Email a colleague    

August 2011

NEC Takes the Telecom Cloud from PowerPoint to Live Customers

NEC Takes the Telecom Cloud from PowerPoint to Live Customers

Always be suspicious of a technology where the number of PowerPoint presentations exceeds the number of live case studies.

But that’s been the case with telecom cloud computing for the past couple years.  The IT giants — IBM, Microsoft, and Amazon — are creating the buzz over cloud with their advertising dollars.  Unfortunately, those guys give us little detail on how they go to market.

But recently I sat down with Shinya Kukita, chief manager of International Sales at NEC, who gave me a refreshingly candid progress report on his firm’s success in the telecom cloud market.  NEC’s biggest cloud customer is Spain’s Telefonica, which has recently expanded its contract with NEC to cover Latin America, a potentially big market indeed.

Dan Baker: Kukita-san, congratulations on pioneering the cloud computing business in the telecom market.

Shinya Kukita: Thanks, Dan.  We’re proud of what we have accomplished so far, but I must explain that our Telefonica partnership in cloud computing is not a buyer/seller relationship at all.  Telefonica buys nothing from NEC.  Instead, each party (NEC and carrier) contributes something to the partnership and not all deals are exactly the same.

NEC typically offers our expertise, technologies, cloud platforms, and ISP recruitment and management skills to the table.  Conversely, the telecom usually brings its marketing, sales, and customer base to the relationship.

Telefonica serves about 20,000 small to medium enterprise customers, companies as large as 50 to 100 employees.  And we’re pleased to say our services base is growing nicely.  We are trying to repeat this same success with Telefonica in other regions, primarily in Southeast Asia and Latin America.

One of the biggest hurdles to face in cloud computing across a public network is security.  How did you overcome that?

Well, our carrier cloud implementation is a form of public cloud service, but is not an Internet-based cloud.  The Internet-based public cloud is good for consumers because it’s mostly free.  But in general, the enterprise needs to build its own cloud instead of accessing through the public cloud because of various limitations, security being a very big one.

Going forward, we feel service providers opportunities are excellent.  Generally, large enterprises will opt to build their own clouds.  But that still leaves a big gap for small-to-medium sized enterprises who will be underserved unless telecoms step in to help.

So our value proposition for telecom carriers is, “You already have a relationship with SMBs through your network service and it’s those same enterprises that are looking for somebody to become their cloud or IT service provider.  In short, telecoms are in a great position to bundle network and cloud services together.

How are those cloud services being billed to the end customer?

Actually, in the case of Telefonica, it’s billed as a fairly straightforward extension of the network service they sell to them.  It is typically a postpaid, monthly billed service.  The enterprise customers are already paying for broadband connectivity this way.  But we know that to expand this market into developing countries, we will need to deliver more flexible billing capabilities.

How do you sell your solution to carriers?  And are your cloud customers primarily your switch customers?

Frankly being a switching provider at a particular account helps a little, but not very much.  Telefonica is not a switch customer, for example.  Yes, many of our South Asia customers are switch customers, but still, this is an entirely new business concept for them.  Also, when we sell hardware, we interface to the purchasing department, but when we sell cloud including BSS and OSS, we need to go through the CTO or CIO.  So this is an entirely different situation.

As we prospect for likely customers, we go through a kind of the checklist.  First, we are eager to approach telecoms who are looking for new revenue sources.  If that requirement is met, we then try to convince them that cloud is a good revenue source.  Next we try to prove the point that SaaS is the good starting point.  Finally we ask them to choose NEC as their SaaS partner.

The IT shop at the carrier is another key influencer.  There are many scenarios here.  At one carrier, they just acquired another IT services company.  In another case, they are hiring the IT experts to build up the IT department.  At still another carrier they are trying to convert the internal IT organization to become a revenue-generating IT organization.  And at another telecom, they are trying to convert the telecom people to IT people.

So, depending on those variations, our strategy could be quite different.  Inevitably, one of the biggest challenges for us is to identify who the best counterpart is to sell this scenario to the telco.  That is the first challenge.

What do your SaaS applications look like?

When we offer SaaS (software as a service), these are really two groups of applications.  The first group comprises general applications for small-to-medium enterprise like billing, office apps, or training/collaboration.

The second group of applications is more industry specific for hospitality firms, education, healthcare, utilities and the public sector services.  Actually, one of NEC’s strengths is we have experience in vertical IT applications (non-cloud).  We feel that we can expand that experience to broad international markets and convert it into a cloud app.

