjee

Vice President, Strategy


What’s it going to take to make money?

It’s time to make

business the focus

Technology is no

longer the barrier

Organization

changes have

started (slowly)

Service Providers who have taken a business-

focused approach are gaining success.


Solid GTM strategy and execution will drive business success

Focus on

technology

Focus on

business


DevOps

delivery

Service

provider

launched 1st

service

in 12 weeks

Fast time-to-market with digitized operations

Daily Scrum Meetings

3 Sprints

Earlier ready for

revenue

generation

Reduced time

on new VNF

onboarding

Time to launch

the next set of

services

6 months

70%

2- 4 weeks

End-to-end

automation

76 User Stories

258 Tasks

• Across

physical

and virtual

• Full stack –

MANO

and

BSS/OSS


Better customer experience delivering revenue growth

with a ‘try-before-

you-buy” approach.

Service provider delivered

Marketplace-driven services

15%

4x

40%

through ease-

of-use

with automated closed-

loop assurance and

self-healing

Customer Experience leaders demonstrate

up to 6 times higher revenue growth

(source: Forrester, 2016)

“

I know what I’m getting

I can connect from

anywhere to anywhere

securely and reliably

I see how much I use

and what I pay for

Conversion rate

increase

Revenue driven

by upsell

Resolution time

reduction


40%

Innovative business models to transform business

FROM A BOX RESELLER

0

50

100

150

One Two Three Four Five

Reve

nu

e (

tho

usa

nd

s)

On-premises customer

Initial license

Years of service

Maintenance Upgrades

120

20 20

60

20

0

50

100

150

One Two Three Four Five

Reve

nu

e (

tho

usa

nd

s)

XaaS customer

Subscriptions

Years of service

Usage growth Add-ons and

cross-selling

41 34

52 65

81

15% Increase in profit

margin compared to

hardware-based solutions

Increase in target

market size

Sourc

e d

ata

: B

CG

Analy

sis

Revenue Increase per customer for the same service in

XaaS model over 5 years

TO A CLOUD SOLUTION

PROVIDER

13%


Single-Stop-Shop for IT & Communications

Interact with Customers Enable Services Manage Offers

Pay

Software

Conventional

telco/

IT services

Unified

Product Catalog

Advanced

Analytics

Partner Lifecycle

Management

Bill

Fulfill Services Omni channel Sales

Assure

Virtual

Network

Learn

Buy

Get

Use

Firewall Router VM Storage

BSS/OSS

Microservices Billing CRM Partner

Management

Advanced Analytics

Partner

Management

Product

Catalog Revenue

Management

Customer

Management Sales & Marketing

Hybrid Operations

Management


Today’s siloed operations complicate service automation

How

to automate

end-to-end

across silos?

Legacy

OSS SDN NFV

Hybrid Network

Physical Virtual

Automation

gaps exist within

each silo

Connectivity IoT/M2M IT & Apps

(aaS) Contextual Services

Content VAS


Netcracker’s Approach to Revenue Management

4 % discount,

if I generate $1K

per month

Enterpise Customer

Pay me 100$

per site

VNF 1 Provider

Pay me

depending on

traffic processed

by my

application per

month

VNF 2 Provider

Pay me

depending

on quantity of

backup data

per month

Cloud Provider

Netcracker Revenue Management

Rating, Charging,

Invoicing &

Quoting

Multi-party

Compensation

Financials, A/R,

General Ledger

and Collections

Invoice

1152$ + tax

Compensate

300$

Compensate

215.7$

Compensate

111.3$

Key

Features

• OOB revenue

models -

resellers,

sponsorship,

direct / indirect

billing, etc.

• Multi-party

distribution of

charges

• QoS-based

rating & charging

support

• Dynamic tariff

optimization


Revenue

Generating Units

• Number of sites

Multiple licensing models

License Management

License management process is not standardized in the industry yet

Multi-vendor license management can create multi-dimensional complications

License server

License key

Different license

applications

Cloud-based

or on-premises

Usage-based

• Throughput

• Amount of traffic through VNF

(pay as you go)

NFVI-based

• Number of vCPUs

Subscription-based

• Number of users


Netcracker’s Approach to License Management

B2B Gateway

Customer Management Partner

Management/Vendors Digital Marketplace

License Management (LM)

MANO/VNF-M

Procurement and Onboarding

Network Operation

Revenue Management

Centralized, automated license management for VNFs and Cloud services

License Management

Key Features

Automated VNF

license lifecycle for

multi-vendor VNFs • Activation/Termination

• Reservation/Release

• Assignment/Revocation

• Update

Centralized license

policy management

Centralized license

capacity tracking

Unification of 3rd

party VNF licenses


Netcracker’s Approach to Catalog Management

Centralized Catalog

Digital

Marketplace

PPV/VOD

Catalog

Core

Products

Cloud

Providers

3rd party

content VNF

Providers

CRM Revenue

Management Orchestration Sales

Key

Features

• Cross-vertical product

bundling support

• AI-driven dynamic generation

of personalized bundles

• PLM function shared with 3rd-

party companies

• Catalog readiness to support:

− VNF license models

− Cloud-based license

models

− Pay-as-you-go,

Subscriptions

• Exposure to 3rd parties via

open APIs


Accelerate

changes in channels

with decoupled

front-end

Netcracker’s Approach to Customer Management

Key

Features

- Cross-

channel

adaptive

journeys

- Smart

personalized

interactions

- Real-time contextual decisioning

- Intelligent Customer Profiler

Billing Product

Catalog

Order

Management Assurance

Customer

Management

Unified Journey Management

Business API’s

Data-driven

Customer

Insights

Omnichannel

Customer

Journeys

Business Friendly

Tools to Manage

Customer

Journeys

Configure

Customer Journeys

with business

friendly tools

Avoid changes

in BSS/OSS with

abstraction layer

Mobile Web Agent Retail Social Partners & Apps


The Steps to Business Success

Focus on strong GTM strategy

Adopt multi-channel

marketplace and self-service

Adopt DevOps and design

thinking

Drive operations in a

top-down service approach

Energize sales

Generate revenue faster

Give control to customer

Accelerate new service launch


Thank You

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