Normal - m2m Telefónica

Report
Telefónica - M2M Global
Operator – Strategy of
Alliances
Telefónica Digital | Global M2M
June 2013
m2m
Index
01
Introduction
01
02
Creation of the M2M Ecosystem. Strategy
02
03
Conclusions. Main Messages.
03
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01
Introduction
Creating an eco-system of Partners
Due to the fragmentation of the M2M
Value Chain, development of end-toend best in class solutions implies to
work with Partners.
Industry and market dynamics limit any
one service provider’s ability to drive
significant change by “going it alone”.
Some programs and tools must be
put in place to make this process
easier in creating a rich ecosystem
of valuable partners.
m2m Partner Eco-system
“Strategy” aiming at bringing together the world class M2M players
along the value chain to rapidly create applications and services
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02
Creation of the M2M Ecosystem. Strategy
Creation of Eco-System – Objectives
Fostering alliances with other operators aiming at:
•
Achieving synergies,
•
Reducing costs,
•
Gaining a better footprint and roaming capabilities,
•
Building a universal solution for global customers.
1
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Bilateral
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Multilateral
Alliance
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…and with the best bilateral alliances for M2M
… bilateral agreements with a number of worldwide carriers
 Nature:
o
Full partnership: Sales + Product + Technical
 Objectives
o Increase Incomes: Increase Sales + New Wholesale Revenues
o Reduce costs: Roaming + Economies of Scale
 Scope
o Collaboration in Marketing and Commercial,
o M2M Horizontal & Vertical Solutions,
o Technology and Procurement
o Focus on services for Transnational customers, mainly MNCs - via Roaming or local lines.
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Bilateral Alliances – Coverage.
Global Coverage
Norway
Sweden
Denmark
Hungary
Serbia
Turkey
Montenegro
China
Pakistan
Bangladesh
Libya Egypt
Saudi Arabia India
Niger
Thailand
Philippines
Sudan
Nigeria
Malaysia
Sri Lanka
Benin, Gabon,
Singapore
Togo, Ivory Coast
Tanzania
Indonesia
UAE
Sunrise
Telenor
SingTel
China Unicom
Etisalat
Telefónica
Avea
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India: Etisalat, SingTel, Telenor
Pakistan: Etisalat, SingTel, Telenor
Indonesia: Etisalat, SingTel.
Bangladesh: SingTel, Telenor
Thailand: SingTel, Telenor
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.. and leading a M2M Alliance with significant telecom operators all over
the world
The Mission of the Alliance is to enable a global, unique seamless solution for the provision
of communications to multinational customers requiring M2M device connectivity.
Guiding Principles:
•
Focus on creating an M2M ecosystem & global multi-operator products
•
Open to new members to fill the geographic gaps
•
Currently, Jasper Wireless Control Center Platform usage
•
M2M Solutions: Unique customer interface (Jasper Wireless) and unique SIM (subscription
update).
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M2M Global Customer Requirements

Global solution: The agreements enable joint commercial efforts to look for a global solution based proposition.
This is particularly important for M2M opportunities that require multiple services over large geographical areas:
It's about Communication but also about Operations
Requirements
Solution
• one portal
• Permanent roaming solution
• a unique SIM
• Multioperator solution with local
• a common APN
subscriptions
• a single VPN
• a joint customer service
• Unique/several invoicing
It´s mandatory the collaboration
between operators!
• Local /lowest prices
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Value Proposition for Customers
Improving business
Unique SIM, a uniform web interface and centralized management of status
•
Connectivity for a large geography
•
Easy regulation compliance
•
Cost of connectivity.- Using the SIM profile of a local operator avoids roaming costs, helping to
keep services that use high volumes of data affordable for customers.
•
Controlling costs and predicting costs.
•
Logistics and simple SIM procurement.- Regardless from which Alliance member the M2M World
Alliance SIM was procured, installed in an embedded mobile device it is ready to work in each
M2M World Alliance
•
Global and Regional Support.
•
Unified billing and invoicing process. Capability to adapt the billing/invoicing to customer
requirements.
