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Networks & Infrastructure
SOFNET 08: Partnerships are the key for software telcos
Plenary session highlights new approaches
by Paul Rasmussen
While there is broad acceptance that traditional telcos must adopt a
more software-based approach across all aspects of their businesses,
how this can best be achieved was a hot topic at Wednesday’s plenary
session at the SOFNET exhibition.
According to Denis Guibard, VP of innovation and new ecosystems at
France Telecom, most of the new services being offered by the company
are software-based. “We’re already a software company by the fact that
we’re selling and licensing software to our partners. The change is
well underway and there is a new ecosystem with France Telecom.”
However, key to this transition, claims Guibard, is recognizing the
importance of working with partners. “But, we must revise our ideas to
the issue that there is no accepted best method as to how partnering
is best achieve. We have accepted that there is need within the
company to change our mindset towards how we approach partnerships.”
Adding weight to this viewpoint came from J P Rangaswami, MD of HQ
services design at BT. “Partnerships must be open and multi-lateral if
they are to work successfully for both parties.”
Commenting on the likely revenue sharing models that could be adopted
when working with partners, Rangaswami outlined a model based around
the need to evaluate the need for financial capital and production
capital. “There are many different levels of investment or revenue
sharing dependent upon the risk and maturity of the third-party
application or service," he said. "Will it take us into new markets or
help boost ARPUs?”
Chris Bray, telecoms industry sales for IBM software group, confirmed
that IBM could not survive without the help of partnerships. “There is
a need for a cultural shift with a company to accept the importance of
partnering. For example, service providers and Web 2.0 companies can
only move to the next stage by learning from each other.”
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