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ConnectedVerticalsOpportunities inTransport and
www.informatandm.comYour global research partnerInforma Telecoms & Media delivers strategic insight founded on global mark...
IntroductionContents                                       Telecom innovation – such as M2M, LTE,             through – ar...
The Connected Train Opportunity:                                                                                          ...
Fig 2                                                                                                                     ...
Smart Metering: Connectivity                                                                                              ...
Fig 3                                                                                         and ability to manage them; ...
The Connected Ship Sets Sail                                                                                              ...
Fig 2                                                                                        Fig 3Top communications heada...
Analyst biographies                  Camille Mendler                                                        Sheridan Nye  ...
nnected Vertical                      Co     Sell to                                        s                             ...
www.informatandm.comtel: +44 (0)20 7017 4994Join us on LinkedIn:         Follow us on Twitter:       Email us:            ...
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Connected Verticals: Opportunities in Transport and Energy


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Telecom innovation is transformational in many industries. This white paper profiles three connected vertical opportunities: The connected train, the connected ship and smart metering,

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Connected Verticals: Opportunities in Transport and Energy

  1. 1. ConnectedVerticalsOpportunities inTransport and
  2. 2. www.informatandm.comYour global research partnerInforma Telecoms & Media delivers strategic insight founded on global market data and primary We have offices all over the worldresearch. We work in partnership with our clients, informing their decision-making with practicalservices supported by analysts.  London  San Francisco  Johannesburg  ChicagoOur aim is to be accessible, responsive and connected, both to the markets we serve and to our  Dubai  Raleighclients’ business goals.  Singapore  Boston  Beijing  Sao Paolo• Our global analyst teams have a deep understanding of the evolving telecoms and media value chain.  Brisbane Our research programme combines local market insight with sector based analysis for a complete, integrated view.• Our research expertise is built on the in-house collection, validation and analysis of primary data. We track and forecast new and established datasets, using proven, robust methodologies.• Our services drive decision-making. Our data, forecasting and analysis, supported by interaction with clients, provides real value.24/7 access to business-critical insight, Keeping the world’s leading cellular Cutting edge information on all fixed line,analysis and data organisations better informed cable and broadband marketsThe Intelligence Centre is a focused online World Cellular Information Service (WCIS) World Broadband Information Service (WBIS) isbusiness tool for those in and serving the telecoms combines intelligently sourced primary data from the industry’s leading source of broadband, multi-and media industries. It features all of our expert the leading mobile industry players with reliable channel TV and fixed-line market data. As well asanalysis, briefings, data and forecasts on topics, forecasts and an unrivalled analyst support access to a comprehensive, reliable and detailedcountries and companies as soon as it is available. service. We have close relationships with the global database of historic market data, KPIs and leading operators, vendors and regulators globally forecasts, clients also receive unlimited access toThe Intelligence Centre includes 11 focused and we have a dedicated team of forecasters, a team of dedicated analysts. The data suppliedchannels, each one providing in-depth primary ensuring that your decisions are underpinned by by WBIS, as well as the online tools and analystand secondary research aimed at helping you only the most up-to-date and accurate market support help you make those important strategicmake better business decisions. data, forecasts and KPIs. and tactical Join us on LinkedIn: Follow us on Twitter: Subscribe to our Connect email: Email us: 02
