Annual Analyst Briefing

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1 Annual Analyst Briefing BT Wholesale 15 December 2011 Legal disclaimer: Information is accurate at the time of issue but is subject to change. Applicable BT standard terms and conditions apply. Plans are indicative only and will, where applicable, be subject to the successful outcome of any trial and to any legal and regulatory approvals being given 1 Current thinking: subject to change 15 December 2011

2 Nigel Stagg CEO 2 Current thinking: subject to change 15 December 2011

3 Wholesale in BT multi-layered & substantial BT Group Revenue 20bn Operations in over 170 countries BT Retail BT Ireland BT Global Services Global Telecom Markets BT Innovate & Design wholesale in the UK BT Wholesale Revenue 4.2bn BT Operate Openreach Revenue 4.9bn Revenues as at financial year Current thinking: subject to change 15 December 2011

4 UK market more competitive than most Openreach is responsible for the last mile of BT s UK access network and wholesale capacity vanilla products Openreach provides equivalent and open access to all c.500 of its customers (pricing, T&Cs) BT Global Services BT Retail Homes and businesses 4 Current thinking: subject to change 15 December 2011

5 Tough global wholesale markets especially in Europe European wholesale market revenue changes, 2009/10 10% 5% 0% -5% -10% -15% -12% National International Total (National and International) 2.80% 7.30% 3.10% -2.80% -4.80% -0.70% -8.40% -2.10% Voice Non- Voice Total (Voice and Non-voice) Voice revenues in decline Non-voice revenues growing but not fast enough Consolidation of voice and non-voice international traffic around a small number of highly interconnected carriers with scale Source: Ovum European Wholesale Market Share : The Detail (published September 2011) 5 Current thinking: subject to change 15 December 2011

6 BT Wholesale has good growth in non-traditional areas 3,000 BT Wholesale external revenue excluding transit BT Wholesale revenue by sector excluding transit 2,500 c. 15% 2,000 1,500 c. 55% c. 30% 1, % +14% MNS & IP platform services Other Reseller Managed contracts Traditional wholesale 6 Current thinking: subject to change 15 December 2011

7 Rebased 2008 = 100 While continuing to manage operating costs Cumulative change in opex Year on year opex reductions % Current thinking: subject to change 15 December 2011

8 And improving customer service 105% Mobile Ethernet Right First Time provision & repair 100% 95% 90% Provision Repair 85% 80% 75% Feb-11 Mar-11 Apr-11 May-11 Jun-11 Jul-11 Aug-11 Sep-11 Oct-11 Ability to provide hundreds of mobile Ethernet circuits a month almost 100% Right First Time The predict to prevent process allows us to proactively detect and fix performance and availability issues faster and more effectively 8 8 Current thinking: subject to change 15 December 2011

9 Our focus is to remain the wholesaler of choice Boost resell Increase multi-customer segment reselling Mobile sector Increase relevance to the mobile operators IDD Seize new growth opportunities in IDD IP & Ethernet services Bundled services including IT Managed services Transfer from legacy to IP Continue strong growth in Ethernet Bundled services including IT (leverage BT s IT services capabilities) Maintain position as leading wholesale managed services provider in UK and expand globally 9 Current thinking: subject to change 15 December 2011

10 Chet Patel MD Markets 10 Current thinking: subject to change 15 December 2011

11 What we traditionally sell to our customers Mobile Network Operators Fixed Consumer Providers Fixed Enterprise Providers Indirect Channel Brand Extenders Broadcasters & Content Owners 1,200 customers Voice Data Broadband 11 Current thinking: subject to change 15 December 2011

12 Opportunity to boost resell to multi-customer segments Fixed Consumer Providers Fixed Enterprise Providers Indirect Channel Brand Extenders 1,200 customers Restructured reseller programme Sell multiple products Sell bundled services including IT 12 Current thinking: subject to change 15 December 2011

13 Track record of investing for mobile customers Provider of managed Ethernet and TDM backhaul for all MNOs in the UK 11,000+ mobile Ethernet connections delivered as at 30 September 2011 Developed an industrial scale process which delivers reliably Fixed partner of choice for both own use and sell through lines, broadband and data Provider of WiFi to all active mobile operators Field service - maintenance for radio equipment and backhaul 13 Current thinking: subject to change 15 December 2011

14 Building more relevance to mobile customers Data growth driving further infrastructure opportunities today LTE will drive further infrastructure and service opportunities We are already investing and experimenting with overlay technology/offload technology Service assurance can and will be one of our key differentiators measure service differently and be more pro-active Mobile operators will seek ARPU growth in fixed - we can deliver more tailored solutions to help them achieve this New opportunities like CRM 14 Current thinking: subject to change 15 December 2011

