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Find Industry reports, Company profilesReportLinker and Market Statistics >> Get this Report Now by email!KPN (wholesale)Published on June 2010 Report SummaryDutch incumbent KPN is investing in its All-IP next-generation network. It owns a high-capacity fiber network that stretches across 22countries. The company uses partnerships to reach other regions outside Europe. Additionally, KPN also owns mobile networks in theNetherlands, Germany, and Belgium.KPN is expanding its national wholesale revenue stream with a new wholesale portfolio based on the current rollout of broadbandaccess via fiber to the home (FTTH) and fiber to the curb (FTTC). The company has sold some of its real-estate holdings and will usepart of the proceeds to fund these fiber developments. However, the rollout of FTTH is based on shared investments/revenues withthird parties (e.g. Reggefiber) for the construction of the passive fiber network. Through investment in these fiber projects, KPNsnational wholesale business is in a better position to gain additional revenue in the medium term than the international wholesalebusiness.KPN International focuses on both the corporate and wholesale segments since it believes the combined volume will drive costs downand generate higher margins. We believe the company is well positioned to take advantage of new opportunities in thecommunications, information, and entertainment markets. However, the company is struggling to defend its traditional servicerevenues.KPN International complemented by wholly owned iBasis for international wholesale voice services offers a good range of servicesto its international wholesale customers. KPN International also aims at second- and third-tier operators in emerging markets in theMiddle East and Africa.KPNs fixed wholesale revenues decreased by 11.1% year on year in 2009. Its domestic mobile wholesale revenues decreased by38.5% year on year. Total wholesale revenues (fixed and domestic mobile) made up 26.7% of KPNs total revenues in 2009.International wholesale voice revenues represented 20% of KPNs total wholesale revenues in 2009.KPNs continued reliance on wholesale revenues from voice traffic needs to change as the business is buffeted by the combination offalling traffic volumes and declining voice margins. KPNs wholesale businesses must increase their revenues from non-voice servicesif the company is to reverse the continuing decline in its wholesale revenues. Table of ContentExecutive summaryIn a nutshellOvum viewAbout this analysisSWOT analysisStrengthsWeaknessesKPN (wholesale) Page 1/5

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Find Industry reports, Company profilesReportLinker and Market StatisticsOpportunitiesThreatsExternal conditionsCompetitive environmentRegulatory environmentStrategyStrategic objectivesKPNKPN InternationalStrategy implementationKPNKPNs Wholesale and Operations business unitKPN InternationalCustomer segmentationTarget customersNetwork strategyCustomer-service strategyWhen performance failsProducts and servicesProduct strategyPricing strategyPromotional strategyNetwork reachDomestic networkInternational networkServicesDomesticInternationalCompany informationBusiness focusKPN and iBasisCompany sizeOrganizationThe NetherlandsMobile InternationalReal-estate sell-offPartnersMobile wholesaleAcquisitionsFinancial highlightsGrowth and profitabilityFixed wholesaleMobile domestic wholesaleTotal wholesale revenuesQualitative indicatorsFirst quarter resultsOwnershipKPN (wholesale) Page 2/5

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Find Industry reports, Company profilesReportLinker and Market StatisticsList of TablesTable 1: KPNs fixed wholesale key financial data: 20072009Table 2: Operational wholesale KPIsTable 3: KPNs mobile domestic wholesale revenues: 20072009Table 4: KPNs total wholesale revenues: 20072009Table 5: KPNs total wholesale revenues: 1Q081Q10List of FiguresFigure 1: KPN International customer segmentation propositionFigure 2: KPNs domestic wholesale service offeringsFigure 3: KPN Internationals wholesale service offeringsFigure 4: KPNs organizational structureFigure 5: KPN Internationals organizational structureFigure 6: KPNs key financial data 2007-2009 ( million)KPN (wholesale) Page 3/5

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