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eintellego networks' Skeeve Stevens

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CommsDay Wholesale + Data Centre Summit 2013

CommsDay Wholesale + Data Centre Summit 2013

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  • Just 6 providers mentioned here which have consumed over 50+ other Service Providers and I am sure there is more to come.
  • Value add is everything.Community Portals, information databases, subscription services, exclusive content.
  • Talk about Pico and Micro ISPsPersonal touchExisting customer baseVery niche focused
  • Value add is everything.Community Portals, information databases, subscription services, exclusive content.
  • Industry examples.In Australia in 2011, 36% of people speak a language other than english at home. That is nearly 8 million people.Religions – Christian, Muslim, Jews, Bhuddists, etc. I was told about an ISP that serves Exclusive Brethren and has strict filtering and other requirements.Age – Pre-teen, Teen, Seniors, RetireesSex – Male, Female, Gay, even IndustryHobbies – Sports, etcOthers – Safety, Disability, Teleworking, Call centres, Specific Serviceshttp://profile.id.com.au/australia/language
  • 3 Japanese ISPs
  • We are always competing with our suppliersBunnings – you can build anythingYou need a few partners
  • Talk about Pico and Micro ISPsPersonal touchExisting customer baseVery niche focused
  • A good example – THE OEM king… Kogan. TV’s, etc… now Mobile (with data) via a wholesaler.Being able to meet more of your customers needs will win you market share.Telstra hasn’t really branched out beyond telco
  • Dodo is the only significant breakout into new markets
  • Coles and Woolworths are theOEM kingsFrom Bread and Milk, to Petrol stations, banking and finance, insurance services – even the ATM machinesSo… they’ve re-branded all these other products…. What about Internet?Could ‘this’ happen? Why not? If Kogan can do Mobile with Data as a focus (via ispONE) – that went well though?whats to stop Coles, Woolies, maybe others – JB HI-FI, Harris Technology, Harvey Norman and so on, becoming Virtual ISPs – even selling modems and accessories in-store.
  • A good example – THE OEM king… Kogan. TV’s, etc… now Mobile (with data) via a wholesaler.Being able to meet more of your customers needs will win you market share.Selling something a lot cheaper than the big name brands certainly helps though.
  • Consultants… I know there are a few ex-ISP guys who help out some small ISPsCommunity… Conference like AusNOG, APNIC and others can help a lot with contacts and information…. Especially the AusNOG mailing list…. Its fantastic.BUT…. All the technical help in the world wont help you if you can’t run a sensible business.Gone are the days when jokers would build a business on the back of something like the Broadband Guarantee or Broadband Connect
  • Transcript

    • 1. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve Stevens WHOLESALE OPTIONS FOR CEO & Chief Architect, eintellego Networks Director of the Internet Society of Australia SMALL ISPs SKEEVE STEVENS
    • 2. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHO AM I? • Founder of eintellego Networks – Outsourced (Cloud) Engineers • Specialists in building Vertically focused ISPs • Bringing Service Provider knowledge to the Enterprise space • Customers in 5 countries, projects in over 10 • Been involved in the ISP community for over 15 years • Built over 200 pico-small ISPs across Australia/South East Asia • aka The ISP Guy – focusing on the ISP industry
    • 3. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs MARKET CONSOLODATION Where did all the ISPs go? WestNet OzEmail TransACT iiNet iiNet iHug Netspace AAPT Residenti al 10+ Others Froggy Esclipse AOL|7 Command er iPrimus M2 Group Hotkey West Australia n Networks Datafast aaNET Platform Networks EFTel Club Telco Dodo Other small ISPs VivaNET Planet Netcom Internode
    • 4. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs MARKET CONSOLODATION …continued B Digital PPC-1 Pipe Networks TPG TPG Comindico Soul IntraPow er/Truste d Cloud RequestDSL Powertel Nextep AAPT Telecom NZ Wizz Star-Tech Clever Networks BigAir BigAir Grop Vivid Wireless Unwired Optus Internet Optus iBurst (Customers) AccessPlu s Allegro Uecomm Link Innovatio ns
    • 5. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHY BE A SMALL ISP? • You get to build creative solutions the big guys can’t • You own the customer and branding • It is rarely about the money • What is ‘small’ ? • Obviously, size is the primary classification
    • 6. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs ISP SIZES How Many ISPs? Pico ? 10 - 100 Micro ? 100 - 500 Small ? 500 – 1,000 Medium 49 1,000 – 10,000 Large 24 10,000 – 100,000 Very Large 8 100,000+ • Medium-Very Large defined by the Australian Bureau of Statistics, the rest I defined • June 2012 ABS Data - http://www.abs.gov.au/ausstats/abs@.nsf/Lookup/8153.0Chapter6Jun%202012 • ACMA Fact Sheet - http://www.acma.gov.au/WEB/STANDARD/pc=PC_1723 • Lifehacker - http://www.lifehacker.com.au/2011/02/smaller-isps-are-a-dying-breed-in-australia/ • ACMA say there are over 800 ISPs in Australia • ABS say there are about 81 ISPs with over 1000 users in Australia (June 2012) • That means there are over 700 Pico to Small ISPs • Total ISPs – June 2011 = 97; Dec 2011 = 91; Jun 2012 = 81 (closing or merging?)
