business plan around OpenNaaS - i2CAT JIRA

obsequiousravioliSoftware and s/w Development

Oct 29, 2013 (3 years and 9 months ago)

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Grant Agreement No.: 261527

Mantychore
IP Networks as a Service



Instrument: Combination of Collaborative Project and Coordination and Support Action
Thematic Priority: [INFRA-2010.1.2.3] Virtual Research Communities

D2.5
Mantychore Software Business Plan

Due date of the Deliverable: Month 14
Actual submission date: 30
th
November, 2011
Start date of project: October 1st 2010 Duration: 30 months
Project Coordinator: Sergi Figuerola (i2CAT)
Version: 1.0






Project co
-
funded by the European Commission in the 7
th

Framework Programme (2007
-
2013)

Dissemination Level

PU

Public



PP

Restricted to other programme participants (including the Commission
Services)


RE

Restricted to a group specified by the consortium (including the Commission Services)


CO

Confidential, only for members of the consortium (including the Commission Services)



2


Abstract


During the development of the privately funded MANTICORE

II project, the catalan government
-

through the VALTEC program, reference number VALTEC 09
-
1
-
0015


sponsored the creation of
a business plan to exploit the
software

s
uite, which is different from exploiting the Mantychore
services (a work carried out by TID within the Mantychore projec
t)
.

This business plan
has

be
en

translated

into English and provided as part of the
MANTYCHORE
project official documentation.













MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 1/20

MANTICORE



B
USINESS

M
ODEL






1. Concept and market needs ......................................................................................... 2
2. Value chain ............................................................................................................... 3
3. Use cases ................................................................................................................. 5
a. Internal use (e.g. Infrastructure provider) ............................................................................... 5
b. NRENs ............................................................................................................................... 6
c. Service providers ................................................................................................................. 7
d. Data Centers – Cloud Computing .......................................................................................... 8
4. Value proposition ...................................................................................................... 9
5. Market analysis ....................................................................................................... 10
a. SWOT .............................................................................................................................. 11
b. Target groups.................................................................................................................... 12
c. Potential users ..................................................................................................................
13
d. Competitor analysis ........................................................................................................... 14
6. Operating model ..................................................................................................... 15
a. Comercialization strategy ................................................................................................... 15
b. Trade Strategy .................................................................................................................. 17
c. Investment plans / Future developments .............................................................................. 18
7. References ............................................................................................................. 20
















MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 2/20


1. CONCEPT AND MARKET NEEDS


Infrastructure as a Service (from now on “IaaS”) is based on physical infrastructure resource use
optimization by means of virtualization techniques. This enables the possibility to define multiple logically
independent virtual instances on the same physical resource. In other words, IaaS offers remote access
and control of network infrastructure to third party organizations through software services.

The concept of IaaS is to date a consolidated technique which adoption within the computational
infrastructure has risen considerably over the last years. In addition to the emergence of virtualization tools
like Vmware
i
, XEN
ii
or VirtualBox
iii
, virtualization and resource sharing in machines and servers
(processing capabilities, memory, storage…) are certainly well accepted facts in the Information and
Communication Technologies sector (from now on ICT).

In order to offer computing resource virtualization as a service, allowing the user to manage and to scale
up the virtual resources in use (service known as Cloud Computing), it has been necessary for several
service providers, like for instance Amazone EC2, to develop their own web interfaces (middleware). By
using these interfaces they have been able to provide the users with the appropriate rights in order to
manage and administrate their virtual resources in an intuitive way, without having to have deep
knowledge about physical infrastructure.

As a consequent step to computing resource virtualization, the communication networks virtualization
is foreseen as one of the major paradigms of the Internet of the Future, as it has been stated by several
international programs, such as FEDERICA and GENI.

Virtualization of communication networks, and more concretely of IP networks, allows the definition of
several logical communication networks over one physical communication infrastructure (IP routers). In
this case, each user is able to manage and set up the resources of his/her own logical network.

