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IM Sales Enablement

The Now Factory. IM Sales Enablement. Value Accelerators on a Best In Class Platform Video Introduction & Fit Product Overview Our Stakeholders & Value Proposition Signposts that our Product is Required Resources to Support You.

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IM Sales Enablement

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  1. The Now Factory IM Sales Enablement

  2. Value Accelerators on a Best In Class Platform Video Introduction & Fit Product Overview Our Stakeholders & Value Proposition Signposts that our Product is Required Resources to Support You

  3. Why IBM and TNF? Unique Combination of Platform capability with Out of the Box Applications Delivering Accelerated Value The Now Factory Use cases targeted on business value and stakeholders Vantage Multi-dimensional Analytics Smartworks Netezza / BigInsights Datastore Sourceworks Customer centric Data Collection Smartworks Streams Orchestratation Watson foundation Big data & Analytics platform Pre-integrated value accelerator with faster time to value Fast Structured data (Netezza) In Flight triggered data (Streams) Unstructured Patterns and discovery (Big Insights) Predictive models and patterns (SPSS) Personalisedtargetted campaigns (Unica)

  4. Product Video Vantage Multi-dimensional Analytics Smartworks Netezza / BigInsights Datastore Sourceworks Customer centric Data Collection Smartworks Streams Orchestratation What IS that Productized Stack

  5. Value Delivered Across the Business

  6. Value Accelerators – A key stone in an analytics foundation The Now Factory Value Accelerator stack Vantage Multi-dimensional Analytics Analytic Platform • Meeting specific telco needs • Faster time to value • Lower integration costs • Higher product margins • A Key Stone in the Watson Foundations Smartworks Netezza / BigInsightsDatastore Sourceworks Customer centric Data Collection Smartworks Streams Orchestratation Productised Value Mobile Network

  7. The Now Factory: Integrated Value - Plug and Play The Now Factory Value Accelerator stack IBM Watson Foundations Big data & Analytics platform Customer- facing systems Actionable insight Vantage Multi-dimensional Analytics Analytic Platform 1 6 6 Smartworks Netezza / Big Insights Datastore Streaming data Policy changes Continuous feed sources Sourceworks Customer centric Data Collection Stream Processing Smartworks Streams Orchestratation Network- facing systems Predictive model deployment (Probe, network events, location, CDR, XDR,..) Feedback 2 Predictive Analytics Historical analysis data Data Governance Feedback • Demographics • Segmentation • Location • Past Actions • Propensity • Scores • Behaviors 5 Data Repositories 3 Data Integration Big data analytics Warehouse (structured/unstructured) Analytics Visualization Reference data (Application and usage data, customer data, external [social, third party]...) Summaries Drill-downs ETL / ELT 4 Discovery Mobile Network IBM Information Integration & Governance (IIG)

  8. Q1 14 Q2 14 Q4 14 Efficient Operations New Services & Revenues Smarter Networks Engaged Customers Drivers Network Troubleshooting Network Troubleshooting Customer Care Customer Care CEM CEM Service Assurance Service Assurance Location Based Services Location Based Services Real-time Marketing Real-time Marketing Network Planning Network Planning Customer Behaviour Analysis Customer Behaviour Analysis Campaign Design Campaign Design Customer Value Management Customer Value Management Use Cases Visualisation Operational GUI COGNOS Unica Application Structured Data Store Real-Time Analytics Unstructured Data Store UMTS & LTE UMTS & LTE Analytics Netezza Big Insights Streams UMTS & LTE Mediation Adaptation Mediation Streams Mediation UMTS & LTE Sourceworks Data Sources Mobile NW BSS Sources Network & OSS Sources Customer Voice

  9. Customer Journey #1 Mixed delivery models combine platform with OOTB value Create and deliver smarter services Transform operations Build smarter networks Personalize customer engagements Mixed delivery model: platform flexibility + Vertical Value More Vertical Value Slices Vertical Value Slices Partners Projects Additional Horizontal Capability Additional Horizontal Capability Horizontal Platform Capability 3 1 1 4 2 IBM Partner Vantage CM & SM for LTE Vantage CM & SM for UMTS SPSS + Unica

