Wholesale carrier value Cost vs quality

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1 Wholesale carrier value Cost vs quality Craig Skinner, Senior Consultant, Telecoms February

2 Global communications trends Global economy increasingly dependent on communications Focus of growth has moved from NA & Europe to Asia, BRICS and beyond Rise and rise of connected users and devices More and more content is accessible on-line and it s getting bigger Increasing importance of availability, resilience and security Growth of outsourcing and horizontal specialisation Attention shifting from revenue growth to margin growth 2

3 Retail trends that significantly impact wholesale Mobile broadband Growth of video content and services High-intensity on-line transactions Non-video on-line content Low-intensity on-line transactions M2M communications Traditional communications services 3

4 Developing wholesale service portfolios - commoditization of voice, IP transit and access Voice is changing Voice traffic continues to grow, will remain an important but unsustainable revenue source Rise of mobile - new connections, substitution, and volumes Falling margins resulting from intense competition Rise of end-user VoIP Skype, GoogleVoice, etc. IP voice in the backbone IP transit and peering Access Declining margin from IP transit Largest ISPs becoming more restrictive over whom they will peer with Smaller ISPs becoming more open to peering Local loop unbundling has attracted multiple players Multiple fiber networks in major cities Wireless broadband technologies growing $ 4

5 Developing wholesale service portfolios - beyond commodity services Voice Wholesale is much more than long distance minutes and capacity Competition and commoditization Niche player or generalist? Operations support systems Co-location Hosted IT services MANs Access Managed data services Transport Infrastructure Content management Distribution Application hosting Web hosting Data centres Packaged voice services Switched voice minutes Voice-over-IP Ethernet SDH/Sonet Dark fibre Ducts Dial-up Internet access xdsl Ethernet Local leased circuits Broadband fixed wireless Local fibre Mobile data Managed IP services Ethernet Long-distance leased circuits Frame relay/atm IP transit SDH/Sonet Wavelengths Dark fibre Ducts Aerial sites Partnerships - telecoms service providers cannot do everything themselves Insufficient reach, time and capabilities in-house Someone else has the skills, technology or relationships Avoid re-inventing the wheel Some wholesale customers don t want to become telcos Prefer to outsource everything the rise of managed network services Importance of understanding what customers want Bundles of related services easily managed via consistent interfaces 5

6 Developing wholesale service portfolios - developing content hosting & distribution Many opportunities in the value chain Need to develop strategies, services and marketing messages Need for specialist skills and capabilities Build, buy or partner? Increasing number of telcos entering the content market Content consumption Devices Service provision Billing services Content aggregation Content hosting/ mgmt services Network infrastructure Digital rights mgmt Content acquisition Content creation 6

7 Developing wholesale portfolios - innovation doesn t begin and end in the retail sector Wholesale carriers also innovating to bring new services, strategies and approaches to the market. Seeking to differentiate their offerings and to increase their market shares, revenues, and overall profitability Main areas of activity in wholesale innovation Caching, management and distribution of third-party content Facilitation of next generation mobile services Customisable wholesale services and interface automation 7

8 Debate 8

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