Austria
Exec roles in industry & consulting spanning strategy, general management, portfolio management, operations and in sales, with a track record of leading and winning multi-million dollar complex deals. Andrew’s expertise is shaping and delivering outcomes for B2B2x partnered scenarios - accelerating revenues from Smart Solutions – enabling CSPs and their Enterprise partners to leverage combinations of their products & services i.e. 5G, Network APIs, Cloud, Apps, Devices, Vertical Systems, DT, AI etc to be orchestrated & monetised. Having facilitated a multi-year award winning “Digital Business Marketplace” TM Forum catalyst with an expert group from 50+ companies, Andrew is now co-chair of the TM Forum workstream to extend ODA standards to articulate B2B2x.
Co-facilitated the establishment and submission of the ODA for B2B2x Charter. This work includes an increasing number of CSPs: DT, Orange, Vodafone, Reliance, Telecom Italia, etc and vendors. Facilitated and led a number of key workshops to explain why the need to extend the ODA to articulate B2B2x is crucial. Only a standards based approach (at the Components, API and SID level) for partnering, orchestration and monetization will enable CSPs and their many candidate partners, be they cloud providers, vertical industry, AI, DT or Hyperscalers to collaborate in a plug and play repeatable approach. CSPs increasingly acknowledge that this is a core piece of the capability for the “Composable IT & Ecosystem” mission to enable partner “Ecosystems”. (Of course ecosystems are already being built, but they are all using different techniques as there is not yet an agreed standards approach to partner B2B2x).
Contributed as member of TM Forum Committees: Collaboration Committee, (previously the Executive Committee), the Technical Strategy Subcommittee, a Catalyst Judge, the Open Digital Economy Steering Group, and the Finance & Audit Committee. Currently a member of the TAC. In 2016, I collaborated with TMF Executive and facilitated Prof Geoff Parker’s (Dartmouth & MIT) involvement in DTW activities. Engaging with the author of the Platform Revolution, the focus was to help CSP engagement with digital & the Digital Platform players. Led the Digital Business Marketplace (DBM) catalyst in conjunction with ~50 organizations (inc. CSPs, vendors, verticals & AWS). The team submitted and won multiple awards spanning Innovation, Business Impact, culminating in the coveted Industry Contribution Award which defined the Type 2 Marketplace, captured in IG1262, A Whitepaper on Software Marketplaces. dbm4.net provides insight to the impact of B2B2x to enable Zero Trust for Secure Supply Chain & trusted endpoints. At DTW2024: DBM Phase VII, Securing the Supply Chain, led to the activation of the ODA for B2B2x standards work. Throughout I contributed to and co-authored various documents such as IG1262 (which incorporates Prof Parker’s review and quote of the likely evolution of next generation Type 2 B2B2x ecosystem and marketplace platforms) and IG1265. In 2021, TM Forum’s VP Architecture & APIs invited me to become co-chair of the ODA Ecosystems Challenges Workstream in the End-to-End ODA Program. Working with the team, we developed several documents, the first being "IG1317 ODA DSE Platform Extensions Patterns for B2B, B2B2X Partner Ecosystems", illustrating the additional functionality illustrated in the DBM catalyst work which is not apparently available in the ODA. This led to the workstream developing "TR302 ODA Ecosystem Challenges and Roadmap Proposal" which articulated a range of topics which need to be addressed to enable B2B2x.
Senior Vice President - Responsible for Beyond's Business Innovation and Collaboration activities working with multiple partners, TM Forum and other industry bodies leveraging Infonova Technology, for Industry 4.0 and Smart X Solutions. With focus on sales, client success, business development, partner facilitation, standards participation, B2B2x articulation and digital enablement. Led a TM Forum B2B2x Catalyst series with 50 participating organisations, CSPs, Cloud, Hyperscalers, TechCos, and vertical industries publishing various whitepapers and TM Forum standards contributions documents, winning a range of key awards. Established the partnership with AWS, presented Infonova showcases at events, including: AWS re-invent, MWC and DTW, leading to various joint pursuits + the sale and implementation of a national B2B2x marketplace in the Middle East. Engaged other third parties such as MIT within TM Forum to explore the Platform Revolution business pattern ramifications on the roadmap for B2B2x and Digital Ecosystem Management – and as a validation of the Infonova digital platform capabilities.