In addition, there are dozens of specialized applications that can be provided as a cloud service: desktop communication, digital signage, physical security, retail solutions, transportation solutions and education solutions, to name a few.  But we recommend telecoms start with SaaS, then use the same platform through a common management layer to add verticals one after another.

What obstacles are you facing as you work with carriers?

One of the key difficulties is changing the mindset of the sales people in telecom.  The salespeople feel comfortable selling network, but it’s hard to change their mindset to selling IT either in addition to network or instead of network.  We sometimes feel they need to create some incentive programs.

Finally, I’m curious which market you see becoming hotter in cloud computing: developed countries or developing countries?

It is hard to say.  Developing countries with their very limited broadband connectivity may not be the best place to offer cloud computing.  On the other hand, we see great interest in cloud computing there.  The low penetration of PC or IT applications, in general, will help promote cloud computing there because you don’t have to invest in hardware assets.

In developed countries, they understand the benefits of cloud, but they have existing IT assets and it’s hard for them to switch from that to cloud computing.  And in many cases, the IT experts inside the enterprise will work against cloud computing to save their jobs.  In the developing countries, however, there is no IT expert in the enterprise.

This article first appeared in Billing and OSS World.

Copyright 2011 Black Swan Telecom Journal

 
Shinya Kukita

Shinya Kukita

Mr.  Shinya Kukita (ms-kukita@ct.jp.nec.com) is chief manager of International Sales and Operations Business Unit at NEC Corporation.  He received his B.E. degree in electrical engineering from Tokyo University in 1981.

Black Swan Solution Guides & Papers

cSwans of a Feather

  • Tokopedia, Indonesia’s E-Commerce King, Partners with 11 Million Merchants; Adopts Multi-Cloud to Drive Innovation interview with Warren Aw & Ryan de Melo — Indonesia’s Tokopedia, founded in 2009, has grown to become one of world’s leading e-commerce players.  Read about its success, technology direction, and multi-cloud connectivity adoption.
  • Senet’s Cloud & Shared Gateways Drive LoRaWAN IoT Adoption for Enterprise Businesses, Smart Cities & Telecoms interview with Bruce Chatterley — An IoT netowork pioneer explains how LoRaWAN tech fits in the larger IoT ecosystem.  He gives use case examples, describes deployment restraints/costs, and shows how partnering, gateway sharing, and flexible deployment options are stimulating growth.
  • Pure Play NFV: Lessons Learned from Masergy’s Virtual Deployment for a Global Enterprise interview with Prayson Pate — NFV is just getting off the ground, but one cloud provider to enterprises making a stir in virtual technology waters is Masergy.  Here are lessons learned from Masergy’s recent global deployment using a NFV pure play software approach.
  • Hadoop and M2M Meet Device and Network Management Systems interview with Eric Wegner — Telecom big-data in networks is more than customer experience managment: it’s also about M2M plus network and element management systems.  This interview discusses the explosion in machine-to-machine devices, the virtues and drawbacks of Hadoop, and the network impact of shrink-wrapped search.
  • NEC Takes the Telecom Cloud from PowerPoint to Live Customers interview with Shinya Kukita — In the cloud computing world, it’s a long road from technology success to telecom busness opportunity.  But this story about how NEC and Telefonica are partnering to offer cloud services to small and medium enterprises shows the experience of early cloud adoption.  Issues discussed in the article include: customer types, cloud application varieties, geographic region acceptance, and selling challenges.
  • Telco-in-a-Box: Are Telecoms Back in the B/OSS Business? interview with Jim Dunlap — Most telecoms have long since folded their merchant B/OSS software/services businesses.  But now Cycle30, a subsidiary of Alaskan operator GCI, is offering a order-to-cash managed service for other operators and utilities.  The article discusses the company’s unique business model and contrasts it with billing service bureau and licensed software approaches.