    • 7. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs HOW TO SURVIVE AS A SMALL ISP • Be Innovative • Relationship driven • You must be vertically focused – have a niche or micro-niche • What does it mean being niche focused? Examples
    • 8. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Focus Industry Ethnic Finance Education Mining Food Media Real Estate Entertainmen t Sports Aged Care Sex Age Religio n Legal Construction Engineering NGO Energy Government Italian Chinese Greek Korean Germa n Arabic Hobbie s Others?
    • 9. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Regional Focus - Community Telco and Ace
    • 10. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Legal Industry - BarNet
    • 11. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Age Vertical - Seniors
    • 12. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Real Estate Vertical
    • 13. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Metro Fringe DR/Wholesale Vertical
    • 14. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs NICHE/ MICRO NICHE Examples – Ethnic Focus - Japanese
    • 15. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHOLESALERS • Very DFO – very few pure wholesale • Bunnings • No one wholesaler does everything • Location Location Location • Shop around
    • 16. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHOLESALER TIERS Tier 1 Own infrastructure ONLY Tier 1.5 Own infrastructure + Others Tier 2 Minimal of own infrastructure, normally an aggregator of T1 and T1.5 Tier 3 Normally an aggregator of T1, T1.5, T2 • These are my definitions
    • 17. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHOLESALE SERVICES Who Do I Buy Off? BigAir NBNCo Telstra Tier 1 FirstPath ispONEExetel Tier 2 AAPT Vocus Optus Tier 1.5 Nextgen TPG/Pipe M2 Group iiNet WIP Highway 1 aka ZettaNet Megaport Uecomm RWTSTier 3 Inabox Simtronic Many others NTT iseekCirrus
    • 18. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHOLESALE SERVICES What Can I Buy? Infrasturct ure Standard xDSL Billing Carrier Virtualisati on EFM/EoC Transit Design PABX Ethernet (VLANs) VoIP PSTN Hosting XaaS Voice Value-Add Dark Fibre VPLS/MPL S 1300/1800, 13 Co- location Video Voice Re-bill Software Security Storage Platform s 3G/4G/etc Wireless SEO Domains CMS Filtering Many many more ISDN 56k (yes?!) ATM NBN Peering Internatio nal Links ISDN Compute Content Delivery
    • 19. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHOLESALE SERVICES Datacentres Specialis ed Fujitsu NextDC Rackspac e (Digital Reality) Large Vocus Equinix Globalswit ch HP PowerTel /AAPT Gore Hill Telstra Optus Medium Micro Carriers Vendor Pipe Networks Global Centre Verizon Eftel HarbourMS P AnchorManaged Primus EDC IDC Metrono de Other Carriers Boutique Macquari e Telecom Ninefold PacNet/NT T MANY more Pipe Networks (Sydney) SIS, Simtronic , etc
    • 20. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs WHAT’S NEXT?