Leading and supporting major sale pursuits (such as NTT), sold and led BT’s establishment of Cloud Resale Platform for Multinationals, leveraging an Infonova B2B2x platform. Partnered with BT to support BT’s positioning to win a number of key Clients, including water, power, government customers, where the customers leveraged the B2B2x Infonova capabilities.
Relocated by BearingPoint to Graz to build, lead and manage the business development, marketing & sales activities for Infonova’s BSS Unit, creating recurring revenues of €20m. Took the company from being an unknown player to being a major contender in its primary markets, engaging directly with target CSPs, as well as through the TM Forum Catalyst Program resulting in long run sales at a range of CSPs, including eir, Telia, AlbTelecom, Orange, Paybox, HD+, totalling ~€100m. Led the sale and the engagement to transform a Western European incumbent Operator’s consumer division business and operational capabilities, facilitating a full cross functional client team as well as a multi-disciplinary consulting team workshops throughout the conception and design phase. Led the approach & participation at TM Forum in contributing to the new business model & multi-partner B2B2x standards, showcasing the Infonova software unique capability to abstract, orchestrate & monetise legacy & NextGen systems, delivering revenues and settlements for partners in new business model ecosystems… and winning multiple innovation prototype awards.
Member of the winning team and subsequently led a US$3 million engagement as the Program Subject Matter Expert to transform and privatise an Asian telecommunications carrier: - Leading this project included facilitating 15 working groups totalling approximately 500 client and 50 consulting people; - Providing oversight for nine business plans including Mobile, Payphones, Data Services and Corporate; - Guiding two client teams of 40 experts delivering Fixed Line and International business plans; - Providing the direction and framework for the design of the new business architecture including the redesign of the operating model, the new organisation, business processes, and all other functional streams. Led the sale & engagement of a $40 million plus technology enabled business transformation – specifically nominating the Infonova SW capabilities – for an Australian telecommunications carrier’s business model and operating environment: - With Phase 1 delivering a $12million fix, the client agreed to move forward as long as the software was productised and not bespoke (triggering the productization of the Infonova software); - With a client expert team, and an Infonova TM Forum certified team, my role was to facilitate this cross functional and multi-disciplinary team in a series of focused workshops throughout the conception and design phase which created the first version of the productised Infonova SW; - Developed a full business life cycle model combining industry and consulting best practice models to enable the transformation team to articulate the future business and operating requirements. Sold and led client engagements across a range of business domains, telco, energy, media etc., meeting client needs, spanning strategy, process, technology, business re-engineering, strategic sourcing, supply chain, investment advisory, expert witness, M&A, and e-commerce engagements, with revenues of $3-5m annually.
Member of a global expert group developing a global Scenario Visioning Model, providing specific input particularly in respect to the communications industry retail/wholesale value chain frameworks and the likely change patterns over the next 10 years. Led and supported a number of client engagements as the Subject Matter Expert, focusing on the convergence of data, telephony, media and electronics products markets, enabling clients to develop appropriate and timely business strategies. Built a sophisticated interactive global industry and market segmentation model, identifying key high level issues, and proposing solutions to enable the Global Communications Business Unit to achieve 26% growth rates to reach $2 billion fees in the year 2000, achieving a market place reference point for option identification, organic, vs inorganic M&A for future growth.
Managed and directed the reformulation of the market position of this $200 million revenue subsidiary of Telecom New Zealand and Bell Atlantic. Reformulated and re-launched company’s services & product portfolio from “commodity” to “value add”, preparing for fundamental market changes