BSS Applications Managed Services for CSPs

BSS Applications Managed Services for CSPs

Publication Date: 10 Mar 2016 | Product code: IT0012-000154

Adaora Okeleke


Summary

CatalystThe software-driven infrastructure and operations of communications service providers (CSPs) means

that the network and IT domains cannot remain as separate entities within the CSPs' operating model.

The lines between networks, support systems, and service enablement are blurred, and consequently

there is a wide variety of vendors – network equipment providers, consultancies, SIs, and IT players –

that are increasingly active in the managed services space. This report revisits our research from

2012 to look at the opportunities in the BSS applications managed services domains, and the vendors

that are best placed to capitalize on the current opportunities.

Ovum viewThe BSS applications managed services market is currently influenced by CSPs' reconsideration of

existing operating and business models. Business models need to be flexible and agile to respond to

market changes as quickly as required, while operating models need to be automated to improve time

to market and project delivery times. The much talked about digital transformation will demand that

more software, software-as-a-service, and virtualized functions are moved into the core network. As a

result, BSS application-related operations will require a host of new capabilities, such as faster service

design, development, and tear-down; and real-time data processing and analytics. Consequently,

there is a significant opportunity to help CSPs manage their estates more effectively for a wide variety

of vendors ranging from NEPs, BSS software vendors, system integrators, and the pure managed

services providers.

Ovum's research indicates that the market is fiercely competitive with vendors carving a niche for

themselves in the BSS managed services space. Importantly, the vendors that would be the most

successful managed services providers must focus on understanding the CSP's business and its

future objectives, be able to integrate solutions without disrupting operations, and develop and

support mandatory and innovative applications.

Key messages Telecoms software and IT systems that support network and business transformation will

provide the platforms for growth and innovation. That is why managed services providers at

the convergence of network domains, IT applications, and systems integration are best

placed to help CSPs with their BSS managed services applications.

Telecoms expertise and specialization still gives vendors a significant advantage over their

peers.

IT managed services skills, including business process outsourcing and automation, are

differentiating factors that will need to be part of the BSS applications managed services offer.

CSPs' application operations (AO) contracts for applications performance and monitoring are

long-term commitments. This will continue to be important as CSPs automate their business

processes and operations associated with products.

CSPs' application development and management (ADM) contracts can include shorter-term

testing and SI-related engagements, but there is growing demand for application development

© Ovum. All rights reserved. Unauthorized reproduction prohibited. Page 2


and testing – for example, testing in connection with the impact of SDN and NFV on the BSS

(and OSS) is increasingly important.

Managed BSS market overview

Next-generation networks and digital transformations bring newurgency to the BSS managed services marketThe current status of the applications managed services market is a product of the changes CSPs

have to make to their operating and business models. The move to all-IP and high-speed mobile

broadband networks such as LTE means that telecoms networks are dependent on frequent,

automated software changes and fewer, long-term hardware rollouts and manual changes. The

much-needed digital transformation of the CSPs' organizational structure, channels, and delivery

systems will also see more software, software-as-a-service (SaaS), and virtualized functions moving

into the core network. All of these factors mean that telecoms software and IT systems will become

more important as the platforms for growth and innovation.

The software and service-based operations of the twenty-first–century CSPs require:

faster service design, development, delivery, and tear-down

real-time data processing and insights

automated business processes

end-to-end service assurance and user experience management

BSS systems that can keep pace with change.

However, the CSPs' overall infrastructure (including data centers) is still complex to maintain and

develop: Legacy, manual, and proprietary systems from multiple vendors are mixed in with new,

automated, and open or standards-based systems. According to one of the directors within

Telefonica's Business Solutions business unit, slow and inflexible BSS is a major limitation to

delivering new services. Consequently, there is a qualified and significant opportunity for a wide

variety of vendors to help CSPs manage their estates more effectively. Beyond the traditional network

domains, CSPs can consider software and IT services companies, such as Atos, IBM, Infosys, and

TCS, with their broad business processes and services skills, which they can bring to bear on

applications operations and applications development and maintenance skills.

When we last reviewed the BSS applications managed services market, there were NEPs, specialist

BSS software companies, SIs, and IT service companies competing. Since then, there has been

consolidation among the product-based software vendors, while software license revenues have

reached a plateau. However, the need for end-to-end solutions, managed by competent IT managed

services providers with deep telecoms knowledge, is strong. The CSPs want vendor-agnostic

capabilities, which means they want those MSPs (managed services providers) that can deliver

vendor-agnostic and technology-agnostic capabilities with the ability to leverage their strong telecoms

expertise in delivering their services. CSPs can look to their NEP partners and BSS specialists to

extend their BSS products and use their platforms for greater support. Companies such as IBM can

provide greater IT expertise, while IT service companies and SIs can capitalize on the lack of clear

standards for interoperability between systems from different vendors.



For the purposes of this report, we are reviewing the BSS applications managed services landscape.

The product areas for BSS map directly on to the revenue opportunities for BSS managed services,

and include:

billing and charging

mediation

partner management

ordering

CRM … and, increasingly,

self-service.

Managed services providers need to be able to do more than operate and monitor billing or CRM

products or BSS platforms. They must develop and test applications that extend the capabilities of

those platforms, and deliver overall business value such as improving customer experience and

loyalty, and manage the customer lifecycle more effectively and efficiently. These activities can be

broadly categorized into the parlance of the IT service companies and outsourcers: applications

support and maintenance (operations) and applications development and testing. For the purposes of

this report, we define the categories for BSS applications managed services as follows:

Application development and management (ADM). All nonoperational activities related to

the management of BSS applications (design, development, testing, support, training, and

migration/conversion).

Application operations (AO). All IT oriented operational activities related to the ‐

management of BSS applications, such as monitoring and control of IT systems and ongoing

IT support (e.g. mediation operations, prepaid billing operations, postpaid billing operations,

wholesale settlement, roaming clearing).

CSP requirements for BSS applications managed servicesIn terms of what drives CSPs to adopt applications managed services, the motivation is always to

reduce operating costs and improve business process efficiency. CSPs want managed services

providers to take what they have and do it better by improving the quality of experience (QoE) and

quality of service (QoS) delivered to customers. The benefits CSPs expect from their managed

services agreements in general include to:

allow them to focus on the core business and free up their own internal resources

control operating costs via predictable cost structures

access expertise they do not have in-house

become more agile in their market response.

The challenges of the managed services contracts is mitigating the commercial risk of sharing

business plans and strategy; ensuring a well-managed transition process and transparent SLAs; and

assuring the customer experience.

Vendor opportunities in the BSS stack

In the past, CSPs would outsource single components of their BSS stack and operations to a single

vendor, but this approach now varies by CSP segment. Tier-2, -3, and -4 CSPs favor an integrated

managed services solution model with a single vendor managing the entire BSS stack and operations.



Tier-1 CSPs still like to manage certain aspects in-house and/or chose best-of-breed vendors for

separate parts of the BSS stack. However, the tier 1s are now also increasingly keen to have a prime

or lead contractor responsible for the entire end-to-end operation.

While billing is business-critical, billing and mediation are areas that CSPs are most willing to

outsource, followed by CRM and ordering. The self-service aspects of customer management are less

likely to be outsourced currently, along with partner settlement, as CSPs see these as key to

competing with over-the-top players through faster services launches and entering other verticals.

CSPs want to retain control of their customer-facing activities because they see these as key ways to

differentiate their service offerings.

Although aspects of CRM were the first to be outsourced, CSPs including BT, EE, and Vodafone have

brought their customer management activities back in-house in an effort to improve customer

experience and quality of service. Beyond frontline customer management, however, CSPs are keen

to learn from managed services providers when it comes to customer lifecycle management and the

business processes and operations behind sales and distribution lifecycles.

Online channels are an effective way to engage with customers. Online self-service and the mobile

and social channels are new enough that CSPs still feel the need to keep them in-house. In Ovum's

opinion, this will need to change. While the value of the customer data and insights is not in doubt –

and clearly something the CSP needs to remain in control of – digital channels and hybrid goods and

services require a good deal more agility, flexibility, and automation of operations (ordering, billing,

and so forth) than we see from CSPs currently. The move to a digital environment (multichannel,

multi-device, including IoT) will present vast ecosystems for CSPs to manage – something that they

will need managed services providers to help deliver. End-to-end outsourcing of CSPs' entire IT estate

and business operations is something that tier-2 and -3 CSPs are more interested in currently; while

tier-1 CSPs are unlikely to take this option in the next five years, they will certainly be giving it serious

consideration in the 5–10-year timeframe.

While we defined application operations (AO) and application development and maintenance (ADM)

for this report, in reality enterprises' requirements and vendor portfolios are not this clean-cut and AO

and ADM overlap. Similar expertise can reside in both areas and issues may be escalated from AO to

ADM. CSPs initially split contracts for AO, ADM, and infrastructure management (data centers) across

different suppliers, depending on the BSS core functionality provided. However, there has been a

consolidation of suppliers for AO and ADM managed services while the infrastructure management is

provided by a different supplier. The drivers influencing the move towards an integrated managed

services provider include: Improved productivity gained by enforcing methodologies, such as DevOps,

and best practices and simplified accountability and governance across BSS managed services

offerings for more streamlined service delivery and service management.

CSPs' AO contracts for applications performance and monitoring are long-term commitments. This will

continue to be important as CSPs automate their business processes and operations associated with

products. This is where the telecoms-focused vendors can excel. Many of the application operation

competencies (e.g. system availability, applications performance, release management, and security)

will take on a renewed level of importance as CSPs virtualize functions and move delivery systems to

the cloud.

ADM engagement can include shorter-term testing and SI-related engagements. Application

maintenance and support generate higher demand from CSPs currently, but demand is building for



application development and testing; for example, testing in connection with the impact of SDN and

NFV on the BSS (and OSS) is one area of consideration for CSPs. Some managed services providers

wrap testing into their ADM portfolios, while others such as Amdocs and Capgemini identify it as a

separate and vendor-agnostic activity.

As the BSS managed services domains have an impact on the IT and network domains, CSPs will

consider two types of strategy when choosing their partners:

Platform-driven strategy, where network equipment providers (NEPs) or independent

software vendors (ISVs) have their own BSS platforms and are able to manage the

end-to-end product lifecycle. They are able to manage application operations and application

development and maintenance for their own products and, increasingly, for third parties – a

growing demand from their CSP customers. These vendors have their own SI capabilities and

can interface and integrate with other vendors' products. Because of their telecoms expertise

and knowledge of the telecoms network and IT domains, CSPs often favor them as the prime

contractor, and they have responsibility for meeting the overarching contract SLAs, even

where partners provide outsourced elements or business processes. Huawei, for example,

works closely with Tech Mahindra for its BSS ADM managed services.

Consulting and systems integration (CSI)–driven strategy, where IT service providers

and large professional service companies use their process skills and strategy expertise and

apply it to the telecoms vertical. They may be brought in to transform BSS systems; although

they are properly vendor-agnostic as they do not have their own platforms, they may lack

specialist skills. They may develop new business models and offer performance-based or

SLA-related solutions as a counter to any perceived lack of telecoms expertise.

Competitive landscapeFor the purposes of this report, we investigated the portfolios and strategies of BSS applications

managed services providers, which fall into two broad categories.

Telecoms focused managed services providers: Amdocs, Ericsson, Huawei, and NetCracker ‐

Generalist managed services providers, IT services and systems integration companies:

Accenture, Atos, Capgemini, HP, IBM, Infosys, TCS, and Wipro.

Tech Mahindra still straddles both categories but is edging much closer towards the telecoms-focused

managed services provider category.

These companies have been selected for the scope and scale of their telecoms expertise and their

applications managed services capabilities and market share (see Figure 1). Accenture and HP meet

these criteria but were unable to take part in the research this year; however, we have used Ovum

data sources and estimates to place them on the chart. We excluded smaller players that either only

offer part of the BSS product stack, or focus on their own product suites in their services business,

e.g. Subex or Comarch.



Market positioningFigure 1: BSS managed services provider position

Source: Ovum

The players profiled in detail below all offer a range of business models including business process

outsourcing, BSS transformations, build-operate-transfer models, and BSS-as-a-service. They offer

vendor agnostic managed services in varying degrees; telecoms-specific players clearly have a ‐

greater focus on their own product portfolio. They also offer a full service and support model, which is

where the inherent value of managed services lies.

They have global service centers, regional centers of excellence, and standardized business

processes and support functions, and they offer level-1–4 support. Their global reach and service and

support expertise means 24/7 availability and adherence to contractual SLAs. Importantly, the most

successful managed services providers understand the CSPs' business, integrate solutions without

disrupting operations, and develop and support mandatory and innovative applications.