Related Articles

  • Tokopedia, Indonesia’s E-Commerce King, Partners with 11 Million Merchants; Adopts Multi-Cloud to Drive Innovation interview with Warren Aw & Ryan de Melo — Indonesia’s Tokopedia, founded in 2009, has grown to become one of world’s leading e-commerce players.  Read about its success, technology direction, and multi-cloud connectivity adoption.
  • Bridge Alliance: Knocking Down Regional & Mobile Connectivity Barriers so Connected Car Markets Get Rolling in Asia interview with Kwee Kchwee — The CEO of an Asian consortium of mobile operators explains how they  help simplify and harmonize their members‘ operations in support of multi-national corporations.  This integration is enabling two huge industries to come together in Asia: auto manufacturing and telco.
  • Epsilon’s Infiny NaaS Platform Brings Global Connection, Agility & Fast Provision for IoT, Clouds & Enterprises in Southeast Asia, China & Beyond interview with Warren Aw — Network as a Service, powered by Software Defined Networks, are a faster, more agile, and more partner-friendly way of making data global connections.  A leading NaaS provider explains the benefits for cloud apps, enterprise IT, and IoT.
  • PCCW Global: On Leveraging Global IoT Connectivity to Create Mission Critical Use Cases for Enterprises interview with Craig Price — A leading wholesale executive explains the business challenges of the current global IoT scene as it spans many spheres: technical, political, marketing, and enterprise customer value creation.
  • Senet’s Cloud & Shared Gateways Drive LoRaWAN IoT Adoption for Enterprise Businesses, Smart Cities & Telecoms interview with Bruce Chatterley — An IoT netowork pioneer explains how LoRaWAN tech fits in the larger IoT ecosystem.  He gives use case examples, describes deployment restraints/costs, and shows how partnering, gateway sharing, and flexible deployment options are stimulating growth.
  • ARM Data Center Software’s Cloud-Based Network Inventory Links Network, Operations, Billing, Sales & CRM to One Database interview with Joe McDermott & Frank McDermott — A firm offering a cloud-based network inventory system explains the virtues of: a single underlying database, flexible conversions, task-checking workflow, new software business models, views that identify stranded assets, and connecting to Microsoft’s cloud platform.
  • Pure Play NFV: Lessons Learned from Masergy’s Virtual Deployment for a Global Enterprise interview with Prayson Pate — NFV is just getting off the ground, but one cloud provider to enterprises making a stir in virtual technology waters is Masergy.  Here are lessons learned from Masergy’s recent global deployment using a NFV pure play software approach.
  • The Digital Enabler: A Charging, Self-Care & Marketing Platform at the Core of the Mobile Business interview with Jennifer Kyriakakis — The digital enabler is a central platform that ties together charging, self-care, and marketing.  The article explains why leading operators consider digital enablers pivotal to their digital strategies.
  • Delivering Service Assurance Excellence at a Reduced Operating Cost interview with Gregg Hara — The great diversity and complexity of today’s networks make service assurance a big challenge.  But advances in off-the-shelf software now permit the configuring and visualizing of services across multiple technologies on a modest operating budget.
  • Are Cloud-Based Call Centers the Next Hot Product for the SMB Market? interview with Doron Dovrat — Quality customer service can improve a company’s corporate identity and drive business growth.  But many SMBs are priced out of acquiring modern call center technology.  This article explains the benefits of affordable and flexible cloud-based call centers.
  • Flexing the OSS & Network to Support the Digital Ecosystem interview with Ken Dilbeck — The need for telecoms to support a broader digital ecosystem requires an enormous change to OSS infrastructures and the way networks are being managed.  This interview sheds light on these challenges.
  • Crossing the Rubicon: Is it Time for Tier Ones to Move to a Real-Time Analytics BSS? interview with Andy Tiller — Will tier one operators continue to maintain their quilt works of legacy and adjunct platforms — or will they radically transform their BSS architecture into a new  system designed to address the new telecom era?  An advocate for radical transformation discusses: real-time analytics, billing for enterprises, partnering mashups, and on-going transformation work at Telenor.
  • Paradigm Shift in OSS Software: Network Topology Views via Enterprise-Search interview with Benedict Enweani — Enterprise-search is a wildly successful technology on the web, yet its influence has not yet rippled to the IT main stream.  But now a large Middle Eastern operator has deployed a major service assurance application using enterprise-search.  The interview discusses this multi-dimensional topology solution and compares it to traditional network inventory.
  • The Multi-Vendor MPLS: Enabling Tier 2 and 3 Telecoms to Offer World-Class Networks to SMBs interview with Prabhu Ramachandran — MPLS is a networking technology that has caught fire in the last decade.  Yet the complexity of MPLS has relegated to being mostly a large carrier solution.  Now a developer of a multi-vendor MPLS solutions explains why the next wave of MPLS adoption will come from tier 2/3 carriers supporting SMB customers.
  • Enabling Telecoms & Utilities to Adapt to the Winds of Business Change interview with Kirill Rechter — Billing is in the midst of momentous change.  Its value is no longer just around delivering multi-play services or sophisticated rating.  In this article you’ll learn how a billing/CRM supplier has adapted to the times by offering deeper value around the larger business issues of its telecom and utility clients.
