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“My primary objective is to lead the team to win new business, shape market opportunities, bring in operational efficiencies and solidify the company’s position in the marketplace”

Mr. Deepak Mahajan, Executive Director, India & Asia, Sicap

You have recently joined Sicap as Executive Director for India and Asia region. How do you plan to employ your vast experience for the growth of Sicap in this region?
India and APAC as a region is a high growth-opportunity market for Sicap and our expansion plans for increasing our capacity of talent and new innovative solutions reflect the long-term commitment Sicap has built in this region. We have set-up Sicap Global Development & Support Centre in Kolkata and our basic premise of this strategic investment is to capitalize on Indian talent pool to unleash innovation andto ensure proximity to our customers by understanding the needs and environment they are operating in.

My primary objective is to leverage these strengths and lead the team to win new business, shape market opportunities, bring in operational efficiencies and solidify the company’s position in the marketplace. Apart from this focus would also be to strengthen our alliance network for inorganic business growth and outreach to accelerate the exponential growth of business across various countries in thisregion.I’ll build upon my experience and networking for Sicap to expand the business, enable brandingand mindshare and establishing the market leadershipwith MNOs MVNOs & MVNEs in APAC.At present, we are on an expansion spree in the Indian market, aiming at improving efficiency and competitive advantage through our Global Development and Support Centre (GDSC) in Kolkata and working closely with our anchor accounts in this region.

This will ensure better access to marketplace, drive new business opportunities and strengthen the technological competences of the company while supporting international teams and global operations.

Your views on present trends in Indian telecom market andWhat according to you are the key challenges in India?
We all know that the Indian telecom market is one of the fastest growing markets across the globe and is expected to grow by 10.3% year on year to reach US$ 103.9 billion by 2020. There is no doubt that the market has tremendous potential to lift the Indian economy and Indian telcos are continually adapting and responding to evolving market trends and customer demands.

Moreover, we have also identified challenges which threaten profitability of mobile operators in the country. The price wars and high-spectrum auction prices raise the pressure of getting customers on-boarded on 4G networks to speed up payback and return on investment. Unfortunately, at the same time the 4G smartphone penetration is as low as 10%, and majority of the current 4G device owners are on the Reliance Jio network. This means that 4G service migration will be a tremendous challenge for Indian mobile operators in general. To give you one example how Sicap can help the operators to speed up 4G migration: Our TargetMe context-aware customer engagement automation solution has a track record of tripling 4G service adoption in short time frame. The same service migration boost effect in the scale of a typical Indian mobile operatormakes it a lucrative investment among Indian service providers.

Focusing on these challenges we have already invested in the India market and are offering highly customized and innovative technology products and solutions to mobile operators.Sicap is in a unique position in the Indian market to sense what is happening today and in the future in telecommunications.

Tell us about Sicap global presence and with reference to your global reach, what kind of a growth do you see in markets around the globe?
Sicap is a global telecommunication and IoT solution provider for Mobile Network Operators and Mobile Virtual Network Operators delivering an all-encompassing customer experience to make the mobile world more profitable, manageable and secure.

Today Sicap has a strong global presence and an impressive list of customers featuring more than 80 mobile service providers and virtual operators in 76 countries. Several world-class brands such as Huawei and Oberthur Technologies are Sicap’s long-term strategic partners. To date, nearly 1 Billion subscribers globally enjoy the excellence of Sicap solutions.Its international team are in 9 locations including India to ensure excellent customer service worldwide.

Emerging APAC, India and Africa are the World’s fastest growing mobile markets in the next 5 years. The telecommunications market in the regions is estimated to grow approximate 10% year on year. The growth is predominantly driven by heavy 4G rollouts and proliferation of low-cost smartphones. According to SIM Alliance report SIM card shipments grew by +14% in APAC, mainly due to 4G card shipments.

