IAC 2024 - IA Fast Track to Search Focused AI Solutions
Managed services. preparing for market convergence (mswc 2011)
1. Preparing for Market Convergence
5th Managed Services World Congress
Berlin, September 22th
Raúl Zamorano S.A. / Telefónica España S.A.
0
Telefónica Servicios Audiovisuales
raul.zamorano@telefonica.es
Título de la ponencia / Otros datos de interés / 26-01-2010
@JRaulZamorano
Area 0
Company name
2. About myself and the company I work for…
Area @JRaulZamorano
Company name
3. Where do we come from?
The changing role of the IT services
Today
80’s
Operational
Cost savings Spesialisation
Transformation
The new technologic wave will deliver its fruits
under this managed services paradigm
Source: Michael Corbett, 10 years of outsourcing
Area @JRaulZamorano
Company name
4. The operators of today and challenges ahead
The opportunity
Differentiation New digital businesses
Pace of change only achievable by means of
strategic outsourcing Technology landscape
Macroeconomic
environment (Cloud, M2M…)
Competitive landscape Huge Data consumption
growth
High demanding
customers The challenges
Networks, Systems and Processes
Unending
products and All possible
services Channels
portfolio
Huge customer base Customer services The capabilities
Area @JRaulZamorano
Company name
5. Operators offering managed services.
The channel effect
Who will succeed in Managed Services (survey perfomed to 300 MSPs)
src. Channel Insider (2009)
Size of companies consuming Managed Services Why don’t you outsource all of your IT?
40%
75%
src. Channel Insider (2009)
Area Src. Savvy to IT deprmts (2010)
Company name
6. But, this is not new, what are last years learnt lessons
in delivering Managed Services in the Telco space?
Area @JRaulZamorano
Company name
7. Business models and the consultative approach
Don´t mess up, put your numbers right
Complexity In case of doubt,
simple comes first
«All you can eat» Ask for and provide clarity
Beware of black boxes
Signing up
Write, write, write it down
and share it
The pressures… The best practices
Always keep the right
balance
Area @JRaulZamorano
Company name
8. Trial, training and ongoing operation
Accelerate learning phases and improve as you walk
Designing Operating phase
phase
Managed services are above all services, and they’re alive!
Train regularly
Trial yourself Measure
Choose the right
before going all-in constantly
people
Customer Satisfaction
Meet the standards
And make Survey,
improvements asking for feedback
Area @JRaulZamorano
Company name
9. Customer Services challenges for Operators
Operators are the only entry point for a myriad of services
Complex and dynamic More Sophisticated
Offer Customers
Multilayer vs
Multiskill?
Cost Control
Own resources
Vs Externalised Customer
Satisfaction Social lifes, professional made
Form factors, apps, easy, consumerisation
smartphones, data bundles Help vs Sell
Massive inquiries and unpredictable
Network failures Big events
Area @JRaulZamorano
Company name
10. Operator’s Customer Services evolution
And old plain IVR based support ain´t working anymore…
Source: Ovum / Genesys Survey 2009, “Consumer Preferences in Contract Centre Interactions”
Partners need to understand this change and adapt
Human Digital
Assisstant
Multichannel
Self care CS as another
done right selling channel
One to many support
(Twitter & Webchat)
Area @JRaulZamorano
Company name
11. Few ideas to take away…
Don’t forget the basics,
there is plenty of documentation out there
Understand our strategy, have your own ready to
take over and show us where they meet, constantly!
Think big and long term for a healthy marriage
Area @JRaulZamorano
Company name
12. Thank you!
Raúl Zamorano
raul.zamorano@telefonica.es
@JRaulZamorano
Area
Company name