  • Driving Customer Care Results & Cost Savings from Big Data Facts interview with Brian Jurutka — Mobile broadband and today’s dizzying array of app and network technology present a big challenge to customer care.  In fact, care agents have a hard time staying one step ahead of customers who call to report problems.  But network analytics comes to the rescue with advanced mobile handset troubleshooting and an ability to put greater intelligence at the fingertips of highly trained reps.
  • Hadoop and M2M Meet Device and Network Management Systems interview with Eric Wegner — Telecom big-data in networks is more than customer experience managment: it’s also about M2M plus network and element management systems.  This interview discusses the explosion in machine-to-machine devices, the virtues and drawbacks of Hadoop, and the network impact of shrink-wrapped search.
  • The Data Center & Cloud Infrastructure Boom: Is Your Sales/Engineering Team Equipped to Win? by Dan Baker — The build-out of enterprise clouds and data centers is a golden opportunity for systems integrators, carriers, and cloud providers.  But the firms who win this business will have sales and engineering teams who can drive an effective and streamlined requirements-to-design-to-order process.  This white paper points to a solution — a collaborative solution designs system — and explains 8 key capabilities of an ideal platform.
  • Big Data: Is it Ready for Prime Time in Customer Experience Management? interview with Thomas Sutter — Customer experience management is one of the most challenging of OSS domains and some suppliers are touting “big data” solutions as the silver bullet for CEM upgrades and consolidation.  This interview challenges the readiness of big data soluions to tackle OSS issues and deliver the cost savings.  The article also provides advice on managing technology risks, software vendor partnering, and the strategies of different OSS suppliers.
  • Calculated Risk: The Race to Deliver the Next Generation of LTE Service Management interview with Edoardo Rizzi — LTE and the emerging heterogeneous networks are likely to shake up the service management and customer experience management worlds.  Learn about the many new network management challenges LTE presents, and how a small OSS software firm aims to beat the big established players to market with a bold new technology and strategy.
  • Decom Dilemma: Why Tearing Down Networks is Often Harder than Deploying Them interview with Dan Hays — For every new 4G LTE and IP-based infrastructure deployed, there typically a legacy network that’s been rendered obsolete and needs to be decommissioned.  This article takes you through the many complexities of network decom, such as facilities planning, site lease terminations, green-safe equipment disposal, and tax relief programs.
  • Migration Success or Migraine Headache: Why Upfront Planning is Key to Network Decom interview with Ron Angner — Shutting down old networks and migrating customers to new ones is among the most challenging activities a network operators does today.  This article provides advice on the many network issues surrounding migration and decommissioning.  Topics discussed include inventory reconciliation, LEC/CLEC coordination, and protection of customers in the midst of projects that require great program management skills.
  • Navigating the Telecom Solutions Wilderness: Advice from Some Veteran Mountaineers interview with Al Brisard — Telecom solutions vendors struggle mightily to position their solutions and figure out what to offer next in a market where there’s considerable product and service crossover.  In this article, a veteran order management specialist firm lays out its strategy for mixing deep-bench functional expertise with process consulting, analytics, and custom API development.
  • Will Telecoms Sink Under the Weight of their Bloated and Out-of-Control Product Stacks? interview with Simon Muderack — Telecoms pay daily for their lack of product integration as they constantly reinvent product wheels, lose customer intelligence, and waste time/money.  This article makes the case of an enterprise product catalog.  Drawing on central catalog cases at a few Tier 1 operators, the article explains the benefits: reducing billing and provisioning costs, promoting product reuse, and smoothing operations.
  • Virtual Operator Life: Enabling Multi-Level Resellers Through an Active Product Catalog interview with Rob Hill — The value of product distribution via virtual operators is immense.  They enable a carrier to sell to markets it cannot profitably serve directly.  Yet the need for greater reseller flexibility in the bundling and pricing of increasingly complex IP and cloud services is now a major channel barrier.  This article explains what’s behind an innovative product catalog solution that doubles as a service creation environment for resellers in multiple tiers.
  • Telecom Blocking & Tackling: Executing the Fundamentals of the Order-to-Bill Process interview with Ron Angner — Just as football teams need to be good at the basics of blocking and tackling, telecoms need to excel at their own fundamental skillset: the order-to-cash process.  In this article, a leading consulting firm explains its methodology for taking operators on the path towards order-to-cash excellence.  Issues discussed include: provisioning intervals; standardization and simplicity; the transition from legacy to improved process; and the major role that industry metrics play.