As shown in Figure 1, the telecoms-focused managed services providers, with the majority providing

their own BSS products as well as services, lead the more general managed services providers in

terms of market share and revenues for BSS managed services. The horizontal axis defines the

vendor's focus on the telecoms industry and we have determined this value based on the proportion

of the vendor's overall revenues that telecoms accounted for in 2014. The vertical axis defines the

market share of each vendor from Ovum's estimated overall BSS MS revenues. The size of the

bubbles is proportional to the BSS MS revenues quoted by each vendor for 2014.

Comparing the results generated from our research this year with that conducted three years ago, the

difference we see in the market positioning of vendors is indicative of CSPs' core focus on working

with MSPs with the ability to combine their network and IT capabilities when delivering BSS managed

services. The NEP and BSS software players providing their own BSS software are leading the



market. Tech Mahindra, without its own BSS software products, is seen to edge closer to the NEP and

BSS players. It continues to strengthen its capabilities in network infrastructure management with its

applications management capabilities with a view to delivering end-to-end solutions.

SWOT comparisonsThis SWOT summarizes Ovum's view of the key strengths, weaknesses, opportunities, and threats for

the eleven BSS managed services providers discussed in this report. For more detail, see the

individual profiles.

Table 1: SWOT comparisons of BSS applications managed services players

Company Strengths Weaknesses Opportunities Threats

Amdocs Has its own BSS platform and is focused on telecoms vertical. Broad and deep expertise in OSS as well.

Overly reliant on a smallnumber of large operators in North America for revenue and customers

Acquisition of Comverse's BSS assetsgives greater richness to portfolio and greater geographical reach

Competition from large NEPs with deeper pockets, such as Huawei and NEC/NetCracker

Strong on complex transformation projects

Testing and automation solutions for MS

Six global operations centers and seven regional centers

Orbit technology platform for improving business KPIs

Atos Strong AO/ADM offerings, which extendsto infrastructure

Vendor's visibility outside Europe is currently limited

Partnership with NEPs to extend MS opportunities

Difficult to compete on price

Broad partner ecosystem

Differentiated contract agreements with CSPs using Atos Bridge Framework

Vendors with broader infrastructure portfolios are potential threats

Strong presence in Europe

Capgemini Strong in BSS transformation projects

Limited coverage in the area of infrastructure-related managed services

Strong and growing testing capabilities relevant in digital transformation activities

Competition to intensify as CSPs focus on their digital strategies

Broad combination of telecoms SI expertise inBSS and OSS

Already offering BSS-as-a-service

Differentiated strategy by CSP type

Valuable cross-industry expertise

Ericsson Long-standing network domain expertise

CRM activities not as well developed as revenue management MS

Wider adoption of cloud-based services byCSPs

Greater demand for COTS-focused managed services offering

Strong portfolio of CSP-focused products and E2E market strategy

Map knowledge of the network and CSP IT systems in building its services roadmap

Well-established global reach with four global service centers and 10 regional centers

IT managed services is a recently formed separate BU

Huawei Huawei's deep pockets and R&D give it a strongadvantage

Shut out of lucrative North American market

Growing SI capabilities Efforts to expand its enterprise portfolio could deflect attention and investment away



from telecoms

Extensive global and regional support network

Large scale means it can take on large complex products

IBM Large global footprint with several data centers around the world

IBM relies heavily on revenue from tier-1 CSPs

Use best practice with tier-1 CSPs to grow business among tier-2/3CSPs and MVNOs

Competition has more strategic partnerships

Lack of a strong BSS portfolio for CSPs

Competition has more evenly spread delivery centers

Infosys MS ability across five verticals (including telecoms)

Relies heavily on business from tier-1 CSPs

Expand upon its tier-2/3 business

Narrow tier-1 focus hampers new business development in fast-moving markets

Big focus on transformation

Product-agnostic approach

NetCracker Strong parent company Parent's role in support is unclear

Analytics included in all BSS products

Less well-known than itsNEP peers

Own BSS platform & focused on telecoms vertical

Relatively weak messaging around MS

CSPs' digital transformations provide new opportunities for BSS MS contracts

Well-formed virtualization strategy

TCS Support in 10 verticals (including communications)

Relies heavily on revenue from North America

Include analytics into all BSS products (currently supported on CRM)

Rivals such as NEPs and BSS software vendors are well positioned and have strategically aligned themselves with integration partners

Strong CSP relationships (90%+ business is repeat business)

Weak message on supporting transformation

Tech Mahindra Deep telecoms expertise in delivering network, IT, and business process outsourcing activities

Lack of presence in high growth markets ‐such as Africa and Latin America

Use its parent company's presence in Africa and the Middle East to strengthen its positon

Strong competition fromNEPs and BSS softwareproviders with deep pockets to develop their systems integrations capabilities

Strong and broad partner ecosystem

Strong focus on automation will be essential in improved customer experience, including CUBES intelligent management platforms

Lost some ground after integration with Satyam

Wipro Provides end-to-end services capabilities to CSPs, covering networkcore, IT applications, and infrastructure segments

Very limited BSS managed services offering in North America

Use its existing relationships throughoutNorth America to expand its BSS managed services' reach

Rival MSPs have stronger global presence spread evenlythroughout each region

Strong and broad partner ecosystem

Limited footprint in Latin America and Eastern Europe



Source: Ovum

Vendor profiles

AmdocsCompany overview

Amdocs specializes in software and IT services for CSPs and media companies. Its core products sit

within the OSS, BSS, and CSPs' network-control domains, and nearly all of its contracts include some

form of professional or managed services component. The company splits its activities into two

business areas: products (software licenses for customer management, revenue management,

operations support systems, network control, network optimization, digital lifestyle services, and CES)

and services (consulting, systems integration, managed services, and testing). At the end of its 2014

financial year (ending September 30, 2014), Amdocs reported revenues of $3.6bn, and services

accounted for 97% of its total revenues. It sells few standalone products, with most customers

purchasing a service or maintenance contract with the software.

In 2013, the company formed a separate services unit to encompass its services portfolio; this is now

called the Services Integration and Operations Group, which comprises the following three areas:

business consulting services for vision and strategy

systems integration services for transformation and implementation

managed services for IT process, operations, and infrastructure management, as well as

service delivery management and optimization.

Figure 2: Managed services portfolio

Source: Amdocs

Managed services accounted for 48.5% of Amdocs' total revenue in 2014. The managed service

offering covers four areas of service deployment and optimization of operations:



IT managed services. Includesapplications operations and applications development

management. This group contains many of Amdocs' BSS applications managed services for

1,500 legacy and third-party applications.

Order-to-Activation Services (O2A) and Order Gateway. O2A includes BPO solutions

supporting: service delivery operations; process optimization; order issue resolution; and

visibility across multiplay bundles. The Order Gateway offers service providers a flexible, swift

solution that abstracts orders from their original format and streamlines them across systems

and channels. The main use cases for this service are: delivering complex enterprise

services; M&A and consolidation scenarios; and fast integration with new channels, such as

wholesale.

Testing. Includes automated acceptance testing, systems integration, and E2E testing for

functional areas such as revenue assurance and mobile applications. The offering also

includes BEAT, a software-based, cloud-enabled testing framework that also serves as a

repository of testing methodologies, tools, and best practices.

Services R&D. Includes the development of new vendor-agnostic solutions and manages

Amdocs' extensive partner program.

BSS managed services

BSS managed services offering

Amdocs' BSS portfolio is part of its broader Customer Experience Solutions and includes:

Revenue management including real-time billing, online charging, and partner management

Customer management including customer care (network, social, and proactive care), sales

and ordering (convergent order hub, multichannel self-service, sales quote to order), and

omnichannel care.

In May 2015, Amdocs acquired Comverse's BSS assets, extending its product portfolio to

Kenan and Comverse One.

Amdocs' IT managed services are composed of business operations management, multivendor

support for applications development and maintenance, and support for optimization of IT and data

center infrastructure. All of these are delivered via the "Truly Global Operation" centers. Amdocs' IT

managed services group supports more than 650 million subscribers worldwide and manages more

than 1,500 legacy and third-party applications.

Vendor-agnostic approach

While managed services are closely tied to Amdocs' BSS and CES portfolios, it does provide

managed services in a multivendor environment, which includes data-center-agnostic capabilities.

Amdocs' move away from micromanaging managed services projects on-site to a centralized global

operations center has helped the company support more multivendor contracts. While it does not

specifically target management of competitor systems, it will do so in the course of a new-build

contract. Multivendor now comprises a sizeable chunk of its managed services revenues.

Business transformation methodology and key capabilities

Amdocs' Truly Global Operation (TGO) is a network with centers worldwide that support and manage

its customers' mission-critical high-volume systems, infrastructure, and processes. The centers offer

24/7 support and guaranteed business continuity, using Amdocs' best practices worldwide and



industry standards such as eTOM, ITIL, CMMI, and ISO. The centers use monitoring tools and

manage Amdocs, legacy, and third-party vendors.

The six Truly Global Operation centers are located in Champaign, Illinois, US; Pune, India; Galilee,

Israel; Montreal, Canada; Sao Paulo, Brazil; and Manila, Philippines. They are connected centers that

work on a central, unified platform and share best practices. In addition to its global hubs, Amdocs has

seven regional service delivery and operational centers; they are located in Melbourne, Australia;

Santiago, Chile; Seattle, Washington, US; Maastricht, Netherlands; Hanoi, Vietnam; London, UK; and

Limassol, Cyprus. All centers offer level-1 and level-2 support and some offer level-3 support,

depending on their location. For larger customers, Amdocs places staff on-site at the CSP's

headquarters.

Amdocs also uses its technology platform, called Orbit, for improving business KPIs via IT

optimization. The foundation of the platform is the Value Mining Engine – an analytic mechanism

designed to measure the customer data against the industry and Amdocs' own benchmarks, and

determine the set of optimization activities needed to provide the customer with the required business

value. The unique IP is vendor-agnostic and enables the connection between technical and business

KPIs in the BSS systems.

Differentiation and client base

Along with the Orbit platform, Amdocs sees its Truly Global Operation as a strong competence to use

for its application operations activities and will support the AO and ADM within its BSS applications

managed services portfolio.

AO includes Amdocs' monitoring capabilities, and the company has a strong link between its product

and operations. Some of the operations are translated automatically to features inside the product

features to reduce the operation cost and increase efficiency. In a non-Amdocs environment, it looks

for ways to translate operations to a business value, again with a view to benefitting overall efficiency

and cost.

In terms of ADM, Amdocs is investing in its testing and fault identification and resolution processes,

which includes everything from level 2 through to level 4. It has a set of unique tools that identifies

pre-event activities and behaviors so that it can anticipate or prevent faults from occurring. Either a

resolution is presented as a user opens a ticket, or preventative measures are taken to ensure the

incident does not occur, or that the user is not aware that the incident has occurred. This is made

possible by automatically reviewing incidents and fixes recorded in the TGO Center and alerting

project teams in case it should happen there too. The information is also taken into the product

development and testing domains to minimize the risk of future defects. When a ticket is opened,

details are recorded in the TGO and the customers are able to see the expertise of the person

handling the fault. Details include type of incident, who opened the ticket, and when and whether they

are trained or certified to address the issues for that service.

Amdocs operates in 80 countries around the world, but North America is by far its largest region,

accounting for 72.7% of its revenue in 2014. It is also home to three of its largest accounts – AT&T,

Sprint, and Bell Canada: AT&T accounted for 33% of Amdocs' 2014 revenue. Emerging markets

accounted for 12% of its 2014 revenue and this share should increase following Amdocs' acquisition

of Comverse's BSS assets.

The company is extending its penetration of global accounts, including Vodafone, Telefonica, and

Deutsche Telekom.



BSS managed services trends

Tier-2 and -3 CSPs are willing to outsource their entire billing (including mediation) and CRM

capabilities, as well as other parts of the BSS (and OSS) to a third party – preferably to a prime

contractor that will assign expert partners if required and take responsibility for all SLAs. The tier 1s

still favor appointing vendors by domains, with end-to-end responsibility by domain. Both types of

CSP want standardized and reusable components and business processes to enable fast service

creation. They also want to see vendors share the risk for AO and ADM, as five-nines

(99.999%)availability and right-first-time delivery are part of most business cases and efforts to

improve user experience. The mean time to repairs, order management, and response rate to

customers remain important customer-facing KPIs.

ADM/AO managed services trends

In the past, Amdocs was criticized for its emphasis on technical perfection and for putting high

numbers of staff on client sites for the duration of its managed services projects. Now the company

has developed the global service delivery and support model that makes it more competitive with its

IT service peers and supports both AO and ADM.

