1. “The best way to anticipate the future is by understanding the present”
- John Naisbitt
ISON CONSULTING
ISON Business Modeling Case Study

2. Outsourcing Business Model for OSS/BSS 1/2
A OSS/BSS Company used to sell products in India on a traditional Per-License Model. They
wanted to explore the financial feasibility of a Long-Term Outsourcing Contract
A Representation of the Client Situation
Traditional Sales Model on Exploring New Model for a
a License Fee basis Long-Term Contract
ADVANTAGES DISADVANTAGES ATTRACTION UNCERTAINTY
• High Dependence on
• Simple Business Model SI partners for sale • Create competition • Which model to
with Risk of • No escape from entry barrier by follow: Revenue
Operations on SI annual re-negotiations garden-walling Share, Rate Contract,
partner like Ericsson/ & price reductions customer Per subscriber/
IBM/ Wipro etc. • Not getting complete • Ensure long-term capacity utilization
• Ensure Profitability advantage of a profitability fully model etc.
during initial sale growing market in capitalizing a • What is the best case
• Annuity Business overall sales figures growing market scenario to provide
ensured through Level • Reducing Profitability • Have better control maximum benefit to
2 support contracts & • No significant on SI partners’ Client, SI partner &
expansion possibilities competition entry commitment to sales Operator
barrier
ISON to give a financial feasibility analysis of possible Long-Term
contracting Options, Define Sales Strategy & Provide Sales Support

3. Outsourcing Business Model for OSS/BSS 2/2
Building Long-Term Complex contracts is ISON’s forte. Using our experience of structuring over 5BUS$ of
Revenue Share & Outsourcing contracts ISON helped the client sign a 5 Year Multi-Million US$ contract
PHASES OF A LONG-TERM COMPLEX SERVICES CONTRACT
SERVICES Business Case Building Final Negotiations & Governance &
FRAMEWORK & Vendor Finalization Contracting Successful Operations
• Business Modeling –
• Contract Due • Price Benchmarking in
Executive Duration, Key
SUPPORT SERVICES
Diligence the Indian market
Parameters etc.
• Cost Case Building • Contract Building • Governance
Strategic (Capex & Opex) • Negotiation Levers & Architecture
• Sensitivity Analysis Strategy • ContractGovernance
• SLA Definition & • Governance Model • Total Governance
Operational Framework linked to • Deliverables & Asset Support including
payment structure Tracking Framework Change Management
Support Provided
ISON helped Client bag a 5 Yr. Multi-Million Dollar deal with a Global IT Services
Giant as the first model of its kind in the world, where the IT Co. has a Revenue Share
agreement with the Customer (Telco Operator) & the client has a back-to-back
revenue share % agreement with the IT Co.

4. Thank You
Feel free to Contact:
ASHUTOSH JOHRI
Vice President – Business Consulting
ISON Consulting
(M): +91 98103 32690
(E): ashutosh.johri@ison.in