Xavier Rodriguez Martin

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Xavier Rodriguez-Martin, CEO, Oni …

Xavier Rodriguez-Martin, CEO, Oni
“There Cannot Be Only Elephants in the Jungle - Oni’s Blended Fiber and Solutions-based Business
Model for the Corporate Segment”

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  • 1. There cannot be only elephants in the jungle: Oni’s blended fiber and solutions model Xavier Rodríguez-Martín, Executive President, Oni Communications
  • 2. A favourable Portuguese context Oni’s distinctive business model The challenges ahead 2
  • 3. A favourable Portuguese context Oni’s distinctive business model The challenges ahead 3
  • 4. a favourable Portuguese context Political l d hi P liti l leadership Economic relevance Industrial dynamism 4
  • 5. context: political leadership Opportunity to leapfrog historical under-performance Broader impact through a protocol with leading operators Tender for rural networks to overcome FTTH “notspots” 5
  • 6. context: economic relevance FTTH in the cross road of macro-trends: demographic (i.e. health), social (i education, justice) i l (i.e. d ti j ti ) economic (i.e. mobility, logistics) Infrastructure is only the first step to mobilize the ecosystem 1.8% of GNP increase (3B€) in 3-5 years 6
  • 7. context: industrial dynamism Differentiation through new apps to escape from broadband hyper-competition Redesign of new, de-materialized value-chains, with additional 15,000 jobs , j A variety of different plays and business models y p y 7
  • 8. A favourable Portuguese context Oni’s distinctive business model The challenges ahead 8
  • 9. Oni s Oni’s position in the market is unique... Largest next generation Portuguese operator focused exclusively in the i th B2B market, with a 22% market share (130 M€ i revenues) k t ith k t h in ) 400 M€ invested in NGN: 10 000 km of fiber routes 2nd European 10,000 routes, IP-MPLS network, 1st Iberian softswitches 2 consecutive years with a net profit. 2009: 30 M€ EBITDA, 7 M€ net profit 10th Best Company to Work in Portugal (Heidrick & Struggles) 9
  • 10. …and sustained by a different business model 40% of revenue on fiber access. “Selective build up” 2/3 of total revenues are IP-based services, i l di 20% of ft t l IP b d i including f telco-based IT and managed services “Meta-operator” with 2 specialized NG subsidiaries: Hubgrade for network integration, Knewon for telco-based IT 10
  • 11. A favourable Portuguese context Oni’s distinctive business model The challenges ahead 11
  • 12. the challenges ahead are huge Certainties Uncertainties
  • 13. certainties A brilliant future for telecoms Short-term challenges are significant NGNs are the driver for change
  • 14. certainties: a brilliant future for telecoms A key driver for the next- generation economy Even more critical for Europe and Portugal NGN will fuel dematerialization of value chains
  • 15. certainties: short-term challenges are significant Liberalization failed in Europe Current business models can be leapfrogged Capital needs (and debt pile) are enormous
  • 16. certainties: NGNs are the driver for change NGNs will reshape the whole industry Value in the t V l i th network and not only above l k d t l b level 2 l (IP and beyond) NGNs are just the beginning. New apps will co so date c a ge consolidate change
  • 17. uncertainties Technological hypercompetition increases the risk on RoI New ecosystems. What would Google do? Difficulty to anticipate regulatory issues will give extra work to competition authorities
  • 18. a final reflection: timing is ti i i crucial i l “In telecoms, those who try to innovate within a favourable context are traditionally late” 18
  • 19. There cannot be only elephants in the jungle: Oni’s blended fiber and solutions model Xavier Rodríguez-Martín, Executive President, Oni Communications