  3. 3. IntroductionContents Telecom innovation – such as M2M, LTE, through – are most appropriate? Not least, Ethernet and cloud computing - is triggering how can telecom firms build trust? the emergence new business models,04 revenue streams and powerful efficiencies Three connected verticals opportunities areThe Connected Train across many industries. profiled in this report:opportunity: Passenger services • he connected train: Connected T06 Informa Telecoms Media’s Enterprise train services use wireless broadband toSmart metering: Connectivity Verticals Intelligence Centre delivers go- deliver Internet access for passengers,trends to-market intelligence on monetizable alongside ancillary services such as08 opportunities, taking advantage of the e-ticketing and security features such as multi-disciplinary resources of Informa CCTV.The connected ship sets sail plc, one of the world’s largest information • he connected ship: The global T services firms. shipping industry handles 90% of goods traded worldwide, requiring fail-safe ship- Connected verticals are industries where shore connectivity to meet regulatory telecom innovation can achieve deep requirements and boost efficiency. transformation in efficiency and business • Smart metering: Smart metering is model. Nine out of 10 telecom firms expect a critical factor in the development of to generate top-line growth from targeting the 21st Century utility, changing the opportunities in industries such as energy and dynamics of energy supply and demand. utilities, health and transportation, according to Informa’s 2011 Vertical Markets Survey. Camille Mendler Six out of 10 telecom firms are already Principal Analyst | Head of Enterprise Verticals building vertical teams, and a further 20% Informa Telecoms Media plan to do so. But how should telecom firms engage with connected verticals? Email: Which sales models – sell to, sell with or sell Tel: +44 (0)7766 131 528Latest Research• he Connected Train: Opportunity Review of Fast-Growing T • T he Connected Ship: Opportunity Review of Shipping Economies • 2 011 Informa Lloyd’s List Connected Ship Survey• he Connected Train: Opportunity Review of Passenger Services T • I nforma Telecom Cloud Monitor: The Rise of Vertical Clouds• Smart Metering: Connectivity Trends • M 2O City: Orange’s Smart Water Metering JV• Smart Metering: Opportunity Review • 2011 Informa Vertical Markets Survey • mart Metering: Global Forecast 2010-2016 SFor more information on our research please contact us on: +44 (0)20 7017 4994 or email: alica.brlajova@informa.comor visit: 03
  4. 4. The Connected Train Opportunity: Sheridan NyePassenger Services Senior Analyst Twitter: @sheridannye“Half of the world’s top-20 passenger Fig 1 Typical connected-train architecturetrain operator companies have yet toprovide broadband wireless Internetaccess for their passengers. The Internetcombined track infrastructure of thisaddressable market would circle the Satellite ground stationequator more than five times.” Aggregation pointThe ‘connected train’ is thundering intoview as evolving wireless-broadband Access Access point pointtechnology presents train operatorcompanies (TOCs) with a reliable, cost-effective alternative to satellite. Base station Base station Base station Base station Train access point Train access point Train access pointTOCs in competitive markets are seeking tolure passengers away from road and air, aswell as from rival rail companies. The ability Source: Informa Telecoms Media, D. Fokum V. Frost (2010)to access the Internet on the move is themost commonly requested value-addedservice, according to passenger surveys.Ground-train communications based on on an examination of 300 existing and travelers of all kinds are reluctant to besatellite, 3G and 4G technologies provide proposed fast and high-speed rail routes offline for any prolonged period.enough capacity for Internet access, in 45 countries, as well as interviews with • Investment in rail infrastructure inonline gaming, reliable voice service, and connectivity providers. Also integrated is fast-growing economies will driveancillary retail services, such as e-ticketing Informa’s global database of LTE rollouts by selective connected train rollouts.and security CCTV (see fig. 1). A market is country and frequency band and forecasts Public hot-spots are less common intherefore developing for vendors, MNOs and of global mobile broadband demand. The China, India and Brazil, although mobilespecialized systems integrators to overcome output is a decision tool to help connectivity operators are embarking on massthe technological challenges and fit out providers identify and validate connected network deployments. On-train Internetwhole fleets of rolling stock. train opportunities. access will appear predominantly on flagship intercity services that carry a high proportion of business travelersThe connected train opportunity Market trends and smartphone users between