ies a holistic horizontal integrating view of the changing telecom world, as seen from the telecom business, user and network angles (see Figures 1.4 and 1.5). The prime focus is on principles and context rather than on profound technical descriptions: 'The trend in the future should be a more holistic view of things'. In order to connect subjects and contexts in an understandable way, a number of generic techno-economic and technical reference models are used or highlighted. Examples are a network segmentation model (see part of Figure 1.10 below), a triangle model (Figure 1.5), a fundamental plan model, a profitability model, a process model (Figure 1.6) and the return on capital employed (ROCE) definition. Consequently, reference models act as maps that identify the chapters in the book. The book is written at a basic level enhancing the context orientation. A number of figures are used more than once as a kind of glue between different chapters. As we know, some repetition has learning advantages. This book Technical Technologies Success convergence Telecom factors, business networks tools media industry Figure 1.4 The horizontal approach is similar to the use of the IP protocol End-user Telecom business Network Figure 1.5 The multi-angle view of this book Understanding Changing Telecommunications - Building a Successful Telecom Business Flow of main tasks in the case study Telecom business actor 1 Roles Business plan 2 End-user Processes Identify segments Technical plans revenue oppor- tunities Elaborate service plan Implement service Identify solutions Implement infrastructure Network Figure 1.6 Case study flow The commonly applied technical and vertical focus has changed to a more horizontal techno-economic one, reflecting the increased power of the user and the overall uncer- tainty. In the prevailing situation it seems sometimes wiser to be humble and indicative than to be precise. The book then becomes a framework for understanding how progress can be achieved, based on a top-down techno-economic approa