Amdocs is very clear that its testing portfolio and R&D is an area of huge IP and competitive

advantage. Its testing processes are automated at a systems level and, importantly, at a business

level. Many application errors, for example in the CRM, are tightly coupled to business processes, so

it is critical to ensure that faults, resolution, and changes are seen in the context of business and IT

impacts.

SWOT analysis

Strengths

Amdocs is focused on the telecoms vertical, and is a market leader for BSS with a long

history in managed services. Its revenue management, customer management, and big data

analytics products and solutions play an important role in its managed services portfolio.

Its Truly Global Operation provides a standardized approach to service delivery and support.

It uses repeatable methodologies and business processes for agile service delivery, as seen

with many larger ICT and professional services companies.

Weaknesses

Amdocs is heavily reliant on one geographic region and a relatively small number of

accounts. It needs to mitigate its geographical exposure with contracts in other parts of the

world.

Opportunities

Amdocs' recent acquisition of Comverse's BSS assets will give it access to customers in

high-growth markets in Asia-Pacific and Russia.

Testing and automation solutions for managed services.

Orbit technology platform for improving business KPIs through legacy optimization.



Threats

The telecoms IT and services sector is becoming increasingly crowded with large companies

with deep pockets such as Huawei and NEC/NetCracker. Amdocs may struggle to match their

scope and scale as it chases opportunities.

AtosCompany overview

Atos is an international IT services company with annual revenues of €9.05bn ($9.92bn) recorded in

2014 (a 5.1% increase compared to 2013). It is present in 48 countries and has 85,865 employees.

The company restructured its business units in 2014 and now has four strategic units it refers to as its

Global Service Lines: Managed Services; Consulting and Systems Integration (C&SI); Big Data and

Cyber Security; and Atos Worldline. These Global Service Lines provide services to several industry

sectors: manufacturing; retail; public sector; health; transportation; financial services; energy; and

telecommunications, media, and entertainment.

Atos splits its BSS services offerings for the telecoms, media, and entertainment business into the

following:

Consulting. Delivers projects to support CSP customers transforming their processes and IT

and improving cost and effectiveness through the use of IT. Consulting practices are split into

business innovation, operational excellence, and IT leadership.

Project implementation and systems integration. Handles its transformation,

consolidation, and management of CSPs' BSS solutions. Services include greenfield projects,

application upgrades, and replacements, as well as large transformation of the core IT

architecture.

Application development and maintenance. Includes the maintenance and evolution of

existing BSS systems, including complete lifecycle management.

Application operations. Provides the management of critical applications providing level-1

and level-2 support services.

Managed services. This completely covers the operation of IT infrastructure, including

hardware, operating systems, middleware, and BSS applications.

Business process outsourcing. Through this type of service, Atos manages complete

processes for customers, such as financial transactions in the CSP (payments, voucher

management, electronic top-up), end customers' mail services, or consumer cloud.

IT outsourcing. These are longer-term contracts which bundle multiple BSS service

offerings; a single ITO engagement could include a combination of ADM, infrastructure

management, SI, and consulting.

From a corporate perspective, Atos is structured across two segments – sales and delivery. From the

sales perspective, Atos is promoting its BSS portfolio as follows:

The market organization is responsible for the sales and business development and the

service line organization which is responsible for the sustainability of business.

Both organizations are responsible for certain accounts; market-led accounts are focusing on

growth, while service line–led accounts are focused on upsell and renewals.



From the delivery perspective, Atos has a specific CSP delivery practice and this is split into:

Consulting and system integration organization. In addition to consulting and systems

integration services, C&SI is responsible for the ADM and AO services as well as testing.

Managed services organization. This is relevant to the operation of the infrastructure (OS

and the hardware on which the apps run).

Atos's telecommunications, media, and utilities business recorded €1.97bn in revenue in 2014. The

telecommunications sector accounted for €527m with BSS-related services accounting for

approximately 40% of the telecoms revenues. The breakdown of revenues obtained in 2014 is as

follows:

62% is from the systems integration: These are one-off implementation projects.

28% is from ADM, AO, and infrastructure managed services: These projects have a multiyear

lifespan.

10% is from Big Data & Cyber Security and BPO services.



Atos's BSS managed services offering is covered by its IT Outsourcing service (which bundles C&SI,

ADM/AO, and Infrastructure Managed Services). Its subsequent managed service growth has ‐

resulted in Atos working with KPN, E Plus, Orange, Maroc Telecom, Du, Telecom Italia, and other ‐

customers on managing data centers and operation centers. The biggest of these engagements are

end to end IT agreements.‐ ‐

Atos has a greater profile in offering BSS than OSS ITO services – for example, the 54 different billing

systems (billing engines) managed for KPN.

ADM, AO, and ITO are Atos's flagship offerings. ADM and AO generate the most revenue for its BSS

services organization (e.g. Atos is considered one of the largest independent ADM companies for

Ericsson's BSCS billing systems).

Future development plans

Helping CSP clients align IT with their business objectives remains Atos's focus going forward. The

company sees itself as taking responsibility not just for the improvement of the performance of

infrastructure and applications but for the ownership of the entire chain of the CSP business

processes.

Atos is vendor-agnostic

On the whole, Atos takes a vendor-agnostic approach. The vendor works with a broad portfolio

ofpartners and has set up strategic agreements with key software providers such as Amdocs,

Ericsson, Huawei, Oracle, and SAP.

In February 2012, Atos announced its partnership with Huawei, offering access to its IT and

outsourcing services. Together the companies will offer services to operators that need to replace

legacy IT equipment and systems or want to invest in an MVNE platform for the development of its

wholesale business (e.g. KPN).




Atos indicates that its key capabilities lie in the structure of its global delivery centers, the skillset of its

service professionals, and its strong and broad partner ecosystem. Atos developed global delivery

centers with specific focus on the telecoms sector: It emphasizes that it employs and develops

personnel that have knowledge of telecoms technologies, business processes, and operations.

Working in collaboration with the global delivery centers are competency centers delivering services

for specific CSP software and their related telecoms use cases. These competency centers are

spread across the globe and each supports specific technologies:

India. Support for billing (e.g. BSCS – Ericsson's billing platform) and CRM applications (e.g.

Microsoft Dynamics, SalesForce.com and Oracle Siebel)

Poland. Support for billing (e.g. Oracle BRM and BRM/ECE billing), revenue assurance (e.g.

cVidya, WeDo), and e-commerce (Oracle ATG, Hybris, and Opensource)

France. Supports CRM (e.g. Oracle Siebel and Amdocs Clarify) and billing applications (e.g.

Highdeal)

Morocco. Supports billing (e.g. BSCS) and testing

Switzerland. Supports billing (e.g. BSCS) and mediation applications (e.g. Digital Route)

Spain. Supports billing (e.g. Kenan from Comverse, BSCS from Ericsson), order

management (e.g. Tibco), and OCS

South Africa. Supports billing and order management applications (e.g. Oracle, Tibco).

Atos also provides a good mix of expertise nearshore, onshore, and offshore to meet customer needs

and remain commercially attractive. While Atos sees the competition going offshore, it believes that

this is not suitable enough to meet the evolving needs of CSP clients as CSPs go through their digital

transformation journeys.

Atos has a huge partnership portfolio in the areas of:

Billing. Amdocs, Ericsson, Huawei, Oracle

Business Intelligence and Analytics. Tibco, SAP, Terradata, Oracle

CRM. Amdocs, Microsoft Dynamics, Oracle, SAP, SalesForce.com

E-commerce. SAP Hybris, Oracle ATG, Opensource

Revenue assurance and fraud management. cVidya, WeDo Technologies

Mediation. DigitalRoute, Oracle.


Atos's current service structure is designed to manage IT environments to improve business process

outcomes. It works jointly with its CSP clients to define specific KPIs in order to measure this

improvement. Taking the business process outcome approach allows the vendor and the CSP to

move away from the satisfaction of IT-related SLAs and focus on the monitoring and measurement of

service-impacting and business-critical KPIs such as service activation time and duration of billing

cycles.

In order to align itself towards achieving business process outcomes, the company has developed the

Atos Bridge framework. Atos Bridge combines all of the vendor's skills in consulting, SI, ADM, and

MS. Atos Bridge strategic monitoring centers deliver a consolidated view of end-to-end business



process chain performance. These centers provide business alerts when agreed business KPIs are at

risk or reaching their threshold. Rather than respond to incidents that are not service-impacting, the

Atos Bridge is monitoring all events and responding adequately. By monitoring these events, Atos

ensures that events do not turn into service-impacting incidents. The occurrence of fewer incidents

means there is less impact on the business.

Atos Bridge has been developed based on best practices obtained from running several ITO projects.

It allows for an improved customer experience with a view to delivering proactive operations. Atos

Bridge helps by being more proactive in avoiding the creation of incidents.

Atos believes that the deployment of Atos Bridge is one of its key differentiators. In addition to its

service monitoring and reporting approach, Atos is able to use Atos Bridge to provide differentiated

contractual agreements to its CSP customers based on flexible commercial models where payments

are in a direct relationship to business benefits delivered to the CSP.

The next step for Atos is to connect the improvement of the business KPIs with business

transformation activities. Transformation needs to consider the evolution of a CSP's BSS landscape in

such a way that an improvement in business performance is achieved. In this case, the vendor's

responsibility during transformation does not end with the system upgrade or installation of new

systems but is linked to the improvement of business KPIs, e.g. achieving shortened service

activation times.


Traditionally, CSPs commenced their managed services activities by outsourcing the single

components of their BSS stack that they considered relatively stable and fully developed. However,

the trend has evolved with CSPs now outsourcing a majority of their BSS applications and operations,

including CRM. To improve total cost of ownership (TCO) and time to market, such outsourcing

activities might include the rationalization of the legacy application environment as well as the

transformation to a new environment. New pricing models might also apply moving investments from

capex to opex.

Revenue assurance and fraud management remain managed in-house as these systems are based

on legacy systems and are directly managed by the business (and not IT), thus mostly not in the

scope of any IT outsourcing activity.

While the vendor expects outsourcing activities to continue, the company indicates that the cloud will

play a critical role as a deployment model. Virtualization of the infrastructure is already taking place,

with the virtualization of the BSS platforms following suit in the next few years to allow for

cost-efficient resource allocation.

However, the vendor does not see all functionalities moving to the cloud. Take billing, for example.

Billing is a differentiator for the CSPs and the capability that they have in the billing space will help

them to create differentiated services to customers in the market. There is also the privacy issue

related to taking customer and billing data outside their data centers.


Atos uses the standard definitions of ADM and AO. Although it has a presence within each category,

more of its business sits within AO. The company sees AO business as being a longer term managed ‐

services offering compared with ADM, which consists of its systems integration and consolidation offer

which has a shorter period of engagement with CSPs.



Within ADM, Atos sees demand being high for application testing with the growing discussion around

SDN and NFV. ADM still has a high demand now but this is likely to drop in the next two to five years.

In the AO domain, the vendor sees a high demand for applications performance and monitoring and

expects this high demand to continue. This is due largely to the demand for the high quality of service

that is required for digital services. The demand for manual run-time administration will remain

relatively low as automation begins to take center stage.

SWOT analysis

Strengths

Atos has a proven track record in the field, with more than 25 years of experience and strong

references in the market worldwide.

It has a pool of experts available with deep expertise on core CSP business processes and

technologies.

The Atos Bridge framework and monitoring centers are designed to deliver on business

outcomes over a chain of applications (business KPIs, e.g. service activation time) as

opposed to traditional SLAs which are focused on system monitoring.

It has a broad partner ecosystem including key software players in the telecoms industry.

Weaknesses

Atos's visibility outside Europe is limited, which has an impact on its position as a global

provider of BSS managed services.

Opportunities

Convergence and digital transformation are pushing CSP companies to move away from

legacy applications.

Partnership with NEPs such as Huawei increases its opportunities to be involved in deals for

end-to-end managed services.

With Atos Bridge, CSP prospects have the opportunity to enjoy a differentiated contractual

agreement linked to the attainment of specified business outcomes.

Threats

The BSS managed services market remains fiercely competitive and cost reduction still plays

a critical role.

Vendors such as IBM with broader scale and expertise in infrastructure management are

threats to Atos's advancement in the end-to-end solution market.

CapgeminiCompany overview

Capgemini is a global company with a presence in over 40 countries and employs over 178,500

people worldwide. The company recorded overall annual revenue of €10.6bn in 2014 (a 4.8%

year-on-year increase compared with 2013). Its recent acquisition of iGate enabled Capgemini to

grow its employee base by 24% and strengthen its offshore capabilities.

