Yearly Archives: 2017

Digitalization As An Advantage In The Telecom World

Digitalization As An Advantage In The Telecom World

6 Differentiators To Success & Growth

by Massimo Fatato 

Every a few years the Information and Communication Technology (ICT) industry comes with a buzzword that accurately defines an era or even a shift in the market. Digitization is one of those terms that today, is having a global impact on the way business is done.

Digitization is not a new concept, around since Bell Labs introduced the world to the transistor in the middle of the twentieth century. Today we live in a digitized world and it’s hard to imagine not having access to the ease and efficiency that this technology brings to every aspect of our lives, including how we do business.

So if digitization has been around for so long, what is really new?

Gartner defines digitization as, “the use of digital technologies to change a business model and provide new revenue and value-producing opportunities; it is the process of moving to a digital business.”

Based on this definition, the buzz is not around digitization as a concept, but rather in how enterprises use the technology to develop competitive services to lure customers away from their competition; how it is being used as a disruptor.

Digitization, Telecom and OTTs

Let’s look at how digitization is changing the face of the telecom service provider market.

Carriers went digital a long time ago when they transformed the old analog central offices into innovative ones, based on digital technology. This move opened the door to the creation of new services (e.g. 800 numbers), some of which they were able to convert into new revenues streams. This was soon followed by the IP revolution, bringing a multitude of changes all at one time to this stalwart industry. Very quickly, relatively speaking, carriers found themselves under threat from so-called Over The Tops (OTTs). An OTT is a service that is on top of those provided by the service provider. Think of apps or other such services that a consumer doesn’t necessarily pay for.

There are two main reasons why are OTTs such a threat:

  • Carriers struggle to bring new service to the market in a competitive timeframe compared to the fast consuming world we live in. Still today, the average time to take a new service to market is measured in months.
  • Carriers have not been aggressive enough to leverage their customer intimacy to create new, effective services to run on their own infrastructure, hence maximizing not only revenues, but most importantly profitability.

 

It is imperative for the telecom service providers (not only for their success but their very survivability) to regain the center stage of the market. In other words, carriers have to get out of the corner (they relegated themselves) where all they do is to provide connectivity to others who profit from it.

6 Ways Digitization Can Help

How can digitalization really help with this daunting task?

If we look at little closer to what some of the OTTs offer to their enterprise customers, we see a set of simple services combined to form complex platforms (e.g. gather, store and analyse a vast amount of data).

The OTT approach is to offload enterprises from building and managing such a complexity and offer them their platforms as a basis for the enterprise to run their Business Intelligence (BI) applications. Oversimplifying, OTTs commoditize the platform complexity, leaving the true business value in the BI application rather than in the platform, the latter being multi-purpose, the former being a specialization dedicated to the specific enterprise or industry.

Apparently for a service provider, revenues (and most importantly profitability) are concentrated in the Business Intelligence application portion of the value chain, where the enterprise is capable of creating a difference, without the commitment to buy and maintain sophisticated and very expensive systems.

This is where digitalization comes to the rescue of the good old telecom service providers, but only if they are capable of leveraging the technology at their disposal to:

1. Build a portfolio of Business Intelligence (BI) application services to bring value to customers in a cost effective way then market them appropriately not only to the large enterprises, but also to small and medium business with a tailored offering.

2. Become fast and nimble in building and bringing to market such services in a matter of hours and not months, by focusing on:

  • Virtualisation – To once and for all turn network functions virtualization (NFV) into a reality by gradually transforming their legacy, complex, cumbersome, costly infrastructure into a set of platforms that are capable to effectively support their market and business requirements.
  • Orchestration – To gradually but steadily transform their operation support systems (OSS) and business support systems (BSS) to allow end-to-end visibility of their services and customer experience.
  • Open Source community – To start participating consistently and structurally to enrich the portfolio of open source applications that are tailored for the telecom service providers and their customers.

 

This is a new frontier, but also the opportunity for carriers to take back the leading position in the communication market from their unusual competitors by:

3. Providing connectivity and control through customer behavior

4. Leveraging someone else (could be an OTT) or build their own digital platform

5. Selling a value proposition based on BI application services on top of such platforms

6. Managing all of this seamlessly, end-to-end

Does it sounds like a dream? Perhaps, but the technology and the capability offered by the virtualization and potentially by leveraging the open software community constitute a solid basis on top of which carriers can significantly revive their business for many years to come.

