The document summarizes an agenda for a BT Wholesale Fibre Product Surgery meeting. The agenda includes presentations on fibre network overviews, updates on FTTC and FTTP products, and Openreach marketing activities. Attendees will learn about BT's fibre strategy and plans, upcoming product launches, and have an opportunity for Q&A. The document also provides legal statements about the confidential nature of the information presented.

1. Welcome to the BT Wholesale
Fibre Product Surgeries

2. Agenda
Facilitator - Carole Haywood-Poole
Fibre Overview - Lee Martin
FTTC Product Update – Neil Tye
FTTP Product Update - Natalie Walker
Openreach Marketing – Lee Martin (Jackie Hasted)

3. Legal and Confidentiality Statement
The information contained in this Presentation is confidential information as per your terms and conditions with British
Telecommunications plc (BT). Please treat it accordingly and do not forward, republish or permit unauthorized access. The
information contained in this Presentation represents BT Wholesale’s current thinking for the intended WBC FTTP product at the
time this Presentation was developed and may be subject to change. In relation to the WBC FTTP product referred to in this
Presentation which are currently under development and/or trial, BT gives no undertaking or other commitment that it will be
made commercially available in the same form.
Any price indications and time scales contained within this Presentation are estimates for discussion purposes only and do not
constitute any contractual or other obligation. All prices/charges are shown exclusive of value added tax and any other
applicable duties and taxes which will be added to invoices.
BT reserves the right to make changes to the information in this Presentation at any time without further notice.
Any developments carried out by CPs based on the contents of this Presentation are entirely at the CP’s own risk.
Note “BT” and “BT Wholesale” are trademarks of British Telecommunications plc.
© British Telecommunications plc, 2012. All rights reserved.
British Telecommunications plc
Registered Office: 81 Newgate Street London EC1A 7AJ
Registered in England no.1800000

4. Industry Engagement Plan
Previously,
• We’ve held FTTP (and before that FTTC) weekly trial calls
• We’ve had 121 engagement with ‘early adopter’ customers
• We’ve shared the development roadmap via the ISP forum
• The product collateral has been stored across Inspire & BTW.com as well as having
separate availability & coverage data sites
It’s now time to:
• Conduct discreet trials with our supplier (where appropriate) to minimise the impact of
your trial participation
• To share fibre plans & developments at an industry level via these surgeries & the
newsletter
• Continue to support the ISP forum
• To rationalise the product collateral onto a single BTW.com site & share the Openreach
activity with you first hand

5. Product Surgeries
When & who:
• We’ll hold them monthly (4th Thursday of every month)
• Every customer who has in interest in Fibre will be welcome to attend
What:
• Monthly insight into the marketplace & BT’s strategy & plans
• Hour long, interactive with plenty of time assigned for Q&A
What its not:
• A replacement for the ISP forum
• Really a place to cover systems & process issues
• A one way cascade of information

6. WBC Fibre - Fibre Overview
Lee Martin

7. ~19,000 cabinets ready for service at ~790
exchanges
2/3 premises
passed by end
2014
5m premises
passed by
May 2011
1.5m premises
passed by
summer 2010
10m premises
passed by end
2012
ADSL enabled
for 99% of all
premises
Nearly 7 million+ ‘premises’ passed with 400,000 EU’s
taking Superfast broadband (6% conversion)
Superfast broadband
Constantly evolving our plans both commercially and technically
to meet the needs of the market and responding to UK
Government
60+ external service providers are trialling or selling
BT’s fibre services
Announcement of plans to double FTTC speeds to
80/20 & introduce 300+Mb on FTTP in 2012
FTTC & FTTP coverage % changing, less reliance on
FTTP to deliver the faster speeds

8.  Today, more than 99% of UK homes have
access to broadband, of up to 20Mbps
 Public funding would get SFBB to 90% of UK
homes and businesses by 2018
 £830m has been pledged by the UK
Government;
 Potential for further local authority,
regional government and EU funding
 Changes to the access network frequency
band-plan will allow us to deliver up to
80Mbps on FTTC
 We are testing vectoring technology which
has the potential to offer over 100Mbps to
over 50% of UK premises
Superfast broadband
Will transform the UK bandwidth landscape
Broadband
SFFB
20Mbps
90%

9. Superfast BB for our wholesale customers
 Any WBC or WBMC customer can take the superfast broadband, it uses the same backhaul
bandwidth as WBC (ADSL2+) – 200kbit/s per EU can be assumed (based on industry average)
 Coverage, 1 in 10 of BTW CPs EU’s in served by an enabled cabinet or DP currently, demand is
greater than supply
 Assessing availability, understanding & applying the coverage data:
 datasets on BTw.com, interactive map on Openreach site
 weekly cabinet information published on BTw.com & postcode/cabinet translator
 bulk check is available – special offer in January
 geographical concentrations are appearing
 Proposition development
 at least a dozen different ‘service offering’ permutations available
 we’ll not encroach in your ‘value’ space
 higher converters are typically business ISP’s

