4. Strategic Partnerships - E.pptVIP免费

4-1StrictlyConfidential1.MarketForecast2.KeyTargetCustomers3.ProductStrategy4.StrategicPartnerships5.ChannelStrategy6.BrandStrategy7.OrganizationTableofContentsTableofContents4-2StrictlyConfidentialSummarySummaryThevaluechainforprovisioningofenterprisesolutionshasfivemaincomponents–Content&Services,TechnologyIntegration,MobileDevice,MobileNetwork,CustomerService.Toensuresuccessfuldeliveryofenterprisesolutions,CKADshouldestablishpartnershipswithApplicationServiceProvidersandSystemsIntegratorsTheneedforwin-winpartnershipsisincreasinglyrecognizedamongbothASPs,SystemsIntegrators,customersandoperatorsandCKADshouldcarefullyassesstargetlevelofinfluence,ownershipandrisksharingforeachpartnershiptypeandopportunityAformalizedpartnershipprogramwillhelpCKADtoattractthebestpartners,facilitatenegotiationsandensuredesiredbenefitsforCKAD:•ApplicationServiceProvider(ASP).ThetypeofpartnershippursuedshouldbedefinedbasedonthestrengthoftheASP’scapabilityandthevalueitbringstoZMCC.ASPswillbeclassifiedintofourlevels–Strategicpartner,Premierpartner,SelectivepartnerandBasicpartner•SystemIntegrators.PartnershipswithsystemintegratorsallowsCKADtoeffectivelydeliverenterprisesolutions,whilebringingsignificantbenefitstosystemsintegrators.CKADshouldestablishtwotypesofpartnershipswithsystemintegrators-StrategicPartnersandOutsourcingPartners.StrategicPartnerscooperatewithCKADinbothsalesandmarketing,whileOutsourcingPartnerstaketheroleofsub-contractorsandCKADownsandcontrolsthecustomerinterface4-3StrictlyConfidentialSummary(continued)Summary(continued)WehavedevelopedalonglistofASPandSIpartnersbasedonA.T.Kearney’sinternaldatabase,interviewswithindustrypractitionersanddesktopresearch:•ASPpartnersareassessedacrossfourgroupsofcriteria–marketpresence,companystability,technologycapabilityandindustryfocus.A.T.KearneyhascompiledtheresultsinadetailedASPpartnerdatabase,includingdetailedprofilesandassessmentsof100candidates.•SIpartnersareassessedacrossfourgroupsofcriteria–marketpresence,companystability,systemsintegrationandindustryfocus.Specificsub-criteriaandascoringschemehavebeendefinedtoenablescreeningandselection.A.T.KearneyhascompiledtheresultsinadetailedSIpartnerdatabase,includingdetailedprofilesandassessmentsof60candidatesTheExcelSpreadsheetpartnershipdatabaseandtoolsaresharedwithZMCCaspartofprojectfinaldeliverables.4-4StrictlyConfidentialCustomerServiceMobileNetworkThevaluechainforprovisioningofenterprisesolutionshasfivemaincomponentsandarangeofdifferentplayersThevaluechainforprovisioningofenterprisesolutionshasfivemaincomponentsandarangeofdifferentplayersMobileDevice•Applicationdevelopment•Applicationprovision•Authentication•Mobileterminalspecification,design,anddevelopment•Servicesalesandmarketing,customersupport,billing,andcollections•Mobilenetworkaccess,transport,andassociatedfunctions•Developandprovideapplications•Deliveryofapplicationtoend-users•Ensureprovisionofservicetoend-customer•Enabletransmissionofdataandinformation•Devicemanufacturer•Operators•ASP•MVNO•Operators•MVNOValueAddedScopeofActivitiesSelectedPlayers•ApplicationDeveloper•ApplicationServiceProvider•SoftwareproviderSource:A.T.KearneyValuechainforProvisioningofEnterpriseSolutionsSimplifiedTechnologyIntegration•Systemsintegration•Platformprovision•Integrateandenableapplications•SystemsIntegrator•Techno...