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A world of opportunity awaits to grow your wholesale business
01 February 2008
View from the Top: David Sharma of Telus highlights the need for the right global partnerships as carriers look for growth outside their home markets
David Sharma: unprecedented opportunities by
offering customers access to applications without adding to
The globalisation of the telecoms industry is a prolific
trend heading into 2008, compelling operators and service
providers of every kind to look for new revenue opportunities
beyond their national boundaries and traditional business
Perhaps the greatest challenge to emerge in this period of
change is for operators to identify trusted partners that can
help them grow: trusted partners that can provide the
technologies, applications and knowledge to take advantage of a
landscape that is becoming rapidly deregulated without
competing for the same business.
Carriers that develop an extensive understanding of the
concerns of senior executives throughout the industry as they
come to terms with a world in which rules, players and
technology are evolving with increasing speed will ultimately
succeed in this increasingly collaborative environment.
And this scale of collaboration on technology and meeting
customer expectations in ground-breaking ways will be the sign
of a truly healthy telecoms industry.
Deregulation, of course, is a major agent of change.
Inevitably, it begins to shift the rules of engagement by
removing historic restrictions and obligations. In turn, the
industry is adapting to the dynamics of a true competitive
marketplace driven by increasing demand for new enhanced
services and applications in a post-Web 2.0 world.
For example, we have observed at first hand the recent efforts
of the Canadian telecoms regulator to redefine competitor
wholesale services. A decision on its findings will be
announced this year.
As the rules change around the world it is critical to find
global partnerships that understand such adjustments in the
regulatory regime. Carriers are looking for growth outside
their home territories, and as providers prioritise
international growth they require deeper domestic partnerships
to augment their investments.
Trusted partners need to understand what it's like to be at
the heart of the IP evolution, delivering the seamless
experience demanded by today's telecoms customers regardless of
their location, their size or the nature of their
The real key is to monetise investments in traditional services
and collaborate on identifying ways to build out
non-traditional services. As wholesale executives ask how IP
adoption rates will offset declining revenues associated with
traditional services, software as a service comes into its own
as a delivery infrastructure for telecoms, cable and internet
service providers, enabling them to take advantage of the
explosion in enthusiasm for on-demand applications.
Service providers of all types and sizes must seek out partners
with expertise in this delivery model. This way they can take
advantage of the unprecedented opportunities created by the
ability to offer their customers access to application bundles
on tap without placing any additional burden on their own
infrastructure — a crucial asset if they want to play
in a market that, according to industry research firm Gartner,
will be worth $19 billion by 2011.
In an accelerating global market, success for incumbents and
for emerging players depends on sharing best practices and
establishing global standards.
Carriers need to be equally comfortable helping a European or
Asian service provider to deliver the same seamless IP VPN
experience for a customer with a foreign presence that would be
expected back home.
But in order to offer that diverse range of support, it is
critical for them to play an active role in key organisations
such as IPsphere Forum, the TeleManagement Forum, the Metro
Ethernet Forum and the International Engineering Consortium,
which give them a direct connection with the vital nerve
centres driving the development of these technologies.
With the increase of free market forces and global economies,
there has never been a time of such empowering opportunity in
the telecoms industry. As wholesale carriers design our future,
four trends will define the wholesale telecoms market in 2008:
globalization of the wholesale market will continue;
deregulation in many markets will accelerate; there will be
significant growth in global wireless traffic; and
non-traditional offerings and competitors will continue to
Carriers with unrivalled industry expertise, a history of
developing innovative solutions woven into their fabric, and a
commitment to providing a seamless customer experience will be
the strongest possible contenders to be the trusted partner of
choice in a globalised world.
At side ...
David Sharma is president of global markets, partner
solutions, at Telus Communications
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