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CENTERED
#PlayToLead
Copyright © 2018 Accenture. All rights reserved.
In a multi-sided platform business model,
Communications Service Providers need to lead – or
lose. Become an essential part of your customers’
daily digital routine by using data and AI-powered
cognitive intelligence to build a Brain at the core of
your business.

1. TRANSFORM THE CORE BUSINESS
…by building more competitive cost structures to improve
flexibility, increase profits, and drive up investment capacity.
2. GROW THE CORE BUSINESS
…by redirecting some of that investment capacity
to drive incremental growth in the core business.
3. SCALE NEW BUSINESS
…while identifying new sustainable business models which
leverage and monetize key control points and scale them
(at the risk of core business cannibalization).
4. PIVOT WISELY
…by keeping an eye on pace and balance. The “core” and
“new” businesses usually need to co-exist for a substantial
period of time.
2
SCALINGNEWGROWTHISADELIBERATEAND
PERPETUALCHANGEJOURNEY,NOTASINGLEEVENT

INTHELONGTERM,WE
SEETHEREBEINGTWO
KEYGROWTH
SCENARIOSFORCSPS
EACHHASDIFFERENTCRITERIA
FORSUCCESS,BUTBOTH
DEPENDONDEPARTINGFROM
TODAY’SBUSINESSMODELS
MULTI-SIDED
PLATFORM MODEL
PERVASIVE NETWORK
PLATFORM PROVIDER
Maximum REACH via an ecosystem
of partners, customers and
developers – become an essential
part of the daily digital routine of
every user
Secure, Reliable and Smart
CONNECTIVITY with open APIs and
digital management & operations
capabilities, specialized network
clouds/value added services supported
by real-time AI

The Multi-Sided Platform Open Ecosystem model enables
better monetization of CSP control points and AI-powered
creation of new offerings to drive greater value for your
customers. Welcome to the era of value chains!
PLAY
TOGETHER
#PlayToLead

TOBEANECOSYSTEMLEADER,CSPSNEEDNEWCONTROL
POINTSTOBUILDREACHANDMONETIZESERVICES
Copyright © 2018 Accenture. All rights reserved. 5
REINVENT MONETIZATION
• Focus on data and ecosystem services around Home,
Mobility and Enterprise in order to command a
digital service market revenue share.
• Generate value and revenues through turning
personalization, customer access and insight into a
tradeable asset versus purely enabling current
business.
CORE
ASSETS
ENABLERS
Data &
Analytics
Core
Connectivity
Video/TV/
Gaming
Omni
channel
IoT
3rd party
integration
CRMChannels BSS
OSS
Billing
IoT
ID
Payments
(NFC)
Gaming
Smart-life
Telephony
Internet
MobileHealth
Cloud
Digital
Assistant
TV
Security
Location
STRATEGIC CONTROL POINTS
NETWORK
LAYER
SERVICES
PORTFOLIO
PLATFORM ECOSYSTEM / APIs
DATA DRIVEN INSIGHTS
IDENTITY, QUALITY OF EXPERIENCE, SECURITY, BILLING
NETWORK IN HOME & OUTSIDE HOME
CUSTOMERS PARTNER ECOSYSTEM BUILD REACH
• Attract user scale by bundling 3rd party products and
services. Be open to cannibalization of old products
and services
• Increase control points per identity with a software
managed footprint anchored in end-user devices.
3rd Party/OTT
TOUCH-
POINTS &
CHANNELS

ASARESULTOF
BUILDINGREACH
THEOPERATORCAN
RE-INVENT
MONETIZATION
Turn technology into a tradeable
asset which is of value to the
rest of the ecosystem.
Monetize operator strengths
such as data, identity
management, security,
advanced advertising - versus
purely using them to enable
current business.

Telephony
Internet
TELCO
Cloud &
Online
Data
Security
TV
Engagement
Industrial
IoT
Billing as a
Service
Messaging
Payment
(NFC)
Wholesale
TV
TV Mobile
Health
Connected
Home
In-home
network
Digital
Assistant
Retail
Stores
Content
Subscriptio
ns
Router
SIM-card
Direct
access to
the Home
Mobile
Phone
Managed
Workplace
TV/STB
IoT
network
SERVICES
CONTROL POINTS
COUPLE
TO ECO-SYSTEM
DECOUPLE FROM
ECO-SYSTEM
ORCHESTRATOR EMERGING NEW
PRODUCTS & SERVICES
THEOPERATING MODELMUSTSUPPORTONBOARDINGAND
CULTIVATINGDIGITALSERVICEPROVIDERS

PLAY
SMARTER
#PlayToLead
Success in becoming a Multi-Sided Platform depends on embedded
intelligence at the core of your business. Build a CSP Brain to drive omni-
channel customer engagement and new, ecosystem-wide service growth.

