CREATE, SUPPLY AND SUPPORT
KEEPING RSP’S RELEVANT
CREATE, SUPPLY AND SUPPORT
“Turnkey”
“Fee for
service”
“Minutes
& megs”
THE AGGREGATOR SPECTRUM
Supply Supply & Enable
CREATE, SUPPLY AND SUPPORT
AGGREGATOR MARKET SOLUTIONS
Small end
Up to $2m Annual Revenue
Turnkey
Buy
Mid size
$2m - $10m ...
CREATE, SUPPLY AND SUPPORT
THE RISE OF THE “NON-TRADITIONALS”
CREATE, SUPPLY AND SUPPORT
THE BIG BRANDS ARE GOING TELCO
CREATE, SUPPLY AND SUPPORT
MAXIMISE CUSTOMER STICKINESS
CREATE, SUPPLY AND SUPPORT
THE TESCO STORY
 Biggest MVNO in the UK
1 million customers
15 new phone shops in 2013
CREATE, SUPPLY AND SUPPORT
ELEMENTS OF A TELCO AGGREGATOR
AggregatorDoes not compete
with its customers
Scale – Ability to...
CREATE, SUPPLY AND SUPPORT
THE MARKET IS CHANGING
Ubiquitous
high-
speed
broadband
Decline of
traditional
telephony
The ri...
CREATE, SUPPLY AND SUPPORT
LOTS OF “STUFF” ABOUT THIS EVOLUTION
Key Points
 Traditional voice and data usage
patterns are...
CREATE, SUPPLY AND SUPPORT
AND MORE SPECIFICALLY ABOUT CLOUD
Key Points
 Telco’s entering the cloud space is
starting to ...
CREATE, SUPPLY AND SUPPORT
CREATE, SUPPLY AND SUPPORT
I DON’T THINK SO
CREATE, SUPPLY AND SUPPORT
CLOUD ENABLED TELCO OPPORTUNITIES
“Telco’s that can create a compelling end-to-end cloud
propos...
CREATE, SUPPLY AND SUPPORT
THE ECO-SYSTEM
Cloud Enabled Telco Opportunities – PWC Whitepaper
CREATE, SUPPLY AND SUPPORT
KEY TAKE OUT POINTS
Telco’s already either have a data centre or have presence
in a datacentre...
CREATE, SUPPLY AND SUPPORT
EVOLUTION- DON’T YOU LOVE IT
CREATE, SUPPLY AND SUPPORT
A PARTING CHALLENGE FOR AGGREGATORS
CREATE, SUPPLY AND SUPPORT
“Wise business people concluded that it was best not to
hurry to switch from making 70 cents on...
CREATE, SUPPLY AND SUPPORT
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Inabox Group CEO Damian Kay

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Inabox Group CEO Damian Kay at CommsDay Wholesale + Data Centre Summit 2013

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Inabox Group CEO Damian Kay

  1. 1. CREATE, SUPPLY AND SUPPORT KEEPING RSP’S RELEVANT
  2. 2. CREATE, SUPPLY AND SUPPORT “Turnkey” “Fee for service” “Minutes & megs” THE AGGREGATOR SPECTRUM Supply Supply & Enable
  3. 3. CREATE, SUPPLY AND SUPPORT AGGREGATOR MARKET SOLUTIONS Small end Up to $2m Annual Revenue Turnkey Buy Mid size $2m - $10m Annual Revenue Supply only Build Larger end $10m+ Turnkey or Enablement Buy and/or build
  4. 4. CREATE, SUPPLY AND SUPPORT THE RISE OF THE “NON-TRADITIONALS”
  5. 5. CREATE, SUPPLY AND SUPPORT THE BIG BRANDS ARE GOING TELCO
  6. 6. CREATE, SUPPLY AND SUPPORT MAXIMISE CUSTOMER STICKINESS
  7. 7. CREATE, SUPPLY AND SUPPORT THE TESCO STORY  Biggest MVNO in the UK 1 million customers 15 new phone shops in 2013
  8. 8. CREATE, SUPPLY AND SUPPORT ELEMENTS OF A TELCO AGGREGATOR AggregatorDoes not compete with its customers Scale – Ability to Invest & Grow Ownership / control of core network assets Breadth of products / services – a “one- stop-shop” Customer focused – trusted, open, trans parent Experience & expertise – proven track record Completely “white label”
  9. 9. CREATE, SUPPLY AND SUPPORT THE MARKET IS CHANGING Ubiquitous high- speed broadband Decline of traditional telephony The rise of “the cloud” New business models emerging
  10. 10. CREATE, SUPPLY AND SUPPORT LOTS OF “STUFF” ABOUT THIS EVOLUTION Key Points  Traditional voice and data usage patterns are rapidly changing  Old business models are coming under increasing pressure  Some telco’s understand this rapidly changing scenario and selling energy, cloud computing or even advertising “Telco’s should consider taking steps to incrementally change their business models, while striving to adopt radical approaches in select areas, and challenge traditionally accepted norms of where a telco fits into the larger ecosystem”.
  11. 11. CREATE, SUPPLY AND SUPPORT AND MORE SPECIFICALLY ABOUT CLOUD Key Points  Telco’s entering the cloud space is starting to pay off  Telstra, Optus and iiNet gearing up for demand  Telstra now has 20,000 customers (up from 16,000 in Feb). Cloud revenues up 25% for the half year  iiNet offers IaaS to application hosting  All investing in data centres  iiNet starting to offer cloud based applications such as MS Exchange and MS Lync  A focus for Optus Sydney Morning Herald, Tuesday May 21, 2013 – Stuart Corner
  12. 12. CREATE, SUPPLY AND SUPPORT
  13. 13. CREATE, SUPPLY AND SUPPORT I DON’T THINK SO
  14. 14. CREATE, SUPPLY AND SUPPORT CLOUD ENABLED TELCO OPPORTUNITIES “Telco’s that can create a compelling end-to-end cloud proposition that integrates their network management capabilities, supported by an agile and service-oriented operating model, could carve out a differentiated and attractive offering to small and midsize businesses (SMBs) and enterprises.”
  15. 15. CREATE, SUPPLY AND SUPPORT THE ECO-SYSTEM Cloud Enabled Telco Opportunities – PWC Whitepaper
  16. 16. CREATE, SUPPLY AND SUPPORT KEY TAKE OUT POINTS Telco’s already either have a data centre or have presence in a datacentre so moving into cloud is a natural progression  The level of Broadband penetration will determine the fate of Cloud computing in a given market  The rise of Cloud computing is end customer driven  Aggregators have to evolve to enable RSP’s to easily and simply enter the Cloud space as smaller RSP’s don’t typically have the capital or expertise.
  17. 17. CREATE, SUPPLY AND SUPPORT EVOLUTION- DON’T YOU LOVE IT
  18. 18. CREATE, SUPPLY AND SUPPORT A PARTING CHALLENGE FOR AGGREGATORS
  19. 19. CREATE, SUPPLY AND SUPPORT “Wise business people concluded that it was best not to hurry to switch from making 70 cents on the dollar on film to maybe five cents at most in digital,” – Larry Matteson, Former Kodak Executive. Kodak management did not display the agility of its rivals. Rosabeth Moss Kantor of Harvard Business School who advised the firm suggests executives, “suffered from a mentality of perfect products, rather than the high-tech mindset of make it, launch it, fix it“ (The Economist 2012, The last Kodak moment?, Retrieved from, http://www.economist.com/node/21542796)
  20. 20. CREATE, SUPPLY AND SUPPORT

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