cloud partnerships

Cloud PartnershipsPresentation for “Telco Cloud World Forum”

London, April 2013

Arnaud Marlière, Head of Becloud Solutions

Introduction to Belgacom GroupKey Operational Figures

5,543,000Mobile customers(Proximus & Tango)

1,615,000Internet customersResidential & Business

1,301,000Belgacom TV customers

DSL

FON4G

99.85%DSL Coverage

Our network performance is unmapped in Belgium:

81%

VDSL2Coverage(World Top 10)

More than 500,000 Wi-Fi hotspots in Belgium

Over 91%TV Coverage

97%3G Coverage

Cloud Ready

Since 2011

CloudStorageAs A Service

STAAS

InfrastructureAs A Service

IAAS

SoftwareAs A Service

SAAS

DesktopAs A Service

DAAS

Unified ComAs A Service

UCAAS

#BecloudReadyLive since 2011

Hybrid Clouds

BeCloud Ready (onsite & private clouds)

Cloud Choice

Enterprise-GradeProject driven

Web-GradeVolume driven &

Off-the-shelf

Embedded in the N

etwork

(QoS, secure, Sm

art Netw

ork, ...)

Solution

Sales

Implement

Main Partnership Profiles Today

Solution

Sales

Implement

Partnership profiles

No product, no Sales

Telco as Hosting Provider

Telco as Cloud Aggregator: OTT

Reselling

Telco as Cloud Aggregator : Own

Cloud

Cloud Delivery Evolutions

“Solution” partnershipsVendors are partner in crime

Becloud needs to bring “Choice” – act as Cloud Aggregator for the Belgian Market.

DIY (self-hosted) Reselling

Preparing for the “Belgian Cloud” Can reselling ever be the right thing? “Populate the cloud” with local ISV’s?

Becloud FoundationsThe Belgian Cloud

4 Belgian Tier 3+ Datacenters

Becloud Foundations must facilitate deployment of new cloud services in Belgium.

Cloud Infrastructure & Hybrid Networks

Automation

Best-in-Class Fix & Mobile Networks

Web Enterprise

Making the Make/Buy choice?Is reselling a valid option from a value perspective?

Price Evolution (Econ, of Scale) Possibility to differentiate Availability of Alternatives Speed of Tech. Evolution Volume/Revenue Potential Local Data importance

Time-To-Market<6 months>18 months

Budg

et a

vaila

ble

high

low

Primary Considerations Secondary Considerations

DIY

Resell

In any scenario, migration scenario’s must be analyzed to avoid vendor lock-in. Billing relationship & customer ownership is not negotiable.

Grey-zone

DIY Resell

You can sell a bad product through a good channelYou can’t sell a good product through a bad channel

Partnership profiles

Solution

Sales

Implement

“Sales” Challenges

Context Large sales base is present Customer proximity is key in SME Some solutions require specific sales

skills (ERP, CRM,…) Sometimes solution provider is also

sales partner.

Sales Skillspecificgeneric

Prox

imity

low

high

Partner frameworksBelgacom

Account Mng

Online sales

Call center driven sales

Online sales

The sales ecosystem is “de facto” multi-channel & complex. Customer ownership need clear governance. Availability of online “sales” tools are key.

Vendor

Solution

Sales

Implement

Partnership profiles

You’re only as strong as the eco-system that supports you

“Implementation” ChallengesOther reflections: Prime vs. Sub? Control vs. Proximity? Channel conflicts: sales partner vs.

implementation partner Repair & Aftersales support vs.

consulting

SkillNiche / low

volumeGeneric / high

volume

Tim

e-To

-Mar

ket

Low

high

Partner frameworks

Building all implementation (aftersales & consulting) skills in-house is not an option. Strong partner eco-systems are needed.

At the boundaries of todays model?

Reselling vs. “Dumb Bit-Pipe Provider” Risk? Quid Multi-Country Deployments? Room & Opportunity for Local Clouds “Coopetition” vs. Partnerships & People Business …

Learning from other industries?

Resource sharing Quality Label & Branding Joint sales <> “Coopetition” Transparent for the customer Global, but Local Scale benefits …

Telco as Hosting provider

Telco as Cloud aggregator: OTT

reselling

Telco & SP alliance model

Telco as Cloud aggregator : own

Cloud

Telco as Cloud aggregator: OTT

reselling

Telco as Cloud aggregator : own

Cloud

New partnership

model?

Emergence of New Cloud PartnershipsCloud in a Telco model

The question isTo Becloud

Or not to be

The end

Mail: arnaud.marliere@belgacom.be @arnaudmarliere

• Stimulate the development of cloud-enabled applications• Belgacom provides free becloud capacity for up to 500.000€ • Started June 1st, 2012.

• Independent Software Vendors (ISV) with Belgian footprint

• Established or newbie• Strong and concrete business model

Interested? file a request on www.becloudaccelerate.be

How to reach the local ISV long tail?#BeCloudAccelerate

Announced March

26, 2012

Objective

Who?