Multi-Play Services
                              Consumer Broadband Services Europe 
                              Stockh...
Multiplay: Bringing It All Back Home 



            Digital Home:

     The




                    Bundle:

     MultiPl...
Presentation Agenda




               News: How is the Financial Crisis going to

    Breaking
     affect Telcos?
     Q...
The Carrier Competitive Consumer Revenue Structure

                                                          Services
   ...
Defining our terms


                                     Mul>play 
      Bundle                                           ...
The Financial Crisis Realigns Telco Priorities

               Down: CAPEX investments

    Going
          May make incum...
Is The Sum Less Than The Parts? In Denmark 



            situation today in Denmark:

    The
          TDC prefers dual...
The Italian MultiPlay Market



                   Italiaʼs Vodafone Station:

    Vodafone
          A quad-play device o...
MultiPlay without a fixed phone: Swisscom vs. Cablecom



             Cablecom's home phone + broadband + TV

    Driver:
...
Differentiate MultiPlay offers: Incumbents vs. Value-adds


                     Challenger BSkyB multiplay offering:
 
  ...
Carrier Differentiation Strategy



            fast (>100Gbps) QoS Ethernet NGN video

    Super
     delivery for compel...
Provisioning Strategies DSL, FTTx, Hybrids and DVB



        Infrastructure Build-out Strategies:

    
             FTTH...
Separating marketing spin from real MultiPlay: Illiad FreeBox


                                             A fiber-conne...
Recommendations



                   buy services and content not technology

    Consumers

     Consumers want choice –...
Do Telcos Have A Bundling Choice?


        Need to drive up ARPU and justify heavy infrastructure

    
        investmen...
Competitive
               Intelligence
             levels the playing field…

                  Competitive
            ...
Consumer Module Analysts & Main Responsibility Areas


                Östergaard (Research Director) 

      Bernt
      ...
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Current Multiplay Europe Presentation Nov 4 08

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European Telcos' Multiplay Strategies

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Current Multiplay Europe Presentation Nov 4 08

