vodafone&intesasanpaolo mpos solution
TRANSCRIPT
24th June 2014
Marco Gioieni
Head of SoHo Marketing - Vodafone Italy
mPOS & MNO:
A new actor into the payments
acquiring value chain
About Vodafone
• Vodafone is one of the world’s largest
mobile communications companies
providing a wide range of communications
• Vodafone has equity interests in around
30 countries and more than 50 partner networks worldwide
• it is present in Europe and Africa, Middle East and Asia Pacific
• Vodafone Global Enterprise division provides telecommunications and IT
services to corporate clients in over 65 countries.
Vodafone in Europe
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Market context: trust is increasing but industry still suffering
3
Market by companies Mobile Market share by companies (1-5 lin)
• Less companies effected by crisis • A growing level of investments
• An expected increase of the demand
• A boost of household consumption
Enterprise Sentiment increasing: • Tax and Political context
• Prices • Unemployment
Climbing stop due to:
Ita
lia
n M
ark
et
So
ho
in
Te
lco
(~ vs PY)
(-8% vs PY)
Consumer sentiment index Corporate sentiment index
24th June 2014q\ qQ
Soho: hard to enlight differentiating assets
• Soho customers are not so loyal and very price “sensible” into a market context with very high
competitive pressure
• Customers perceived MNO as a commodity provider not core for their businesses.
• Differentiation assets are not well perceived by end user customer.
Key challenges
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mPOS is a great market opportunity
• Over 1M of merchants in Italy still don’t own a POS
• From 1st July all merchants will be obliged to receive electronic payments over 30€ if requested by
customers
• mPOS opens to a new market share leveraging on core Telco assets
Opportunity
POS and Mobile POS forecast POS customers at today
50% accept payments
26% owns a POS
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How mPOS could helps to differentiate?
Convergent with core customer business assets
New telling story for Sales Force
Leverages on mobility
Moves customer focus far away from price
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Vodafone & Intesa SanPaolo-Setefi Solution
Ingenico iCMP • Contactless • Swipe Card • Smart Card
Dedicated Setefi App • iOS • Android • Windows
Vodafone assets • Smartphone • Tablet • Fast&Safe network
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Phase1: Vodafone & Intesa Sanpaolo partnership
Announcement •Press release •Disclosure to sales channels
Nov-13
Co-marketing launch •“Soft bundle” with smartphone/ tablet • ATL campaign
Jan-14
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Phase2: Vodafone & Intesa Sanpaolo partnership
Direct Sale •“Hard bundle” with smartphone/ tablet +
option (5€/m ARPU) • Outbound salesforce incentives
Jun-14
How does it works? • No more need to go to bank local branches
• Audio conference to finalize the contract
• mPos delivered directly to customer’s location
Sales Commissioning
Sales Process
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mPOS as enabler for a new vertical solutions framework
mPOS evolution • Targeted end-to-end solutions
• Two different app suites according to
customer mobility propensity
•Boost of loyalty and ARPU uplift effects
Q4 14
Vodafone shop •Smartphone/Tablet •Mobile POS •CRM/Loyalty •Video surveillance
Vodafone mobility •Smartphone/Tablet •Mobile POS •Loyalty •E-catalogue
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MNO adds value into the acquiring value chain
The Best Network
Top Industry Handsets
Outbound Sales Force Integrated Assurance
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• Differentiation is the only key into a mature market with a price
oriented customers.
•Vertical solutions are the way to become more core provider for our
customers mPOS and the payments ecosystem are a great starters.
•Switching from an inbound to outbound go-to-market strategy opens to a
new market share still not fully discovered.
•Bundling core mobile assets as network,handsets together with mPOS
creates a strong unique selling propositions
Key takeaways