  • Wireline Act IV, Scene II: Packaging Network & SaaS Services Together to Serve SMBs by John Frame — As revenue from telephony services has steadily declined, fixed network operators have scrambled to support VoIP, enhanced IP services, and now cloud applications.  This shift has also brought challenges to the provisioning software vendors who support the operators.  In this interview, a leading supplier explains how it’s transforming from plain ol‘ OSS software provider to packager of on-net and SaaS solutions from an array of third party cloud providers.
  • Telecom Merger Juggling Act: How to Convert the Back Office and Keep Customers and Investors Happy at the Same Time interview with Curtis Mills — Billing and OSS conversions as the result of a merger are a risky activity as evidenced by famous cases at Fairpoint and Hawaiian Telcom.  This article offers advice on how to head off problems by monitoring key operations checkpoints, asking the right questions, and leading with a proven conversion methodology.
  • Is Order Management a Provisioning System or Your Best Salesperson? by John Konczal — Order management as a differentiator is a very new concept to many CSP people, but it’s become a very real sales booster in many industries.  Using electronics retailer BestBuy as an example, the article points to several innovations that can — and are — being applied by CSPs today.  The article concludes with 8 key questions an operator should ask to measure advanced order management progress.
  • NEC Takes the Telecom Cloud from PowerPoint to Live Customers interview with Shinya Kukita — In the cloud computing world, it’s a long road from technology success to telecom busness opportunity.  But this story about how NEC and Telefonica are partnering to offer cloud services to small and medium enterprises shows the experience of early cloud adoption.  Issues discussed in the article include: customer types, cloud application varieties, geographic region acceptance, and selling challenges.
  • Billing As Enabler for the Next Killer Business Model interview with Scott Swartz — Facebook, cloud services, and Google Ads are examples of innovative business models that demand unique or non-standard billing techniques.  The article shows how flexible, change-on-the-fly, and metadata-driven billing architectures are enabling CSPs to offer truly ground breaking services.
  • Real-Time Provisioning of SIM Cards: A Boon to GSM Operators interview with Simo Isomaki — Software-controlled SIM card configuration is revolutionizing the activation of GSM phones.  The article explains how dynamic SIM management decouples the selection of numbers/services and delivers new opportunities to market during the customer acquisition and intial provisoining phase.
  • A Cynic Converted: IN/Prepaid Platforms Are Now Pretty Cool interview with Grant Lenahan — Service delivery platforms born in the IN era are often painted as inflexible and expensive to maintain.  Learn how modern SDPs with protocol mediation, high availability, and flexible Service Creation Environments are delivering value for operators such as Brazil’s Oi.
  • Achieving Revenue Maximization in the Telecom Contact Center interview with Robert Lamb — Optimizing the contact center offers one of the greatest returns on investment for a CSP.  The director of AT&T’s contact center services business explains how telecoms can strike an “artful balance” between contact center investment and cost savings.  The discussion draws from AT&T’s consulting with world class customers like Ford, Dell, Discover Financial, DISH Network, and General Motors.
  • Mobile Broadband: The Customer Service Assurance Challenge interview with Michele Campriani — iPhone and Android traffic is surging but operators struggle with network congestion and dropping ARPUs.  The answer?  Direct  resources and service quality measures to ensure VIPs are indeed getting the quality they expect.  Using real-life examples that cut to the chase of technical complexities, this article explains the chief causes of service quality degradation and describes efficient ways to deal with the problem.
  • Telco-in-a-Box: Are Telecoms Back in the B/OSS Business? interview with Jim Dunlap — Most telecoms have long since folded their merchant B/OSS software/services businesses.  But now Cycle30, a subsidiary of Alaskan operator GCI, is offering a order-to-cash managed service for other operators and utilities.  The article discusses the company’s unique business model and contrasts it with billing service bureau and licensed software approaches.
  • Bricks, Mortar & Well-Trained Reps Make a Comeback in Customer Management interview with Scott Kohlman — Greater industry competition, service complexity, and employee turnover have raised the bar in the customer support.  Indeed, complex services are putting an emphasis on quality care interactions in the store, on the web, and through the call center.  In this article you’ll learn about innovations in CRM, multi-tabbed agent portals,  call center agent training, customer treatment philosophies, and the impact of  self-service.
  • 21st Century Order Management: The Cross-Channel Sales Conversation by John Konczal — Selling a mobile service is generally not a one-and-done transaction.  It often involves several interactions — across the web, call center, store, and even kiosks.  This article explains the power of a “cross-channel hub” which sits above all sales channels, interacts with them all, and allows a CSP to keep the sales conversation moving forward seamlessly.
  • Building a B/OSS Business Through Common Sense Customer Service by David West — Delivering customer service excellence doesn‘t require mastering some secret technique.  The premise of this article is that plain dealing with customers and employees is all that’s needed for a winning formula.  The argument is spelling out in a simple 4 step methodology along with some practical examples.