centers of commerce.Half of the world’s top-20 passenger train • roadband passenger services will B • Macroeconomic, political andoperator companies have yet to provide become commonplace on long-distance environmental forces are the primebroadband wireless Internet access for their and commuter rail in developed drivers of investment in fast and high-customers. The combined track infrastructure markets. Train operators in competitive speed rail (see fig. 2). Public funding forof this addressable market would circle the markets must add value to their travel a flagship passenger-rail service reliesequator more than five times. service in order to seize market share on broad political support and social from air and road transportation. approval. Flagship projects are expectedIn a series of reports, Informa Telecoms Internet access on the move is not only to achieve operational breakeven, but Media is investigating ‘connected for business-class passengers on the price inelasticity limits the premium thattrain’ opportunities, starting with latest bullet trains. With the growing can be charged for simply deliveringpassenger services. The analysis is based proliferation of smart consumer devices, passengers to their destination more04
  5. 5. Fig 2 a revenue-share opportunity. On-boardSTEEP analysis of external environment for investment in fast rail and HSR ticketing is another connectivity-enabled service that helps drive repeat business. Opportunities Risks Social Globalization of business; migration and Resistance to land-use change; loss of Italy’s Frecciarossa, for example, offers leisure travel; large-scale religious, cultural and sporting events; scarcity of work time housing and amenities; environmental damage; noise news, film footage, music, video games and information services from on-boardTechnological Faster trains; standardization of rail Differences in gauge between routes and media servers. infrastructure countries hampers interoperability • Content-led services are a newEnvironmental departure for large train companies. Electric trains have smaller carbon Targets to reduce transport use; less footprint than diesel rail, road and air commuting due to rise in home working TOC marketing is traditionally focused and video conferencing on scheduling and pricing. Vendors have Economic Economic growth; increasing Competitiveness of air and road; doubtful an important role to play in encouraging competitiveness of rail; introduction of return on capital investment in HSR US$ carbon charging; rise in energy prices TOCs to develop their skills in buying content and selling sponsorship and Political and Policy support and investment for Political uncertainty weakens conditions regulatory transport-harmonization, social-cohesion for private investment media space. VOTE! VOTE! and carbon-reduction commitments; anticongestion measures ConclusionsSource: Informa Telecoms Media · Smartphones and tablets will drive demand for broadband passenger quickly. TOCs are therefore emphasizing out any technical wrinkles. Thereafter, a services. quality of customer experience more than per-hour or similar fee is necessary on · usiness models must give MNOs an B ever, offering such perks as gourmet food, intercity routes where most passengers incentive to optimize rail route coverage. Internet access and entertainment. are occasional. Regular commuters will · Coverage will remain patchy for at least require a subscription deal for daily, short- the next five years. period use. · will offer a lower-cost alternative LTEPassenger-services business models • Hot-spot providers will seek exclusive to satellite at very high train speeds. rights to retain service revenue. Rather However, coverage will remain for at leastIn developed markets, consumers are than rely solely on per-use revenue share, the next five years.accustomed to free Internet access in cafes, many TOCs offer ‘free’ unmetered accesshotels and other commercial locations. as an inducement to upgrade to first-classInforma estimates that paid-for, on-train hot- travel, which Informa’s sample analysis This is an extract of Informa research on transportation. More information is available tospot services have seen only a modest take- indicates costs an average of 60% above clients through the Enterprise Verticals practice onup of 3-5%. However, the rate will increase standard. For example, since introducing the Intelligence connections become faster and more free Internet access, fast-train operator SJreliable, more passengers carry smartphones of Sweden reports a 4% increase in first-and TOCs become sufficiently confident in class ticket sales and 25% take-up of thethe quality of the offering to promote the service among these travelers.service more prominently. • Hot-spot fees and a share of revenues• OCs must sustain a paid-for model in T are only part of the opportunity. TOCs order to cover costs and give cellular are learning to innovate in content- and operators an incentive to invest in advertising-led business models. Locally reliable coverage. Free service can be stored pay-per-view films and TV shows offered for a short period after launch in are feasible if journey time allows, and order to promote the service and iron travel services, such as taxi booking, are 05
