Shaping the Digital Future
Do we enter a golden eSIM era or are we
celebrating the last party on the Titanic?
Shaping the Digital Future
Presentation by Axel Meiling
MVNOs World Congress 2016
Amsterdam, April 12th 2016
2
Copyright
Distribution is only permitted without any changes or omissions – publication, in
whole or in parts, requires prior written consent by MÜCKE, STURM & COMPANY
and correct citation of sources.
The herein published texts and graphics were used by MÜCKE, STURM & COMPANY
in the context of a presentation; they themselves do not represent the presentation in
its entirety.
3
With major companies driving eSIM standardization and the strong growth of connected devices, the eSIM is coming. eSIM Breakthrough
1 Estimation on Wi-Fi or cellularly connected devices in bn (BI Intelligence 2015)
Growth Potential for eSIM Through Connected Devices
connected
devices
in bn1
2015 2016 2017 2018 2019 2020
Stakeholders Driving eSIM Standardization
And others from various industries
Source: Mücke, Sturm & Company
10 13
16
21
27
34
4
The eSIM introduction and decrease in operator switching costs will have positive effects on your bargaining power towards MNOs. How does eSIM change your competitive landscape?
Today
MNO MVNO
MNO MVNO
Tomorrow
Source: Mücke, Sturm & Company
5
However, switching barriers for consumers are reduced, too. This will increase MVNO competition and outweigh the gain in bargaining power towards MNOs. How does eSIM change your competitive landscape?
Source: Mücke, Sturm & Company
Today
MVNO
A
MVNO
B
Tomorrow
MVNO
A
MVNO
B
6
In addition, your core business voice and data will become a commodity.
What is the impact on your core business voice and data?
Source: Mücke, Sturm & Company
7
In addition, your core business voice and data will become a commodity.
What is the impact on your core business voice and data?
1 4G network quality (OpenSignal)
Source: Mücke, Sturm & Company
1
8
OR OR
Remain as you are
To stay competitive, you have to react… you have to add value.
What is the impact on your core business voice and data?
Offer added value
Source: Mücke, Sturm & Company
Differentiate by pricing
$
9
MS&C uses the Digital Customer Journey to develop value added services for a long-term customer relationship. How to create added value beyond today’s telco propositions?
?
Advocate
Experience
Evaluate
Consider Buy
Bond
Consider
Evaluate
Buy
1 MoT: Moment of Truth
Source: Mücke, Sturm & Company
Experience
Advocate
Bond
o
o
o
Traditional MVNO
Price Differentiation
10
Mila‘s crowd service platform shows an innovative customer service creating a sustainable, value adding feature. How to create added value beyond today’s telco propositions?
Consider: Support need
Evaluate: Price, quality & personality
Buy: On demand booking
Experience: Individual peer-to-peer service
Advocate: Service quality rating
Bond: Community spirit
Source: Mücke, Sturm & Company
11
The Digital Customer Journey is your key to create added value for a golden eSIM era. Differentiation is possible at every touchpoint. Selected Differentiation Opportunities
1 MoT: Moment of Truth
Source: Mücke, Sturm & Company
Ecosystems for
individually
connected devices
?
Advocate
Experience
Evaluate
Consider Buy
Bond
Real time
transactions
known from
e-commerce
Connectivity
sampling via
QR-codes
12
Please get in touch to discuss the impact on your business.
Expertise
Digitalization trends in telecommunications:
customers, technology, business models
Definition of added value services in
telecommunications
Development and implementation of strategies
and new business models in
telecommunications
Optimizing customer experience management
and customer value management
Axel Meiling Associate Partner
+49 151 58243390
twitter.muecke-sturm.de slideshare.muecke-sturm.de
muecke-sturm.de xing.muecke-sturm.de
Get in touch
Contact Details