In this video, Angus Ward, CEO, Digital Platform Solutions, discusses current drivers of growth, how they have transformed as the world has evolved digitally, and how CSPs can take advantage of and capitalize on the B2B revenue opportunity. 

Watch the full video below.


Video overview

We are talking about three drivers of growth.

The first one is with enterprises who want to start buying all the products and services, all the IT they consume off the cloud. People want to pay as you go, they want economies of scale, they want the simplicity and the reduction of risk.

The second driver is that large enterprises have to digitally transform themselves – and that means they need to digitalize their operating model.

The third driver, is if you look at the history here, back in the 1990s it was all about systems of record, big ERP systems, leaning out processes and process optimization. Then it moved to things like systems of engagement, how to get better at engaging with customers, partners and suppliers.

Where we are now is around systems of intelligence, machine learning, deep learning, the algorithms and how to really use data to improve personalization and to really understand the problems and needs of customers and deliver perfect solutions.

And what companies need to do, if that’s the frontier of where value is being created, is to move their products and services forward because that’s where customer expectations are. And it’s a fantastic opportunity for large communication service providers to create products and services which embed those new sources of value and to provide their clients with things like A1, IoT and of course 5G, which will be a huge new source of value.

Why now?

A lot of CSPs are now focusing on the 5G investment, and they are also really challenged by revenue growth. So the opportunity is to look afresh at how to grow revenue: What’s the new business model? What’s the paradigm shift to really take advantage of that opportunity in enterprise?

A lot of CSPs have been hugely focused on their consumer business; they’ve been transforming customer experience; they’ve been putting new systems and technology in; and they haven’t really focused on the enterprise market.

But if you look forward to things like 5G and IoT, that’s where the real growth is. So rather than taking in say 5% of each use case like you are today, which happened in the 2G, 3G, 4G era, we’re talking about taking 30 or 40% of the revenue from each use case because you are actually orchestrating your partner ecosystem through a platform and playing a dominant role in that use case.

How can BearingPoint//Beyond help?

You take that long list of ideas you’ve got, shortlist them, work out which ones you want to prototype and then with partners, rapidly experiment and trial.

We’re not asking for a large amount of cash or an upfront business case that’s taken months to write. We’re talking about a small amount of cash to get that first service, that first minimal viable product (MVP) in front of a customer – start to validate the idea – see what the customer likes, how they want to consume it, the pricing, how that business model takes shape… and then iterate from there in terms of regular customer feedback.

With the SaaS pay-as-you-grow model, it’s only as you scale, due to success in the marketplace, that you actually start to invest money. The old model is to invest up front, but what we are doing is pushing that forward using a platform to take ideas and rapidly move from concept to experiment to actual results in a very short period of time.

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