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Transcript of Suraj-mtg
Enablers/ After Sales
#USP, #Differentiator, #win-win
#identify buyers, #buying process, #decision makers,
#lead generation, #conferences? #Direct vs. partners
#Business model, #license, #active subscriber
#on ground support, #pre-sales, #Project implementation, #turn around time, #delivery mechanism, #home grown vs. outsourced support, #champions at customer places, #nofinishingline,#recurring Revenue, #AARRR
Opportunity & Threat
OSS/BSS revenue to grow from $17 Billion (2011) to $39 Billion (2016)
APAC will witness the maxm growth
Operators wld spend $14 Billion on convergent charging software and services
Multiple Business Support
Configurability & Technical Adaptability
Transforming network data to business information
Multiple Business Support
Increased use of mobile internet
Need for "tailor made" offers
Focus on Revenue Leakage
Hyper Segmentation and Customization
Network Upgrades (LTE) in the region will spur spending on OSS/BSS
Making the " Go to Market" Happen
Costing / Pricing
Business Value proposition
Trade Show Booth Management
Business Value Proposition
Customer Facing and Engagement
Recurring Revenue Generation
Networked across APAC Telco/VAS
Why Glocal Makers
Only Operator Collects from Customer
Intense Operator competiton
Evolved Concepts (ex: Fall back)
Low ARPU /High price sensitivity
Exponential increase in Data Services
Customer "life changing " services on rise
Fluctuating Customer Demand
High Need for Data Analytics/ Customer centricity
Need for integrated network management
Close to 400 OSS/BSS players
Top 10 players account for 45% of the market
Top 100 players account for 90% of the market
Most of them are Niche players and have strong services arm
Telecom Service Providers likely to deploy OSS/BSS Tools with Unified Real time rating, Integrated Network Management , Data Analytics, Customer experience management
Carrier Billing for Apps
Convergent Billing ( ex: Eltecore's off loading mobile data customers to WiFi)
Operators realizing its no longer voice, text but content and virtual world that they have to monetize
New Player in Market
Late Entrant ?
Less Political connections ?
Banking Solution for Telco ?
Empowers Telco to have customer centric billing solutions
Time to market?
Service ? Dedicated team of account managers ?
SaaS model ? Cloud ?
Enterprise Billing systems, Consent Gaeteways ( India)
Integrators ( Channel partners like infosys)?
Other APAC countries ( Laos, Vietnam, Thailand, Myanmmar)
mobile commerce vendors
Tie -ups with m-commerce vendors
Typical BSS players
mobile payment solutions
Software as a Service based Billing Systems
Go To Market Plan
Strngth in Value chain
Just the begining
Post Sales Support (team, office)
Collect Further requirements
Quick Turn around
Serving only select customers
Product Roadmap derived fom customer business roadmap
Dedicated account managers
Banking Solution for Telcos
Experience of Revenue handling
from banking to Telco
Customer Experience Mngmt
Glue between Customers, Partners & mobile money
Relationship based pricing
SaaS /Cloud offering
Deep Pockets - Funded by Schroder Capital
Global Clientele across Banking, Enterprises, Communication/Media/Entertainment
Partners ( CTS, Infosys,
PR/ Brand Machinery
APAC initiatives (ex: Myriad)
Conferences/ BSS forums
Pre-Sales /Sales team
Focussed Group Study
Pricing model away from Licenses ?
Using customer channels - promotions
Offerings vs. Products
Partners or on ur own
Support process - differentiator
Foot hold /modular sales ?
Networked Across APAC Telco
Communication , Media Entertainment in APAC
Bakrie: Reported to one who is advisor to board @ Bakrie
Indostat: Rev Assurance
mobile TV /content players