2015 Pyramid Research Latin America Telecom Insider

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1 SAMPLE PAGES Carrier Enterprise Services in Latin America: Creating the Cloud Telco Daniel Ramos Senior Analyst Enterprise Cloud Practice Leader Guillermo Hurtado Senior Analyst This report is part of Pyramid Research s series of Latin America Insider Reports January 2015 Edition 2015 Pyramid Research Latin America Telecom Insider

2 Executive summary Although the telco enterprise cloud service market is still at an early stage in Latin America, this study finds that some leading telcos, such as Telmex/Claro, Telefónica/Movistar and UOL Brasil have taken the steps to become genuine cloud telcos through significant investments and partnerships with cloud technology enablers such as Cisco Systems, Alcatel-Lucent and Ericsson, addressing demand from all enterprise segments. The Latin America enterprise cloud services market generated $Xbn in The market is forecast to grow at a CAGR of X% from 2014 to 2019, reaching $Xbn in Micro-businesses as well as small and midsize businesses (SMBs), which make up 99% of enterprises in Latin America, will account for X% of overall cloud services revenue by 2019, showing that these segments will be as dynamic as the large enterprise and corporate segments. Pyramid Research believes there is a significant opportunity for Latin American telcos to capitalize on enterprise cloud services, primarily because they own the network infrastructure and have relationships with all enterprises. We expect telcos to investment significantly over the next five years to transform network configurations and service development and provisioning methods in order to become cloud telcos. Cloud telco transformations will mature at different speeds, but we expect that most Latin America telcos will have become cloud telcos by year-end The first section of this Telecom Insider Report examines the market context, provides some basic definitions and sizes the cloud services market at a regional level in three service categories: SaaS, IaaS and CaaS. The report then analyzes the major forces driving and inhibiting the adoption of cloud services across enterprise segments in the region. The report also presents case studies that provide an in-depth view of what telcos are doing in the cloud space. It concludes with a number of key findings and a set of recommendations. Daniel Ramos is a Senior Analyst based in Boston. He is responsible for Pyramid s Enterprise Cloud and Machine-to-Machine (M2M) Service Strategy Practices and is a member of the firm s Latin America team. Daniel has authored numerous reports analyzing cloud and M2M technologies and their impact on service provider business strategies. He has also developed market sizing and forecasting models for the M2M market in Latin America. Daniel Ramos Senior Analyst 2015 Pyramid Research Latin America Telecom Insider 2

3 Key Findings This report finds that enterprise cloud services in Latin America will grow more vigorously than the mobile and fixed telecom services markets. This is due mainly to the fact that enterprise telecom services have reached mature levels, unlike cloud services, which are still at the introductory stage. Enterprise cloud service revenue in Latin America will increase at a CAGR of X% from 2014 to 2019, reaching $Xbn by the end of the five-year period. Brazil, Mexico, Colombia, Argentina, Chile and Peru will represent 82% of the region s total cloud enterprise revenue opportunity in Regional telcos América Móvil and Telefónica will continue to invest in these main countries to gain substantial economies of scale and revenue volumes before investing in other regional markets. Micro-businesses and SMBs will represent X% of the total enterprise cloud services revenue opportunity by Telcos are changing gears to develop unique channel strategies and service offerings to address the needs of a high-volume segment that accounts for approximately 99% of the total number of enterprises. Leading telcos such as Telmex, Embratel, Telefónica Argentina, Vivo Brasil, Alestra and UOL Brasil have started to take the steps to address the needs of the enterprise market. Pyramid Research expects competition to intensify as local telcos launch cloud offerings and as other cloud service providers consolidate their presence in Latin America. We also expect Amazon AWS, Google and Microsoft among others to continue to invest in the region in order to compete but also to collaborate with telcos in the region. Technology transformation is the factor that will have the greatest impact on the cloud telco journey. Pyramid Research believes that technology enablers such as carrier Ethernet deployments and NFV/SDN transformation will have the greatest impact on the demand for enterprise cloud services in the upcoming years. Pyramid Research predicts that starting in 2015, the Latin American market will experience a shift, mainly driven by network transformation. Our expectation is that by 2019, most Latin American telcos will have achieved higher levels of maturity (Level III or IV) and will become central players in the enterprise cloud ecosystem Pyramid Research Latin America Telecom Insider 3

4 The enterprise cloud opportunity in Latin America The Latin American enterprise cloud services market was worth $Xbn in 2014 and will grow at a CAGR of X% from 2014 to 2019, to reach $Xbn by EXHIBIT 5: THE ENTERPRISE CLOUD SERVICES OPPORTUNTIY, LATIN AMERICA, Enterprise cloud services revenue distribution (2014) 2014 $Xbn CAGR % $Xbn Brazil Mexico Argentina Chile Colombia Peru Rest of Latin America X% X% X% The strategies of region-wide telcos such as América Móvil and Telefónica focus on building cloud capabilities in the larger markets first (i.e., Argentina, Brazil, Chile, Colombia) and on exporting their cloud initiatives to smaller markets in the region after developing sufficient scale and expertise. Pyramid Research expects competition to intensify as local telcos launch cloud offerings and other cloud IT or OTT service providers consolidate their presence. Source: Pyramid Research 2015 Pyramid Research Latin America Telecom Insider 4

