cloud partnerships
DESCRIPTION
Presentation for Informa “Telco Cloud Enablers” Conference London, Sept 25th 2012 Arnaud Marlière, Head of BeCloud SolutionsTRANSCRIPT
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
• 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?