The opportunity is up for grabs for those who are brave enough to leverage the virtualization in an effective way, but most importantly exploit the opportunity presented by the open source philosophy. Easier said than done. Carriers face unsurmountable obstacles to take this journey – organizational, financial and operational.

Platforms Serve As A Commodity

Platforms are a commodity. One of the biggest examples of this is Google. Google offers a set of functionality, pulled together in a neat architectural framework to gather, store, process and analyze massive quantities of data. What is notable in the architecture provided by Google is the small number of BI applications that would truly make the difference for an enterprise between buying a very capable platform (and do not know what to do with it) and buying an ad hoc application that knows what to do with the massive number accumulated.

So the platform becomes commodity and the difference is made by the BI application.

If we apply the definition of digitalization, we’re facing a once in a lifetime opportunity for the carriers to take the center stage back from the Over The Tops (OTTs), but only if they can address the challenges they currently face, as mentioned above. Service providers will need to focus on providing competitive services in the shortest time possible in order to have a chance.

As the best opportunities come from the road less traveled we will witness a new order in the industry where only the bravest – and fastest – will survive.

The SFE Platform Advantage

Since 2003, SFE is a pioneer of the Sales-as-a-Service (SaaS) model. More than 200 enterprises have trusted SFE to expand their sales into Europe and other international regions using our acclaimed Accelerated Sales Platform. Learn how we did it here. Our Platform includes Accelerated Market Analysis, Accelerated Lead-Gen and Accelerated Sales modules, which can be delivered as an integrated service or as stand-alone modules.

Our platform is deployed through an international team of 75+ Sales Professionals who represent your brand in-country/language, blend into your company culture and use their local market knowledge and sales contacts to make revenues and ROI manifest quickly.

If your company is looking for a competitive advantage using the latest sales methodologies to reach enterprises and channels throughout Europe, SFE can help. Let’s talk.

Contact Us Today!

Thought Horizon: Social Selling and Content Marketing Platform

Thought Horizon provides an award-winning platform that is ready for social curated content delivery platform for sales teams.

They provide in-person and LMS training on the latest social selling strategies with content strategy and execution. This is done for you by industry best content to target markets and social copy all ready to share at the click of a button. They also have multi-lingual capabilities.

Mapadore – Salesforce.com sales optimization engine

Mapadore is making waves in the industry! Mapadore can increase your sales through SalesForce which they are 100% native for Salesforce.com’s sales optimization engine. They do this by intervening with the appointment booking process providing geo-optimizing appointments that are in line with your strategy for sales.

Whatever industry you may be in their algorithms will assess your digital and social profile while assigning to the socially best-fit sales rep impacting and increasing your conversion rates. Metrics are made in real time giving managers the ability to measure and monitor the sales process.

Sales Force Partner: BGI – Deep-Tech Startup Accelerator

Established in 2010, Sales Force Europe’s partner Building Global Innovators (BGI) has helped over 117 startups from all over the world raising over 110 million dollars in the process. Startups have a survival rate of 73% and jobs were created. BGI has made itself a reference in the startup ecosystem worldwide.

BGI is an American style, world-class, deep innovation accelerator born from the MIT Portugal Innovation and Entrepreneurship Initiative (IEI). BGI is one of the most influential accelerators worldwide and one of the top 20 accelerators in Europe.

Do you think your startup is ready for global immersion and acceleration? While Sales Force Europe can help you accelerate your sales, we are happy to introduce you to BGI if you are ready to scale your startup with bootcamps, investor meetings and more! Go ahead and email us [email protected] for more information.

Sales Force Europe Partner: EIT Climate-KIC – The EU’s Main Climate Innovation Initiative

 

ClimateKic

Sales Force Europe partner EIT Climate-KIC is Europe’s largest innovation partnership. Their focus is on climate change with dynamic companies and academic institutions. They were established in 2010 by the European Institute of Innovation and Technology (EIT). EIT’s mission is to create sustainable growth.

Climate-KIC intertwines entrepreneurship, education and innovation in a connected transformative way that stems into ideas with economical viable products and services which in turn helps with climate change.