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M2M Multi-operator Alliance Footprint
Global Coverage
Ireland
Slovakia
Belgium
UK
Germany
Russia
Canada
Czech R.
The Netherlands
Spain
México
Puerto Rico
Costa Rica
El Salvador
Panamá
Nicaragua
Colombia
Ecuador
Peru
Venezuela
Guatemala
Ukraine
Georgia
Armenia
Uzbekistan
Kyrgyzstan
Tajikistan
Italy
UAE
Myanmar
Japan
Cambodia
Algeria Libya Egypt KSA Afghanistan
Laos
PakistanIndia
Sudan
Niger,
Bangladesh Thailand Philippines
Nigeria
Central African R.
Brazil
Benin, Gabon, Ivory
Coast, Togo
Tanzania
Zimbabwe
Burundi
Chile
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Kazakhstan
Sri Lanka
Singapore
Indonesia
Australia
Uruguay
Argentina
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New
Zealand
Unified View of the Control Center
Control Center
Top Layer (Control Center)
… a unified view of the Control Center will be offered to the Customer
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…A Subscription Management System will be implemented
“Over The Air” Subscription Manager*
Global SIM.- with provision subscription
* Subscription Manager or Federation of
Subscription Managers
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03
Conclusions. Main Messages.
M2M – Conclusions
 Telefónica is developing and sound
policy of partnerships.
Partnership with: Avea, China Unicom, Etisalat,
KPN, NTT Docomo, Rogers, SingTel, Sunrise,
Telenor, Telstra, Vimpelcom,
 This policy will allow extending the
coverage to serve MNC customer
requiring worldwide coverage.
That promotes a global broad-based approach to go
for international bids.
 Telefónica is a driving force to push
the alliance of the eight operators.
A solution of eUICC/OTA provisioning within the
global alliance with eight operators under
development.
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What the market said
• “The seven mobile operators across the world using the same M2M platform will automatically benefit from a
degree of interoperability that makes it easier for enterprise customers to expand into new markets.”
(telecoms.com – News and Analysts)
• “The operators has big names with a vast geographic reach. It includes carriers from completely different regions
of the world” (telecoms.com – News and Analysts)
• “The Alliance opens doors to global bids. The main thing is to develop a single solution to meet the requirements
of multinationals.” (Ovum).
• “It is hoped that the alliance will stimulate the growth of M2M solutions, and lead to a reduction in operational
costs.” (Ovum).
• “Operator M2M alliance could solve fragmentation in ecosystem” (Fierce Wireless Europe – citing Analysts).
• “Along with greater collaboration between vendors and operators, such efforts would help to remove a barrier to
the wider adoption of M2M services.” (Telecom Engine – M2M )
• “Incorporation of Etisalat. Because the global M2M market is defined by partnerships and the combination of core
competencies an operator can bring to its M2M technology, being able to offer a single SIM for M2M will be
attractive to enterprises looking to deploy a single M2M application in different markets worldwide”. (telecom.com
– News and Analysts).
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What the market said
"A significant advantage of this partnership, however, is addressing roaming
challenges, especially in M2M industries such as automotive and logistics applications
(e.g. regional and international logistics track & trace applications,.. The partners will
also benefit for scale arguments when negotiating M2M devices, modules, API
standardisation and M2M platform roadmap development. Moreover, these M2M telcos
will differentiate themselves from other M2M service providers. “
“The alliance will now need to work hard to use its single worldwide SIM to both
educate the enterprise market on the potential uses of M2M, as well as to use it as a
platform to differentiate from other operators’ M2M offerings”; “It will be interesting to
see how an alliance of operators with something approaching global reach – although
the key markets of the US and China are still absent from its footprint – will be able to
take market share from rivals with its single SIM approach in the growing M2M market”
“Alliance members are using the Mobile World Congress to highlight its progress so far.
The telcos are demonstrating SIM management capabilities and over-the-air
subscription updates on tablets during the show, which the alliance states are key
elements for manufacturers of mass-market connected devices.”
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Frost&Sullivans
Informa Telecoms
TelecomAsia
m2m
m2m of Telefónica
“We are here, and we will remain here”
Welcome to the m2m world of Telefónica
Welcome to a better world
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