Telecoms Media and Entertainment (TME) accounted for 8% of Capgemini's annual revenue in 2014.

The company continues to take advantage of its scale as a global provider to work with CSPs in



various regions including Europe and North America. With these customers, it highlights its expertise

in CSP applications, customer experience, testing, and analytics to address CSPs' business and

operational challenges. It focuses its efforts on some primary themes: improved customer experience,

operational efficiencies, and service innovation.

Capgemini's TME sector delivers its CSP BSS offering and these include consulting services,

application services, local professional services, and managed services. Each of these services is

managed by a strategic business unit working with other business units:

Consulting business unit. It is involved in the BSS transformation domain and has a

practice that is focused on transformation, change management, business process

engineering, simplification, and digitization. A large proportion of Capgemini's work in digital

transformation is provided by the consulting business unit which drives most of the company's

IT service opportunities.

Application development and maintenance business units. These provide services that

are split across geographies – Apps 1 covers North America and Asia-Pacific and Apps 2

covers mainly Europe.

Application testing business unit. It provides testing services which are currently offered as

one of Capgemini's offerings to CSPs for BSS managed services. In addition to other

investments, the company's acquisition of Australian company Nu Solutions in 2009

strengthened the vendor's testing capabilities, enabling Capgemini to develop a significant

footprint in the testing area for CSPs.

Infrastructure management business unit. It delivers infrastructure services to clients.

However, the vendor's core offering is not focused on infrastructure managed services.

Depending on client request, Capgemini is able to deliver a broad range of services based on the

capabilities of these business units. This means that one or several business units can be involved in

specific managed services engagements with CSPs. For example, Capgemini can work on a pure

transformation project of a platform that is fully managed by Amdocs: Amdocs will bring the solution

(product and associated services), while Capgemini provides the consulting expertise to manage the

overall program and align services operations with the business case.



BSS managed services provided by Capgemini include:

Applications development and maintenance (ADM).

Application operations.

Infrastructure management.

BSS-as-a-service. Capgemini currently provides BSS-as-a-service as a custom project for its

CSP clients. However, the vendor plans to formally roll out this service in partnership with

Oracle. BSS-as-a-service will be a fully managed service that can run on Capgemini's

infrastructure or that of the CSP as a purely private or public cloud offering.

BSS testing. Testing services are included as a distinct BSS managed service to CSPs. The

testing services help with total cost of ownership (TCO), time to market, and the quality of the

product.



ADM and BSS transformation are Capgemini's flagship BSS managed services businesses, with ADM

being the core of the vendor's offering.

Future development of Capgemini's BSS managed services offerings

In terms of future development of BSS managed services, Capgemini's ADM business will benefit

from planned innovation activities with a specific focus around developing toolsets and capabilities to

effectively manage the application lifecycle. The vendor's infrastructure and testing services will also

benefit from these investments in innovation. Furthermore, Capgemini will continue to evolve its

transformation capabilities with the following as core to its plans:

Continue to evolve its Communications Transformation Platform to deliver transformation

programs based on customer off-the-shelf (COTS) solutions, as well as enhancing the

existing customer experience management (CEM) library of processes, with a view to

accelerating transformation journeys in line with business needs (not just technology).

Enhance its digital marketing programs using online channel customer management. The

vendor's work with partners from Silicon Valley such as Twilo, Anaplan, and Frog Design will

be critical at this point.

Introduce its BSS-as-a-service offering as an accelerator for its transformation projects. With

the as-a-service offering, Capgemini plans to deliver a packaged offer to CSPs'

transformation agendas. For the vendor, the main targets of this new offering would be the

tier-2 and tier-3 CSPs as tier-1 CSP clients would still prefer a dedicated offering that is

hosted on-premise.

Capgemini is vendor-agnostic in its delivery of BSS managed services

Capgemini is vendor-agnostic as it does not have a BSS portfolio of its own but works with key BSS

software providers such as Amdocs and Ericsson.


Capgemini has developed skills in the management of fixed, mobile, and converged services with the

capability of supporting different customer types such as B2B and wholesale. The vendor provides a

framework that delivers a full library of business processes that link to CSPs' customer experience

management initiatives. The framework is considered a huge accelerator for CSPs' CEM programs.

On the transformation side, Capgemini is using its digital transformation capabilities to develop CSP

digital brands that use both mobile and social to enhance front-office operations. Other transformation

capabilities provided by Capgemini include change management, simplification of CSPs' IT

back-office systems, and business alignment management. In addition, the vendor has developed a

new methodology called "Fast and Furious" to support the CSPs' move from their traditional waterfall

process model to more agile processes.

Differentiators and client base

Capgemini sees its BSS assets, such as the Communications Transformation Platform, its integrated

approach to BSS (from business process to secure managed services), and its flexibility to work

within an ecosystem of partners to bring the most effective solution to its CSP clients as its key

differentiators in the BSS managed services market.

Capgemini also has a pool of 8,000 service professionals dedicated to its TME sector. These

employees are located onshore (with localized expertise to support more agile cycles in countries



such as the US, Canada, Brazil, France, Italy, and Germany) and offshore, working closely to perform

all managed operations and transformation services. Its offshore centers of excellence (CoEs) are

located in India (Bangalore and Mumbai) and Morocco to serve French-speaking customers in both

France and Africa. Expertise delivered from these centers includes ADM, infrastructure management,

and testing services. Capgemini sees its combination of both onshore and offshore expertise as a

core differentiator which meets the demands of CSPs requesting the proximity of BSS MSPs to

support differentiated delivery of operations that they consider strategic, such as CRM, self-service,

and order management.

The vendor's client base is dominated by Europe- and North America-based CSPs: Bouygues

Telecom and SFR in France; Telefonica's Spanish operation; AT&T, Charter Communications, and

T-Mobile in the US; and Rogers Communications and SaskTel in Canada.


According to Capgemini, CSPs have traditionally outsourced single components of their BSS stack

and operations to single vendors. However, this trend is changing and will continue to do so in the

future in favor of the integrated managed services solution model with a single vendor managing the

entire BSS stack and operations.

The vendor sees more outsourcing activities taking place for billing and mediation operations.

However, operations such as CRM, partner settlement, ordering, and self-service are less likely to be

outsourced; they tend to remain in-house. CRM and self-service (online customer engagement) are

gradually coming back in-house as a lot of transformation is currently happening in these areas with

the inclusion of digital channels such as mobile and social. With the digitization of CRM and

self-service operations promising CSPs some form of differentiation, a lot of agility and flexibility will

be demanded and so outsourcing these operations may not be a good case to pursue.

Ordering is also another key function that is less likely to be outsourced as CSPs need to compete

effectively with OTT players, launch new services quickly, and enter new vertical markets in B2B.

CSPs need to manage engagements with OTT partners directly and so will usually prefer to keep

partner settlement in-house.


Capgemini's definition of services included in its ADM and AO managed services differs from the

definition used in this report. For example, the vendor delivers its testing services as a separate

offering to CSPs. Its delivery of ADM managed services includes some elements of AO and uses the

same expertise for both services and the functional areas involved. So when specific issues cannot be

managed by AO, these are escalated to its ADM teams. In some cases, the CSP clients are keen on

keeping the AO services in-house as they would like to maintain control of the layer-1 support

activities and maintain control over the applications, while calling on the expertise of the BSS vendor

for layer-2 and layer-3–related support issues.

SWOT analysis

Strengths

Capgemini's BSS transformation and testing capabilities are core to its BSS managed

services portfolio.

It has a broad combination of telecoms expertise in BSS and OSS, as well as business

process experience.



It has a broad partner ecosystem including key software players in the telecoms industry.

Its cross-industry expertise is valuable to CSPs looking to deliver services to other industry

verticals.

Weaknesses

Capgemini lacks coverage within the Middle Eastern region.

Its limited coverage in the area of infrastructure-related managed services limits the possibility

of Capgemini being considered as an integrated BSS managed services provider.

Opportunities

Testing capabilities will be valuable to CSPs looking at an independent testing services

provider to support end-to-end service quality initiatives.

The vendor's BSS transformation capabilities will benefit from the current state of activities

with respect to CSP mergers and acquisitions.

Threats

With CSPs being sensitive to pricing, it would be difficult for Capgemini to compete on price

with the Indian-based vendors that offer lower costs for their services.

EricssonCompany overview

Ericsson is a leading provider of telecommunications equipment and services, with a corporate

strategy to support a "networked society" combining broadband, mobile, and cloud access. The

vendor claims that its networks manage about 2.5 billion subscribers, served by over 1,000 networks

in more than 180 countries, with more than 40% of the world's mobile traffic passing through Ericsson

networks. In common with its rivals, the company has developed a strong OSS/BSS capability, of

which managed BSS is an important component.

Global Services is responsible for Ericsson's BSS managed services offerings. This business unit

delivers managed services, consulting and systems integration, customer support, and network

rollout. In terms of revenue performance, the Global Services business unit reported sales of

SEK97.7bn ($11.6bn) in 2014, constituting 43% of total company sales.

Managed Services delivers both network and IT managed services. These services have been

structured to include the management of networks, network sharing, and IT. In 2014, the Managed

Services business unit signed 71 contracts (including networks and IT) with net sales of SEK27.2bn.

IT Managed Services manages CSP clients' BSS environment. As operator confidence grew about

Ericsson's demonstrated capabilities to manage operators' networks, the vendor began to gain

ownership of the management of OSS systems and then BSS systems. The evolution of its BSS

managed services commenced with the management of its proprietary systems and has advanced to

include nonproprietary systems.


Ericsson's BSS managed service offerings span BPO, AO, and cloud

Ericsson's managed services offerings have been structured to include four main options:



Business process operations. Ericsson takes over the business process responsibility from

the customer. This is also called back-office outsourcing and it includes internal business

functions such as billing.

Application operations. Ericsson manages its own and third-party applications for evolution

and change requests in relation to the business processes involved. Systems operated

include OSS, BSS, and enterprise support systems (ESS).

Data center and cloud operations. Data center operationscover activities and services that

support a smooth-running data center and include hosting, management and maintenance,

upgrading servers, and backing. Cloud operations include operations associated with

software tools, virtualization, resource allocation, tracking, and security.

Managed cloud services (MCS). MCS includes a broad range of services which can be

delivered from the operator's data center or its own data centers. MCS will include Ericsson's

data center and cloud operations.

Ericsson's flagship BSS managed services are its AO offerings in the revenue management, billing,

and charging domains. The vendor sees the highest proportion of its earnings and more ongoing

deals for managed services in these domains. Self-care and CRM account for a lower proportion.

Ericsson's focus is to continue to develop its end-to-end service assurance capabilities. This involves

enhancing capabilities that empower customers to control not only the services offered to customers

but the quality of the service delivered at every point in time. The vendor believes that the move of

managed services offerings from the management of systems to the management of services

end-to-end is essential to CSPs achieving a consistent customer experience and this has to be

maintained through the lifecycle of existing customer interactions.


Ericsson says that all its managed BSS services and all of its managed services offerings are fully

vendor-agnostic.


Ericsson counts skilled personnel and a global reach among its key strengths. With more than 65,000

service professionals globally, it has the experience of managing advanced SI/IT projects and also

has multivendor experience, using a mix of local knowledge and global expertise. It does this from

four global service centers (GSCs), which are based in China, India, Mexico, and Romania, and

several regional centers. Ericsson's service professionals possess skillsets related to solutions

provided by the key market leaders.

Ericsson's strongest assets in the delivery of its managed services processes are:

Managed Services Technical Operations Procedure (MSTOP) processes. To support its

move from a network-only managed services framework to one which controls the end-to-end

delivery of services, Ericsson developed MSTOP as an internal process that is

service-oriented and is an evolution of the eTOM processes which combines iTILv3. The

company says MSTOP has allowed it to transform its processes from being network-oriented

to being service-oriented and it will also change the supporting tools and clarify and modify

the rules of responsibility in order to improve accountability.

Managed Services Delivery Platform (MSDP). A single network operations platform across

the vendor's global Managed Services organization, MSDP is a portfolio of tools that enables



the operation of a communications network, both locally and from remote operation centers.

The vendor claims that more than 38,000 people have been trained in the use of MSDP. With

this platform, Ericsson is able to monitor and control the service KPIs in addition to the

traditional KPIs (system KPIs). It claims that MSDP is a strong differentiator in the BSS

managed services market.

Ericsson also highlighted that, in addition to the traditional technical KPIs, its service-related KPIs

allow the company to control the end-to-end quality of customers' key processes.