  6. 6. Smart Metering: Connectivity Sheridan NyeTrends Senior Analyst Twitter: @sheridannyeSmart meter replacement programs Fig 1 Fig 2 Proportion of utilities, by connectivity method (NAN) Proportion of utilities, by connectivity method (WAN)are viewed as a major opportunity formobile operators to generate revenues by NAN CONNECTIVITY WAN/backhaulconnecting millions of homes to energy  DSL ����������������������������� 2% CONNECTIVITYutilities’ back-end systems.  Zigbee ��������������������� 12%  Fiber ��������������������������� 9%  GSM ��������������������������� 7%  PSTN �������������������������� 3%  CDMA ������������������������ 3% Informa Telecoms Media forecasts  GPRS �������������������������� 7%  3G ������������������������������� 2%  GSM ������������������������� 12%that 356 million smart meters will be in  PLC ��������������������������� 26%  GPRS ������������������������ 26%operation in homes globally by 2016,  WiFi ���������������������������� 2%  3G ������������������������������� 3%a CAGR of 34% from 2010. Driving the  LTE ������������������������������ 3%  WiMAX �������������������� 12%majority of this growth are specific  Long-range radio �� 7%  WiMAX �������������������� 15%regulatory targets in the European Union  RF Mesh ������������������ 23%  Long-range radio �� 3%and aggressive targets in China.  Other ����������������������� 24%But the use of cellular connectivity for smart Note: Based on sample of 26 smart-metering deployments, totaling 129 million meters. Utilities don’t always declare all WAN/backhaul methods. Many also use own fiber and microwave.metering is not a foregone conclusion,according to Informa’s analysis of 59 active Source: Informa Telecoms Mediadeployments in 15 countries in Asia, Europeand North America (see figs. 1 and 2):• ewer than half of the utilities are F deploying cellular connectivity in the Mobility’s 4Home; and Google’s Android@ – RF modules for 3G, GPRS and GSM/SMS backhaul; Home. Broadband powerline, which uses modules are offered alongside non-cellular• ess than one in five utilities use cellular L the data-carrying capacities of electricity options by the leading meter manufacturers. connectivity between meters and cabling, has also established a small space in The UK approach is an exception, largely aggregation points (see fig. 1); this market. due to the separation in its energy market• lectricity utilities prefer to deploy and E between retail suppliers and the distributors operate their own communications For many home energy-saving applications, that own and run the infrastructure. As the networks. a compatible home hub and Internet retailers have no cabling to leverage, PLC is a connection is all that is needed to aggregate less attractive option. and Web-enable the display of data andConnectivity zones device control functionality. However, to The vision of an all-IP smart grid will meet privacy and security requirements, introduce LTE into the utility network toSmart-metering connectivity can be divided metering data must leave the home on a integrate grid monitoring and control withinto three zones: The Home Area Network dedicated channel – either a second DSL or metering. Smart grids require near real-time(HAN), Neighborhood Area Network (NAN) other fixed line, or one of various wireless response and extremely high reliability thatencompassing homes and buildings in a options. LTE should be better able to satisfy.locality, and Wide Area Network (WAN),essentially the backhaul from the data NAN options WAN optionsaggregation point. Choice of NAN connectivity depends on Cellular wireless options are more prominent local conditions, notably the distance in the WAN – around half the utilities thatThe HAN is currently the site of intense between the home and the backhaul Informa Telecoms Media analyzed usecompetition to establish a de facto standard aggregation point and the density of homes cellular backhaul to some extent . Informafor connection of electronics and appliances per transformer. identifies four principal connectivity models,in the home. Among leading contenders defined by the predominant choice offor the connected home are proprietary Cellular options to connect meters tend technology in the NAN (see fig. 3).technologies ZigBee and Z-Wave; Motorola to fill in where alternatives are unavailable • PowerLine Communications (PLC):06