To date, the main communication equipment producers (like Cisco Systems
iv
, Juniper Networks
v
or
3COM
vi
) have already included the possibility to implement multiple logical virtual instances within each
physical devise for their commercial products. This clearly shows the demand and current need for
virtualization functionalities in the scope of communication networks.

Despite the availability of virtualization features in the new communication equipment, there is currently
no management tool capable of handling the virtual resources, organizing them like a virtual
communication network, and at the same time allowing the creation of multiple virtual networks over one
single physical infrastructure whilst providing different right levels for its administration. The MANTICORE
System, developed by the i2CAT Foundation (from now on, i2CAT), provides the means for doing it.

MANTICORE consists in a Resource Management System based on Web Services which provides a good
set of virtual communication network management functionalities by means of a graphical environment
(graphical user interface or GUI) usable, modular and scalable. The system allows a network operator to
partition physical routers in several logic routers and facilitate third parties to control them. These third
parties are able to integrate logical and physical routers from different providers in their own IP networks,
and set up both internal and external routing protocols. Thus, MANTICORE is founded both in "router as a
Service" and "IP network as a Service" concepts. It currently supports series M routers from Juniper (with
operati
ng system version 10 or above) as well as 7200 and t320 equipment from Cisco. Other routers with
could be incorporated after developing the correspondent driver.







MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 3/20

Initially, MANTICORE may not be directly commercialized in a packetized way. This is because each
deployment will require personalization and integration depending on:
- Routing equipment and model
- Required functionalities (adaptation needed in order to implement new services)

In the following figure, MANTICORE’s architecture is shown:


MANTICORE Architecture



2. VALUE CHAIN


The adoption of the MANTICORE System introduces a new structure in terms of network connectivity
value chain. The main change is the separation between the Service Provider and the Infrastructure
Provider, leaving one solely contact body from the user or client perspective. This structure change is
represented in the below figure:







MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 4/20


Connectivity Supply


The supply/value chain for MANTICORE results therefore in the following figure:

MANTICORE Value Chain






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 5/20


3. USE CASES

A. INTERNAL USE (E.G. INFRASTRUCTURE PROVI DER)


The first use case analysed comprises those organizations that have their own infrastructure, for instance,
Infrastructure Providers or Universities. In these cases, the MANTICORE System can be used for internal
purposes offering them the possibility to have a better and more optimized management over their
network resources.

Given the fact that communication networks virtualization allows consolidation of multiple service networks
over the same IP infrastructure, the individual operator advantages will be:
 Less physical space needed
 Lower operational and maintenance costs
 Decrease of energy consumption
 Optimization of the physical resource use and efficiency

The below figure exemplifies how this use case infrastructure would look like with MANTICORE System, in
contrast to the situation without it.


MANTICORE for internal use








MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 6/20


B. NRENS


The second use case covers de National Research and Educational Networks (from now on NRENs).

A NREN is a specialised Internet service provider to the research and educational communities within a
country. NRENs provide connectivity and services to higher education establishments (typically
universities) and research institutes, but can also support schools, further education colleges, libraries and
other public institutes. In some cases, services may be provided to government and healthcare sectors
too. The organization and ownership model for NRENs is different depending on the country. They can
either be owned by the government, by institutions or by a combination of both.

With the adoption of the MANTICORE System, NRENs may benefit from the advantages mentioned above
(point 4.A Internal use – Infrastructure Provider). This is because these entities own their own
infrastructure and thus, can use MANTICORE for internal purposes (resource management and
optimization). There are also additional advantages this use case can benefit from, as network
virtualization will allow end-to-end management of the communication connections in a distributed way,
sharing physical resources but managing virtual resources in a designated manner. This situation will
decrease the implementation time for new network needs. In the case of wanting to connect users hanging
from different NRENs, it will not be needed to acquire new equipment, but virtualizing the existing one.

The following figure represents the needed set up to connect users from different NRENs with and without
the MANTICORE System.

