The Cloud SOA and Cable Competition

The Cloud, SOA and Cable: CIO.IT Competition - Session 1

Brian CappellaniSigma Systems

Geoff Moore – Escape Velocity

Complex Systems vs. Volume Operations

ComplexSystems

VolumeOperations

SweetSpot

SweetSpot

Complexity Volume

Eff

ect

iven

ess

SmallBusiness

GovernmentPrograms

SocietalEntitlements

Enterprise Consumer

Number of Customers100 101 102 106 107 108

New Cloud Offerings - Bridging Complexity

3

Market Complexity Cloud Complexity

ROI

Possible Cloud Offerings are Complex• Infrastructure driven to commodity• Platform as a service fragmented• Software as a service lacking channel

Market / Customers are Complex• Ala Carte vs. standard offerings• Vertical vs. general solutions• Consumer vs. SMB vs. Enterprise

ARPU/AMPUChurn

Time to Market

Focus & Simplify

4

SaaS SMB

Forrester Research: Public Cloud Forecast 2011 to 2020 TM Forum Survey: October 2011

SMB Relationship Transformed

Provider of Pipes Cloud Service Broker• Provider adds value to cloud

applications– Trusted supplier to the SMB– Cloud applications bundled with on-

network services– Creating channels to SMBs that SaaS

vendors cannot reach– Single SMB user experience across

many cloud applications• Ordering• Provisioning• Billing• Support

5

Become the Trusted AdvisorSpecific opportunity to channel SaaS with scale and trust to SMB – focus on key SaaS applications where

quality of service and connectivity SLA creates differentiation

Elements Necessary

• Self-service• Experience closer to Facebook than MS

System Center• Manage Subscriptions• Manage users across on-network and SaaS

services

SMB Admin / End User Portal

• Allows CSR to perform all actions available in the self-service portal

• Enter and orchestrate orders with existing back office systems, on-network services and SaaS services

Backoffice Provisioning / Order Mgmt

• Provisioning APIs implemented in days / weeks rather than months

• Jump start program for branding, pricing, and business relationship

• Built on industry standards

Rapid SaaS Vendor Onboarding

In a scalable, repeatable, and

economic manner

Sigma Systems Enabled Providers

• On-prem or as a PaaS hosted by Sigma• Integrated into your billing, support, assurance and identity systems• Catalog of name-brand SaaS apps with strong network affinity and value to the SMB• Single experience across on-network and off-network / brokered services

Cloud Service Brokerage from Sigma

Chart - 8

Value added services for businesses that extend value beyond high-speed data & hosted voice – reducing churn, driving ARPU/AMPU, quickly to market

April 10, 2023 Confidential - Sigma Systems

Q&A

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