Eurasia Com 2013 slides

1. Anton Salov, 26.03.2013
Targeting the Enterprise Segment with Relevant Services

2. IT landscape changes
For telcos making a strategic bet on the Corporate segment accounts
that sit between SMB and the largest Enterprise Accounts they must
adopt a strategy of providing relevant innovative services

3. IT landscape changes: recipes
There are four basic recipes:
• MDM and Mobility Solutions
• Cloud Infrastructure
• Big Data
• Cloud Apps
Whether you're part an established
company or a brand new
startup, innovative business tools are
always in demand.

4. IT landscape changes: BYOD
BYOD (Bring You Own Device)
promises many benefits such as
greater innovation, better work-life
balance and improved productivity
and it kept pace with IT
consumerization trend. This plays
into the hands of telecom
operators and gives them a chance
to become a one-stop service for
the SMB and reliable partner for
Enterprise’s CIOs

5. IT landscape changes: MDM
Telecom operators expect
enterprise demand for BYOD
solutions to grow by up to 25% this
year. But BYOD creates new
complexities for both the
enterprise and the service provider
who must support features such as
device care, bill
split, security, shared loyalty and
data plans and differentiated QoS.
The vast majority of enterprises
expect to encounter issues with
excessive bandwidth use and
increased IT support costs as they
implement their BYOD strategies

6. IaaS
Demand for IaaS continues
to grow strongly in Eurasia.
This presents an
opportunity for both
established cloud service
providers like AWS and new
entrants such as telcos to
offer IaaS to enterprises in
the region.
Carrier-grade networks can deliver improved redundancy and
security. Telcos’ clear advantage is that they can offer all levels of
IaaS, from entry-level to higher-end and back up these solutions with
existing infrastructure
Telcos understand local regulations.

7. Be Innovative with Big Data
Most telcos are seeing their
business squeezed by new firms
who offer services that utilise their
network, but bring little or no
revenue to them. But there is one
thing up the Telecoms sleeve that
new rivals don’t own – Big Data!
Telecoms are sitting on a goldmine
of traffic-related data, and with
innovative applications could
create actionable intelligence to
deliver new, compelling, revenue-
generating, customer-satisfying
services.

8. Cloud Apps
The primary focus of telcos has been on
IaaS, even if many also provide significant
SaaS applications.
Telcos can offer business SaaS under a
simple pricing structure that includes
consumers to identify HD-voice-capable
products and solutions, connectivity and
devices, self-service provisioning, as well
as front- and back-office applications.
Great recipe is to build suite of office
productivity, messaging, and business
applications targeted at SMEs.

9. Cloud Apps
For telecom operators offering
enterprise cloud services, target
segments can be based on enterprise
size for horizontal applications, such as
UC, CRM, Storage and BackUp or it can
be vertical market-based for industry-
specific applications.
Partnership with technology players has
been the foremost entry strategy of
telcos in cloud computing. Partnerships
help telcos significantly reduce their
time-to-market and minimize the risks
associated with developing complex
technical capabilities in-house.

10. Conclusion
The IaaS proposition would be most
fruitful for operators, other opportunities
across SaaS, service delivery
innovation, and BPaaS will also offer
significant potential.
I also recommend that telcos differentiate
themselves by offering niche services
which require industry and region specific
customization.
Customized offerings for large Enterprises and standard business and
communication suits for SMEs will further strengthen their position
and enable them to become frontrunners in delivering Enterprise IT
and communication services.

11. Q&A
Questions?