CSPs are willing to outsource BSS operations such as billing, mediation, CRM, self-service, revenue

management, and partner settlement. However, due to the interconnection that exists between BSS

operations, Ericsson indicated that CSPs would usually outsource these interlinked operations to a

single managed services provider; for example, billing, mediation, ordering, and revenue management

would go to one managed services provider while CRM and self-service would go to another.

According to Ericsson, there are certain domains like fraud management that are still managed

internally by CSPs. The level of commitment and liability demanded for the management of these

systems is very high and so makes it very difficult to manage as an outsourced activity. CSP C-level

executives are not yet confident enough to outsource such legally critical operations to an MSP and

so choose to retain these operations in-house.

In the future, the CSPs' appetite for outsourcing will remain the same. However, managed services

offerings could evolve towards the cloud with managed services operations being delivered as a cloud

offering. However, the move is expected to use the cloud's cost-effectiveness to manage the

lowest-priority customers; for example, the companies with mainly prepaid customers will move to

billing as a service for the few postpaid customers that they have. However, for operations such as

fraud management that have legal interceptions (due to legal restrictions within the country of

operations), outsourcing will be restricted.

Revenue management and billing and mediation are the BSS areas where Ericsson sees the highest

proportion of its earnings and where it has the most ongoing deals for managed services, while

self-service and CRM account for a lower proportion.

Ericsson applies the same strategies, processes, and tools to all tiers of CSP clients. However, the

project scope defined for both classes of CSPs differ due to their varying rates of adoption for newer

technologies. Tier-2 and -3 CSPs are more willing to go for full outsourcing of the entire end-to-end

service assurance or customer experience and are often the first movers for new technologies and

processes (e.g. adoption of the cloud). They are willing to go for a single provider and then

complement the core system with cloud services from other providers. In contrast, tier-1 CSPs tend to

be more conservative in making this adoption.


Ericsson's definition of ADM and AO managed services aligns with that used in this report. The vendor

indicated that its ADM offering is growing at a faster rate. As Ericsson's network managed services

offerings progressed, engagements began to evolve to include the management of BSS and OSS

application operations as well. As a result, Ericsson has built expertise and activities in AO before

moving into ADM managed services.



Ericsson expects the demand for application development, maintenance, and support to remain high.

The demand for application testing will remain medium but will intensify in the next five years.

SWOT analysis

Strengths

Ericsson has a strong portfolio of CSP-focused products – BSS, OSS, and network

equipment with a well-rounded and long experience in the telecoms industry.

It has a well-established global reach with four global service centers and several regional

centers.

It has a large pool of expertise including product development, systems integration, and

managed services with over 65,000 service professionals to deliver managed services to

clients.

Weaknesses

Ericsson has limited capabilities in the CRM space, which restricts its ability to deliver full BSS

managed services offerings without relying on third parties to fill the gap.

Concentrating too much on an end-to-end go-to-market strategy could limit its reach in the

market.

Opportunities

The wider adoption of cloud-based services could benefit Ericsson as it develops its cloud

offerings for both IT infrastructure and OSS/BSS.

Ericsson can map its knowledge of the network and CSP IT systems in building its roadmap

and enhancing its managed services offerings.

Threats

The greater demand for COTS-focused managed services offerings could contract Ericsson's

current client base. This could be averted through the development of partnerships with an

open source ecosystem.

It needs to bolster its ICT or IT services credentials.

HuaweiCompany overview

Huawei is a $46.5bn company (2014) and comprises four divisions (see also Figure 3):

Product s & Solutions. A newly established business group designed to sharpen its

competitive edge in products and solutions by making full use of the competitive advantages

of its integrated ICT portfolio and deliver a better user experience. The Carrier Software

Business Unit, which contains the OSS, BSS, and CRM assets, is part of this group.

Carrier Business Group (BG). This business group is focused on fixed and wireless and

core network infrastructure and services. This is the largest BG, accounting for approximately

$30.9bn in 2014.

Enterprise BG. This BG is focused on enterprise network infrastructure, cloud-based data

centers, information security, unified communications, and collaboration for industry verticals

such as government.



Consumer BG. This BG is focused on smartphones, mobile broadband devices, and home

devices for consumers and enterprises, and applications for the devices.

Huawei has disrupted many telecoms markets since it started expanding overseas in the late 1990s,

and it has invested heavily in its services division. This investment has paid off. Ovum estimates that

services accounted for about one-third of Huawei's Carrier Networks revenues in 2014, and its

revenue is growing at around 20% per year.

Figure 3: Huawei's corporate governance structure

Source: Huawei, 2015



Huawei's BSS managed services sit within the Carrier Software Business Unit of the Product &

Solutions division. The BSS MS service business is structured and managed across two axes – by

portfolio and by business model or service:

The portfolio includes: IN/OCS-based Managed Services; NGBSS Full Stack Managed

Services; and CBS Managed Services.

The BSS managed services are based on the following business models: full services

management; augmented support for operations and assistance; managed capacity model;

hosting / private cloud model; revenue share / as-a-service model; build, operate, and transfer

model (under managed transformation).

Huawei's service catalog includes the following BSS managed services:



Business Operations Support (business process outsourcing with focus on market

management, customer management, and revenue management)

Service Quality Management (complementing CSP CEM initiatives through business process

quality management)

Application management and development

Application operations

Infrastructure management

Security management (focusing on business risk management, business continuity, and

disaster recovery services).

Huawei identifies BSS applications management and BSS infrastructure management as its flagship

offers, and particularly for its OCS/IN/billing portfolio. In terms of developing its BSS managed

services capabilities, Huawei intends to deepen and expand the capabilities and geographical

coverage of its Centers of Excellence, add to its library of tools and methodologies based on project

experience, and invest in R&D, targeting an integrated service portfolio. For example, the company

wants to improve its customer experience management offers (including marketing, customer care,

and revenue protection), its big data analytics operations services, and its multivendor cloud BSS

management and orchestration. It also has projects under way to improve its capabilities and tools for

agile application development management, BSS application and infrastructure operations automation

management, BSS service quality management (for IT enabling customer experience), and BSS

business process outsourcing.


Huawei is able to operate in a multivendor environment. For example, it has won contracts with

Telefonica in Latin America which clearly demonstrate its BSS applications operations and

infrastructure management credentials. However, it does need to call on SI partners to assist with

applications development and maintenance. Its capabilities are linked to its own products (BSS

Business Process Outsourcing, Application Management and Development, and Security

Management), but its joint alliance partner engagement models are increasingly about its reach and

success. The company is an active contributor to the TM Forum's eTOM framework and it is

increasingly working to standardize its solutions, interfaces, frameworks, and business practices.


Huawei is acknowledged as one of very few companies with the scale and resources to support very

large and complex projects across core and access networks, OSS/BSS, and value-added services.

For BSS Managed Services, Huawei has:

Four Global Operations Delivery Centers: Egypt, India , Malaysia, and Romania

Four Global Technical Assistance Centers: China, Egypt, Mexico, and Romania

15 Managed Services Support Centers across Africa, Asia, Europe, Latin America, and the

Middle East.

In addition, the company has global resource centers in China, UAE (Dubai), India, and Malaysia, and

15 regional centers supporting cross-IT and network products and technology. There is also a

three-tier organization (global, regional, and local presence) for service delivery management and

governance, and over 500 business analysts and solutions architects who work with CSP customers.



Huawei has also established a new Business Management Office in the UK as a part of its ongoing

focus to deliver richer business services such as business transformation management, business

process definition, and business requirement management – all part of its value-added engagement

with CSPs' business functions.


Many of Huawei's BSS customers also buy network infrastructure from the vendor, and the company

has managed services relationships with over 120 operators across 75 countries. Its BSS managed

services go-to-market strategy identifies four tiers of CSPs: Tiers 1 and 2 are the global and

multiregional operators; tier-3 and -4 operators are primarily subregional or based in one country.

In terms of differentiating its overall offer, Huawei has a strong complementary OSS portfolio and it

continues to invest in BSS products and services solutions frameworks, including ROADS-based (real

time, on-demand, all online, DIY, and social) customer experience CRM/BSS, and big data analytics

professional services. It is expanding the value of its managed services offering by including hosting

and cloud business models, and continuing to invest in alliance partnerships with marquee ISVs and

professional services firms to provide strong multivendor BSS service capabilities.


From Huawei's perspective, the main drivers for CSPs to use BSS managed services are to manage

capex and opex, manage complexity, reduce risk, and reduce time to market. Other important factors

include improving revenue and customer management processes, enhancing IT operations, and

effectively supporting new initiatives such as enterprise business offerings and the adoption of

industry frameworks and best practices.

CSPs increasingly favor integrated solutions from a single supplier, especially for BSS transformation

projects. However, they are not yet ready to hand over the entire stack. CSPs are willing to use a

trusted partner for IN/billing operations and maintenance, improving product and service development

of order management and service assurance solutions, mediation, and rapid BSS transformation

projects. However, the trends still show that CSPs retain responsibility for revenue and fraud

management business processes (i.e. partner settlement, auditing, and compliance).


Huawei's definitions of ADM/AO are broadly similar to those used in the report. They also include

maintenance of applications under its support in the ADM definition as a means to provide holistic

value to CSPs.

All of its BSS managed services contracts include an application operations offering, and it finds that

CSPs' RFPs increasingly require multivendor BSS managed services. In terms of ADM, Huawei's

capabilities are more closely tied to itsown BSS/NGBSS stack, and it works currently with SI partners

(for example, Accenture and Cognizant) to assist with multivendor engagements.

Huawei continues investing in its own multivendor capabilities as opportunities increase with CSPs

looking for digital transformation opportunities.

SWOT analysis

Strengths

Huawei has financial resources and a growing skills base as well as a reputation for handling

large-scale, complex product deployments, and managed services contracts.



Its skills base traverses the network, IT applications, and SI domains.

Weaknesses

Huawei has limited multivendor expertise in ADM, where managed services are closely tied to

its own product expertise.

Its customer management applications are less well developed compared with its billing and

mediation capabilities.

Opportunities

Although Huawei is not present in North America, outside this region, it has proven its ability

to scale into new markets and take on very large projects. It continues to have success with

tier-2 and -3 CSPs, especially in Africa and the Middle East.

It is active in the TM Forum and other bodies and forums related to services.

Threats

While technically highly competent, Huawei needs to improve its business operations

capabilities.

It is still a small player in IT services and the applications management space and requires

partnerships and joint ventures to succeed in the services market.

IBMCompany overview

IBM is a publiclytraded IT player with total revenue of $92.8bn in 2014. It has a global footprint with

offices in over 170 countries, including six service centers, 36 delivery centers, and two services

integration hubs.

IBM is split into a number of business units, with BSS managed services being provided through two

units which comprise Global Services:

Global Business Services (GBS)

Global Technology Services (GTS).

The GBS business unit provides professional strategy consulting, application development and

innovation (AD&I) services, application management services (AMS), and outsourcing services across

applications and business processes. Sitting within the GBS business unit is Global Process Services

(GPS), which includes strategic business process outsourcing services in the areas of finance, HR,

procurement, supply chain, marketing, and lending. GPS uses the strategy consulting services of

GBS to deliver a "consult-to-operate" value proposition to drive business outcomes for its clients.

Within the GTS business unit, IBM provides IT outsourcing services to transform CSP data-center

infrastructures. This includes service management, technology, and industry applications with new

technologies such as cloud computing and virtualization.

Both GBS and GTS are responsible for the worldwide delivery of IBM's managed services. These

delivery capabilities are available to clients through delivery centers in over 40 countries worldwide.





IBM provides a wide array of managed services for BSS including support for digital transformation,

systems integration, application development and innovation (AD&I), application management (AMS),

global testing, MobileFirst solutions, cloud enablement, global process services (GPS), and IT

operations outsourcing.

IBM's flagship managed services offerings for BSS are digital transformation, application

management, global process services, and IT managed services.


IBM does not own any BSS products and thus takes a vendor-agnostic approach to deliver BSS

services to its managed services customers.


IBM considers itself skilled in the art of CSP business transformation and has seen an increase in

requests from CSPs looking to adapt to the new digital standards of the industry. In addition to

assisting CSPs with this task, IBM helps CSPs to reengineer their BSS portfolio and will assist with

selecting products and solutions that best meet the CSPs' new business needs. IBM will host these

new solutions as a managed service. Typical requests from CSPs pertain to improving the

omnichannel customer management strategy, billing, and online charging.

IBM also provides business transformation services for CSPs in areas such as order management,

HR operations, and marketing that drive cost reduction and agility for CSPs. It offers managed

telecoms analytics services to generate business insights and managed marketing services to drive

greater marketing results through the execution of digital campaigns. Customer-care and front-office

managed services are offered through a strategic partnership with Concentrix.