However, today these markets are characterised by very low smartphone penetration which is one of the biggest 4G growth challenges for service providers. Our TargetMe solution detects 4G and non-4G device users enabling operators to speed up service adoption through targeted and automated real-time promotions. As an example, Tunisie Telecom quickly tripled its 4G service adoption via Sicap’s TargetMe and we strongly believe service providers in the APAC can achieve similar growth figures through Sicap’s technologies.

As per a recent Analysys Mason research, some of the more developed telecommunication markets in APAC region, such as Singapore, South Korea, Japan & China will see vast amounts of mainstream subscribers adopting bigger multi-play service bundles. Partly government subsidized fibre-to-the-home networks also feed the appetite for richer, converged fixed-mobile service bundles. This again is an area where our TargetMe customer and device insight and real-time engagement solution will help operators to cross-sell services more efficiently.

When it comes to Europe, the telecommunication markets have already slowed down and according to the SIM Alliance report, the traditional SIM card shipments decreased -5% in the region during 2016. However, at the same time embedded SIM shipment grew by +49% in Europe and the US, which suggest rapid growth in M2M and IoT applications.

MVNO space is a fast-growing telecommunication segment throughout the world. As per a recent study by Global Market Insights, global MVNO market including the APAC grows nearly 10% year on year until 2022. Sicap’s APN Setup cloud solution is popular among MVNOs around the world and we are working very closely with this segment in India and other countries in APAC region.

Sicap has recently opened a Global development & Support Centre in Kolkata. Please share more details about the center and tell us how it will help realize SICAP vision to tap Indian market?
Embracing innovations in technology has always been at the core of Sicap and we are aiming at improving efficiency and competitive advantage through our Global Development and Support Centre (GDSC) in Kolkata. We will continue to develop the most essential parts of our technology stack while complementing it with the latest big data technologies and real-time analytics from our Kolkata GDSC. Additionally, the development of our very recent artificial intelligence enabler solution, Sicap AI Engine will benefit from the talent and capacity provided by the Kolkata R&D investment.

The primary focus of the Global Development and Support Centre in India is to source local talent and unleash innovation, while ensuring proximity to our customers by understanding the needs and environment they are operating in. This will also ensure better access to marketplace, drive new business opportunities and strengthen the technological competences of the company while supporting international teams and global operations out of India.

In India and other markets in APAC, there is tough competition among Operators and retaining customers has become very challenging. As a Global telecom solution provider how can Sicap help operators to overcome these challenges and support in their monetizing journey?
Sicap’s strength is its solution portfolio which facilitate Telcos – MNOs, MVNOs to monetize, manage and secure their networks and deliver excellent end user experience. All these criteria differentiate mobile operators from the competition and help in not only retaining their customers but also to set benchmark for others to follow. To monetize, manage and secure mobile businesses, Sicap offers four main Products & Solutions, including Customer Insight and Engagement – TargetMe, Device and SIM Management, Security Solutions, and IoT Service Enablement.
• Sicap with its TargetMe Customer Insight and Engagement solution is uniquely positioned to enable operators in developing markets to speed-up adoption of new services, and to up-sell and cross-sell services more efficiently, hence accelerating payback time and ROI.

• Sicap with its AI Engine, an artificial intelligence enabler, predicts and reduces churn when combined with Sicap’s TargetMe solution and it helps Mobile operators to save millions of dollars every year through customer churn prevention.

• Sicap provides MNOS, MVNOs and MVNEs a fully-fledged, SIM card vendor-independent SIM management solution enabling a flexible and cost-efficient management of all SIM types, without vendor lock-in.

• Sicap’s Enterprise Mobility Management (EMM) cloud solution enables MNOs, MVNOs and MVNEs to tap into this risk-free business opportunity to generate enterprise service revenues.

• Sicap’s offers MNOs, MVNO and MVNEs Mobile Security solutions which enable them to conform cost-efficiently to even the most demanding homeland security requirements and to protect their subscribers, networks and brands against stolen, malfunctioning and fraudulent mobile devices.