MANTICORE applied to NRENs








MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 7/20

C. SERVICE PROVIDERS


From the service provider point of view, MANTICORE System adoption will drive independence between
the service provider and the infrastructure provider, figures which are currently extremely linked to each
other. The separation of these two players will result on the possibility of having several service providers
(virtual operators) operating over the infrastructure of the same infrastructure provider.

With the deployment of communication networks virtualization and its consequent management through
the MANTICORE System a higher degree of agility when setting up new services/applications will be
granted. The creation of new logical networks will become faster, without the need of installing physical
equipment, and there will be a more efficient management, which will at the same time be scalable to the
communication needs. The service provider will be the main negotiation partner to the end user when
adding new services/applications or modifying the contracted infrastructure.

The aim is to feature a more dynamic and flexible network, able to adapt itself according to the
requirements of the services to be spread.


MANTICORE applied to Service Providers












MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 8/20

D. DATA CENTERS – CLOUD COMPUTING


Data centres could be seen as an example of the previous use case (service providers). A data centre is a
facility used to house computer systems and associated components, such as telecommunications and
storage systems. It can also provide managed services to other parties and/or infrastructure on demand
(IaaS).

By adopting MANTICORE, a data centre would benefit from the advantages described both in section 4.A
(related to optimization in terms of internal use) and 4.C (as a service provider).

In respect to the first one, a data centre that adopts MANTICORE may use the benefits of “service
orchestration” concept, gaining in service automatization and multivendor interoperability for its internal
management and functioning. MANTICORE offers them also interesting capabilities regarding Data
Recovery Services (DRS). Furthermore a better integration in terms of routing and network with cloud
functionalities can be reached.

In relation to the second point (benefits as service provider), imagining that the data centre for instance
offers cloud computing services, and adopts MANTICORE, it could focus on the service itself, benefiting
from high degree of automatization in terms of configuration and management of the network and
equipments. At the same time MANTICORE helps the data centre in terms of quality in its Cloud services.
Additionally, MANTICORE can be seen as interesting for a data centres in order to provide its customers
with applications related to bandwidth on demand.

The case of the data centers and their possible needs have been considered internally within i2CAT when
thinking about future developments for the MANTICORE system, and the points explained in this section
are also in part as a result of a set of interviews with different data centers. The aim is to create a system
which meets in a better way the customers’ needs.






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 9/20


4. VALUE PROPOSITION


The value proposition of the MANTICORE System is grounded on:


 Providing a user interface that allows to manage and
control de different virtual networks in a conceptual
yet intuitive way, without the need of knowing the low
level programming language used in the physical
infrastructure, and with the possibility to set up the
main parameters in the IP networks (routing, security
policies…)

 Ensuring interoperability so that the administration of
physical equipment from multiple producers is
possible (multivendor management tool)







 Offering concurrent access to the management tool so that several administrators can operate
over the same physical infrastructure

 Considering different levels of administration rights both for the physical and virtual resources, so
that they can be assigned to different administrator roles

 Providing statistics which will allow the application of revenue models based on resource usage.
This functionality is, however, not yet implemented

 Implementing adequate security policies in order to avoid security attacks and to assure that each
administrator can only visualize and manage the logical resources he or she has been assigned


This solution helps service providers to foster service model innovation and lowers network operating
costs, driving network monetization. Our network products and network infrastructure solutions are
designed to help you evolve your business model by accelerating and securing the deployment of network
services and applications — like rich media and Web services — over a single network infrastructure.

MANTICORE

Value Proposition







MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 10/20


5. MARKET ANALYSIS


The more solid demand in terms of communication networks virtualization functionalities currently lies on
the Internet service providers. Jointly with their trend of offering virtualization services for computing
infrastructure and software resources, network infrastructure virtualization would allow them to offer these
resources as services, providing the capability to each user to administrate his/her own virtual network
resources and therefore achieving a better use flexibility.