IBM works with a wide range of service providers across the globe but has a strong partnership with

tier-1 CSPs, deriving the majority of its BSS managed services revenue from tier-1 relationships.

IBM believes that it offers a number of capabilities that differentiate it from the competition. In addition

to offering traditional managed services, IBM also offers co-managed services. As a part of the

co-managed services offering, IBM works closely with CSPs to provide guidance and consulting in

addition to the standard managed services. With this model, the client retains overall management of

staff, while benefiting from an infusion of skills, tools, and processes from IBM, an experienced

strategic provider.

Aside from the co-managed services offering, IBM also believes that its global reach, centers of

competence, IBM Interactive, IBM Design Thinking, business partner alliance, and industry expertise

– among other qualities – allows it to differentiate its offering.


IBM believes that CSPs have generally been and will continue to be motivated by cost savings when

considering investing in managed services. In addition to outsourcing billing and CRM, CSPs have

also been willing to outsource their finance and accounting, supply chain, and marketing operations.



While billing and CRM tend to account for the largest portion of IBM's BSS managed services, over

the past few years it has seen an increase in uptake by CSPs looking to consolidate vendors and

outsource billing and CRM systems.


IBM sees demand for ADM services such as application development and application maintenance as

high and expects it to continue to be so over the next five years. It only expects a small demand for

application testing and support over the next five years.

SWOT analysis

Strengths

IBM offers a wide array of managed services including BSS, OSS, and ERP.

It has a large global footprint with several data centers in each region of the world, giving it

nearshoring and offshoring capabilities.

Weaknesses

IBM relies heavily on revenue from tier-1 CSPs.

It suffers from the lack of a core BSS portfolio.

Its managed services portfolio is segmented into two business units.

Opportunities

IBM could use its best practices with tier-1 CSPs to grow business among tier-2/3 CSPs and

MVNOs.

Threats

IBM's competitors have more evenly spread delivery centers.

They also have a more complete product portfolio.

InfosysCompany overview

Infosys is a global consulting, technology, and outsourcing player with total revenue of $8.7bn in its

last financial year. It has a global footprint with 85 offices and 100 nearshore and offshore

development centers around the world and approximately 176,000 employees. Infosys's focus is on

major vertical industry segments: financial services, insurance, healthcare, life sciences,

manufacturing, retail, consumer packaged goods, logistics, energy, utilities, communications, and

services. The communications vertical is a big one within Infosys, accounting for $1bn in the last

financial year (around 11% of the total). Infosys helps CSPs by addressing challenges in three key

areas: business transformation, accelerating innovation, and running efficient operations.

Within the communications industry vertical, the business is split into seven key offerings (see also

Figure 4):

Applications Development and Management

Business Process Services

Cloud, Infrastructure, and Security

Consulting and Business Technology Transformation



Digital

Managed Independent Testing

Engineering, Platforms, and Products.

Infosys does not break out the revenue split between these seven horizontal areas for the

communications vertical, but it does break them out for the business as a whole: Consulting and

Business Technology Transformation accounted for approximately 31% of the total revenue in the

year ending March 31, 2015; Business IT services accounted for approximately 63%; and Products &

Platforms for approximately 6%.

BSS managed services offerings fall within all of the above horizontals. Infosys launched its

communications managed services business in 1999 and is working now with leading service

providers in three geographical units (Americas, Europe and Asia-Pacific, and Middle East and Africa).

Figure 4: Infosys has structured its industry services across its key service lines

Source: Infosys



Infosys's BSS managed services offering includes:

Applications Development and Management. This includes a combination of application

development, modernization, support, and application operations. It accounts for more than

50% of Infosys's BSS managed services revenue.

Business Process Services. These are the specialized CSP operations, such as order to

cash, assurance services, and managed networks, as well as process transformation services



to help CSPs to achieve industry benchmarked levels of their operations across wireless,

wireline, and cable.

Managed Independent Testing. This is the set-up and operations of a specialized CSP BSS

testing center of excellence; it includes providing reusable testing scenarios for automation,

tools, and IP.

Transformation. BSS transformation represents a big part of Infosys's BSS managed

services business. The company focuses on providing a best-of-breed strategy for its BSS

transformation strategy using its Digital, Cloud, Infrastructure, and Engineering service lines.

Infosys offers several flagship BSS offerings as a part of its managed services portfolio, specifically:

Customer experience management: self-service, omnichannel transformation, API

management

BSS-as-a-Service: BSS cloud solutions

COTS ADM and technology modernization

Innovation with open source: NoSQL, BPM-based order management, self-service, etc.

Go-to-market solutions with partner clients

Automation: E2E billing, testing, and migration automation platforms

Living labs: pre-integrated solutions and accelerators.

Product- and vendor-agnostic approach

Infosys takes a product- and vendor-agnostic approach. It believes that, by focusing on and

understanding the evolving business requirements of its customers, it can propose a "right-fit

strategy." This allows Infosys to determine whether commercially available products, including open

source, will best suit a CSP's needs or if it requires something more custom to be built in-house.


Infosys has a BSS transformation strategy focused around providing service, value, and differentiation

to its customers. The managed services provider focuses on providing best-of-breed components in

its BSS stack, which are designed to address new services and emerging trends (such as LTE,

M2M/IoT, multinational delivery, and cloud). Furthermore, it helps CSPs monetize APIs, simplify

processes and operations for CSP operation and IT transformation, and helps to ensure a faster

launch time.

Infosys believes that its expertise regarding leading market products and other areas – including open

source innovation, renewed alliances and partnerships, and cloud architectures – has helped it

become a leading provider of BSS transformation. Infosys claims to have completed BSS

transformation projects in all of the major regions of the world.


Infosys currently has around 16,000 experts in more than 50 countries, in 85 centers, to assist its

client base of over 60 CSPs. It highlights its depth in product expertise, its global footprint, and its

overall agility in adopting new technology and trends as some of its key differentiating factors.

Specifically, Infosys feels that its 85 centers in more than 50 countries provide it with the nearshore

capabilities to quickly service and build on its relationships with its clients. The company believes that



its balance of expertise in the telecoms domain and the leading market products makes it a market

differentiator.

Its strategy for working in the market includes building strategic long-term relationships and growing

business from those core clients. While Infosys has mainly focused on tier-1 CSPs in the past, it has

recently added many tier-2/3 relationships and believes it can add considerable value and agility to

these operators. Infosys believes operators want a partnership approach.


Infosys has identified that the shift to digital services has drastically shaped the requirements for

CSPs when selecting a managed services provider. Although areas such as billing, mediation, and

fraud management are steady areas of business for Infosys, it has not seen an increase in demand

from CSPs for managed services in these areas. It is important to note that, while the demand for

billing has not dramatically increased, this is Infosys's leading area for managed services adoption;

currently about 40% of CSPs have adopted it as a managed service. The uptake of self-service

follows behind billing at 39%, ordering at 38%, and CRM at 37%.


Application development and management represents nearly 50% of Infosys's overall managed

services revenue. Currently, the demand for ADM is high, particularly in the areas of application

development and testing, and Infosys expects to see the high demand in these two areas continue

over the next two years with demand expected to slow slightly over the next five years as application

development and testing for CSPs reaches a point of near saturation.

Infosys also provides applications operations to its customers; it includes the following areas within

the realm of AO:

BCM, DR, and back-up. Infosys believes that, with the movement to cloud, this area will

become more important in the coming years.

Release management. Infosys currently does this in-house but, as the adoption of DevOps

grows, release management is becoming part of the automated processes.

Security management. For Infosys, the movement to cloud, open source, and API adoption

has started to make security management more critical. IoT is also increasing the discussion

about and the need for security management.

Application performance, system availability. Infosys expects these areas to become

more mature with the adoption of industry-wide standards, tools, products, and processes

over the next five years. Cloud providers are more likely to provide them as value-added

services to their current services.

SWOT analysis

Strengths

Infosys can offer E2E project management expertise and business transformation

methodology.

It has a strong global delivery model coupled with regional expertise.

Its flexibility stems from its product-agnostic approach.



Weaknesses

Infosys has focused more on tier-1 CSPs and has only recently begun to add tier-2/3 CSPs.

Opportunities

More transformational projects will require sophisticated project management and E2E

delivery expertise.

CSPs' hunger for partnering relationships favors players with a strong partnering record.

Business transformation requires a combination of managed services, consulting, and SI

capabilities.

Threats

Infosys's narrow tier-1 focus could hamper its new business development in fast-moving

markets.

Large software players are expanding their own managed services business and becoming

less willing to partner.

NetCrackerCompany overview

Founded in 1993, NetCracker Technology is headquartered in Waltham, Massachusetts, US, and

employs 5,500 staff worldwide. In 2008, the company merged with Japanese conglomerate NEC

Corporation and NEC consolidated all of its telecoms software and services assets under NetCracker.

The combined assets include network management, customer and service management, and

applications and service platforms. NetCracker acquired Convergys's Information Management

business in 2012, which improved its revenue and customer management and managed services

capabilities.

NetCracker's product suites cover OSS, BSS, big data analytics, cloud platforms, SDN/NFV, managed

services, and professional services. It classifies managed services as a deal with a multiyear term, a

diverse services scope, shared risk-and-reward SLAs, and management of NetCracker and third-party

applications.

NetCracker does not report its overall revenue or managed services revenue separately from NEC.

However, Ovum estimates that BSS managed services constitute around 70% of its managed

services total. NetCracker's managed services revenue grew year on year by over 20% in its fiscal ‐ ‐

year 2015, and a significant majority of its managed services revenue comes from the

telecommunications vertical.


NetCracker's services offerings cover four major categories: planning and consulting, end-to-end

turnkey delivery, managed services/end-to-end outsourcing services, and operations and

maintenance. It has three managed services models:

hosted services

remote managed services

build-operate-transfer delivery models.



Some of the BSS managed services implementations have been used by CSPs to transform their

operations and these transformation-related managed services typically involved all four major

categories of NetCracker's service offerings. Based on the nature of the transformation, an optimum

combination of these offerings is used to assist the service provider.


In May 2015, NetCracker launched its NetCracker 10 product suite, which provides cloud-based

orchestration of OSS, BSS, and embedded analytics on a single, unified platform. At the customer

layer, NetCracker claims it should increase effectiveness of personalized campaigns by 30% and

reduce churn by up to 15%.

NetCracker's BSS stack is shown in Figure 5.

Figure 5: NetCracker's BSS stack

Source: NetCracker

NetCracker's managed services portfolio covers these main areas:

Product Operations & Administration includes: Application Scheduling & Processing,

Application Monitoring, Environment Administration, Database Administration, Revenue

Assurance, SLA Management, and Change Management

Service & Performance Management includes: Environment Architecture, Performance

Management, Capacity Planning, Disaster Recovery, and Data Center Services

Maintenance & Support includes: Service Desk, Automated Notification, Incident

Management, Problem Management, Response Time SLAs, and Metrics & Reporting

Application Operations (AO) – day-to-day management and operations of the solution,

application performance management, and monitoring

Application Maintenance (AM) – support services, including level-2, level-3, and level-4

support

Application Development (AD) – design, develop, test, and deliver functionality based on

the requirements

Basic Operations (BO) – IT management services, including environment, system, and

production database administration.

NetCracker provides level-4 support for all aspects of the BSS. Most of its 27 active managed

services contracts are exclusively BSS; around seven are OSS/BSS. One thousand and two hundred

people work on managed services, and around 800 have primary (though not exclusive) focus on

BSS managed services. NetCracker claims to rate 850 billion events annually for CSPs, MVNOs,

MVNEs, and M2M.




NetCracker provides the full set of operations and maintenance capabilities for NetCracker and

third-party solutions – from monitoring and fault handling through to product upgrade procedures. Its

managed services are vendor-agnostic and data-center-agnostic.


NetCracker uses a standards-based approach to its managed services contracts, including ITIL-based

methodologies and TM Forum's FrameWorx 15 for its Telecom Operations and Management

Solutions (TOMS), and its standards for business processes (eTOM), information (SID), and

applications (TAM) frameworks. Among all managed services providers in the industry, it is the only

CMMI Level 5-certified services organization, and it provides the full set of operations and

maintenance capabilities for both its own and third-party solutions. NetCracker develops shared goals,

integrated processes, and joint planning and decision-making with its CSP customers and then

integrates these with back-to-back SLAs, and monitors the metrics through a dashboard of KPIs.

NetCracker has a 24x7 "follow the sun" method and uses data center partners in Boston,

Massachusetts, and Cincinnati, Ohio, in the US. It also has a data center in Slough, UK.