  10. Customer Journey #2 Mixed delivery models combine platform with OOTB value Create and deliver smarter services Transform operations Build smarter networks Personalize customer engagements Mixed delivery model: platform flexibility + Vertical Value More Vertical Value Slices More Vertical Value Slices Projects Additional Horizontal Capability Additional Horizontal Capability Horizontal Platform Capability Deployed/Offered 3 1 4 2 IBM Partner Network Analyzer & VoLTE Slice of AAP e.g. Netezza Vantage CM

  11. Product Overview Vantage Multi-dimensional Analytics Smartworks Netezza / BigInsights Datastore Sourceworks Customer centric Data Collection Smartworks Streams Orchestratation Resist the Urge to Pigeon Hole!!

  12. The Knowledge Value Chain Solutions Vantage Multi-dimensional Analytics Smartworks Datastore Sourceworks Customer centric Data Collection Smartworks Orchestratation

  13. Sourceworks: Hardware Accelerated Analytics • Customer correlation in-flight and per user feeds • OTT App categorization & pattern signature recognition • Real-time access to events • Service specific analytics Sourceworks Customer centric Data Collection

  14. Smartworks: Immediate insight Application Access • Multi-dimensional data sets created to provide real time insight • Distributed orchestration, mediation, aggregation and enrichment • New Behavioral and experience metrics created Smartworks Datastore Smartworks Orchestratation Multi-dimensional data sets Mediation Cluster Processing blades Med 1 Med 2 Med 3 Data sources

  15. Applications: Out of the box value • Vantage Suite of Stakeholder orientated work flows and use cases built-in • Smartfeeds to higher order analytics • Drill down and drill up from packets to people and back Vantage Multi-dimensional Analytics

  16. Basic Info: Customer Male Demographics: 29 Years old High Spender

  17. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan

  18. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Facebook

  19. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Facebook Usage Profile: You Tube Experience Poor - Throughput poor

  20. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Facebook Usage Profile: You Tube Experience Poor - Throughput poor Gaming Experience Good - Latency Excellent

  21. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Facebook Usage Profile: You Tube Experience Poor - Throughput poor Gaming Experience Good - Latency Excellent Location - Problem Cell John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Usage Profile: You Tube Experience Poor - Throughput poor Location - Problem Cell

  22. John Cooke Basic Info: Customer Male Demographics: 29 Years old High Spender Interests: Football Fan Facebook Usage Profile: You Tube Experience Poor - Throughput poor Gaming Experience Good - Latency Excellent Location - Problem Cell We gather detailed Customer Experience and Usage Data

  23. Stakeholder Value Propositions

  24. Value Delivered Across the Business

  25. Stakeholder: Network Operations How do we help?

  26. Delivering Value to: Network Operations • Delivers significant operational efficiencies by enabling faster and more intelligent troubleshooting. • Enables smarter prioritisation of effort by giving full visibility of customer impact of network issues. • Reduces operational costs by combining the value of multiple systems in a single system. Real Use Case: Smarter Triage of Alarms Integration of customer and network data in a single system is enabling The Now Factory’s customers to prioritise network alarms by number of customers impacted rather than by network errors.

  27. Stakeholder: Network Planning How do we help?

  28. Delivering Value to: Network Planning • Provides baseline for data volumes and throughput in the network for both 3G and 4G network technologies • Monitor and track traffic-growth drivers – devices, apps and customer segments. • Enable before-and-after analysis for network capacity upgrades. Real Use Case: Back-Haul Investment Using Vantage, a customer was able to identify Cells where throughput was flat-lining at the top-end of the throughput scale – further analysis showed backhaul constraints were limiting max achievable throughput in the cells. The customer used this information to justify investment in backhaul capacity – and used Vantage to show the improvement in achievable throughputs in the cells afterwards

  29. Stakeholder: Customer Care How do we help?

  30. Delivering Value to: Customer Care • Delivers better customer engagement by providing immediate context of customer issues to care agents. • Delivers reduced costs and happier customers by enabling faster resolution of customer issues. • Provide operational efficiencies by reducing the number of costly unnecessary escalations to higher layer support. Real Use Case: Reducing Complexity for Care Agents Our solution is in used by 3000 care agents at a large UK CSP. The system provides the agents with fast insight into customers’ web and video experience, by reducing complex network measurements into a simple score.