  7. 7. Fig 3 and ability to manage them; its coverage as thousands more grid elements areSmart metering: Four connectivity models needs; the availability of spectrum; the automated than have ever been connected pricing offered and the perceived reliability before. For some utilities, outsourcing the of commercial third-party connectivity smart metering operation, from connectivity choices. Fig. 3 shows that ‘direct access’ is the through to data management and billing, most popular configuration (37%); in our will be a sensible option. sample of 26 smart-metering deployments, totaling 129 million meters. Public announcements show operators partnering with home-energy and Utilities have the luxury of a range of appliance-control firms and meter- options to suit their particular conditions reading and data-management specialists – white space cognitive radio is the latest and integrators. Meanwhile, utilities are contender to emerge. For cellular operators, driving interoperability standards for PLC connectivity for smart metering is a high- and lobbying for dedicated spectrum in volume, relatively-low-margin revenue order to retain internal control over their opportunity – albeit with a very low communications networks. marginal cost of supply. Per-SIM/per-month ome hub���������������������������������������������������������������������������� 5% H IP meter to home communications hub connectivity prices are low and Informa’s  Meter mesh����������������������������������������������������������������������� 29% research indicates the prevailing trend is Conclusions Metering mesh with backhaul from access point (eg: Zigbee, RF mesh) downward. The bigger opportunity lies in Direct access��������������������������������������������������������������������� 37% integrating metering with the smart grid, Commercial connectivity providers must be Cellular, wireless, broadband or RF from meter to where the need for end-to-end visibility, able to guarantee: access point (eg: GSM/GPRS SIM, long range radio, WiMAX) managed services and security of thousands · Congestion-free connectivity: Powerline��������������������������������������������������������������������������� 29% of elements plays to the communications Commercial cellular networks are PLC/BPL to utility’s transformer access point, then specialists’ strengths. perceived as being subject to congestion backhaul and outages.Note: Based on sample of 26 smart-metering · Manageable upgrades: Wirelessdeployments, totaling 129 million meters. Structural factors standards evolve at a rapid pace, but meter lifecycles are typically 10-15 years.Source: Informa Telecoms Media Structural factors can reinforce the cellular · Privacy and security: National standards business case, or act against it. Regulated for securing power consumers’ data can utilities may receive direct subsidy for capex be higher than for cellular users. Electricity cabling in home and to projects, or are allowed to recover costs by aggregation point raising prices. The US federal government• NAN Meter mesh: Each meter is an has injected billions of dollars of stimulus This is an extract of Informa research on energy and utilities. More information is available to clients independent node using ZigBee, RF mesh funding into smart metering/grid initiatives. through the Enterprise Verticals practice on the or similar The result is to encourage a verticalized, Intelligence Centre.• Direct access: Cellular, WiMAX, long- build-your-own strategy and limit external range RF to connect directly from each investment in connectivity. individual meter to the aggregation point• Home hub: Combination of IP meter, The complexity of managing multiple communications hub and home communications technologies will persuade broadband some utilities to outsource and concentrate on their core business of delivering power.The choice of model depends on a The introduction of smart grids addscombination of factors: the utility’s assets complexity to the utility’s power operations 07
  8. 8. The Connected Ship Sets Sail Camille Mendler Principal Analyst Twitter: @cmendlerThe global shipping industry needs safe Fig 1 Key challenges in global shippingharbors in changing times. More than90% of goods traded worldwide transit What are the biggest challenges for the global shipping industry?by sea for onward delivery. This involvescomplex handoffs in ports, increasingly Fuel costs 45%stringent regulatory requirements and Price pressure 32%tough efficiency targets to protect profit On-ship staff skills 30%margins in a highly-competitive industry. Security / Piracy 27%Not least, piracy continues to be a hazard Staff recruitment retention 21%to seafarers worldwide. Environmental regulation 19% On-shore staff skills 10%Can telecom innovation make a quantifiabledifference to this centuries-old, but still Other regulation 9%dynamic industry? Informa Telecoms Insurance costs 6%Media believes that it can – but first, trustneeds to be earned.