Optiva: monetisation platforms

Optiva: monetisation platforms

Justin van der Lande

Optiva: monetisation platforms 2

Optiva: strategy overview

Optiva provides cloud-native monetisation and business Figure 1: Key data

support systems (BSS) that can be delivered over private,
▪ Founded in 1999
public, edge and hybrid clouds; 92% of its new deals will be Company details ▪ Headquartered in Toronto, Canada
implemented on cloud. ▪ 418 employees as of December 2023
Optiva’s transformation and strategic focus to win customers. ▪ Revenue in 2023: USD47.5 million (declined by
Financial USD14.3 million year-on-year)
Financial turnaround. Optiva’s financial performance has performance ▪ Total contract value booking in 2023:
experienced several years of decline. However, with a clear USD74.9 million
product strategy and a strong commitment to cloud delivery and ▪ Optiva’s BSS Platform is an end-to-end
SaaS, the company is poised for growth. In 2023, Optiva added 7 monetisation platform that includes online charging
new customers, with contract value bookings of USD74.9 million. and billing, integrated customer management,
product catalogue, order management, multi-
Cloud-native upgrades and SaaS delivery. Optiva is investing in channel customer care and dealer and wholesale
upgrading its offerings to become fully cloud-native. The company management.
now delivers its products and services via a SaaS or subscription- Products and ▪ Optiva Charging Engine is a real-time converged
services charging system for connectivity, including 5G, as
based business model. The recent launch of Optiva MVNO Hubs well as OTT and partner-driven services.
on Google Cloud reflects this shift. ▪ Optiva’s Policy Management solution is tightly
integrated with its charging engine to enable
Value-based transformations and intelligent automations. Optiva multiple 5G and IoT use cases.
positions itself as an enabler of value-based transformations. ▪ Optiva MVNO Hubs a hosted multi-tenant BSS, pre-
Their approach emphasises quick time to market and reduced integrated MVNE SaaS software stack.
total cost of ownership (TCO). The tightly integrated “all-in-one” Digitel, KDDI, M:tel, Omantel, Optus, Salam, Tele2,
platform incorporates productised intelligent automations. While TELUS, Truefone, Turkcell, Vodafone, Vodafone ideal,
this proposition typically appeals to Tier-2 or smaller operators, it Key customers Vodacom Tanzania. BT Group, CellularONE, Humane,
remains open to Tier-1 operators as well. BT Group extended its Móvil Éxito, Nova Energy and OnwardsOps were added
partnership, for example, upgrading its charging and developing in 2023.
a service creation platform for B2C, B2B and B2B2X services. Key partnerships Google Cloud Platform, Microsoft Azure.
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Optiva: monetisation platforms
Optiva: analysis
Optiva’s investment in its cloud-native and SaaS-based Figure 2: Key strengths and weaknesses
portfolio is starting to pay off with new contracts and a heathier
sales pipeline. However, the financial characteristics of SaaS Strength
mean that it will take time to replace current contracts, which
Customer base
will affect total revenue.
Optiva’s strategic positioning and innovations:
Cloud-native
deployments
Credible alternative to larger monetisation vendors. Optiva aims
to provide a credible, scalable and tested alternative to larger SaaS
monetisation vendors. Its core charging capabilities are trusted by deployment
CSPs. The product range covers all essential functions in digital
BSS. Cost-efficient
SaaS and all-in-one BSS approach. Tier-1 communications service
providers (CSPs) in core consumer services may not fully embrace Weakness
Optiva’s SaaS and all-in-one BSS stance, but it resonates well
with Tier-2 CSPs because they have budget constraints and
Financial
limited in-house skills.
issues
Strategic partnership with Google Cloud Platform (GCP). Optiva
collaborates closely with GCP and has live deployments. Although Lack of wide
most deliveries occur on private cloud, Optiva’s MVNO Hubs acceptance by
public cloud-hosted SaaS offering enables swift deployments. Tier-1 CSPs
Innovation and customer churn reduction. Optiva’s R&D
investments drive innovation across BSS functions. GenAI
technology is being used to identify new revenue opportunities to
significantly reduce customer churn.
3
Description
Optiva has many customers across all types of CSPs from
Tier-1 to Tier-5, worldwide.
Optiva is gaining credentials and visibility through its
partnership with GCP. Its number of deployments on
private, public and hybrid clouds is also increasing.
Optiva supports multi-tenant MVNE business models for
early-stage innovation with compatible financial models.
Optiva’s scale enables product-based approaches that
support potentially quick, low-cost deployments needed
by Tier-2 and smaller CSPs.
Description
Optiva’s revenue has declined, partly because of the shift
to a SaaS delivery model and heavy R&D investments,
which may impede the company’s ability to engage with
larger Tier-1 CSPs.
New technologies and business approaches take time to
be accepted by large CSPs, which will limit Optiva’s ability
to generate consistent larger revenue streams.
Source: Analysys Mason
Optiva: monetisation platforms

Contents Appendix
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Optiva’s monetisation solutions provide a broad range of functions

Partner Customer Distributer Channel

Self-care Self-care Management APIs

Partner Customer Promotion and Case Report and

management Management reward Management analytics

Product Order Payment Digital

Settlement Billing Inventory
Catalogue Management Management

API Rating and

mediation Provisioning Policy Control
Gateway Charging

Pre-integrated, multi-tenant and modular products available as managed services or as a SaaS offering.

Source: Analysys Mason

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About the author

Justin van der Lande (Research Director) leads the Applications practice. He specialises in business intelligence and analytics tools, which are
used in all telecoms business processes and systems. In addition, Justin provides technical expertise for Analysys Mason in consultancy and
bespoke large-scale custom research projects. He has more than 20 years’ experience in the communications industry in software
development, marketing and research. He has held senior positions at NCR/AT&T, Micromuse (IBM), Granite Systems (Telcordia) and at the TM
Forum. Justin holds a BSc in Management Science and Computer Studies from the University of Wales.
Optiva: monetisation platforms 7

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