In this direction, an analysis undertaken by the consultancy Gartner on March 2009
vii
claimed the need for
network resource virtualization within the Data Centers infrastructure.

Besides the potential benefits for Internet service providers mentioned above, the infrastructure
virtualization and its management clearly offer significant opportunities and advantages to other market
players, like for instance the telecommunication operators, service providers, application providers or the
infrastructure providers.

Within the market of network equipment (routers) producers, Cisco Systems offers a solution that allows
the management of the virtual network resources but with the following restrictions:
 It can only manage logical resources of a particular set of Cisco physical equipment (routers) and
the interoperability is only supported with the palette of Nexus routers.
 The administration of the virtual infrastructure is meant to be used internally by the company that
owns the physical infrastructure. The solution offered by Cisco allows several administrators (ie.
administrators from different departments) but is not designed to provide with specific
administration rights to external organizations.
 It does not bring up the need for implementing statistics which allow

Two main impacts rise from the current lack in the market of a comprehensive management system for
virtual networks administration and control offering advanced functionalities:

 From the market point of view, the absence of this management tool stands on the way of new
exploitation models for the current and future communication networks, preventing new network
resources commercialization as a telecommunication service. At the same time, this context
makes difficult to articulate new business models and paying methods based on the usage given
to the network resources. This models are nowadays used in other ICT services, such as
software commercialization as service (Software as a Service, SaaS), computing infrastructure
commercialization (Cloud Computing) or the access to content on demand.
 From the point of view of the presented development, this fact brings up the opportunity to
position the management system as a cutting edge development and as a reference in the
market.

In this sense, and in relation to the value proposition previously presented, MANTICORE is characterized
by being a tool which is:

 Functional: which meets administration and interoperability needs in order to offer virtual network
resources as a service (IaaS model)
 Compatible: with the possibility of being deplyed on top of the current network infrastructures
 Scalable: with the capacity to integrate several physical resources (routers) from different vendors
(initially Cisco and Juniper)






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 11/20

 Open: able to add-on new management functionalities
 Stable: which can be used in real environments with real users and traffic conditions

A. SWOT


The following table sums up the main Strengths, Weaknesses, Opportunities and Threats associated to
the MANTICORE system.

STRENGHTS

WEAKNESSES




Know
-
how (Team exper
ience)



Positive results in development



Successfully tested with Research Networks
(NRENs)



Semantic Web Ontologies



Interoperability (equipment from different
providers)





Software open source



New drivers (APIs) needed for each new
router/device to manage



Co
st and time associated to
MANTICORE
’s
rollout in a client network



Developments needed in order to give added
value functionalities (e.g. pay
-
per
-
use tariff) and
adapted to each user’s specific requirements



The system is not certified by any device
manufact
urer in terms of security, robustness or
availability


OPPORTUNITIES

THREATS




Pioneer technology in the market



Network Infrastructure as a Service may be the
needed complement in order to improve and
optimize the current Cloud Computing services



Technica
l advantages



Possible agreements with important partners in
the sector





Commercial access to big infrastructure
operators / players



Lack of specific regulation



Failure risk during development (last stage)



New commercial alternatives emerging as a
result o
f other research projects





Strenghts
I2CAT’s main strength is that, given that MANTICORE has been fully developed by its own resources, the
team experience and know-how stays within the organization. Furthermore, very positive results have
been achieved by testing the system with real users (NRENs), and MANTICORE allows equipment from
different vendors in the network.

Weaknesses
As MANTICORE is open source software, other revenue models than the direct sale of the system need to
be implemented. In addition, and in order to be able to incorporate new routers or devices to the system,
new drivers will be needed, as well as new developments for each particular client, with its corresponding
time and cost impact when rolling out MANTICORE.
Lastly, MANTICORE is at the moment not certified by any manufacturer in terms of security, robustness or
availability. APPLUS






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 12/20


Opportunities
MANTICORE represents a pioneer technology in the market. It has many technical advantages and opens
up the possibility of agreements between i2CAT and important partners in the sector. Furthermore, there
are reasons to think that network infrastructure as a service may be the needed complement in order to
improve and optimize the current Cloud Computing services.