• lmost a quarter of shipping firms say A Source: Informa Lloyd’s List Connected Ship Survey their current communications technology supplier is unreliable• ost of ship-shore connectivity is the C number one communications headache Fuel is a major operational cost. Inter- The connected ship is tracked globally, and its• ewer than a third of shipping firms F dependencies between shipping and the oil route is minutely adjusted to balance speed think communications technology is a and gas industry are also relevant for tankers and fuel efficiency. Its cargo is also monitored competitive differentiator transporting oil and liquefied natural gas, as across the supply chain, with customs well as surveyor ships which map seas and clearances performed automatically whenThese are headline findings of a unique oceans for new resources. coming into port. The crew of the connectedcross-industry collaboration between ship communicates with head office like anyInforma Telecoms Media and Informa Globally, price pressures are growing at a other branch office; off-shift, they call and IMsister company Lloyd’s List, the leading time when the shipping industry is suffering friends at home and watch source for maritime intelligence. a dearth of qualified staff to work in often challenging conditions. That’s the theory – but today’s reality isConducted worldwide, the Informa rather different for most shipping firmsLloyd’s List Connected Ship Survey Consequently, Informa recommends that, (see fig. 2).uncovered key business challenges to be successful in the global shippingand investment priorities among cargo industry, communications technology The cost of connectivity – typicallyand passenger ship owners, cargo ship suppliers must deliver: narrowband satellite – is a serious costmanagers, surveyors and other shipping • Solutions that lower operational costs for shipping firms. Equally important,industry stakeholders. • Solutions that require little or no training it is no longer proving fit for purpose. • Solutions that increase automation Communications needs are not ad-hoc or intermittent in shipping; ships mustShipping challenges be integrated into the corporate network The Connected Ship for unified communications, and routineThe price of a barrel of oil controls the fate reporting.of many participants in the global shipping The connected ship is a vision of the future ofindustry (see fig. 1). shipping. And Informa believes that telecom In addition, there’s the problem of innovation is available today to make it a reality. maintenance. Technology in use at sea08
  9. 9. Fig 2 Fig 3Top communications headaches in global shipping Key technologies in global shippingWhat are your top communications headaches? Which technologies are most critical for the global shipping industry? Cost of connectivity 52% Broadband satellite 80.2%Quality of ship-shore connectivity 29% Machinery monitoring sensors (M2M/RFID) 48.1% Cost of maintenance 27% Rising bandwidth needs 26% ECDIS 35.8% Reliability of external suppliers 23% Least cost routing 32.1% Security of data 18% Crew technical skills 18% Software as a service 27.4%Cost of communications hardware 7% Cloud computing 10.4% Cost of data storage 1%Source: Informa Lloyd’s List Connected Ship Survey Source: Informa Lloyd’s List Connected Ship Surveymust be robust, and easy to fix remotely. • roadband satellite will become B holistic solution on ship and on shore.With skills lacking on board, fixing and shipping’s workhorse service: The • Consolidate suppliers: Reducemaintaining technology at sea often means attraction isn’t just bandwidth availability, management overhead and increase yoursending out a technical expert via helicopter. but new consumption and pricing negotiating power. models. • Machine to machine (M2M) and sensor For communications technology suppliers:Technology priorities technologies have powerful potential: Clean up your act. They can optimize navigation, track cargo • Compete on quality, not just cost: FocusWhat technologies can drive positive and environmental conditions for greater on service-level improvements and bechange? The Informa Lloyd’s List Connected efficiency. proactive.Ship Survey identifies both push and pull in • Regulation will trigger change: • Understand their business: The relevancetechnology investment priorities (see fig. 3). Mandated ship tracking, automated and type of communications technology ship and port processes will require new need varies by shipping segment; one sizeShipping firms are more likely to see technology investment. does not fit all.communications