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Business Development in Latam Telco market

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Snark Consulting provides business development services in order to start operation in Latin America.

Snark Consulting provides business development services in order to start operation in Latin America.

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  • 1. Business development in LatAm Telco market May 2010 Daniel Collico Savio Director [email_address] http://www.snark.com.ar
  • 2. Lat Am telco context: three sides of the story
    • About 30 prospect Telcos comprising 90% of customers
    • Two dominant groups: Telefonica /Movistar and Telmex / Claro.
    • Strong competition around big cities:
      • Mexico DF, Sao Paulo, RJ, Buenos Aires, Santiago, etc.
    Telcos Regulators Customers
    • No broadband regulation in most of the countries
      • Exception: ANATEL, Brazil
    • Lacking of knowledge.
    • Most concerned about old PSTN issues
    • Demanding higher speeds and better user experience
    • Complains about P2P restrictions
    • Broadband lines
      • 40M fixed
      • ~9M mobile
  • 3. LatAm Basic figures
    • Fixed broadband customers: 35M
    • Top Penetration countries: Chile (11%), Argentina (10,5%), Brasil (7.5%), México (6.0%).
    • Average speed
      • Chile, Arg, Brasil, Colombia, México ~1,5 Mbps
      • Rest of LatAm < 1 Mbps
    • ………………………………………………………………………… .
    • Mobile customers: 520M
    • 91% GSM-HSPA technology.
    • Still low penetration of wireless broadband ( ~ 4%)
    Source: FayerWayer, Datos Claros, 3GAmericas. and CNN (April 2010)
  • 4. A tale of two big Telcos
    • Telefonica Group (including brands Vivo and Movistar)
    • Telmex / Telcel ( América Móvil / Claro (Carlos Slim group, different branding per country).
    • Very distant competition from Millicom, Telecom Italia, C&W, etc.
    Investment in mobile operators in CALA region in 2008 (Source ITU)
  • 5. Business main drivers
    • Speed / QoS improving vs Diminishing Capex
      • Concern: average speed in the region is below 1Mbps.
    • Web 2.0 integration with Telco´s services
      • Speedy 2.0 (Telefonica)
      • Myriad platform (Movistar)
      • Redes Sociales Ideas (Telcel)
      • Oi Paggo (Brazil)
    • “ The Cloud” effect
      • Oportunity or threat?
      • Customers: “Don´t want your webmail, Napster or Google-like map. Gimme speed, handsets and clear billing instead”
    • Go wireless.
  • 6. Business case: Brazil
    • Divided in regions for fixed. TeleSP is huge in Sao Paulo.
    • Four competitors for a very balanced mobile market.
    • Telmex not there, but Claro and TIM are attacking Vivo.
    • Highlights:
    • Division Sao Paulo / Total for all stats.
    • 176M mobile customers, about 90% of them are prepaid.
    • TV Cable and ip technologies.
    Sao Paulo Total 1 1 2 2 3 3 Fixed Mobile TV Source: Snark Consulting, www.teleco.com.br and media (April 2010)
  • 7. Summary
    • Two big accounts, Telefonica and Telmex-Claro.
    • Go for the 80% of the market / don´t waste time in Central America or minor countries in South America.
    • Some tips for business development
      • Respect strong management and central coordination
      • Send compatible messages to Telcos HQ in EC and US
      • Look after “try & buy” and “managed services” concepts.
      • Expect some delays in negotiations
      • Forget about meetings during football World Cup.
      • Spanish language is mandatory
    • Play fair
      • Avoid “cheap revenue share” local pushers.
      • Telco means long-term business.
  • 8.
    • Business development from the ground up for foreign Telco providers and vendors.
    • Access to a network of contacts within all LatAm operators.
    • Sizing the business
      • Estimation of required resources and time involved
      • Development of business plans
      • Roadmaps, and weekly reporting.
      • Webex sessions & demos
      • Meetings with customers.
    • Contact
      • http:// www.snark.com.ar
    Snark Consulting biz dev means…