NetCracker has deep network and IT expertise and a long track record in OSS and BSS telecoms

software and managed services. It is 100% focused on the telecoms vertical. It is also backed by the

R&D and networking capabilities of Japanese conglomerate NEC, which is a $30bn company.

NetCracker sees one of its key differentiators as its ability to compete in the three key domains for

OSS/BSS managed services, which are: network and virtualization capabilities, IT applications

capabilities, and systems integration. This ability allows it to focus on the interfaces between the

OSS/BSS stack and the rest of the CSP – that is, the planning, execution, transition, and operation

services supporting any type of business model for client-owned platforms, remote managed services,

and third-party and cloud-based platforms . This is a position that few vendors can address

adequately.

NetCracker has a wide range of clients in all geographies. Its largest customers for BSS managed

services in North America include three of the four largest operators in the US. NetCracker provides

these operators with B2B billing as a hosted managed service. It also provides hosted managed

services to over a dozen cable providers, including some in Europe and Latin America. Its hosted

managed services customers also include operators delivering innovative services such as M2M, as

in the case of O2.

Recent contracts won by NetCracker for BSS managed services include: CableSouth Media3 (US) for

a hosted managed services model for customer and revenue management solutions; Taiwan Star

Telecom for integrated revenue and customer management products; and Vast Broadband and Bright

House Networks in the US, which are multiyear hosted managed services contracts for revenue and

customer management.


The domains that CSPs are most willing to consider for managed services are CRM, ordering, billing,

and mediation. Currently they are least willing to outsource self-service. More broadly, NetCracker

believes it is important for managed services providers to demonstrate their expertise across three



domains: the network, IT applications, and systems integration. Managed services partners need to

be more agile and include automated processes in their BSS implementations.


NetCracker's definitions of ADM and AO are broadly the same as the definitions used in this report,

although NetCracker also includes maintenance under ADM:

ADM includes all nonoperational activities related to the management of BSS applications

(design, development, testing, support, training, and migration/conversion).

AO includes all IT oriented operational activities related to the management of BSS ‐

applications, such as monitoring and control of IT systems and ongoing IT support.

CSPs typically award AO-related contracts first. They expect the vendor to take responsibility for the

solution, run it reliably, and keep to the SLAs. Once the vendor has proven its abilities, contracts will

incorporate more applications development and innovation. Increasingly ADM requires cloud-ready

systems for the BSS stack, and testing and support will need to operate in the hybrid (physical and

virtual) environment.

SWOT analysis

Strengths

NetCracker is backed by NEC and able to draw on NEC's R&D and global presence. The two

companies have a wealth of experience and expertise in the telecoms vertical.

It has its own platforms, and in-house IT applications and SI capabilities.

Its flexibility for AO and ADM stems from its vendor agnostic approach and compliance with ‐

eTOM, SID, and TAMS.

Weaknesses

The extent to which NetCracker uses NEC infrastructure and support for maintenance,

support, and end-to-end delivery is unclear.

In the face of competitors that have large managed services portfolios, NetCracker needs to

strengthen its message describing how its BSS products, operations, and process skills fit

together holistically.

Opportunities

Analytics is baked in to NetCracker's BSS applications, enabling more use cases to CSPs.

The CSPs' digital transformations will provide managed services and business process

opportunities.

Threats

While NetCracker has been in the market for some time, it is less of a global name than

Ericsson and Huawei, for example.

Recent CSP calls for vendor financing or other new business models may prove challenging

for NetCracker since it has not traditionally engaged in these types of vendor financing

models.



Tata Consultancy ServicesCompany overview

Tata Consultancy Services (TCS) is a global IT services, consulting, and business solutions provider

with revenues of just over $15.5bn in its last fiscal year. It employs staff drawn from 124 nationalities,

operates in 46 countries, and has approximately 325,000 full-time employees. Its focus is on the

following verticals:

Banking and financial services

Insurance

Telecoms

Retail and consumer products

Manufacturing

High tech

Government

Life sciences

Travel, transportation, and hospitality

Energy and utilities

Media and information services

Telecoms is the second largest vertical for TCS, accounting for approximately $1.3bn in the last

financial year (9% of the total revenue).

TCS offers an extensive suite of BSS solutions and assets which sit within the telecoms vertical. Its

offerings cover a wide spectrum of consulting, technology, ADM, and business process services,

including:

Business Operations

IT Services – ADM

Infrastructure Services

Global Consulting

Network Services.

TCS does not break out the revenue split between these horizontal areas for the telecoms vertical, but

it does break them out for the business as a whole: In the 2014 financial year, IT solutions and

services accounted for approximately 55% of total revenues; consulting for approximately 3%; and

business process services for approximately 12%.



Consulting. Business transformation advisory services.

Business Process Services (BPS). Application maintenance and outsourcing of support

services. There are still CSPs that want custom development of OSS/BSS, including areas

such as application maintenance.

IT Services. Custom application development; application management; systems integration;

application modernization; performance engineering.



COTS Implementation.


TCS takes a vendor-agnostic approach and believes that it has a strong offering across all of its

vendor services. It partners with vendors such as Amdocs, Keenan, Comverse, Oracle, SAP, SFDC,

and NetCracker to support its customers, depending on their requirements.


TCS has a network of over 20,000 BSS professionals globally and has deployed more than 40

projects. Its focus is on building platforms and solutions that enable CSPs to be competitive by

launching new services quicker and at a lower cost. Its platforms and solutions include a hosted OSS

and BSS stack; a content delivery platform, and a connected device management platform.

Clients are supported by strategic business units which focus on horizontal offerings covering all

industry vertical units of TCS in the areas of Digital Enterprise Solutions, Business Process

Outsourcing, Enterprise Solutions, and Infrastructure.

TCS's key capabilities that come into play when offering managed services for CSPs are: the TCS

Research & Innovation Unit; and collaboration across industry vertical units to bring the power of the

wider TCS to customers.

TCS's key objectives for its managed services offering include: reducing CSPs' operational costs;

helping with vendor consolidation; redefining service management; partnering to support the

transformation journey; and improving CSPs' agility.


TCS sees its key differentiators as its solutions and frameworks to improve on operational efficiency,

revenue enhancement, and customer experience, plus its support for the transformation journey

through automation and deploying ready-to-use solutions.

The company's full services portfolio includes remote infrastructure services, traditional IT services,

consulting, and business process outsourcing. Its next-generation digital technology solutions are

delivered through the Customer Centric Engagement Model, the Global Network Delivery Model

(GNDM), the Innovation Labs, and the Co-Innovation Network (COIN).

TCS believes that its key differentiating factor is its ability to bring in collaborations across services

and use the capabilities of the larger TCS organization, in order to provide a more vertical offering

across Enterprise Solutions, Digital Services, and Technology Solutions and create business value for

the managed services offerings.

TCS's flagship offerings are Hosted OSS/BSS (HOBS), Clinical Data Management (CDM), and

MasterCraft. The company believes its BSS offering can help deliver tangible potential benefits for

service providers, including:

Improving on operational efficiency and faster time to market.

Reducing IT expenditure by at least 20–25% by offering a "pay as you go" model.

Quickly deploying applications via its platform-as-a-service (PaaS) model. This model

ensures that CSPs avoid using obsolete technology without having to incrementally invest in

getting or renewing technology licenses.



Delivering a "build as you grow" model which allows CSPs to scale up and easily adopt more

sophisticated business models as their businesses grow.


TCS sees managing capex and opex, enhancing efficiency through best practice and domain

expertise, and managing complex legacy systems as some of the main drivers for the CSPs' adoption

of managed services. Secondary drivers include supporting digital transformation, reducing time to

market, improving QoS/QoE, and aiding in the adoption of new technologies.

TCS has observed that tier-1 CSPs need their managed services partner to: build uniform processes

and systems for all the channels; have the ability to adhere to SLAs; manage downtime and

business-continuity planning; and manage the transition from multiple BSS to a single BSS. TCS also

believes that CSPs look for partners that can help in reducing the risk associated with deploying

technology, taking costs out of the business, and improving efficiency.

In TCS's opinion, CSPs look for vendors that are strong in offering services – managed on-site,

co-location services, hosted, and "as-a-service" – and are transparent in various phases of the

program. The company also believes that CSPs require their managed services provider to be agile

and act as a strategic advisor.

CSPs are focusing on new ways of revenue enhancement and go-to-market opportunities. They are

looking for strong vendors to which they can outsource services, maintenance, and operational

functions. In some cases, CSPs are also considering including network planning, optimization, and

operations as part of managed services.

As a priority, CSPs are exploring new ways to reduce opex, improve on QoS, transform business

operations, and improve operational efficiency. TCS believes that the BSS managed services market

is changing course and CSPs are increasingly looking to outsource network service operations apart

from generic BSS services.


TCS finds ADM services, such as application development, application testing, application

maintenance, and application support, are in high demand and will continue to be so over the next five

years.

SWOT analysis

Strengths

TCS's strong relationships with CSPs has led to it having a very high rate of repeat business,

with 98% of its BSS managed services business being repeat business.

TCS's ability to offer full, end-to-end managed services capabilities, including BPS and

systems integration, gives the company an advantage as CSPs begin to seek out more

complete managed services capabilities from their managed services providers.

Weaknesses

Given the size of TCS's managed services portfolio, telecoms clients and the associated

revenue represent a very small percentage of the overall business, with less than 10% of its

managed services revenue coming from the telecoms industry.

TCS relies heavily on the North American region to generate business and has only very

limited net new growth.



Opportunities

TCS can use its expertise from providing managed services outside the telecoms vertical to

offer unique best practices that are easily translated into the telecoms industry.

TCS has a proven track record among mature CSPs in North America. Its best practices from

this experience can be easily applied in other regions to grow business outside North America

and Europe, as well as among lower-tier CSPs.

Threats

NEPs and BSS software vendors have positioned themselves well to be competitive in this

space and have been able to strategically align themselves with integration partners.

Tech MahindraCompany overview

Tech Mahindra, which is part of the $16.5bn Mahindra Group, is a global systems integrator and

business transformation consulting group. Its prime focus is on the telecommunications industry and it‐

has a global footprint in 90 countries, more than 170 customers around the world, and over 103,600

employees. Its operational centers are located in North America, Europe, Middle East, Africa, and

Asia-Pacific.

Tech Mahindra has recently invested in a company called Fixstream, which provides an E2E

operational analytics platform to enable business- and application-centric insights and collaboration of

cross-domain management.

At a broader level, Tech Mahindra's core portfolio consists of application services, business services,

infrastructure services, mobility services, and network services. It offers managed services (AO, ADM,

SI, and testing) and engineering services (R&D) around this portfolio. This core portfolio is in place

across its major business verticals, which include telecom; banking, financial services, and insurance

(BFSI); manufacturing; and healthcare. Within the telecom vertical, the vendor provides managed

services across communication and data service providers and enterprises. Figure 6 shows how Tech

Mahindra is structured to deliver BSS managed services.



Figure 6: Tech Mahindra delivers a broad set of CSP services offerings

Source: Tech Mahindra


Tech Mahindra provides an end-to-end BSS managed services offering

Tech Mahindra offers BSS managed services across its three geographic "clusters" – North America,

Europe, and rest of the world (ROW), which includes Middle East, Africa, Asia-Pacific, and India. Each

cluster supports BSS managed services engagements from the perspectives of delivery and presales.

Tech Mahindra's BSS managed services offerings are categorized as follows:

BSS applications operations include operations for billing, customer care, revenue

assurance, order management, service provisioning, and fulfilment. Other services provided

include its managed vendor services offering which is focused on OEM license management.

BSS application development and maintenance includes a range of services such as

root-cause analysis, unit testing, defect categorization and prioritization, application demand,

and change request management. Its maintenance services cover the management of the

application availability, service levels, events, incidents, and application performance.

End-to-end service management includes service desk, service incident, request, SLA, and

change and knowledge management. Other services include BSS service assurance and

service automation.

BSS business process outsourcing includes billing and order management, collections,

service provisioning and activation, and business process design and engineering.

BSS infrastructure management includes infrastructure capacity and upgrade

management.

BSS transformation includes transformation from legacy to COTS-based solutions and

next-generation BSS systems/solutions.

BSS systems integration includes solution architecture, implementation of orchestration

layer, and integrated information/data models.



Other specialized / consulting services such as IT strategy planning and roadmap, business

continuity and data recovery (DR) planning, capacity planning and forecasting, and

information security.

