ISSN 1745-1736 April / May 2014 Will CSPs maximise Volume 16 Issue 2 their potential in the cloud? How to win by playing to your strengths BIG DATA ANALYTICS CEM POLICY BILL & CHARGE 5G Can CSP data transform Does quality awareness Does it deliver business Why CSPs alone can Why it’s here and what performance? set CSPs apart? model flexibility? keep control of billing. it means for CSPs. VanillaPlus Insight VanillaPlus Insight VanillaPlus Insight VanillaPlus Insight VanillaPlus Insight out June 2014 out July 2014 out October 2014 out December 2014 out February 2015 PLUS: Astellia buys Ingenia Telecom • Cerillion survey heralds cloud billing • Openet and OpenCloud launch joint service definition system • Amdocs announces policy control for LTE • Hadoop can cut licencing costs by 70%, says cVidya • TeliaSonera chooses Ericsson for customer experience assurance • CSG International launches convergent billing into space with Inmarsat • Inside Vodacom’s Digital Route deployment • Read the latest news at www.vanillaplus.com technological enabler OF DEUTSCHE BÖRSE CLOUD EXCHANGE CONTENTS IN THIS ISSUE TALKING HEADS Thomas Vasen explains Will CSPs maximise why software in the cloud, 4 EDITOR’S COMMENT their potential in the for the cloud and enabling George Malim wonders when moving too slowly means you’ve reached the cloud? the cloud opens up end of the line opportunities for CSPs 5 INDUSTRY NEWS Astellia acquires Ingenia Telecom, Bytesphere element polling assets 22 bought by Exfo 6 MARKET NEWS Cerillion survey heralds cloud billing, Syniverse teams up with Mastercard 36 to beat card fraud, Openet and OpenCloud launch joint solution CLOUD ENABLEMENT 7 PRODUCT NEWS cVidya says Hadoop can cut costs, Amdocs brings out policy for VoLTE, Allot Commuunications launches Service Gateway Tera 9 CONTRACT NEWS TeliaSonera selects Ericsson customer experience assurance, Camtel expands convergent billing with FTS, CSG International to support Inmarsat 10 THE HOT LIST The latest vendor deals listed 43 11 PEOPLE NEWS VIRTUALISATION Ex-BT executive joins Synchronoss, Paul van Elk joins Orga Systems to lead AMER region, MDS attracts former Intec chief to join board 12 EXPERT OPINION Tony Jackson says policy control and charging can bring CSPs agility in a virtualised world 14 INTERVIEW Inside Vodacom’s mediation system replacement project 16 EXPERT OPINION Cyril Dolan explains why CSPs still want to work with specialised software providers and how partnership programmes can enable that for them CLOCKING OFF! 19 VANILLAPLUS CLOUD INSIGHT Our latest VanillaPlus Insight starts here with 26 pages exploring what cloud means to CSPs and how they can use it in two ways – internally and externally. The internal opportunity is to save money through greater 52 efficiency and the external opportunity is to make money by providing more services to customers and enabling the businesses of partners. The Insight contains a specially-commissioned report written by Bob Brace, senior analyst at Telco 2.0/STL Partners. As a former head of cloud services for Vodafone Business Services, he has participated in and observed how CSPs can create success in cloud. 47 DIARY Where to go and who to see 52 CLOCKING OFF! Nick Booth says reports of death of mainframe computing were over-stated VanillaPlus 3 COMMENT Is it time to call time on traditional telecoms? CSPs have been vilified for their slow pace of change. They’ve been clumsy in their attempts to respond to new services, new competition and new customer demands. However, that doesn’t mean the game is up for them – yet. Telecoms is still a trillion dollar industry and EDITORIAL ADVISORS people aren’t stopping communicating Dan Baker, owever, there has been an supported or sponsored capacity from Research Director, attitude among CSPs which media and other players. SMS and Technology suggests that the crisis point international calling are already moving to Research can always be put back by a third party players at a frightening rate Institute couple of years. Their cash and, while voice minutes, particularly on H position supports that and mobile, still generate substantial cash, it recent years have seen CSPs pummelled is possible to foresee a time quite soon by the general economic crisis. Viable when they do not. Andreas Freund, VP businesses such as OTE in Greece and Marketing, Orga eircom in Ireland reached that crisis point The time to call time on traditional Systems GmbH George Malim, when lenders refused to continue to telecoms is therefore approaching fast editor, VanillaPlus support them