Page 88 - SAMENA Trends - March-April 2023

ARTICLE SAMENA TRENDS

Given the massive potential ahead with Monetizing IoT may require extensive transformation,
IoT, this is a growth opportunity for CSPs,
and should be viewed as a prime driver of especially around developing a partner ecosystem and
future revenues. This focus is critical for supporting a new type of supply chain. While this will not
CSPs and is very different from deploying be easy to do, CSPs need to keep the demand side of the
IoT defensively for customer retention
and expecting little more than break-even equation in mind.
returns.
Partner management. Depending on the Enghouse’s IoT Monetization Solution
Monetizing IoT may require extensive industry and vertical, there will be different facilitates channel partner integration
transformation, especially around business models, partner agreements, and and settlement, supports all known
developing a partner ecosystem and supply chains to support, including B2C, contract-based monetization models
supporting a new type of supply chain. B2B, B2B2B, and B2B2X. and licensing agreements, and provides
While this will not be easy to do, CSPs need real-time customer and partner insight.
to keep the demand side of the equation in Data management. This is where both CSPs and enterprises can jointly fine-
mind. cloud computing and AI-based analytics tune product offerings on the fly, and go
come into play across the data lifecycle. beyond traditional billing experiences, with
Enterprise customers stand to benefit IoT will generate a constant flow of new highly specific IoT monetization based
substantially from IoT, and CSPs have a types of data that needs to be captured, on customer-defined plans, bundles, and
front row seat for enabling them to realize processed, and allocated, both for campaigns.
that success. If CSPs execute poorly or consumption and billing – all in real time.
pass on the opportunity altogether, others Manages Complexity and Provides
will fill the void, and those customers will Device management. CSPs need to have Transparency
no longer be growth drivers. a clear view over their connected device This reflects the essence of Enghouse’s
fleet, perform an audit and monitor the approach and represents the linchpins
When considering all of this, keep in mind devices’ state, on-board and run the latest for successful IoT monetization. The
that efficiency is paramount; IoT ARPUs software update and bug fixes. IoT space is highly fragmented with
will be low, and to make money, operations new supply chain models, but Enghouse
will need to be highly automated. Manual Billing as a Service (BaaS). The complexity provides an end-to-end solution to
processes can support a linear, one-to- of a many-to-many model also creates orchestrate that complexity, along with
many model, but IoT supply chains are challenges for ecosystem partners so they managing the revenue streams that come
more complex. can monetize IoT as well. By providing from new services that flow transparently
BaaS, CSPs could run billing on behalf for to end customers.
Furthermore, all of this complexity must resellers and enterprises and could expand
be transparent to both partners and end to include needs such as wholesale Enabling New Business Value
customers. In essence, CSPs need to invoicing or segregating trouble tickets. Business value for CSPs comes not just
orchestrate the complexity around multi- from offering new IoT services, but also for
stakeholder ecosystems, and present a Building on over 15 years bundling them with your core offerings to
singular, unified value proposition to end of industry expertise, create stronger customer relationships.
customers. For all of this to happen, below Being a fully integrated suite, there’s also
are five operational capabilities CSPs are Enghouse Networks has business value with time-to-market. With
going to need. developed a new scalable Enghouse, CSPs can provision and launch

Five Key Requirements for a and flexible monetization IoT services in eight weeks, and onboard
channel partners in under eight hours.
Consolidated IoT Platform solution to support the Capabilities such as network testing
Multi-stakeholder billing in a unified complex IoT supply chain. diagnostics, automated billing and AI-
view. With IoT, devices come with distinct driven analytics will help reduce partner
connection fees, usage fees and recurring disputes by 90%, which is a major
charges with different invoice intervals. Enghouse IoT Monetization improvement over manual methods. When
Add to those various applications like Building on over 15 years of industry IoT projects are driven by more accurate
logistics, monitoring, or security, each of expertise, Enghouse Networks has and timely data, end customers get better
which has a distinct profile for pricing and developed a new scalable and flexible results, and CSPs benefit from happier
billing. monetization solution to support the partners, less revenue leakage, and higher
complex IoT supply chain. margins.

88 MARCH-APRIL 2023