    • 21. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs • We’re starting to see maturity in wholesale • Traditionally ISPs have stayed within their field of expertise • It is going to go both directions (I will explain in a moment) • It is easier than ever to sell “you”-branded products • OEM everything DIVERSIFYING New Markets
    • 22. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs Telephone Home / Business VoIP Mobile Internet Services Power & Gas Insurance Home, Contents, Car Retail Stores Alarm Monitoring Others to come? Health? Financial Services? Dodo DIVERSIFYING
    • 23. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs Fuel Mobile Services Supermarkets Groceries Clothing Credit Cards Credit & Prepaid Insurance Home, Contents, Car Others to come Internet Access? Health? Coles/Woolworths Internet DIVERSIFYING
    • 24. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs • Partnerships • Telstra + Paypal • Small ISPs will soon be able to sell everything • Energy, Fuel, Insurance, • Music, TV, other entertainment DIVERSIFYING
    • 25. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs FRIENDS OF THE SMALL ISP Easy as • Vocus (Fibre, DSL, NBN, Voice DC’s) • iSeek (Wholesale) • TPG (DSL, EFM, Fibre (Pipe)) • AAPT (Wholesale DSL, EFM, NBN) • NextDC (DC’s) • Equinix (DC’s) • Anything Bevan does • GlobalSwitch Tenants (Pipe, HarbourMSP) • Peering – Pipe, Equinix, WAIA, Megaport • X-Connect Aggregation – Megaport • FirstPath (Fibre, VDSL, Building Access) • Inomial (Billing) • BigAir (Wireless P2P) • Other Tier 3 Aggregators • The ISP Community (AusNOG/NOGList)
    • 26. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs HOW EASY IS IT TO BE AN ISP? Summary • Many Wholesale Providers • Outsourcing • Operations, Support • Marketing • Systems (Billing, DNS, Hosting, etc) • Vendors (New and Refurb) • Consultants • eintellego Networks / io Networks – probably others • The Community • AUSNOG, NOGList, APNIC, NZNOG
    • 27. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs THE BOOK So, You Want To Be an ISP? Coming Soon – end of 2013
    • 28. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs Case studies will be provided which will be based on some ISPs that I’ve worked with over the last 15 years such as: Datacentres, colocation/hosting providers, wholesale ISPs, residential ISPs, virtual ISPs and others. Case Studies Websites, Mailing-lists, Chat, Podcasts, Consultants, Certifications, etc Resources THE BOOK What’s in it? Detailed information about all aspects of an ISPs network, including their core switching, routing, redundancy, scalabili ty, security (DoS) & more. Technical Stuff xDSL, Fibre (Lit and Dark), Copper (EFM), Ethernet, Wireless, Satellite, 3G/ 4G wholesale, including some old technologies such as Dialup/ATM/etc. Tail Technologies LNS/LAC, Routing, MPLS, CGN, Transit providers, Peering and types of peering, Datacentre types. ISP Technologies A brief overview will be provided on networking vendors such as: Juniper, Cisco, Brocade, IBM, HP, SDN Technologies, Virtualisation, Vyatta, Microti k, as well as some wireless – all as it all pertains to Service Provider equipment. Networking Vendors Should you or shouldn’t you be even thinking about doing this? Telling the reader the good and the bad. Thinking About It Staffing, Equipment, ISP types/models, Target markets, Legals, Customers, Outsourcing, Products, Marketing. Before You Start The Community, Conferences, Organisations, Business operations, innovation of technology, trends, strategy. Life as an ISP Internet Governance, IANA/RIR and IP Addressing especially APNIC, IETF and ISOC, DNS, Routing, Wholesale Providers. How Stuff Works Operational Support Systems such as Authentication, Provisioning, Helpdesk, Billing, Monitoring, Backup, etc. OSS
    • 29. Wholesale Options for Small ISPs COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve Stevens THANK YOU eintellegonetworks.com skeeve@eintellegonetworks.com @eintellego @skeevestevens @theispguy /eintellegonetworks Thanks to: - AusNOG Mailing-List Members - Shara Evans, Market Clarity TM The Experts Who The Experts Call™ theispguy.com
    • 30. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve StevensSkeeve Stevens Wholesale Options for Small ISPs