during the recession but but do all CSPs recognise that they subsequently have bounced back to the won’t be able to request another stay of extent that eircom is considering an IPO execution indefinitely? It’s a question of Louis Hall, and OTE is in rude financial health. cash and when that starts to decrease, chief executive, Cerillion CSPs’ ability to innovate and transform Technologies It was their ability to generate large diminishes. Depending on the market amounts of cash that saved them in a they operate in, their stage on the path to period of only a couple of years. Cash transformation and the services they David Heaps, buys a certain amount of flexibility that offer, CSPs are approaching the point of senior vice companies like Kodak couldn’t rely on no return, where their ability to innovate president, strategy, CSG and consequently failed. When people will be hampered by their access to International stopped buying film cameras – Kodak’s resources to do so. income dried up and it couldn’t fund itself to innovate and catch up in the digital Once they cross that line, there is no way Gabriel camera market. Arguably CSPs played a back. The only good news is that there Matsliach, general role in bundling cameras in the phones are still a few more years of significant manager, BSS they sold. cash revenue to be had. For some that Product Line, might provide just enough firepower to Comverse However, CSPs will ultimately face a transform and succeed. similar challenge as their service Pat McCarthy, revenues change from being composed Enjoy the magazine! VP of Global Marketing, of cash generated from metered services Service Delivery to being flat rate subscriptions and George Malim Solutions, Ericsson Simon Muderack, EDITOR BUSINESS DEVELOPMENT DISTRIBUTION DESIGN senior vice George Malim MANAGER UK Postings Ltd Jason Appleby president for Tel: +44 (0) 1225 319 566 Mark Bridges Tel: +44 (0) 8456 444137 Ark Design Consultancy Ltd marketing and [email protected] Tel: +44 (0) 1732 807412 Tel: +44 (0) 1787 881623 alliances, [email protected] CIRCULATION Sigma Systems DIGITAL EDITOR Circdata Nathalie Bisnar OPERATIONS DIRECTOR Tel: +44 (0) 1635 869868 Tel: +44 (0) 1732 808690 Charlie Bisnar [email protected] Tel: +44 (0) 1732 807411 PUBLISHED BY [email protected] Prestige Media Ltd. 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VanillaPlus without the prior written Vipnet (Telekom magazine is published 6 times per year. consent of the Publisher Austria) 4 VanillaPlus INDUSTRY NEWS Astellia acquires Ingenia Telecom for probeless optimisation Astellia has announced The acquisition was financed with a bank Domingo Muñoz, the chief executive of the acquisition of Ingenia loan and cash. It also includes an earn-out Ingenia, said: “We believe this is an Telecom, a provider of subordinated to revenue targets payable opportunity to work with a partner that has Christian network analysis and radio annually at the end 2014 to 2016. In 2013, the right experience to develop the market Queffelec: optimisation for mobile revenues of Ingenia Telecom represented presence of our advanced offer and keep Company cultures operators. With the less than 10% of Astellia’s revenues and the strong value of our company. Astellia is are very similar purchase, Astellia operations were close to breakeven. an excellent choice for our team” reinforces its end-to-end offering with a probeless solution adding With a team of 70 people, mainly in R&D, Christian Queffelec, the chief executive of new capabilities of RAN and SON analysis. Ingenia Telecom and Astellia also share Astellia, added: “We quickly identified a common values, said the companies. The strategic interest for Astellia but the turning Founded in 2007 and based in Valencia, integration maintains the legal entity in point was the fact that our company Spain, Ingenia Telecom has developed Spain and brings together teams within cultures are very similar. This will allow us technologies to optimise 2G, 3G and 4G the service, products and sales business to move quickly towards the essential, networks and has a customer base in the units of Astellia. Technological and namely the availability of an enriched and Spanish and Latin American market. commercial synergies will quickly be highly anticipated end-to-end solution to Astellia said the deal completes its portfolio implemented and initial customer contacts offer a high performance and high quality with Ingenia Telecom’s probeless RAN and offering the complementary solutions are mobile internet.” SON optimisation solution.