Product and Service Bundling and how to Monetize...

1 © 2016 INFONOVA GmbH

Product and Service Bundling and how to Monetize Data –

Lessons Learnt from the Telco Industry

Gerhard Greiner, Infonova GmbH Graz, Oct. 18th 2016


ABOUT INFONOVA HQ in Graz, Offices Graz & Vienna, >400 employees

Subsidiary of BearingPoint (European Business & Technology Consulting firm)

Long established Comms & Media client relationships

Austrian Leading Companies Award

“Top 10 to Watch Company" 2015

INFONOVA R6

Product Management

Development Center

Integration, Innovation, Testing

Centre

Vienna, Lassallestraße Unterpremstätten/Graz

ADVISORY & SOLUTION ENGINEERING

Digital Strategy & Digital Transformation

Enterprise Architecture & Solution Design

Solution Delivery & Operations

OPERATIONS AND SUPPORT SERVICES

24x7 global Operations and Maintenance Support Centre

Certified Database, Storage and Server, Network services

Network and Security, IT and Servicedesk experts

http://www.visualcapitalist.com/chart-largest-companies-market-cap-15-years/


Platform is the winning business model in the digital economy Digital Ecosystem Management (DEM) is the new enterprise discipline

40% of the world’s top 30 brands are digital ecosystem managers,

+ 70% of the $1bn+ Unicorns; $4 trillion total market value today


Provides the platform for connecting service producers with service consumers and participates in the revenues generated on the platform

DIGITAL ECOSYSTEM MANAGEMENT Key roles involved in a digital ecosystem

Connects services to the ecosystem, makes them available for resale and

gets compensated for the consumption of the services

Combines services from the platform into cross-industry bundles, sells

them to its target market segments and manages the customers

PLATFORM PROVIDER

SERVICE PROVIDER

SERVICE SELLER

8 © 2016 INFONOVA GmbH 8 © 2016 INFONOVA GmbH

Cyber Physical Systems and Digital Moments


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INFONOVA R6 MULTI-TENANCY

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CHANNEL CHANNEL CHANNEL

Retail Product Catalogue

Wholesale Product Catalogue

Customer Information Management

Case Management

Product & Service Inventory

Service Catalogue

Order Capture

Order Management

Service and Resource Fulfilment

Billing Data Mediation

Convergent Charging & Rating

Bill Calculation/ Invoicing/ Formatting

Receivables Management

Dispute & Adjustment Management

Collection Management


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INFONOVA R6 - DIGITAL BUSINESS ENABLEMENT CAPABILITIES Each tenant can sell retail offers to end customers –

Retail offers can be based on the tenant’s own services or wholesale offers from other tenants

Each tenant can directly onboard and manage its own internal services

Each tenant can sell wholesale offers to other tenants – Wholesale offers can be based on the tenant’s own services or wholesale offers from other tenants

Each tenant can purchase external services from other tenants

PRODUCTS CUSTOMERS ORDERS BILLING FINANCE


FUNCTIONALITY FOR SERVICE SELLERS

SERVICE SELLER


provided by Infonova R6 for Service Sellers

SUMMARY OF KEY FUNCTIONALITY

SERVICE SELLER


• Benefit from the pre-integrated end-2-end functionality for an effective management of a multi-service business

• Configure and define new propositions from the services available in the digital ecosystem

• Focus on the business rather then technology by reusing the infrastructure and integration provided by the platform


for Service Sellers


FUNCTIONAL OVERVIEW

SERVICE SELLER

EVENT BASED TIME BASED

VOLUME BASED

USAGE CHARGES

CONTRACTS

LIMIT DEPOSITS

RECURRING INSTALMENT ONCE ONLY

ALLOWANCES MINIMUM CONSUMPTION

OFFER & SERVICE FEATURES

LOYALTY POINTS

TOPUPS

OTHER

RISK GRADE DOWNGRADE

CUSTOMER TYPE

RULES

DISCOUNTS

CREDITS

OVERRIDES

PROMOTIONS

Create multi-service bundles from different service providers and define the consumption and monetization model


for Service Sellers


FUNCTIONAL OVERVIEW

SERVICE SELLER

MEDIATION

MONTHLY RECURRING CHARGE

RATING BILL CALCULATION BILL FORMATTING

ONCE-ONLY CHARGES

DISCOUNTS

Charge for the consumption of the services and bill your customers


FUNCTIONALITY FOR THE PLATFORM PROVIDER

PLATFORM PROVIDER


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FUNCTIONAL OVERVIEW

Operate the platform infrastructure and provide tenants for service providers and service sellers

for the Platform Provider



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CUSTOMERSCUSTOMERS

PLATFORM PROVIDER


FUNCTIONAL OVERVIEW for the Platform Provider


PLATFORM PROVIDER

Participate in the revenues generated on the platform • Revenue shares from service sellers