THE “BRAIN” ENABLES DATA TO BECOME A
MONETIZABLE AND/OR TRADEABLE ASSET
B2B
B2C
B2B2C
B2B2B
BUSINESS MODEL
(Improved) Digital services
Data & ARPU
(Improved) Digital services
Customer data & ARPU
(Improved, partly
subsidized) Digital services
Customer data and reach
(Improved) Digital
services
Industry data and reach
Use industry insights to add differentiating
value to vertical or cross-industry horizontal
services
Deep understanding of consumer behavior
and profiles to improve and enable CSPsto
provide direct digital products & services
Significant reach to businesses and industry
specific services on top of data & insights that
enable value chains from various industries
for monetization
Significant reach to consumers and insight
into their behavior/preferences which
enables value chains from various
industries for monetization
Enabling services, data
and access
Service fee per
subscriber / transaction
Enabling services, data
and access
Service fee per participant / transaction
WIDER
ECOSYSTEM
CSP
“BRAIN”
SEGMENT
AND THEREBY OPENS UP A RANGE OF NEW DIGITAL SERVICES

FEEDENABLE
VALIDATE
MONETIZEPowered by innovation, the Brain is a cognitive engine which
continuously evolves as it is fed, enabled, validated and monetized
across the entire platform business. Coupled with a re-invented
operating model, the Brain enables operators to innovate with speed
and agility in a way which is simply unattainable within legacy operating
models or architectures.
#PlayToLead

11
OPERATING PRINCIPLES FOR
THE BRAIN
DESIGN THINKING
Design for journey and
expected results, based
on real insights.
RAPID PRODUCT
DELIVERY & TESTING
Rapid prototyping,
testing and learning
quickly – continuous
delivery of minimum
viable products (MVPs).
LIQUID WORKFORCE
Humans are supported
by significant use of
automation and
simulation to reduce
risks and increase speed
of onboarding.
INTENSE
COLLABORATION
Does away with
traditional silos of
product, platform,
business, technology.
Operates at scale,
designing for growth
and expansion.

THE BRAIN GOES BEYOND THE TECH STACK AND
ENABLES BOTH CORE AND NEW BUSINESS MODEL
TECHNOLOGY PLATFORM
• Open, agile and scalable platform framework that enables automated data
correlation in an ecosystem environment
• Data driven and microservices based architectures
• Focused on owned IP vs 3rd party products
• Designed for the new but compatible with the core business
BUSINESS MODEL
• Customer-centric and data-driven business model both in the core and in
the new
• Monetization progressively turning strategic control points (e.g. data,
identity, billing relationships) into ecosystem horizontal tradable assets;
• Insight and reach as a way to monetize new value chains and industries
• Revised capital allocation.
EXISTING
CORE
BUSINESS
NEW
BUSINESS
OPERATING MODEL
• Digital Innovation culture with shared responsibilities and changing
behaviors and a liquid workforce;
• Deconstructed silos and expanded use of agile, to optimize time-to-market
and enhance business agility and maximize value from multiple disciplines;
• Governance to ensure parallelism and sync between core and new
business model.

UTILITIES
SOFTWARE COMPANIES
MEDICAL
LOCAL GOVERNMENT
OTHER CSPS
MANUFACTURERS
CUSTOMERS
DIGITAL
ECOSYSTEM PARTNERS
AUTOMOBILES
BILLBOARDS
INDUSTRIAL DEVICES
TOLL ROADS
DRONES
HEATH DEVICES
TODAY’S DIGITAL CUSTOMERS
ARE NOT “OWNED,” BUT SHARED.
TELCO AS A
PLATFORM
ACCESS
BUSINESS RULES
3° PARTY
SERVICES
BUSINESS DATA
ENABLING
SERVICES
CUSTOMER DATA
QUALITY OF SERVICE
SECURITY | PROXIMITY
SMART BRAIN CONNECTIONS TRADE IN HIGH
VALUE
VALUE FLOW VALUE FLOW

MAKING THE BRAIN A
REALITY REQUIRES A
SIGNIFICANT
OPERATIONAL SHIFT
THE CSP MUST ALSO
TAKE A NEW APPROACH
TO INNOVATION,
DECOUPLE FROM
LEGACY, AND MOVE
FASTER TO ITERATE
QUICKLY

ENGAGE THE
BRAIN
Build the foundations for YOUR
BRAIN NOW
Accenture has developed a ready-to-
scale COGNITIVE, AI-POWERED,
MICROSERVICES PLATFORM to
accelerate the journey
PLAY TO YOUR STRENGTHS – tap
into the power of Accenture’s global
innovation hub in Dublin to bring
your future business to life

. 16
Home to 200 designers, developers and experts in artificial intelligence,
analytics and IoT, “The Dock”, in Dublin, Ireland, is where Accenture
investigates, imagines and brings new ideas to life.
BUILDING THE BRAIN
The Dock is helping to develop and launch a
cognitive/AI-powered digital ecosystem platform –
enabling operators to “Play to their Strengths”
Starting with the core assets of an operator, the
architecture and tools of The Brain drive value into
the under-pinning cognitive engine.

. 17
THE WORK OF THE DOCK
FEED THE BRAIN
By developing and connecting highly engaging digital B2C and B2B products. The
Dock delivers innovative use cases on top of The Brain engine to prove or pilot
particular initiatives to support a journey for a particular operator, including relevant
ecosystem players to compliment and support the specific needs.
ENABLE THE BRAIN
By developing the Technical Architecture that “enables the Brain” with AI and
reusable digital capabilities to enable the digital enterprise
VALIDATE & MONETIZE THE BRAIN
Develop AI-enabled microservices (Living Services) to enable broader client
platforms (Home Ecosystem, B2B2X services, etc.) to “validate / monetize the Brain”
The Dock will also continuously measure the effectiveness of the engine in terms of
enabling innovations and ecosystems and help to continuously adjust and improve the
ability to add more and more relevant business opportunities on top of the core
capabilities of the Brain

WIN
BUSINESS.
REPEAT.With a virtuous circle of value shared with
multiple partners the Braincan take your
business in many different directions. It’s time to
reimagine your role in the digital future.

@AccentureComms
VISIT: www.accenture.com/PlayToLead
Email:
commsindustry@accenture.com
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INFORMATION

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