Threats
In terms of foreseen threats for MANTICORE, there is a clear lack of specific regulation due to the
technology’s novelty and, given the fact that the degree of uncertainty is still high, there is a risk of failure
associated to the last piece of development. In terms of commercial possibilities, there is an evident
difficulty to access big infrastructure operators and a potential risk of new commercial alternatives
emerging as a result of other research projects.


B. TARGET GROUPS


The main target groups identified for the developed Resource Management System for virtual networks
are related to the Use Cases previously described:

 Infrastructure providers: Those are the companies that could most likely show interest in the
Resource Management System developed by i2CAT. By means of using it, they could offer their
physical infrastructure to service providers in a similar approach to the one applied by the mobile
operators with the mobile virtual operators.

 Considering the shown interest by the different research networks involved in the MANTICORE
set of projects, the NRENs compose the third target group for the application of the technology.
The NRENs can expand their portfolio of services, building and testing tools for the deployment of
resources to provide infrastructure and IP networks as a service to virtual research communities.

 Service providers and data centres: i2CAT has identified a potential opportunity for MANTICORE
to be adopted by data centres


By using MANTICORE they can benefit from several advantages, especially in respect to cloud computing
services and multi-domain orchestration…

There is a considerable amount of infrastructure operators that could be interested in implementing the
proposed solution. At a national level, the main ones are: Telefónica, Colt, BT, Orange, Jazztel, Tele2, Ya,
Ono, R, Telecable, Euskaltel, among others. Even thought i2CAT has good recognition for its research
activities, it has low brand acknowledgment as solution integrator. That may mean the contact with these
companies will be difficult.

However, there are other initiatives that can help the diffusion of the Resource Management System, like
the one proposed by the Catalan Government (Generalitat de Catalunya), which consists on the creation
of an open network. The aim of this network is the construction and operation of a broadband electronic
communications network based on optical fiber to provide transportation services for public administration
as well as transportation services and rental of terminal lines for the market wholesaler. The government
wants to use the network to provide broadband services for their bodies (the Ministries of Health and






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 13/20

Education as main users), and also to act as operator and wholesaler offering the unused network
capacity to the market. That is, doing as large companies like Abertis, BT, Orange, Euskaltel and Colt do.

C. POTENTIAL USERS


Considering the target groups just explained, it si notable to know that there are 20 infrastructure
provides
vii
and 56 Universities
viii
in Spain, which could benefit from the advantages described in the first
use case (section 4.A). In terms of NRENs, each country has one, adding up to 39 in total (European
wise), which are shown in the following table.

NREN

Country

NREN

Country

ACOnet

Austria

RESTENA

Luxemburg

B
ASNET

Belarus

MARNET

Macedonia

Belnet

Belgium

UoM
-
CSC

Malta

BREN

Bulgaria

RENAM

Moldavia

CARNet

Croatia

MREN

Montenegro

CYNET

Cyprus

SURFnet

Netherlands

CESNET

Czech Republic

UNINETT

Norway

UNI
-
C

Denmark

PIONIER (PCSS)

Poland

EENet

Estonia

FCCN

Port
ugal

FUNET

Finnland

RoEduNet

Romania

RENATER

France

AMRES

Serbia

DFN

Germany

SANET

Slovakia

GRNET

Greece

ARNES

Slovenia

HUNGARNET

Hungary

RedIRIS

Spain

Rhnet

Iceland

SUNET

Sweden

HEAnet

Ireland

SWITCH

Switzerland

GARR

Italy

ULAKBIM

Turkey

KazRENA

Kazakhstan

URAN

Ukraina

LATNET

Latvia

JANET

United Kingdom

LITNET

Lithuania





List of European NRENs

Besides these NRENs, there are other networks which function as backbone networks and include various
NRENs. For example, NORDUnet comprises the NRENs for the Nordic countries (UNI-C, FUNET,
RHNET, SUNET and UNINETT).

