Enterprise - A Customer Or A Partner

Enterprise - a customer or partner? How self service billing can turn business relationshipsupside down

Pawel Lamik, Krzysztof Kwiatkowski

VanillaPlus Webinar

20/01/2010

Live Webinar: Enterprise - a Customer or Partner?

2 Copyright Comarch 2010

Introducing Comarch• Founded in 1993, public company since 1999, stable ownership• Global software vendor for multiple industries• Strong BSS and OSS player - top rated by Gartner

• 3 500 employees in EU and US

• Mother company of SoftM in Germany

• Areas: Telecommunications, ERP, Government & Utilities, Banking, Insurance & Capital markets, Trade & Services, Infrastructure.



T-Mobile Austria and Germany; O2 Germany GmbH & Co. OHG, Germany; Vodafone Group; Polkomtel SA, Poland; TPSA – Polish Telecom (FT Group), Poland; E-Plus Germany; Bouygues Telecom, France;Auchan, France; Vistream, Germany; PTC / Era (T-Mobile Group), Poland; Orange, Poland; Bite Latvia and Lithuania; Vivacom (BTC Group), Bulgaria; Crnogorski Telekom, Montenegro; Tele Yemen, Yemen;

Sample Customers:





• Full OSS portfolio– Network & Service Inventory– Network & Service Assurance

• Field Service Management

• Performance Management– For Networks

– For Business

– For Projects

Introduction



Corporate customers treated more as partners



Corporate Mobile communications costs are growing out of control



Corporate customers demand even more

MORE

FREEDOM



What do operators look for?

• How to reduce costs?

• How to sell more?

• How to sustain growth?

Cost

SalesGrowth

Service providers dilemmas





The wall between

...is cracking!

Tango

COIN AND ALU – MPLUG / 6GMOBILECore Network

and Value Added Services

Training Environment

TestEnvironment

DevelopmentEnvironment

ComarchCSC DB

ComarchBS DB

ComarchDPS

ComarchIPB DB

ComarchDPS

Comarch SPComarch rtDPS

Comarch BS

GUI

Comarch IPB

GUI

Foreign Country

Home CountryNL

Hosted RadioNetwork

Synchronization

Telecom Manager Reseller & 6GMOBILE Customer Service Center 6GMOBILE Back Office 6GMOBILE / Comarch

Comarch B2B

Comarch MD

Diameter Ro, JORAM, sFTP, SSH on MPLS and VPN

Qnective

Comarch CSC

WWW

Comarch RMR

WWW

Comarch CM

WWW

Comarch BPM

Comarch Resource & Service Inventory

R R

R R

R

R

SS

S

S

S

R R

R R

R R

R R

R R

R R

R R

R R

R

R R

R

S

S

S S

S

S

R

R

S

editable resource(managed by R&SI)

read-only resource(provided by 3rdparty)

editable service

providingthe resources

operators enterprisecustomers

Opening billing via

self service -

case studies



The “Open billing” example

• MVNE in the Netherlands, started in 2006 – as BT Infonet and Unify Group Holding– since 2009 an independent company

• Business model– Cheap roaming, voice-over-data – Post-paid, pre-paid – Resellers, no end-customers– Maximum outsourcing– Single identity on mobile and IP



MNO: MNO Nederland NVPrice schedule: -------------

Business model -real life

6GMobile

Reseller level 2

Customer level

Reseller level 1 Reseller: A Dutch MNOPrice schedule: 01_RSPS_SIM Only_20090330 (TW)02_RSPS_SIM Only_20090330 (AT)

End-customer: A Dutch MNO, own personnelPrice schedule: 01_MNO inmo_PS_SIM only_20090330

End-customer: 6GMobile BVPrice schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development)

Reseller: TIT BVPrice schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV)

End-customer: All applicable TW customersPrice schedule: 01_TW to DR Customer pricelist (30-03-2009)

Reseller: ATPrice schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT)Activation date:

End-customer: All applicable AT customersContact person:Price schedule: AT customer price plan. Later AT will do own billing

Reseller: CTPrice schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT)

End-customer: All CT customersPrice schedule: N/A;CT receives unrated CDRs and has own billing

MNO: A Dutch MNOPrice schedule: -------------



Reseller level 2


6GMobile

Customer level










MNO: A Dutch MNOPrice schedule: ------------- Sales process:

customer = partner = provider




Charge process: wholesale / on behalf

6GMobile

Reseller level 2

Customer level










MNO: A Dutch MNOPrice schedule: -------------



Self Service via B2B gateway

IT systems of partners

Integration platform

IT systems of 6gmobile



OnePhone



MVNO – FMC for business

• 2008 – a JV of OnePhone Holding and KPN MI• Fixed-mobile convergence • Based on Spring Mobil success• German SMEs (50-1500)• Advanced billing and

self service capabilities











Customer as a partner

Two sided wholesale/on behalf/self billing modelOpen billing

Customer self-ordering, account hierarchy changes. Direct influence on billing account structure.

Self Care

Customer decides about guiding – prefixes (also time and place) - split billing in BSS

Making a call

Customer - an ‘operator’ - split billing in BSSPrivate Outdoor

Customers sharing tariff plan, sites, products, accounts moving - customer hierarchies in BSS

Customer groups

Customer assumes part of operator’s risk related to investment in CPE - commitment calc in BSS

Sites

Individual tariff plans - rating modifiers on customer level in BSS

Price setup

Transformation enablers in billing & self serviceAspect



Potential new revenue streams

Fixed operatorsFixed operators

Corporate customersCorporate customers

$$$$$$

„Corporate„ operators

„Corporate„ operators

$$$$$$

$$$$$$

• Corporate services (FMC)• Roaming services (single identity, cheap roaming services)• New stimulation – partner-customer



Opening billing via self service pays

Questions?

[email protected]+48 12 646 14 44+48 691 464 106

Thank you!

Technology

Enterprise - A Customer Or A Partner