  31. Stakeholder: Corporate Care How do we help?

  32. Corporate Management Teams • Provides visibility of the experience of each corporate account – in near realtime • Allows CSPs to differentiate themselves from competitors in winning new accounts, and account retention. • Allows CSPs to keep on top of issues affecting key corporates and to better engage and manage these accounts. Real Use Case: Device problems Key Corporate reported serious issues with their data service. Using Vantage the CSP was able to localise the issue to individuals with a specific handset model – root cause of problem identified within the day – Result: Happy Customer

  33. Stakeholder: Marketing How do we help?

  34. Delivering Value to: Marketing • Improves NPS and Customer Satisfaction by providing deeper insight into the drivers of those KPIs. • Delivers better customer engagement and successful campaigns by enabling better segmentation of the customer base based on data services behaviour • Enables design of successful new services through immediate insight into internet trends and drivers of customer behaviour. Real Use Case: Better Targeting Our solution has delivered fourfold improvements on normal campaign success rates by using application usage patterns to better target customers. A tariff campaign using this approach achieved a 400% better conversion rate.

  35. Signposts

  36. Signposts • Customer Experience • Service Management • Network Monitoring • Customer Care • Advanced Network Planning • LTE • Internet Service Monitoring • Customer Profiling • Throughput • Over The Top app analysis • Data Monetisation • Customer Insights • Targetted Marketing • Corporate Account Management

  37. Resources to Help You

  38. Resources

  39. Sales Leadership Team Contact Details on the TNF Community – email, number of each person Over 50 people in the Sales Team to support you

  40. People Aengus Wright Keith Curran Emmanuel Doubinsky Ken Jackson Brian Searl Olivier Guibert

  41. Collateral • The Now Factory Community Link on Connections – w3 • Any problems contact: Fiona.phillips@ie.ibm.com • COMING SOON: • Big Data and Analytics Community • IMAZ – working with ICONS to create a Sales Kit • Telco Industry enablement through Info Mgmt Sales • Bluewash workstream of Collateral • Link to The Now Factory Community is: • https://w3-connections.ibm.com/communities/service/html/communityview?communityUuid=2f1afaf5-ddeb-4ae6-8b61-35b8d16bfe71#fullpageWidgetId=Wba61abfa32f6_462d_b5f0_0320324075ad&section=folders

  42. Demos • Live & Complete Product Demo • Laptop Based • Hosted in TNF Offices • Hosted in TSL La Gaude for MWC • Arranged through TNF Sales Team • 3 Stakeholder Videos • Vantage for Customer Care: Service and Customer Manager • Vantage for Network Operations: Network Analyzer • Vantage for Marketing • Available from Collateral Repository

  43. RAPPID Trial Extremely Powerful Sales Tool to CLOSE deals Show the Customer NEW insight into the customer’s usage & experience of a subset of their network in 3 weeks Full Product Capability in one appliance Available through the TNF Sales Team for well-qualified opportunities (not for qualifying – for closing) Final Presentation Workshop 3 Weeks

  44. Communication to Sales • Inside Channel • Bi-Weekly Webex to Sales • Product Roadmap Updates • Use Cases from POC’s • Sales Tools Launch • Monthly Bulletins • Email to Sales listing and links to • New/updated Product Collateral • New/updated Use Cases this month • Updated Use Cases • To Participate • Contact Fiona.Phillips@ie.ibm.com

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