Finally, in terms of internet service providers (ISP) there are 70 ISP in Spain
ix
.

In order to give an idea of potential MANTICORE users, PacketExchange
x
could have a good fit in terms
of the service offered by MANTICORE. PacketExchange is a Telecommunications operator that provides
flexible services to its users.










MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 14/20


D. COMPETITOR ANALYSIS


In terms of competitors’ scenery, LYaTiss is a company whose services offered can be seen to be in
competition to what MANTICORE offers.

LYaTiss (www.lyatiss.com
) is a French company that develops innovative software solutions for
Infrastructure Services. It offers a converged virtualization platform, dynamically managing network
topologies to optimize connectivity, security, scalability and performance in public and private cloud
deployments. Lyatiss solutions are aimed at hosters, network operators and enterprises who want to
ensure continuity of service and develop new value-added services while controlling their infrastructure
spending.

LYaTiss was created at the end of 2010 as a spinoff of INRIA (French National Institute for Computer
Science) and filled several patents in order to protect a revolutionary solution for orchestrating virtual
infrastructure the founders have developed. In concrete, these patents are:

 Time2Cap: which allows programming capacity usage
 VXCap®: a model for partitioning a complex physical infrastructure
 VXAlloc®: a method for optimally allocating and adapting virtual resources

The existence of LYaTiss clearly means that the concept of virtualisation and the Infrastructure as a
Service paradigm are of interest and already some companies are emerging in this field. It represents as
well some initial business experiences in this technology. Furthermore, LYaTiss and or other similar
companies can become future partners with i2CAT and therefore unlock synergies and collaboration.

The following image shows how MANTICORE can position itself in front of LYaTiss, considering 2 of the
dimensions identified in its value proposition (interoperability and levels of administration rights).


Positioning









MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 15/20


6. OPERATING MODEL


A. COMERCIALIZATION STRATEGY


MANTICORE is Open Source software, whose know-how is fully within i2CAT. This is given the fact that
i2CAT has completely developed it internally.

While it is true that an open source business may not make money directly from its products, it is not true
that open source companies do not generate stable and scalable revenue streams.
The open source business model relies on shifting the commercial value away from the actual products
and generating revenue from auxiliary services like systems integration, support, tutorials, documentation
and training.

Given that
 It is not straight forward that operators and main infrastructure providers will go for this type of
technologies on the short term
 Having real pilots (use cases) is needed in order to gain experience in terms of system stability
and operation
 These pilot experiences are also interesting from a commercial point of view, as they will become
reference clients
 In order to rollout these pilots it is necessary to do the corresponding integration and software
customization, which require economical effort or investment

The following views and strategies will be but into place.

In the short term
The first commercialization strategy has been the application for European funding through the 7
th

Framework Programme (FP7) in order to finance the system rollout in different real environments
(NRENs), in which different use cases will be tested.

The initial user community in MANTICORE is formed by three research user groups, where each user
group will use individually the MANTICORE services for its own interests. These three user groups include
the Danish HDN (Health Data Network), the British UHDM (Ultra High Definition Media) group, and the
Irish Grid network. Part of the project effort will be dedicated to increase the provider (NREN, commercial)
and user community, by contacting new research groups and presenting them the available project ideas
and results.








MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 16/20


Use Cases Overview


In the mid term
Cloud computing services are experiencing a notable growth. The commercialization of the MANTICORE
system can explore how to extend IaaS clouds to other kinds of substrate resources beyond servers and
storage, and to link these elements together in a coordinated, multi-provider “web” of cloud infrastructure
services. The vision is to enable cloud applications to request virtual servers at multiple points in the
network, together with bandwidth-provisioned network pipes and other network resources to interconnect
them.
According to the article “Top 10 Emerging Technology Trends for 2010” that can be fount here
(http://www.ctoedge.com/content/top-10-emerging-technology-trends-2010), two of the top 10 emerging
technology trends are:

 Better Virtualization Management Tools: It’s pretty clear that virtual machine software is
going to get more complex and dynamic in 2010. The good news is that the tools for
managing virtual machines are rapidly getting better.
 Open Data Centre Convergence Architectures: A lot of the new integrated server
architectures really just highlight what should be possible across any set of open
distributed data center components.