Do you have an exciting, innovative technology geared toward the zero-carbon economy? Do you think Climate-KIC can help you help society mitigate and adapt to climate change? We think this is an important cause and would love to introduce you to Climate-KIC and its world-changing community. Send us an email to learn more: [email protected]

Comunycarse – Digital and Tech Communications Experts

Comunycarse is a technological and digital consulting company with 20 plus years of experience. They specialize in design, implementation, management, and maintenance of technology and digitization projects. 

More than 6,000 SMEs and most IBEX 25 companies have relied on them since 1992 with unified communications, intelligence in physical spaces, and digital security projects. Their digital solutions consists of comprehensive solutions for IP telephony and WiFi, call recording service, transcription and text analysis (speech analytics), virtual fax, digital workflows. Intelligence in physical spaces stimulates sales and improve your customers’ experience with in-store and outdoor analytics. Digital security consists of physical and logical security with unified, automated and orchestrated to provide intelligence.

Corporater – Business Management Platform with Business Dashboards

Corporater was established in 2000 with a vision to provide easy-to-use software that drives business outcomes, and to use its business gains for the betterment of the world. They are headquartered in Norway and are among the fastest growing global software companies in  performance management. Corporater has offices and partners across the globe to support their customers.

Corporater is a global software company that empowers medium and large organizations to evaluate, manage, and continually improve business performance by providing a business management platform that adapts to client’s unique business model, out of the box.

UniCredit – Central European Global Banking and Financial Services

UniCredit, one of Sales Force Europe’s proud partners, is one of the leaders in European financial groups, spanning 50 markets in 17 countries.  Its strategic position in Western and Eastern Europe gives the group one of the region’s highest market shares. They are a bank rooted in the Italian territory and committed to building a relationship with the territories operations and this contributes to their sustainable development and economy.

They are known as an innovative bank because they are convinced that being a leader in the bank industry means being focused for the future.

If you think UniCredit could help your tech company get to the next level, we would be happy to introduce you. Send us a note to [email protected]

Gaszen – The Wireless Petrol Meter

Remember those nights driving home on a long stretched road and realizing you’re running out of gas? With Gaszen you won’t have that problem because of the wireless device replacing the analog meter for your stationary tank. Its easy install and all you need is three minutes and you can start tracking your petrol levels on your smartphone.

Gaszen’s application is intelligent due to the analyzation of your average petrol consumption. Along with its intelligence you can also link all the meters across multiple locations or a whole business to your account by gaining all the information of where petrol is consumed. Gaszen can handle and link up to 100 meters all at once. Its such a power device, since you can access it from all over the world through the Internet. 

The information you gather from this clever app helps you optimise your petrol levels across properties or organisations.

Sales Force Europe Invests in Meetle, Geosocial Mobile App & Platform with Privacy Protection

FOR IMMEDIATE RELEASE: SEPTEMBER 27, 2017

Sales Force Europe Invests in Meetle, the First Geosocial Mobile App & Platform with Privacy Protection

Meetle is now available in the Apple App Store and Google Play

San Francisco, California: Sales Force Europe, the leader in on-demand sales team outsourcing in Europe, has invested in Meetle. Meetle is a smartphone app and platform that offers a geosocial networking service aimed at users of all ages and nationalities.

Meetle provides a new and easy way for people to meet each other, explore their environment and organize their social life complete with a messaging service, the ability to easily customize their characters and create events. Meetle quickly and easily displays contacts that happen to be close by. Meetle’s map and proximity-driven user interface is truly innovative and engaging. And fun!

Most notably, Meetle makes privacy a priority and never records your location history. In addition, other users will never know your exact location.

Rick Pizzoli, the president of Sales Force Europe stated: “As a company that operates internationally, we decided to invest in Meetle because their core values of data security and personal privacy align with our values. It is in alignment with our vision of helping SaaS companies scale quickly and effectively.”  

About Meetle GmbH:

Meetle GmbH was founded in Leipzig, Germany, in 2014 by Axel Augstein and Karl-Ludwig Wachler. To this day the Meetle team has grown up to 13 persons worldwide, including developers for Android and iOS, graphic designers and innovation assistants. Meetle develops geosocial smartphone apps with guaranteed data security for personal privacy.   

  • Intuitively Meetle enables people to meet spontaneously and provides a convenient way of keeping in touch
  • Meetle is the first geosocial mobile app that allows you to be social online, yet guarantees your privacy
  • Meetle is now available for free in Apple App Store and Google Play