Telcos all over the world are getting more into selling cloud services to bundle with their networking services that add value to customers. The challenge they face is dealing with the sales fulfillment, orchestration, and management logistics of service subscriptions without incurring enormous costs and sustaining an elongated pathway to market. Fortunately, we offer a technology platform that automates all these sales logistics, thereby enabling telcos to be able to sell cloud services faster and more profitably than they could otherwise. This slide deck walks through what our platform can do for telcos.

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CLOUD MARKETPLACE PLATFORM FOR TELCOS

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State of the Telco Market
Telcos are redefining their role as technology providers
• Creating more value added services & solutions
• Upselling and bundling cloud services with existing telco offerings
• Greater operational needs to manage these processes
New challenges need to be addressed
• Business purchasing behavior has become more like consumers
• Strong market expectations for immediate service fulfillment (a la AWS)
• Maintaining core competencies while establishing an automated delivery model
Telcos are in a perfect position to capitalize
• Loyal customer relationships already in place
• Already own the infrastructure, networking, and business ecosystem
• Can easily support hybrid cloud investments for Enterprise

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What we have…today:
1. Cloud Automation Platform
• Patented search & discovery process for
pricing & availability
• SSO, unified billing model
• Automated service
provisioning/monitoring
• Account management
2. Global IaaS & SaaS Catalog
• World’s largest federation of IaaS providers
(60+ cities in 23+ countries globally)
• Market leading SaaS titles (Office365,
Symantec, McAfee, Trend Micro, VMware)
• Horizontally & vertically expanding
• Can incorporate your own products & services
3. Marketplace-as-a-Service
• Branded, “white label” enablement for
customer procurement portals
• Custom catalog selection
• Versatile delivery & implementation
• Billing & account management
4. Sales Management Framework
• Access & account controls
• Sales process & documentation
management
• Reseller/agent portals
• Service usage analytics & BI
• Deal reporting & revenue tracking
3

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Telcos often focus their coverage on specific regions around the world because
expanding to a global scale can often be cost-prohibitive and risky.
Physical
locations and
coverage area
for a typical
APAC-based
telco
Physical
locations and
coverage area
for a typical US-
based telco
Cloud Marketplace Enables Telcos to Sell More Networking

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A marketplace platform enables a telco to select specific service providers from a global
federation that align with their strategy, service portfolio, and audience needs
Other service
providers from
the marketplace
catalogue that
are near or
adjacent to the
APAC telco’s
region
Other service
providers from
the marketplace
catalogue that
are near or
adjacent to the
US telco’s region
Cloud Marketplace Enables Telcos to Sell More Networking

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Larger resulting
market opportunity
for the US telco to
sell more of their
networking services
By selling complementary cloud services from these other providers, a telco
dramatically expands their applicable market for network service pull through.
Larger resulting
market
opportunity for
the APAC telco to
sell more of their
networking
services
Cloud Marketplace Enables Telcos to Sell More Networking

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Centralized Administration & Reporting Framework
Telco Marketplace
Administrator
Deal Registration
Marketplace Administration Dashboard
Accounts Create Price Books
OperationsAdd New Products
Telco Sales Manager(s)
Sales Dashboard Partner Portal User Dashboard
Channel Partners & Agents Business Customers
The ComputeNext Marketplace
Admin Framework gives the telco
complete sales enablement,
control, and visibility of their
entire channel and customer
ecosystems.
This creates a highly-efficient and
fluid means to direct the right
services to the right audiences,
establish pricing tiers/models,
create governance, and manage
the broader sales processes in an
organized way.
Roles & Permissions Governance
Sales Reports/Trends

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Five Reasons Selling Services Should be Automated
1. Reduce your costs of sales processes
2. Allocate more resources towards
your high touch accounts
3. Capitalize on modern technology
purchasing trends & behaviors
4. 24/7 availability: sell services anywhere, anytime
5. Scale quickly to integrate new services (SDN, VPN, etc.)

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Marketplace Fee Structures
Marketplace Business Models
ComputeNext Marketplace Investment Snapshot:
Versatile Business Models Aligned with Predictable Fee Structures
Model
•On Premise
•License only
Model
•On Premise
•License & Shared Revenue
Model
•Off Premise (Cloud based)
•License only
License Shared Revenue Setup &
Integration
Annual
Maintenance
Support Hosting

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Cash & Service Flow Models
Business & Enterprise Customers
Credit
CardNetwork
Services
TELCO
Customer pays
Telco
ComputeNext
Services
Cloud
Services
SaaS
Business
Continuity
Services
Value
Add
Invoices
License
Fee
Maintenance
/ Support
Fee
Professional
Services
(as applicable)Sales
Platform
Vendor
Catalog
Service
Integration
Admin &
Reporting
Telco
Services
Telco pays
ComputeNext
Account
Billing

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What Does a Cloud Marketplace Platform Offer Telcos?
A larger global footprint of service providers and locations
into which you can sell more networking services
A faster path to market for selling/bundling IaaS and SaaS
than developing those capabilities on your own
The means to enable, manage & administer services and
catalogues for sales channel partners & master agencies

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For more information, please contact:
Daniel Moore
VP Channel Development
ComputeNext USA (HQ)
danm@computenext.com
+1 206 295 9607
Pedro Sanches
ComputeNext LATAM
pedro@computenext.com
+55 11983241749
Marco Van Den Akker
ComputeNext Europe
marco@computenext.com
+31 643439268
Bhavesh Adhia
ComputeNext India
bhavesh@computenext.com
+91 9867769131

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