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Beginner’s Guide to Subscriptions

Beginner’s Guide to Subscriptions

A lot of subscription businesses do not reach their full potential because they do not get the basics right. Before adopting advanced growth strategies, it is important to know what it takes to build a subscription business from the ground up. These subscription basics help businesses lay a solid foundation for their growth and avoid the common pitfalls made by new players in the space. 

The ‘Beginner’s Guide’ e-book is specifically designed to help companies build their own successful subscription businesses. This e-book offers a primer on subscriptions, the different pricing models, the key business…

Internet of Things: Business Models and Monetisation

Internet of Things: Business Models and Monetisation

The Internet of Things (IoT) is creating an exciting new ecosystem for companies to disrupt existing markets, create new monetisation opportunities and rewrite the rules of the game. The key to monetising IoT, however, lies in quickly identifying the right layer for your business to operate within the IoT value chain and selecting the business model which can deliver a compelling value proposition to your customers. In order to reap the benefits of IoT, businesses also need to embrace digital transformation, invest in new support systems capabilities and comply with newer standards.

This white paper discusses the advance of the Internet of Things and offers a framework to approach the monetisation of IoT. We explore the current state of the IoT market and factors that are driving adoption along with the opportunities and…

GDPR: Threat or Opportunity?

GDPR: Threat or Opportunity?

The General Data Protection Regulation (GDPR), which will come into effect 25th May 2018 onwards, is among the most robust data protection regulations the European Union has seen in two decades. GDPR not only covers businesses within the EU, but also those that have business interests in the region, even if they are based outside the EU. In that sense, it is a truly global legislation that aims to impose strict standards for data privacy and implement a uniform data protection regime for all customers within the EU.

This law comes at a time when there is growing uncertainty with cyber security and privacy, even as newer risks come to the fore with the advent of technologies such as the Internet of Things (IoT), Blockchain and Artificial Intelligence (AI)…

BSS & OSS Modernisation: Linchpin of Telco Digital Transformation

BSS & OSS Modernisation: Linchpin of Telco Digital Transformation

The advent of the digital economy has placed new demands on Communications Services Providers (CSPs) and the current breed of BSS/OSS systems are simply unable to cope with these demands. CSPs have to contend with legacy systems that are unable to integrate efficiently with new applications, resulting in a tangled web of disparate operational systems and processes. CSPs need to quickly reimagine the ways they operate and engage with their customers to succeed within this new paradigm.

Telcos have to reposition themselves as Digital Services Providers (DSPs) and distance themselves from the proverbial ‘dumb pipes’ mindset. Digital Transformation is essentially about modernising business processes and systems to…

Cloud BSS: The migration begins

Cloud BSS: The migration begins

Digital Transformation is fast becoming a key strategic objective for many Communications Service Providers (CSPs). Moving BSS to the cloud is an important aspect of this transformation. However, many CSPs do not have a strategic roadmap to migrate their BSS to the cloud and very often the key drivers for cloud adoption are purely commercial objectives. While CSPs understand that moving to the cloud makes perfect business sense, the reason for this passive approach stems from privacy and security concerns, internal resistance to change and a perceived immaturity of cloud technologies, among other concerns. As more CSPs offer cloud services to their customers and see demonstrable benefits, many expect the cloud BSS adoption levels (currently <10%) to dramatically increase by 2020. 

Going forward, the outlook is positive for cloud BSS because of key commercial and strategic benefits that it brings for CSPs. It allows these businesses to explore new commercial models that enable them to operate more efficiently. Cloud BSS…

Customer Engagement Made Easy - Why Flexible Pricing is the Bedrock of Subscription Success

Customer Engagement Made Easy - Why Flexible Pricing is the Bedrock of Subscription Success

Subscription services are becoming increasingly popular as businesses strive for predictable recurring revenue streams to drive customer engagement. But, as these service provider offerings mature and competition increases, so too does the need for businesses to differentiate through innovative pricing and product packaging.

Business customers, in particular, will typically want to negotiate a better price for any solution or service they are consuming and will invariably look for these to be tailored to their needs in some way. So, understanding its customer segments, and having a flexible way of pricing products and services, is crucial for any organisation in being able to effectively address its customers’ needs.

It’s all about offering customers flexibility – different kinds of business will benefit from different pricing models, and what works for a consumer video service probably won’t be suitable for an enterprise software…

SaaS-Based Billing Accelerates the X-as-a-Service Future for Enterprise

SaaS-Based Billing Accelerates the X-as-a-Service Future for Enterprise

Taking a cue from the communications marketplace concerning customer touch and service personalization, businesses in every industry are improving the experience of their customers. They are doing this by placing mobility services into existing product lines, and by offering what were once considered “products” as subscription-based services. While the former remains an essential element of the long-term evolution strategy for most companies, it is the latter - products delivered as subscription-based services - that are making headlines.

Within the transportation industry, for example, the traditional automobile purchase has evolved to leasing plans, car rentals, and most recently, Transportation-as-a-Service (TaaS) - an on-demand, by-the-minute service, for meeting short…

Cloud Billing - Enabling Innovation and Revenue Growth

Cloud Billing - Enabling Innovation and Revenue Growth

The subscription business model is going from strength to strength as companies evolve from selling products to becoming ‘as-as-service’ providers. It is a process that has the potential to transform your entire organisation - whether you are an established company looking to rapidly launch new services or solutions, or a new start-up, eager to develop an agile and flexible customer engagement strategy. 

But moving to a subscriptions-based model can also bring challenges, and no matter how creative and innovative your business is, you can find yourself held back by a seemingly straightforward back office process - your billing. 

The Rise of Cloud Billing

The Rise of Cloud Billing

Driver of Business Agility in the New Service-based Economy 

A recent survey run by Cerillion, polling the views of more than 200 senior IT professionals in the UK across a broad range of industry verticals revealed that more than half of all businesses today (53%) are still using either an in-house-developed system or manual processes to bill their customers. 

At the same time, the results highlighted a clear shift in the way products and services are sold: away from traditional one-off product sales towards a more flexible pricing model based on subscriptions and usage. This shift was highlighted…

Optimising the customer experience for SMARTs

Optimising the customer experience for SMARTs

The goal of this Telesperience research programme was to discover how small, medium-sized and rising telcos (SMARTs) felt about the customer experience they provided, as well as to provide a snapshot of their goals, expectations and current strategies. In this datasheet we present the findings from this research, including unique insights into the role the customer experience plays in the competitive strategies of SMARTs.

Key findings from this research include:

  • - SMARTs see the customer experience as being critical to their business, rating its importance as 8.0 on a 1-10 scale (with 10 being critical). However, they expect its importance to be…