10.  We now have more than 60 external CPs taking the service with an end user base of over
6,500, some are in test, some have many 100s of lines
 Our records indicate that there are over 50,000 (external) EU’s that are within the existing
fibre footprint, with that number set to double over the next 12 months, as BDUK funding
becomes available that number could again be increased
 The average conversion has risen from 7% in October to 9% in January, our group aspiration
is to achieve a 20-30% conversion over the next few years, many of our CPs are converting at a
rate of 15% or higher already
 Consumer conversion is as healthy as business conversion
 FTTP conversion is double the average FTTC conversion
 We’re seeing double digit month on month growth across the base as marketing campaigns
are now starting to reap dividends
 Impact on backhaul networks is still real but starting to stabilise at ~200Kbit/s per EU
FTTC conversion synopsis

11. We’d like to do a quick poll to gather your
feedback & then take Q&A

12. WBC Fibre – Introduction to FTTP
Natalie Walker

13.  FTTP was introduced in November last
year (EMD) with commercial launch
expected in Spring/Summer 2012
 Available as part of the WBC portfolio to
all WBC & WBMC customers
 We have nearly 5,000 FTTP lines already
 45,000+ premises already within footprint
at 11 exchanges so far
Fibre to the Premises (FTTP)
 Primarily designed to be used as an infill
for FTTC, greenfield & as an alternative to
FTTC
 Designed to match the FTTC speeds (&
price) & also offer an optional higher
headline speed
 Multiple CPs per fibre line
• All WBC CPs can now place FTTP orders
• Remember the connection offer!
Advantages include:
 GPON, so no electronics
 Inherently reliable
 Hub & spoke architecture pre-built (at
Openreach expense) up to the DP the
serves the premise
 Future proof, expecting ongoing
development and speeds

14. WBC FTTP topology & architecture

15. Speed uplift to include 80M and 330M
FTTP Development plans for Spring – Summer 2012
MOU/MDU solutions
FTTP overlay and New Sites
BDUK funding & regional opportunities
Real Time QoS

16. Coverage
New products
Launch considerations
Take up
Yes, it is concentrated, and likely to be less than 25%. But:
 FTTP extends existing FTTC products
 Large pockets of FTTP only due to new developments, FOX,
regional funding , the Cornwall solution has 40% FTTP coverage
BT Wholesale CP’s have been very successful converting customers
to fibre, and evidence so far suggests they are even better with
FTTP!
Concern with 100M headline rate if changes are likely, but:
• Openreach would only withdraw in consultation with industry
• At least a year away
• Avoid forced migrations unless equivalent product exist
Commercials
Typically Bandwidth Charges are an area for concern, but:
• FTTP bandwidth integrated with WBC, so impact is very small
by comparison to copper usage

17. We’d like to do a quick poll to gather your
feedback & then take Q&A

18. WBC Fibre – update on FTTC
Neil Tye

19. 80Mb FTTC &
330Mb FTTP
products being
launched
Fibre Market
Virgin – very much in
the press, very public
‘speed war’
materialising
Sky - When will
they enter the
fibre market &
what will that do
to the RRP
02, Talk Talk etc. –
what are their plans
for fibre, they’ll not
want their market
eroded
Increased
customer
awareness of fibre
‘Window of opportunity’
challenge for the BTW
external customers to stake
a claim
Increasing
Openreach fibre
roll-out &
concentrations

20. FTTC 80/20 Trial Update
Technical trial nearly complete (28th Jan)
 160 orders successfully completed since 9th Jan
 All systems performed as expected
 Average speeds 65Mbits – with top speeds at 79.9Mbits!
Full customer trial due to start soon! (6th Feb)
 No limit on number of trial lines
 No geographical restriction – it will be national!
 Free line rental during customer trial!
Launch/Pricing
 Awaiting confirmed launch date from Openreach
 Will be released 28 days prior to launch

21. Data consumption drivers
• Average household data consumption has grown 7
fold in the last 5 years; Ofcom forecast it will grow by
a factor of 33 over the next 10 years
• BBC iPlayer requires 0.5-1.5 Mbps for SD; > 3Mbps for
HD. Broadcast HD TV currently requires 8-11Mbps;
Broadcast 3D TV requires 13-17Mbps
• Global internet video is now 40% of Consumer
internet traffic and will reach 62% by 2015. Cisco,
VNI report, 06/11
• By 2015, the average family might require 40-55Mbps
; young single adults between 20-35Mbps
• ~ 50Mbps will give a consumer 3 HD broadcast TV
channels being viewed live, 2HD channels being
recorded during peak period
• Concurrency is the killer application – Smart-Phones, Smart-Pads, PC’s, gaming devices, IPTVs all connected to the
home network at the same time
• In this multi-user, multi-device environment, increasingly video rich usage of broadband with HDTV, HD VOD and HD
gaming is driving demand for greater speeds and bandwidth. Cloud computing and storage is adding to this demand
Interactive
Online
Gaming
High
Definition TV
Video
Conferencing
Accessing Content
Streamed Online
Super-Fast
Broadband
Connection