technology as a necessary • Sell more than connectivity: Simplicity,cost. Fewer than a third see technology automation and remote managementas a tool for competitive differentiation. Conclusions are key needs where M2M, unifiedThat’s a perception that communications communications and cloud computingtechnology suppliers must address. For shipping firms: Expect more for less. could bring powerful benefits. • Demand clarity in broadband satelliteNevertheless, communications investment pricing: Competition is increasingly keen,is growing: Despite fuel costs and other but pricing bundles can confuse and often This is an extract of Informa research on transportation. More information is available toprice pressures, more than 40% of shipping hide varying quality levels. clients through the Enterprise Verticals practice onfirms are increasing their communications • Seek multi-skilled suppliers: Work with the Intelligence Centre.budgets, according to the Informa Lloyd’s those that listen and understand yourList Connected Ship Survey. specific business needs and can provide a 09
  10. 10. Analyst biographies Camille Mendler Sheridan Nye Principal Analyst Senior Analyst Informa Telecoms Media Informa Telecoms Media Email: Email: Tel: +44 (0)7766 131 528 Tel: +44 (0)20 7017 4046 Twitter: @cmendler Twitter: @sheridannyeCamille advises clients on top-line growth opportunities at the Sheridan analyses developments in telecom networks and servicesintersection of telecom and communications-intensive industries. to identify emerging demand for industry-specific solutions. SheShe identifies and validates sales engagement models, focusing follows developments across multiple enterprise sectors, requiringin particular on the monetization of cloud computing, Ethernet, an understanding of technological, economic, political and socialmobility and M2M technologies in verticalized contexts. forces that drive demand for communications. Her current recent research interests include the use of telecom technology to driveCamille is an accomplished consultant and team manager, having efficiency in energy supply, high-speed rail transport and machine-delivered more than 70 expert engagements to clients in Asia, to-machine applications.Europe and North America during her career. Previously, Camille wasa vice president at Yankee Group, where she spearheaded research Sheridan joined Informa after pursuing doctoral research inand consulting in telecom industry transformation, with specific telecoms and climate change at the Science Policy Research Unit ofcompetences in cloud computing and managed services. the University of Sussex. From 2000-2004 she was a telecom industry analyst at OSS Observer and RHK Inc in the United States and fromCamille is a frequent public speaker and media commentator on 1997-2000 a journalist with Total Telecom and Communicationsglobal ICT trends, and serves as a judge for the Total Telecom World Week International in London. She began her career as a BroadcastVendor Awards and MEF Service Provider Awards. She has also held Engineer for BBC News, UK.operational roles in strategic marketing and fiber infrastructuredevelopment in European operators, and served as an advisor to the Sheridan holds a Masters degree in Public Policy for Science,Soros Foundations and the International Telecommunication Union. Technology and Innovation; an Honours degree in Media Studies and a Higher National Diploma in Broadcast Engineering. She is aCamille is a research fellow of the Russian Area Studies Master’s member of the Institute of Telecommunications Professionals andProgram at Georgetown University in Washington, DC and holds a BSJ has a working knowledge of Spanish.with a minor in Russian from Northwestern University in Evanston,Illinois. She is a member of Women in Telecoms and Technology.10
  11. 11. nnected Vertical Co Sell to s n B ig Cloud ui s De ld Sell Telecom Sell M2M LTE with Innovation through e Sec ag Ethernet an ur M e Optimize Joint ventureWhat’s your move?Telecom innovation can transform entire industries. Make it happen withpragmatic guidance, data-rich intelligence and incisive analysis.The Enterprise Verticals research practice of Informa Telecoms Media is yourtrusted guide in connected verticals.Access custom and syndicated decision support services on communications-intensive industries.Focus Value Reward• Target new buying • Create compelling • Validate margin groups solutions opportunity• Find expert partners • Align to industry needs • Choose the right sales modelFor more information about Informa Telecoms Media’s Enterprise Verticalsresearch practice, contact your Informa account manager or Camille (0)7766 131 528
  12. 12. www.informatandm.comtel: +44 (0)20 7017 4994Join us on LinkedIn: Follow us on Twitter: Email us: Subscribe to our Connect