15 Seizing new IDD growth opportunities We already have: A good IDD cost base Tata voice partnership in conjunction with retained strategic relationships gives us a unique opportunity to optimise across market Our focus: Continued growth through reseller channel partners Continued margin focus Transparency, flexibility and stability of costs allows us to create compelling customer propositions Extended benefits through BT s investment in IP Seamless service provision through TDM and IP Multi-currency pre-pay capability Full futures roadmap including global federation model, GSMA co-ordination and continued applications development 15 Current thinking: subject to change 15 December 2011

16 Steve Best MD Products 16 Current thinking: subject to change 15 December 2011

17 BT Wholesale IP Exchange has multi-media capability PSTN Established Telcos IP Exchange Mobile Operators VoIP Service Providers Rapid growth in the UK, interconnecting over 130 VoIP service providers Full service capability for new entrants into the market Simplifies complex interoperability challenges Multi-media capability voice, SMS, roaming, video 17 Current thinking: subject to change 15 December 2011

18 With a roadmap for richer services Users Mobile Device Landline Phone PC TV Game Station Others Voice, data & media Information Media Shopping Others Content Pull & push IM Portals File Sharing Payment Others Sharing Applications Connect users, handle content, support communities & enhance services Social Community Community of Interest Others Communities Traditional wholesale Surplus sales to reduce unit cost Sales via price Sales of commodity services Release cycles technology driven Global IPX growing fast Singapore node next to rollout HD Voice trials in Q4 for MNOs Roll out of BICC interworking in Q4 Automated numbering portal Users Mobile Device Landline Phone PC TV Game Station Others 18 Current thinking: subject to change 15 December 2011

19 IP Voice Services designed for end user voice capabilities Geographically redundant Data Centre A BT Wholesale IP Exchange Platform Connected via multiple diverse connections Data Centre B Media Server Application Server Network Server Media Server Application Server Network Server Service replication in real time BT Wholesale IP Network Legacy PBX IP PBX SIP Trunk Fully Hosted PBX Handset PBX Handset IP Phone IP Phone IP Phone IP Phone 19 Current thinking: subject to change 15 December 2011

20 Continuing to add value through applications Unifying end users voice services and CRM systems to boost productivity, reduce call handling time and improve customer interaction Laptop and Smartphone IP Voice integration 20 Current thinking: subject to change 15 December 2011

21 Ethernet remains a big opportunity in the UK Ethernet over MPLS Component based offering greatest customer flexibility in configuration Fibre, Copper (EFM), in-building handover and radio access options 200K to 10Gbps bandwidth options Resilience options On-line pricing, ordering & repair Rapid node roll out across UK getting closer to end customers: 1,079 live fibre nodes 721 live EFM nodes Additional 70 fibre nodes in build FTTC/P roll out Additional nodes planned 21 Current thinking: subject to change 15 December 2011

22 Our current portfolio is based on flexibility and choice Market leading Greatest choice of market Configuration options More efficient traffic routing Bandwidth options 1Mbps-10Gbps access 200k-1Gbps vlan 30 minutes to increase bandwidth Access options Fibre Copper Ethernet in first mile In-building handover Radio Configuration options E-Line & E-LAN Point to point Hub & spoke Partial & full mesh Class of service Uncontended & contended (5:1) QoS model on E-LAN Better commercials Pricing Up to 25% fibre price reductions 5yr term option on 1Gbps Free connection on 3yr term contracts 22 Current thinking: subject to change 15 December 2011

23 Investment continues Greater access choice Ethernet over FTTC/P access Extend customer access choice Ethernet in first mile differentiation Up to 35Mbps proactive monitoring Improved services assurance More bandwidth for less Further Quality of Service options Six QoS options on E-LINE & E-LAN Service differentiation Traffic prioritisation Managed Install Connectivity & router installed on a single visit Service value add Reduced TCO 23 Current thinking: subject to change 15 December 2011

24 Nigel Stagg CEO 24 Current thinking: subject to change 15 December 2011

25 Our focus is to remain the wholesaler of choice Boost resell Increase multi-customer segment reselling Mobile sector Increase relevance to the mobile operators IDD Seize new growth opportunities in IDD IP & Ethernet services Bundled services including IT Managed services Transfer from legacy to IP Continue strong growth in Ethernet Bundled services including IT (leverage BT s IT services capabilities) Maintain position as leading wholesale managed services provider in UK and expand globally 25 Current thinking: subject to change 15 December 2011

26 Q&A 26 Current thinking: subject to change 15 December 2011

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