5 Self-service platforms enable quick provisioning of enterprise clouds The introduction of enterprise cloud services by telcos could take up to months, which limits their effectiveness at competing against IT and OTT cloud service providers. Cloud brokers such as Parallels, AppDirect, Cisco Systems, Ericsson and NEC are now driving a transformation of how quickly telcos can launch and provision cloud services that telcos would otherwise have to integrate themselves, reducing both time-to-market cycles and capex for product launches. These technology vendors are providing self-service cloud platforms EXHIBIT 14: EXAMPLES OF CLOUD MARKETPLACES, WITH LAUNCH DATES, LATIN AMERICA Technology enabler Most legacy telco BSS and OSS in Latin America are rigid and do not allow easy integration with third-party cloud services. Self-service platforms serve as an aggregation layer to accelerate time to market. (i.e., cloud marketplaces) to help telcos optimize the process of developing, integrating, marketing, selling, supporting and bundling cloud services. Their platforms provide seamless custom integration with the telcos existing OSS/BSS, which allow single billing for network and cloud services. In Latin America, several telcos have implemented cloud self-service platforms from leading vendors such as Cisco Systems and Parallels. Oi smart cloud marketplace (Brazil) Loja Cloud based on Parallels technology (Brazil) UOL Brasil based on Virtustream technology (Brazil) Aplicateca based on NEC technology (Argentina) Tienda Cloud based on Parallels technology (Mexico) Tienda Cloud based on Parallels technology (Argentina) Source: Operators 2015 Pyramid Research Latin America Telecom Insider 5

6 Table of contents SECTION PAGE Introduction: Cloud telco market context 4 Enterprise cloud services definition and taxonomy Enterprise cloud services ecosystem Enterprise cloud services market size and forecast in Latin America, Market drivers and inhibitors 13 Technology enablers Carrier Ethernet NFV/SDN telco transformation Fiber optic and VDSL2 expansion Self-service portals Market detail: Case studies 25 Cloud telco maturity analysis framework Brazil: UOL Brasil 27 Mexico: Telmex Mexico 29 Argentina: Telefónica Argentina 31 Conclusions: Key findings and recommendations 33 Appendix: Acronyms and definitions Pyramid Research Latin America Telecom Insider 6

7 Table of exhibits EXHIBIT 1: Telco enterprise cloud services taxonomy EXHIBIT 2: Enterprise services framework and the role of the telco EXHIBIT 3: The telco s position in the enterprise cloud ecosystem EXHIBIT 4: The enterprise cloud services opportunity, Latin America, EXHIBIT 5: Percentage of enterprise cloud services revenue over the total telecommunication market revenue, Latin America, EXHIBIT 6: Enterprise cloud services market CAGR versus other telecom services, Latin America, EXHIBIT 7: Enterprise cloud services market CAGR by segment, Latin America, EXHIBIT 8: Enterprise cloud services market forecast by service, Latin America, EXHIBIT 9: Factors affecting the development of enterprise cloud services, Latin America EXHIBIT 10: Enterprise cloud applications & network requirements EXHIBIT 11: Comparison of internet broadband access technologies EXHIBIT 12: Recent telco NFV and SDN deployments, Latin America EXHIBIT 13: Examples of cloud marketplaces, with launch dates, Latin America EXHIBIT 14: UOL cloud and managed cloud offerings, Brazil, 2014 EXHIBIT 15: Examples of telco cloud approaches, Latin America, 2014 EXHIBIT 16:Coexistence of telco cloud and cloud service providers EXHIBIT 17: Telmex cloud service support EXHIBIT 18:Telco multi-channel approach EXHIBIT 19:Security services of select network operators, 2014 EXHIBIT 20: Pyramid Research s framework for assessing the maturity of a cloud telco EXHIBIT 21:UOL Brasil profile, 2014 EXHIBIT 22: UOL Brasil cloud maturity assessment EXHIBIT 23: Telmex Mexico profile, 2014 EXHIBIT 24: Telmex Mexico cloud maturity assessment EXHIBIT 25: Telefonica Argentina profile, 2014 EXHIBIT 26: Telefonica Argentina cloud maturity assessment 2015 Pyramid Research Latin America Telecom Insider 7

8 Reasons to buy This Telecom insider helps executives build proactive, profitable growth strategies by offering comprehensive, relevant analysis of the Latin American region s enterprise cloud services market opportunity, competitive environment and best practices for telcos and equipment vendors. The report offers a wealth of data on enterprise cloud services within the SaaS, IaaS and CaaS service categories across the region as a whole as well as within specific markets studied for the report. The competitive landscape and the most successful strategies are given extra attention, enabling local players or prospective market entrants to gain the insight they need. The broad but detailed perspective will help telcos, equipment vendors and other telecom industry players to succeed in the challenging enterprise cloud services sector across the Latin American region. The report is designed for an executive-level audience, boasting presentation quality that allows it to be turned into presentable material immediately Pyramid Research Latin America Telecom Insider 8