  1. 1. Multi-Play Services Consumer Broadband Services Europe Stockholm, November 4, 2008 Bernt S Östergaard, Research Director Telekom Austria - Mobilkom Briefing Sept. 23, 2008 1 Washington DC / Paris
  2. 2. Multiplay: Bringing It All Back Home Digital Home:  The Bundle:  MultiPlay Video Digital Home Single IP- Wireline Wireless platform, single billing Internet/Data 2
  3. 3. Presentation Agenda News: How is the Financial Crisis going to  Breaking affect Telcos?  Questions To Answer Before Going MultiPlay: Is the Sum LESS than the Parts?   Providing MultiPlay without a fixed line phone   Provisioning strategy DSL vs. FTTx   How to differentiate MultiPlay offers?   Separating marketing spin from real MultiPlay   Do you actually have a choice?   3
  4. 4. The Carrier Competitive Consumer Revenue Structure Services Subscription Best Business Models? Base Challenges: Churn Commoditization Cable revenues improving Fixed line revenues sinking fast Broadband services on Mobile revenues fastest growth path still rising Challengers: Transport Utilities Revenue Content Providers Base ISPs & VNOs
  5. 5. Defining our terms Mul>play  Bundle  FMC  Single device  2nd    Value‐add   service  Triple  1st   play  Dual  Value‐add   Fixed  Mobile  play  service  Network  Network  Basic service  Single operator  Single operator  A set of services   A set of services   Fixed & Mobile services   from a single   on a single fixed infrastructure  to a single device  provider on a single bill  from a single provider   from a single provider   on a single bill  on a single bill 
  6. 6. The Financial Crisis Realigns Telco Priorities Down: CAPEX investments  Going May make incumbents more amenable to separating from   infrastructure company Provides more impetus to Virtualization, SaaS and CaaS   UP: R&D & Telco Customer Segmentation Focus  Going Business case first, technology choice second   Telco focus on ʻresilientʼ industry verticals   Customersʼ ʻGreenʼ focus drives collaboration services   Building true FMC services on the NGN infrastructure    Recommendations Launch new Green Services   Explore new relationships with telco vendors   Complete organisational realignments to customer segments   Focus on showing expense reduction of managed services   6
  7. 7. Is The Sum Less Than The Parts? In Denmark situation today in Denmark:  The TDC prefers dual-play Internet+VoIP and Internet+IPTV   3 provides mobile phone+Internet+mobile TV   Telia offers VoIP+Internet+IPTV   Telenor at war with itself: Sonofon vs. Cybercity   Options For Tomorrow:  The TDC could immediately launch quad and pentaplay   3 can form an alliance with the electrical utilitiesʼ FTTH   infrastructure Telia would clearly like to add mobile to its triple play but requires   significant infrastructure alignment to do it properly Telenor does not appear interested in pursuing a triple play solution   7
  8. 8. The Italian MultiPlay Market Italiaʼs Vodafone Station:  Vodafone A quad-play device on the back of its acquisition of Tele2 with the   broadband play A flashy, attractive and self-configuring device that allows VoIP   (although not when the HSPA module is plugged directly into a PC) + IPTV + three access technologies (WiFi, DSL and 3G) Allows Vodafone to roll out new services and upgrades easily   Result: lower churn rates as well as boosted ARPU   response:  Strategic Alliance between TIM & Fastweb to access each others FTTH for   improved bundled service competition 8
  9. 9. MultiPlay without a fixed phone: Swisscom vs. Cablecom Cablecom's home phone + broadband + TV  Driver:   Legal aspects This has created enough of a stir with their rivals to prompt a   referral to the competition regulator. However, now the regulator rules they may continue. wisdom:   Received Only the competitive operators, will market these kinds of offers.   Naked DSL benefits over the top VoIP players.   Conclusion: If a competitor is successful, incumbents are nimble enough to   respond by adjusting product strategy to maintain their market position if the mobile pricing is sufficiently cheap, and includes enough   bundled minutes, then a consumer will see no need to add a home VoIP service to their naked DSL service 9
  10. 10. Differentiate MultiPlay offers: Incumbents vs. Value-adds Challenger BSkyB multiplay offering:  Content STB/PVR for TV, broadband and fixed telephony   Challengers offering ʻFreeʼ Mobile Laptops:  Mobile Mobile Operator Bundle Description Mth. Price/Mth. Contract 3 UK ʻLaptop HP 550 Notebook (£329], £30 / 24 mths Packageʼ (one of three) USB modem stick, data Subscription minus PC: £15 plan 5GB O2 UK ʻInternet ASUS EeePC 910 (£299) £25 / 24 mths Everywhere Laptopʼ USB stick, data plan 3GB T-Mobile UK ʻGet a Acer Travelmate 5320 £30 / 24 mths Laptopʼ (£349), USB stick, data plan 3GB T-Mobile Germany Acer Aspire A150X for €1 €39.95/18 mths Subscription without PC: €39.95 Telenor has a partnerships with Lenovo and Ericsson to offer customers a wide range of laptops with built-in HSPA radios at standard street prices 10
  11. 11. Carrier Differentiation Strategy fast (>100Gbps) QoS Ethernet NGN video  Super delivery for compelling quad play solutions  Aggregation point close to consumer  Digital Home provider 11
  12. 12. Provisioning Strategies DSL, FTTx, Hybrids and DVB Infrastructure Build-out Strategies:   FTTH with Active Ethernet or Passive Optical Network   –  AE: Free (FR), Citynet & Reggefiber (NL), B2 & Telenor Sweden (S), –  GPON: Fastweb (I), Neuf & Orange (F), Energi Midt (DK), Sonera (SF) FTTB or FTTC AE/PON +VDSL/VDSL2 to the subscriber   –  AE: DT (D), Belgacom (B) –  GPON: Orange (F), Fastweb (I) –  GPON+VDSL2: TI (I) HFC Hybrid Fiber/Coax to subscriber   –  DOCSIS 2.0: The standard delivery –  DOCSIS 3.0: Commercial services beginning to arrive. Trials at UPC (NL), Telenet (B), Virgin Media (UK) and Cablecom (CH) DVB-T2 High Definition DTT Broadcast Infrastructure   –  Early stages, but BBC has a working TX/RX 12
  13. 13. Separating marketing spin from real MultiPlay: Illiad FreeBox A fiber-connected Technical:   Freebox home Unbundled ADSL2+   FTTH in 80 cities   IPTV/MPEG-4   Financial:   Capex: €70/€400 apartment/   house CPE Cost: €300   APRU / sub: Not disclosed   Subscribers:   Q1 07: 2,1 mill   Q1 08: 3,1 mill (400K FTTH   households passed) Power line Connec>ons for HDTV    connec>ons in‐house   Base subscription €29.99 per   month for both ADSL and FTTH Source: Free www.free.fr 13
  14. 14. Recommendations buy services and content not technology  Consumers  Consumers want choice – in content, devices & prices  There is a pressing need for service integration on an all-IP platform  The video-audio quality demands is going up  Incumbents need to combine breadth of service delivery capabilities with content provider openness to differentiate from the challenger competition 14
  15. 15. Do Telcos Have A Bundling Choice? Need to drive up ARPU and justify heavy infrastructure   investments Telcos Losing Wireline Voice to MSOs with Wireless   Substitution Broadband becoming commodity   Cable, MSOs, broadcasters and others offering triple play   services FTTx rollouts gathering speed (France, Nordics)   Advertisers looking for more detailed audience data   Need to make services ʻstickyʼ – see BT   15
  16. 16. Competitive Intelligence levels the playing field… Competitive Response TM enables you to Win. Current Analysis is the only competitive research firm that provides solutions to improve your companyʼs Competitive Response TM For more information, please contact… Bernt Stubbe Østergaard Research Director +45 45 50 51 83  Bernt Stubbe Østergaard: bostergaard@currentanalysis.com 16
  17. 17. Consumer Module Analysts & Main Responsibility Areas Östergaard (Research Director)  Bernt Bernt provides content services analysis to both WSE and CBSE   Mohr-McClune (Principle Analyst – Mobile  Emma Services) Anchor person on the Wireless Services Europe front   Tudor (Senior analyst – Broadband Services)  Ben Anchor person on the Consumer Broadband Services Europe front   Rybak (Senior Analyst)  Natasha Natasha has responsibility for our Company Assessments   and publishing with other CA Modules,  Joint-research notably Business Telecom Services Europe, Digital Home & Mobile Devices modules

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