Considering the different use cases studied, and having in mind the above arguments, in the short/mid
term, and aside of the FP7 project (which continues its own flow), the strategy may be further analyze
MANTICORE’s commercialization with data centers. I2CAT will continue to explore their needs and
identify which ones can be satisfied with MANTICORE’s adoption.













MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 17/20

B. TRADE STRATEGY


The envisioned trade strategy for the Management System developed by i2CAT will consist on an indirect
commercialization model at first, which will be performed through one or several ICT services integrators.

Integration companies of business solutions for telecommunication operators offer consultancy services,
advice and new system launching for infrastructure operators and have a very close relation with the
operators. Integration companies can facilitate MANTICORE’s entry in the market and its accessibility to
the telecommunication operators.

i2CAT will set up exploitation agreements which each of the selected integrators and transfer them
licenses in a nonexclusive way and for a certain period of time. Economic conditions in terms of sales
income based royalties will be included in these agreements. Royalties can also be based on other
services the integrator may need (ie. technical support, training…).

The ICT services integrators will be responsible for:
 Commercialization of the management system, allocating resources to its promotion and
relationships establishment with potential future clients
 Installation, parameterization and integration of the management system within the infrastructure
of each client
 Incident resolution and request handling (level 1&2 technical support)
 Software and hardware maintenance

In this indirect commercialization model i2CAT will provide the integrators with:
 Adequate know-how transfer so that the ICT integrator is able to perform installation activities and
technical support
 Level 3 support to possible software malfunction in the management system
 Development for new functionalities support

Additionally to the ICT services integrators, the exploitation model needs to consider other players that can
help in making the management system known in the market and position it as a reference solution.

That is why i2CAT will contact the main technological consultancy firms in order to present the
management system developed, its functionalities and potentiality. The aim is that the consultants are able
to act as prescribers of the presented solution. In return, they can reach agreement with the integrators in
order to take part in the installation processes definition and integration of the management system in the
initial infrastructure and processes of the client.

During the deployment phase of the pilot over HEAnet, NORDUnet and RedIRIS’ network, it will be of
great importance to have already contacted and preselected possible integrators which can be interested
in MANTICORE’s commercialization. Having this initial contact, the aim is that they can take active part in
the pilot in order to assess the system’s maturity and its readiness to be commercialized.

The Telecommunications and Information Technologies Center (CTTI) has also been contacted, in order
to evaluate the functionalities and usability of the management tool, and to assess their interest in
integrating the solution developed within their current network infrastructure and the new one being
deployed (Open Network). With the Resource Management System for virtual communication networks,
and through the Open Network, CTTI would be able to offer part of the resources to several operators and
suppliers using an IaaS model.







MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 18/20

The commercialization actions for the management system in the integrators scope will be focused on
certain market segments within the ICT companies, like for instance:
 Telecommunication Operators which already own network infrastructure: Orange, Telefónica,
COLT, BT and so on.
 Internet service providers which offer services in their Data Center: ACENS
xi
, Adam Datacenter
xii
,
Claranet
xiii
and so on.
 Entities with their own network infrastructure, like for example multinational companies,
universities, research networks, and so on.

Given the pioneer nature of the product offered, the potential market for the IP network virtualization
management system reaches both national and international entities. Evidence of this fact is that two of
the NRENs interested on the solution are located in Ireland (HEAnet) and in Scandinavia (NORDUnet).

The incorporation of the management system in each client’s infrastructure may require a preliminary
analysis and latter personalization in order to adjust the system parameters to the needs of the particular
network. Thus, a correct integration needs to be granted.


