Gaining Competitive Edge through Contracting Excellence for the Converged Telco, Media & Technology Enterprise

1© 2017 Apttus Corporation

Wim HaverhalsCOMMUNICATIONS INDUSTRY GLOBAL VERTICAL LEAD

© 2017 Apttus Corporation

Telecommunications Industry Trends


A Transforming IndustryVirtualization, Cloud and Customer Experience

94% of global telecoms have NFV transformation projects30% of entire IT budgets will be dedicated to NFV by 201894%

73%

86%


73% of CIOs say that all IT will be on the cloud in the near future71% of operators globally are already ready to deploy cloud BSS

86% customers said they will pay more for better experiences62% companies see customer experience as key differentiator

Security

Information

MachineLearning

IoT

Mobile

Cloud

Maturity

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Source: Salesforce Communications 2016

Technology Disruptions by 2025


Security

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MachineLearning

IoT

Mobile

Cloud

Maturity

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on Mobile

• Let there be an App for it!• 7.5B devices in the world• Mobile Internet economic effect:

$10.8 Trillion ANUALLY

Mobile & Apps


© 2017 Apttus Corporation Source: Salesforce Communications 2016

Security

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MachineLearning

IoT

Mobile

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Maturity

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• Virtual Networks• Ubiquitous• Economic effect: $6.2 Trillion

Annually

Cloud Computing

Cloud


© 2017 Apttus Corporation Source: SalesForce Communications 2016

Security

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MachineLearning

IoT

Mobile

Cloud

Maturity

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106

0

• Predictive intelligence• Self-protecting apps• Things in IoE need protection• Spend on security rising to $1.6

Trillion by 2025

Cyber SecuritySecurity



Security

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IoT

Mobile

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• 2.5 Quintillion (1018) Bytes of data produced every day

• Information to understand the past and predict the future

Information of Everything

Information



Security

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MachineLearning

IoT

Mobile

Cloud

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IoT

• 50B devices now rising to 1 Trillion by 2025

• Economic effect by 2025: $T3.8 to $T11.3

Internet of Things



Security

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Machine

Learning

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MachineLearning Automation & AI

The “human-equivalent” output of AI by 2025

140,000,000


© 2017 Apttus Corporation Source: Salesforce Communications 2016

We are Moving Towards a Hyper-Connected World


It’s a Revolution Across Industries…

… And Telecom is the Core Backbone



New Business Models, New CompetitionThere will be Winners and Losers

Pro

lifi

c

Conso

lidati

ons

Dis

rupti

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Driving Digital Transformation

“For CSPs this means that you need to increase your OTT

Service footprint (know your customer)”


The Time is NowDigital Transformation is a Necessity

“Availability of new technologies and innovations may make 2017 the year of digital transformation for carriers in

both in the US and globally.”

- Deloitte

“Global spending on cloud, mobile, social and big data technologies targeted by communications services

providers will be $1.45 trillion by 2019.”

- Gartner

Telcomm Service Providers

6NPS

New Entrants

72NPS

Source: Temkin Group, 2015

COMMS’ Net Promoter Scores Need Help…


Move to the CloudGain scalability, agility, plug-and-play interoperability, Service Availability

Embrace Customer-CentricityEnable omni-channel customer journeys and personalized bundles

(know your customer)

Reinvent Telecom SalesTransform Sales Engagement from Technology to Purpose-driven services

Elements of Successful Transformation


TDC Transformation from Access to Services

B2B portal

IT Service Bus

BillingUsage collection

and charging

IP access management

PhysicalInfrastructure

manager

Business core services

DSL manager Coax manager Mobile manager

Order and asset management

Workflow manager

Sales Force

Application & Content manager

Fault B2B portal

Sales Product Catalog

Customer HubContract

ManagementSales Force

CRMApttus

CPQ

Sales Force Community

Usage collection and charging

Workflow manager

TDC Telco cloudSDN enabled

network

Key success criteria's

• Abstracting physical infrastructure from services• Moving from subscription and prepaid to event billing• Instant service fulfillment

Note: Simplified view. Current stack comprises +200 applications

Application & Content manager


TDC Journey with Apttus

•Using Apttus to unifysales process across, by adding structure to legacy flat products

•This will support future fulfillment platforms, since service definitions will remain

Abstraction

•Automate bespokepricing

•Enabling multiple discount schemeswithin a single shopping cart, alwayssecuring the agreedprice for the Customer

Pricing

•Using same abstractionto communicate to legacy systems

•Supports mixed product masters in the interim period of sun settinglegacy systems

Bridge to Legacy

•Apttus as pricing and configuration engine for all sales channels

•Uniform product presentation to sales or end user, regardless of backend system

•B2B portal


Full OOB Apttus Feature Functionality (CPQ, CLM, XA) + Telco Specific Accelerator Templates, aligned with Product Releases

Seamless interaction between Contract and Quote

Industry Standards & Open APIs:

• TM Forum

• SF Comms

• AIC

Industry Network Patterns (OSI Layering)

Apttus Telco Industry Solution


COMMERCIAL CATALOG

X-AUTHOR

CPQ CLM OM QTCi RM

Telco Industry Solution

Telco Industry Solutions

Product

Direct Sales Channel Partners Wholesale Customers

Apttus’ Industry Cloud Next….


Portal (Self-Service, Partner, E-Commerce)

Launch Acceleration templates (Customers & Partners)

Turnkey interactions with best-in-class Industry Capabilities (Open Standards)

Bi-directional Commercial- to Technical- Service Catalog translation

Service Analytics (white space analysis)

GSA Standards (NS2020)

Apttus COMMS Industry Cloud…

Innovation Ecosystem

Product Design

Offer PersonalizationOrder

OrchestrationService Order Management

Real-time Decisioning

Charging & PolicyBilling & Financial

Management

Marketing Sales Service Portal E-Commerce AnalyticsPlatform ofEngagement

A Complete B/OSS Stack on the Cloud

PartnersConsumers Retail AgentMobile Web SocialBusiness Field Service Self-service

E-Signature

Billing & Financial Management

Charging, Policy & Entitlements

Self-Service & E-Commerce

Commercial Service Catalog

CPQ & Order Capture

Usage Analytics & Decisioning

Order & Asset Management

Technical Service Catalog

Network & Service Inventory

Service Provisioning and Activation

Contract & Asset Management

Apttus’ / Partner Combined Footprint

“They always say time changes things, but you actually have to change them yourself.”

- Andy Warhol


Thank You