• Sicap’s IoT Service Enablement solution makes mobile service providers the IoT providers of choice for enterprises and verticals, unlocking new revenues without large investments. The IoT Service Enablement solution provides device and asset management through the commonly utilized IoT and M2M technologies and protocols.

We are taking a highly focussed approach to develop innovative and tailored solutions that best address the growing needs of the operators and their customers. Apart from this Sicap solutions are available through three deployment models and combine manage service delivery model and pay-as-you-grow pricing. The flexible solution delivery options matches all service provider needs: Fast deployment, high performance, regulatory conformance and low total cost of ownership.

India is emerging as a rapidly growing hub for IoT solutions. According to NASSCOM the Indian IoT market is expected to reach US$ 15 billion by 2020 accounting for 5 per cent of the global market. How do you see this opportunity? What are your plans and market approach to leverage on this business opportunity?
With the Indian government’s “Digital India’ and ‘smart cities mission’ set in motion, end-to-end technology solutions will play a crucial role in building the right infrastructure to create a highly-interconnected world. In smart cities, diverse users, devices, machines, systems and applications over all levels, will be connected by, and interact together, through the effective IoT platform.
MNOs can optimize M2M solution that works on existing device and SIM management solutions, and paired with highly developed device management and data storage layer to provide easy access to companies in the IoT era. The end-to-end (E2E) IoT solution serves as a profitable tool for both the mobile operators and companies as it enables end users to manage devices and SIMs, declare data structures, implement rules and set alarms on one simple platform. However, a perfect E2E IoT solution for any company must ensure information security, data privacy and safety as the topmost priority.

With growing penetration of smartphones and smart devices in India, high-speed internet access at an affordable price is the need of the hour to enhance seamless communication between people and devices. Consumer demands are increasing by leaps and bounds and in order to meet the growing demands, the entire telecom industry will have to address the major challenges and potential threats ahead.

Sicap offers IoT Service Enablement solution which makes mobile service providers the IoT providers of choice for enterprises and verticals, while unlocking new revenues without large investments. The IoT Service Enablement solution provides device and asset management through the commonly utilized IoT and M2M technologies and protocols. The platform can benefit mobile operators with a variety of protocols to interact with IoT devices and gives the capability to connect to IoT applications through open APIs (application programming interfaces). The entire process in turn allows for the collection of data, the update of IoT devices as well as eSIM and SIM OTA management for a multi-tenant environment.

With the growing competition in market, what is the strategy of Sicap to differentiate its solutions from the rest?
Since Sicap was founded we have differentiated through our strong know-how in core mobile network technologies, device and SIM management and accurate and always up-to-date mobile device intelligence data. We have systematically continued developing the most essential parts of our technology stack while complementing it with the latest big data technologies, real-time analytics and from now Artificial Intelligence technology. Thanks to our sustained technology strategy, we clearly differentiate our solutions by merging the network and device intelligence, big data and real-time analytics capabilities. By using Sicap solutions our mobile customers monetize their network, SIM, device and customer data through real-time business intelligence, customer insight, customer engagement automation and service activation. In the IoT Service Enablement market we will differentiate by capitalizing on the same recipe; combining accurate network, SIM and device data with big data and analytics capabilities.Embracing innovations in technology has always been at the core of our company. Sicap helps MNOs, MVNOs & MVNEs to;

Grow Telcos Revenues:
Our solutions speed-up sales and activation of new services and devices, open up new revenue sources at enterprise and IoT markets and increase profitability of your roaming service.

Protect Telcos Business:
We help you to protect your subscribers and network against stolen and fraudulent devices. We enable you to conform even to the most demanding homeland security requirements.

Increase Telcos Efficiency:
Our real-time data analytics and device management solutions gives an accurate and instant insight into your subscriber base and increase customer onboarding and customer care processes.
At present, we are on an expansion spree in Indian market, aiming at improving efficiency and competitive advantage through our Global Development and Support Centre in Kolkata. This will ensure better access to marketplace, drive new business opportunities and strengthen the technological competences of the company while supporting international teams and global operations.

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