C. INVESTMENT PLANS / FUTURE DEVELOPMENTS


As improvement of the current solution developed by i2CAT, some further developments are going to take
place in the next months.

MANTICORE currently offers the possibility to manage and administrate virtual networks and, as it has
been mentioned before, it drives separation between the infrastructure and the service provider entity. It
allows an infrastructure provider to supply its physical network to a virtual service provider, and this latter
one is then responsible for implementing the adequate network protocols and providing the service to the
end user.

In this situation, the users can request the resources needed to the service provider, which revises
together with the infrastructure provider the available resources and sets up the corresponding price.
Afterwards, using the MANTICORE platform, the infrastructure provider supplies the infrastructure to the
service provider, which will finally set up the resources.

The above explained process implies that each time a group of users need certain resources they have to
contact different suppliers. In order to make this procedure faster and more agile, within the FP7
MANTYCHORE project, a so called “marketplace” will be developed. This marketplace will show the
available resources and will allow the user to analyze the service offer. The plan is to build it in a way, that
with the information provided by the user in terms of his or her needs, the marketplace would show the
best option or even several alternatives to the user.

The market place can either be managed by the infrastructure provider, in which case only its own
resources shall be offered, or by a neutral operator. In this second scenario, the neutral operator would
standardize the offers of all the infrastructure providers and will make them public to the service providers.
The final exploitation model of the market place will be defined by the different suppliers and users of the
platform.

Here a sketch of the marketplace architecture is shown, as well as the different roles (the marketplace
server, the MANTICORE server – which has the resources – and the users that request them):






MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 19/20



Marketplace Architecture

The development of this new platform will allow the infrastructure provides to offer their own infrastructure
as a service (IaaS). They will be able to provision third parties the appropriate rights so that they can
administrate one or several routing instances during a period of time

The Marketplace will provide a management service to the IP network which will allow the users (virtual
operators) to create and set up more than one IP network with the routing instances procured by one or
more infrastructure providers. This IP service will allow the setting up of certain parameters like IP network
topology, addressing, internal and external routing, routing policies export to the RIPE database, firewalls,
VPN creation among others.

Last but not least, the existence of the Marketplace platform will enforce the creation of new business
models based in services which will provide the users with the possibility to administrate their own virtual
network resources allowing them to reach a better flexibility in their usage. This will also derivate in the
emergence of new exploitation models for the current and future communication network and enable the
appearance of business models directed to payment per network resources usage.

























MANTICORE – BUSINESS MODEL
Projecte cofinançat pel FEDER en marc del Programa Operatiu de Catalunya 2007-2013 20/20


7. REFERENCES




i
VMWare website: www.vmware.com


ii
XEN website: www.xen.org


iii
VirtualBox website:
www.virtualbox.com


iv

http://www.cisco.com/en/US/solutions/collateral/ns341/ns524/ns562/ns573/white_paper_c11-
512753_ns573_Networking_Solutions_White_Paper.html


v

http://www.juniper.net/us/en/local/pdf/whitepapers/2000261-en.pdf


vi
http://www.networkcomputing.com/immersion/soa-ws/showArticle.jhtml?articleID=206902540


vii
Dataquest Insight: Network Virtualization is An Emerging Trend in Data Center Communications


vii

http://es.kompass.com/listwf2_7905001_61010102_es_esp/redes-infraestructuras-telecomunicaciones-
terrestres/operadores-telecomunicaciones-1.html


viii

http://www.buscadoresyportales.com/universidades/


ix

http://es.kompass.com/guide_gs61010104_es_esp/telecomunicaciones-noticias-medios/proveedores-servicios-
internet-1.html


x
http://www.packetexchange.net/services-NIaaS.html


xi
http://www.acens.com/infraestructura/i-conectividad


xii

http://www.adamdatacenter.es/es/noticies.html


xiii

www.claranet.es