22. We’ll now take Q&A

23. Openreach Superfast Fibre Marketing
Creating awareness to
stimulate demand

24. CP neutral local awareness marketing campaigns
 Reminder: Why is Openreach doing this?
– We can help drive awareness and take up by utilising two channels unique
to us – our street assets and our relationship with local councils
 Objective: Raise awareness, generate curiosity about superfast fibre, stimulate
the general public to find out more (via www.superfast-openreach.co.uk)
 Activities
– Branding of Openreach assets - Cabinet stickers and Superfast branded
vans, guard rail posters
– Joint Openreach/Council branded flyers for distribution by engineers and
via council run buildings (leisure centre, libraries, offices)
– Joint local PR activity, competitions, collateral, social media, web banners
and promotion via council publications
 Call to action – visit www.superfast-openreach.co.uk to find out more and
where you can buy from (site includes a list of launched CPs – make sure you
are on there)
 Expected Results
– During 2011, campaign activity in Cardiff, Cheshire and Bristol has driven,
on average, a 5% uplift in weekly order numbers in the exchange areas
covered

25. CP neutral local awareness marketing
campaign locations: Jan-April 2012
NB exact timings to be confirmed via TWG as agreements with local councils firmed up
City / Area Exchanges Live? Forecast Date
Milton Keynes
Bradwell Abbey Yes
Milton Keynes Yes
Newport Pagnell, Yes
Shenley Church End Yes
Wolverton Yes
Bridgend
Aberkenfig Yes
Bridgend Yes
Kenfig Hill Yes
Pencoed Yes
Porthcawl Yes
Pontycymnmer Mar-12
West Sussex
Horsham Yes
Southwater Mar-12
Haywards Heath Yes
Lindfield Feb-12
Burgess Hill Mar-12
Phase 2 (Q1)
Selsey Jun-12
Pagham, Jun-12
Bognor Regis Jun-12
Middleton on Sea Jun-12
Littlehampton Jun-12
Rustington Jun-12
Worthing (3 exchanges) Jun-12
Lancing Jun-12
Shoreham Jun-12
Southwick Jun-12
Stamford Stamford Yes
Tendring
Manningtree Mar-12
Clacton-On-Sea Mar-12
Frinton-On-Sea Mar-12
Grtr Manchester
Ardwick Dec-12
Chorleton Yes
Altrincham Yes
Ringway Yes
Sale Yes
Trafford Jun-12
Urmston Yes
Didsbury Yes
Manchester central Yes
Manchester East Yes
Mercury (March 12) Mar-12
Mosside Yes
Rusholme Yes
Cheshire
Phase 1 - Congleton Yes
Phase 2 - Alsager (Mar 12) Mar-12
Holmes Chapel Yes
Middlewhich, Yes
Sandbach (Mar 12) Yes
Chester North Mar-12
Chester Central Yes
Chester South Yes
Bath
Bath Kingsmead Yes
Radstock Yes
Midsomer Norton Yes
Evesham Evesham Yes
Exeter Exeter Yes
Nottingham
Arkwright Dec-12
Basford Yes
Sherwood Yes
Trentside (Radcliffe) Yes
Nottingham Archer Yes
Derby
Mickleover Yes
Chellaston Yes
Derby Mar-12
Peartree Yes
Willowcroft Mar-12
York
Dringhouses Mar-12
Haxby Yes
Melrosegate Mar-12
York Yes
Definitely going ahead during Q4 ( Jan to March )
Ongoing dialogue with councils - could slip into Q1 (April to June)

26. www.superfast-openreach.co.uk
has seen an increasing trend in visits during 2011, and
w/c 8 January saw a record breaking number of connections
0
5000
10000
15000
20000
25000
30000
35000
Total visits
Interest is growing....
2012 is going to be the year of superfast
broadband – get involved now!

27. For more information on Openreach CP neutral local awareness
marketing campaigns contact:
Jackie Hasted, Head of Portfolio Marketing, Openreach
jackie.hasted@openreach.co.uk
Tel: 01977 594170

28. We’d like to do a quick poll to gather your
feedback & then take final Q&A
Slides will be available
on the fibre pages of
www.btwholesale.com