The success of Orange’s business service strategy

What is the business service strategy of Orange? How can they achieve success? Didier Duriez, Executive Vice President of Orange Global Solutions for Business, shares Orange's story with you.


For Orange Business Services, the heart of our customers are those multi-national companies, the Fortune 500 having request to help them around the world, that’s really our bread and butter, if I may say so. And our strategy today is to help those companies to transform tech benefits of the digital revolution, get the power of the data they have, which they hardly use today, maybe a few percent of the data is being used and monetized by the companies. 

We strongly believe that as a service provider and as an infrastructure provider in the hybrid cloud, we can help them in this area. That is today our major strategy. 

By going more digital, a lot of benefits first, maybe most of you are seeing the carrier area. When not that long ago they had to open a ticket through a phone call, or mail or something like that. Now, they can digitally go to a portal, log a problem, follow up  the evolution, have people helping them or chat bots helping them defining what the problem is, refining the problem, and go through the solution much, much faster. 

And the second evolution is in the provision of services. With all the new technology, we are able now to provision some of the services in a matter of minutes where it was taking before a human intervention on the site. Somebody to plug the equipment physically to the customer equipment. We are here talking of days, if not weeks, as opposed to minutes. 

In the area of hybrid cloud, the one we are developing with Huawei as a partner, of course we use OpenStack. The rationale for OpenStack is that this is probably going to be the standard over time because everybody contributes so it's not exactly for free, but it's marginal cost if you compare to a vendor where you have to pay for license for maintenance and everything.

And cloud area in particular, we have cut a deal with Huawei whereby. We benefit from Huawei’s skills and our own infrastructure. Huawei has delivered a lot of capabilities in the server area, in the ecosystem and so on and so forth, so we are very happy that we can capitalize on that and add our value in terms of additional services going to the customer, go to market and so on and so forth.

So it's really a revenue share type of approach where we benefit from what I think are the great assets from Huawei technology capabilities, a capability to mobilize a strong engineering base over a short period of time while we capitalize on what we do best, that is listening to our ecosystem of customers, have the go-to-market, deliver the services that allow them to benefit from the hybrid cloud, which is what we want to do at the end of the day together with Huawei.