From the BSS functional point of view, Tech Mahindra provides solutions for revenue assurance/fraud

management, partner management, ordering, mediation, CRM, self-service and billing, and voucher

management. In 2014, billing, CRM, and order management accounted for 72% of its overall revenue

from BSS managed services.

Tech Mahindra's flagship BSS managed service is its integrated managed services (IMS) offer which

is a combination of applications, infrastructure, security, value-added service, network, and business

process management services. IMS has been developed using the Unified Service Management

(UniMS) framework which cuts across all telecoms technology domains. UniMS (see Figure 7)

ensures that business processes are unified seamlessly across technologies and business domains

to offer better customer experience.

UniMS provides features for customer experience enhancement, such as a single point of contact for

customers through an integrated service desk, service delivery, and service assurance which

integrate functions and operations across all domains. Included in the UniMS framework are

cost-efficiency features such as a business-outcome–linked commercial model and

managed-services-funded transformation. The vendor has observed approximately 20% improvement

in QoS and operating efficiency following the implementation of the IMS framework and its automation

capabilities.

Figure 7: Tech Mahindra's UniMS unifies CSP business processes with business domain technologies

Source: Tech Mahindra

Future development plans for BSS managed services offerings

Tech Mahindra aims at continuous enhancement of its BSS managed services portfolio by

incorporating the key lessons learnt from previous and current projects, and external CSP market

trends in telecoms business, operations, and architecture. Innovation will be focused on identification

and realization of cost savings, delivery of greater flexibility and agility for quicker solutions, and

operational excellence. Other development plans will also include the adoption of CUBES, Tech



Mahindra's E2E intelligent management platform that covers all aspects of managed services

including service operations, monitoring, and transformation, plus the enhancement of its automation

capabilities using frameworks being developed by its dedicated Artificial Intelligence team.

The vendor also plans to evolve its solution offerings to align with the CSPs' strategies for growth and

improved customer engagement.


Tech Mahindra's go-to-market strategy is based on being vendor-agnostic and bringing in its best

practices, processes, and tools that enable the industrialization of operations to its customers globally.

The vendor follows a product-neutral standards approach – such as ITIL or TMF NGOSS FrameWorx

– to design and manage the BSS managed services solutions. Core to the vendor's agnostic

approach is its Gold Build framework of best practices, use cases, and customer journeys adopted for

both transformation and managed services.


According to Tech Mahindra, its core differentiators and capabilities include:

The industrialization of processes and operations in the BSS managed services that are

delivered through its CoE. The vendor's industrialization strategy involves the assessment of

all managed services activities based on a predefined baseline of quality and productivity

indicators.

A strong focus on automation as a driver for the delivery of consistent customer experience.

Its innovative business models that align with customers' business outcomes.

A knowledge repository that it has built up from over 100 managed services projects across

different service lines.

Its cloud practice that helps CSPs realize the value that the cloud can provide when used with

its global services.

A broad ecosystem of partners to develop and offer end-to-end solutions. Partners include

Cloudera, Hortonworks, Comverse, Comptel, IBM, Microsoft, Oracle, Pegasystems,

Salesforce, SAP, and SAS.


Tech Mahindra highlights its network services capabilities as a key differentiator. The vendor indicates

that CSPs look to it as an alternative to NEPs in providing both network and IT managed services. Its

expertise in network services is highlighted especially with its wireline engagements where service

provisioning, fulfillment, service activation, and service design is dependent on the network itself

compared to the wireless domain.

Tech Mahindra has a broad spectrum of clients in its portfolio: These include AT&T, Bharti Airtel, BT,

KPN, Telefonica, Verizon, the Australian and Indian operations of the Vodafone Group, and 3 Ireland.

According to the vendor, it is currently involved in one of the largest CRM transformation projects, a

multiyear agreement with Vodafone India that involves the transformation of its CRM system to Oracle

Siebel, which is to handle 400 million subscribers. A recent engagement with 3 Ireland will see Tech

Mahindra provide customer care services for the mobile operator's consumer customers and manage

its back-office systems.




Complete outcome-driven strategic outsourcing of the entire IT estate along with business operations

is likely to become more attractive for CSPs in the future. This trend will be driven by the fact that

CSPs are hard-pressed to improve their margins, revenue growth, and time to market – outsourcing

operations is expected to provide significant growth in EBITDA and accelerate the CSPs'

go-to-market.


Broadly speaking, Tech Mahindra uses the same definition for ADM and AO as used in this report.

Within Tech Mahindra's Managed Services framework, these managed services offerings are referred

to as Service Operations and Service Delivery:

The Service Operations team provides service desk, application, infrastructure, and security

management functions.

The Service Delivery team is responsible for the delivery and management of new business

requirements; for example, new demands for applications, BSS projects, and transformations.

Tech Mahindra sees a clear trend towards an integrated managed services solution. The decision to

adopt an integrated MSP is based on many factors – cost, size of operator, solution complexity and

ecosystem, and CSP internal dynamics and objectives.

SWOT analysis

Strengths

Tech Mahindra has deep telecoms expertise in delivering network, IT, and business process

outsourcing activities to CSPs and so is positioned to provide E2E managed services to

CSPs.

Its UniMS framework is a core differentiator that offers an integrated approach to the delivery

of BSS managed services to its customers.

It has a strong and broad partner ecosystem which bolsters its claims as a vendor agnostic ‐

MSP and its ability to deliver managed services offerings end to end. ‐ ‐

It has invested in platforms, solutions, and delivery / business models – aligned with CSP

next-generation market imperatives and trends.

Weaknesses

Compared with competitors such as Amdocs, Accenture, and IBM, Tech Mahindra has

relatively smaller C-level mind-share and ability to negotiate large multiyear contracts.

While Tech Mahindra has frameworks / platforms in niche areas, it lacks the ability to offer

solutions using its own products compared with vendors such as Ericsson and Huawei.

Opportunities

Tech Mahindra needs to take further advantage of its parent company's presence in Africa

and the Middle East to strengthen its positon.

Its integrated services approach will appeal to the broader CSP market as the demand for

smaller vendor ecosystems is at a record high.

The vendor's strong focus on automation will be essential in maintaining an improved

customer experience, especially in the digital space.



Threats

The NEPs and BSS software providers are using their financial muscle to develop their

system integration capabilities to deliver end-to-end offerings.

BSS players make it hard for vendors like Tech Mahindra with a CSP BSS product offering to

differentiate their offerings, as the "black box systems" created in proprietary systems could

have an impact on its productivity.

WiproCompany overview

Founded in 1945, Wipro is a global IT consulting and system integrator, based in India. Wipro offers a

wide range of services extending across six business units, which include:

Banking, Financial Services and Insurance

Retail, Consumer Packaged Goods, Transportation and Government

Manufacturing and Hi-tech

Healthcare, Life Science and Services

Energy, Natural Resources, Utilities, and Engineering & Construction

Global Media and Telecom (GMT).

The company's service offerings include:

Business Application Services

Application Development and Maintenance

Product Engineering Solutions

Global Infrastructure Services

Business Process Services

Consulting Services

Wipro Analysis.

Wipro's Global Media and Telecom business unit generates approximately $1bn in annual revenue,

which accounts for approximately 14% of the company's overall revenue. Within the GMT business

unit, Wipro provides its services to telecom equipment vendors and media and communications

service providers (see Figure 8).



Figure 8: Wipro Global Media and Telecom services business unit

Source: Wipro

While more than 50% of Wipro's managed services revenue comes from North America, the company

does not generate BSS managed services revenue in North America.



BSS managed services revenue accounts for approximately 30% of Wipro's GMT managed services

revenue. Its BSS managed services offerings includes Wipro RAPIDS (see Figure 9), which is the

company's flagship, pre-integrated suite of BSS and OSS technologies supported by vendors such as

Oracle or via open source. Wipro has aligned its RAPIDS offering with industry standards including

working with the TM Forum.



Figure 9: Wipro RAPIDS solution

Source: Wipro

In addition to RAPIDS, Wipro also offers shared services for AD, AM, AO, and IO, as well as testing

services.


Wipro considers its services to be mostly vendor-agnostic. While the company does offer a full Oracle

suite to support its managed services, the RAPIDS framework provides customers with a more

vendor-agnostic approach. RAPIDS allows CSPs to choose, via open source, the products that they

wish to use, and it is a framework built specifically for customization (i.e. CRM from one vendor and

billing from another, etc.). The RAPIDS framework uses a predefined data model, known as a "quick

start engine" because it cuts down on delivery time.

Wipro's best practices are already established and it can do up to 600 business processes.


Wipro has a large global presence with operating centers in Paris, the UK, Dubai, Bahrain,

Melbourne, New Jersey in the US, Jakarta, and five centers in India. While the company operates

globally, Wipro has a very limited presence in Latin America and Eastern Europe.

The company has created a framework around BSS-as-a-service, which it launched two years ago. It

has worked with a CSP in North America delivering BSS-as-a-service but does not currently have any

customers for this offering.

BSS-as-a-service currently poses the biggest challenge for Wipro because of the nature of the

delivery model. Wipro has found that CSPs are concerned about the BSS being delivered in a public

cloud setting and have, as a result, required that the MSP be able to deliver BSS-as-a-service in a

local center, which increases operating costs and ultimately has a lower ROI for CSPs.


Wipro believes that its vendor-agnostic capabilities and flexibility in working with CSPs are its key

differentiators. It provides an integrated offering using its BSS managed services, business process



services, and telecoms network services, a combination that is another differentiator for the MSP. For

example, Wipro had a customer that had already purchased several software licenses for

omnichannel services before approaching Wipro for a managed services deal. Wipro was able to use

the customer's existing software and incorporate it with its existing RAPIDS framework, and was able

to do so without any issues. The company believes that this is the type of flexibility that is important

for CSPs as they seek out an MSP.

Wipro will also begin to prepackage its offerings for BSS to support specific business processes

depending on CSP needs. It will make these offerings pre-integrated as a part of the packaged

solution and offer an "as-a-service" model hosted in the cloud.


Wipro believes that traditional ADM and transformation will continue to occur in the market, but there

will be a shift as a result of CSPs moving towards becoming digital service providers. Additionally,

Wipro anticipates that BSS-as-a-service will be the new delivery model of the future as CSPs move

closer toward digital transformation.

While Wipro does not manage revenue and fraud management itself – instead, it works closely with a

partner – the company has found that demand for mediation services is low. On the other hand, order

management, CRM, and billing deals usually come as part of an integrated or bundled contract for

Wipro; they rarely come in as separate, standalone services.

Wipro sees order management and CRM services generating the largest share of its revenue

because supporting them involves more knowledge and expertise.


Wipro uses the standard definitions to define ADM and AO. Wipro sees demand as relatively high for

ADM, but expects this demand to trail off over the next five years as "as-a-service" models increase

and emphasis shifts toward service consumption.

The company expects that, as the demand for ADM services wanes, the demand for AO will increase.

It sees demand for AO as relatively medium, but anticipates that demand will increase over the next

five years.

SWOT analysis

Strengths

Wipro provides end-to-end service capabilities to CSPs, covering both the network core and

the IT applications and infrastructure segments.

Its key accounts are three of the global top-10 telecoms service operators; two global service

providers based in Europe and a major operator in Asia-Pacific.

It has strong partnerships with key BSS software vendors in the market.

Weaknesses

Wipro only has a very limited BSS managed services offering in North America.

It also has a limited footprint in Latin America and Eastern Europe. Along with North America,

these are regions where a significant number of BSS transformation projects are occurring.

Latin America is the region where BSS revenue is forecast to show the most growth over the

next five years.



Opportunities

Wipro has an opportunity to build on its existing relationships throughout North America and

expand its BSS managed services reach.

Threats

Other MSPs have a stronger global presence with more "feet on the ground," so to speak,

spread more evenly throughout each region.

CSP specialists in the MSP space are winning more contracts around BSS transformation

and have stronger market use cases of these services.

Appendix

MethodologyThis report is the product of independent research conducted based on primary and secondary

research. Interviews were conducted with executives from companies providing IT services to

telecoms companies. These include Amdocs, Atos, Capgemini, Ericsson, Huawei, IBM, Infosys,

NetCracker, Tata Consulting Services (TCS), Tech Mahindra, and Wipro.

AuthorsAdaora Okeleke, Analyst, Telecom Operations and IT

[email protected]

Clare McCarthy, Practice Leader, Telecom Operations and IT

[email protected]

Chantel Cary, Analyst, Telecom Operations and IT

[email protected]

Ovum ConsultingWe hope that this analysis will help you make informed and imaginative business decisions. If you

have further requirements, Ovum’s consulting team may be able to help you. For more information

about Ovum’s consulting capabilities, please contact us directly at [email protected].

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