9 Methodology This Telecom Insider Report comprises assessments of the economic value of enterprise cloud services delivered to different business market segments, including micro-businesses, small-medium businesses, Large businesses, and corporations, as well as assessments of technology enablers and the key major drivers and inhibitors for telcos to engage in enterprise cloud services. Insights and data were captured through primary and secondary research: Primary research consisted of interviews with key contacts at regional fixed services operators, network equipment vendors and national regulators to gather insights. Secondary, desk-based research ranged from data collection on enterprise cloud services across the selected countries; it also drew on Pyramid s proprietary databases for enterprise cloud services indicators. Our sources include publicly available documents from market players, including financial statements, quarterly and annual reports, presentations and press releases, as well as information from local and international authorities, online and print media, and publications by infrastructure vendors Pyramid Research Latin America Telecom Insider 9

10 Related research Data Center and Managed Security Services in Latin America: Leveraging Telcos Services Portfolios Telcos across the region are in different stages of development of their data center outsourcing and managed security service offers. While some telcos have robust SOCs and are prepared to provide a complete portfolio of data center and managed security services, many others are still limited to the colocation and hosting approach. Telcos in developed markets have acquired data center service providers and MSS companies as a strategy to enhance their IT capabilities, and also expand operations overseas. Telcos in Latin America have engaged in strategic partnerships with traditional technology service and hardware providers in order to improve the confidence of enterprises in hiring a telco for their IT needs. Global telcos are expanding their operations in Latin America, focusing on data center outsourcing and managed security services. Given the maturity level of these services in developed markets, global telcos are targeting emerging regions such as Latin America as part of their growth strategy. Driven by the increasing complexity of attacks and the negative publicity that a security breach can cause, enterprises are likely to keep increasing their investments in managed security services. FTTx in Latin America: Competition and Regulation Boost Growth Historically, fiber broadband in Latin America has had a lower penetration rate than in other regions. But in , we expect FTTx accounts to grow at a 40% CAGR. In this report, we examine the status and growth opportunity of fiber-based broadband in Latin America. We highlight the key supply-push factors regulation, competition and innovation and the demand-pull factors consumer, enterprise demand and urbanization driving the development of FTTx. We believe the region is at an inflection point, where a combination of both supply-push and demand-pull forces are helping fiber-based broadband take off. In the market detail section, the report presents case studies focused on operators Iusacell in Mexico and TIM in Brazil. To provide a perspective beyond Latin America, we also include a market view of Spain and an operator case study on the fiber network-sharing initiative undertaken by Orange and Vodafone in that country. We show how operators in these countries have undertaken FTTx initiatives as a result of a supply push or in response to an uptick in demand for fiber broadband services. The Insider concludes with some recommendations for operators and regulators.. CLIENT CONFIDENTIAL 2015 Pyramid Research. All rights reserved. No material contained in this report may be reproduced in whole or in part without the prior written permission of the publisher. Neither the information nor the opinions expressed in the report should be construed as a recommendation for the purchase or sale of any security. The information contained in this report has been obtained from sources we believe to be reliable, but neither its completeness nor accuracy can be guaranteed. Opinions expressed are based on our interpretation of the available information and are subject to change Pyramid Research Latin America Telecom Insider 10

11 About Pyramid Research ADVISING LEADERS IN THE GLOBAL COMMUNICATIONS INDUSTRIES ON EMERGING MARKETS AND SERVICES OPPORTUNITIES Pyramid Research ( offers practical solutions to the complex demands our clients face in the global communications industry. Its analysis is uniquely positioned at the intersection of emerging markets, emerging technologies and emerging business models, powered by the bottom-up methodology of our market Forecasts for more than 100 countries a distinction that has remained unmatched for more than 25 years. HOW WE COVER COMMUNICATIONS MARKETS Our highly structured analysis closely examines the performance, technology trends, macroeconomic and regulatory environment, of service providers and equipment vendors in each of the more than 100 countries we cover. Using a bottom-up approach, we size market demand across services and countries, and conduct end-user surveys to validate adoption trends and anticipate shifts in demand. Our commitment to intensive, direct interviewing of regulatory authorities, service providers and manufacturers complemented with end-user data ensures the most reliable portrait of every market we examine Pyramid Research Latin America Telecom Insider 11

12 Meet us in person PLEASE CONTACT US AT: Telephone: +44 (0) PLEASE ENGAGE WITH US OFFICE LOCATIONS: EMEA, Asia Pacific John Carpenter House 7 Carmelite Street London, EC4Y 0BS United Kingdom Tel: +44 (0) Latin America, North America 179 South St., Suite 200 Boston, MA USA Tel: Fax: To learn more about Pyramid Research s product offerings and how they can be of service to your company, please contact or visit us on the Web at Pyramid Research Latin America Telecom Insider 12

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