and service providers

• Charges for platform services and infrastructure

• Service fees for operations and support


FUNCTIONALITY FOR SERVICE PROVIDERS

SERVICE PROVIDER


for Service Providers


Onboarding a new service into the DEM platform 1. Configure the service specification

in the service catalogue

2. Integrate the service activation interfaces for automated fulfilment

3. Integrate usage feed in order to charge for the consumption of the service

SERVICE PLATFORM

API

Service Activation Service Consumption

Feature

Feature

Feature

SERVICE PROVIDER

FUNCTIONAL OVERVIEW


for Service Providers


SERVICE PROVIDER

FUNCTIONAL OVERVIEW

Define the consumption and monetization model of the service and make it available to the service sellers of the platform

EVENT BASED TIME BASED

VOLUME BASED

USAGE CHARGES

CONTRACTS

LIMIT DEPOSITS

RECURRING INSTALMENT ONCE ONLY

ALLOWANCES MINIMUM CONSUMPTION

NON-USAGE CHARGES

SERVICE SELLER

SERVICE SELLER

SERVICE SELLER


Reference BT Global Services


Multiple sub-ecosystems co-exist on BT’s platform, enabling new forms of innovation

BT Global Services is a cutting-edge example of DEM in practice (1/2)

Auto IoT Banks Media Govt Biz

Services

City Agri Home Work Health Utility

Car manufacturer

“Since we adopted BearingPoint’s ecosystem approach and solution last year we’ve seen ‘hockey-stick’ growth in our business – winning more and bigger deals” (BT March 2016)

http://www.eurocomms.com/features/opinion/8699-opinion-are-you-prepared-for-the-end-of-the-communications-industry-


Powerful multi-party, multi-service orchestration and monetization capabilities enable commercial managers in traditional companies to unleash their creativity

BT Global Services is a leading example of DEM in practice (2/2)

ONLINE RETAIL CALL CENTRE

PRODUCTS CUSTOMER ORDERS BILLING FINANCE

CHANNEL CHANNEL CHANNEL CHANNEL CHANNEL CHANNEL

Tenant

BT’s CMS is a new type of platform, enabled by R6 and created in partnership with BE Secure, global, scalable; B2B and B2B2x focus; any type of service, app, content or data stream; any offer model; any consumption model; any monetization model; Tenant interoperability

New monetisation methods


Infonova R6 Value Proposition

Stratecast | Frost & Sullivan has listed Infonova R6 on “Top 10 Companies to Watch 2015” for Operations & Monetization.

” The marketplace is now ripe for large telecom operators to become business enablers and deliverers on the promises of virtual service offerings. Stratecast firmly believes that Infonova is one of a very small number of business enablement suppliers that can deliver on the significant number of new business requirements that both virtual networking and virtual services demand.”

“[Infonova] brings to the marketplace something that we call a Business Enablement Platform, which is the ability to take the digital insight and capabilities from various industries and bring them together into a common virtual service that can then be delivered to customers […]. [They] do it in a manner that creates something that just really didn’t exist before”

Karl Whitelock, Director Global OSS BSS Strategy, Stratecast | Frost & Sullivan, 2015

Link to Stratecast Analysis

Link to K. Whitelock Interview

https://www.infonova.com/en/news-events/videos.html

https://www.infonova.com/pdf/Stratecast_Ten_to_Watch2015_Infonova(1).pdf

https://www.infonova.com/en/stratecast-recognises-infonova-as-a-top-10-to-watch-in-globa.html

https://www.infonova.com/en/news-events/videos.html


Service Provider

Service Aggregator

Service Provider & Service Aggregator


ROADMAP


Enhance Best-of-Suite Digital Business Enablement Capabilities • Improve the business architecture for B2C, B2B and B2B2X business models

• Extend the concept-to-cash functionality

• Expand the ecosystem management capabilities

Provide Superior Usability • Make the application more efficient to use

• Make the user interface attractive to look at and fun to work with

• Extend the available functionality of the UI

Optimise Powerful Integration Framework • Extend the APIs and reduce system integration efforts

• Strengthen the robustness and operability of the platform

• Increase the scalability for large scale global deployments


2016 2017 2018

ROADMAP THEMES



2016 2017 2018

ROADMAP THEMES – Key Focus Areas

Monetization of the ecosystem

Platform and tenant operations

APIs and process orchestration

Enhance Best-of-Suite Digital Business Enablement Capabilities

Provide Superior Usability

Optimise Powerful Integration Framework



2016 2017 2018

ROADMAP - Outlook

Allow to connect multiple R6 instances • Develop, operate and scale independent from each other • Collaborate across independent Infonova R6 deployments • Meet regulatory requirements for data separation

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Q1 2017 Version 8

Product and Service Bundling and how to Monetize...

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