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1 2013 Media and Telecommunications Industry Outlook Survey Digital technologies drive revenue growth kpmg.com/us/mediatelecomindustry

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3 Table of Contents 1 Technology leads the way 2 Survey highlights 4 Detailed findings 4 Revenues 8 Digital content growth 10 Growth opportunities and barriers 18 Capital spending 20 Top concerns 22 Technology 26 Cloud computing 32 Likelihood of M&A participation 34 Taxes and regulations 36 Industry challenges 38 Conclusion 40 Demographics and methodology 42 About KPMG s Media and Telecommunications practice

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5 Technology leads the way I am pleased to present findings from the 2013 Media and Telecommunications Industry Outlook survey, which polled over 100 media and telecommunications financial executives during February and March The survey reflects perspectives from U.S. industry executives on the outlook for various topics, including business opportunities and challenges, new technologies, capital spending, personnel growth, and M&A. This year s survey finds that media and telecom executives are bullish on revenue growth, but they are also concerned with keeping pace with technology and competition from low-cost providers. These findings tell an interesting story when looking at media and telecom companies separately. Media companies seem highly focused on revenue growth, and while telecoms are also bullish on revenue growth, they are more concerned about cost containment. Digital content and mobile communications are clearly becoming the driving force for the industry. The increase in digital distribution and consumers shift to using mobile devices to view news and entertainment programming is helping to increase revenues. This is especially true for media companies, as nearly all media executives said they expect an increase in revenue from digital content distribution. However, media and telecom companies are taking different approaches to growing digital content. Media companies clearly see digital content as vitally important to their future. However, the primary focus of telecoms seems to be on their core distribution offering, an indication that they may not view themselves as major contributors to the digital content side of the business. Other new technologies are also having an impact on the industry, as companies are seeing the value of social media as an internal collaboration tool. But these technologies also bring new risks. Executives are concerned about their company s competitive position and its ability to keep pace with changing technology. Notable among these concerns is the threat of losing market share to lower-cost producers and disruptive technologies. Also related to technology is the ongoing downward trend in headcount. This is most pronounced among telecoms, as that business structure is changing from a fixed-line business to a more modern infrastructure that requires less headcount. On behalf of KPMG LLP (KPMG), we would like to thank those who participated in this survey and hope the findings are useful to you in addressing market challenges and opportunities. We also welcome the chance to discuss this study and its implications for your business in the months ahead. Paul Wissmann National Sector Leader, Media & Telecommunications KPMG, LLP 2013 Media and Telecommunications Industry Outlook Survey 1

6 Survey highlights Revenues climb higher Revenues are on the rise, as the vast majority (71 percent) of executives said their company s revenues have increased from last year and 75 percent expect their company s revenues to increase over the coming year. However, media executives were more optimistic than telecom executives about their company s projected revenues, as 83 percent of those executives expect an increase compared to just 68 percent in telecom. Digital content distribution is key The distribution of digital content is only growing in importance, as more than 80 percent of those polled believe revenues derived from digital content distribution will increase this year. However, there is a significant difference between media and telecom companies, as 96 percent of media company executives expect an increase in revenues from digital content distribution in 2013, while only 66 percent of telecom executives expect an increase. Notably, almost two thirds (69 percent) of media and telecom executives report revenue increases derived from transactions on mobile devices. Driving revenues When asked to identify the biggest driver for increasing revenues, 50 percent of the media executives pointed to emerging digital distribution methods, while 28 percent of the telecom executives identified bundled service offerings IP enabled Triple and Quad play as their top choice. New technologies connect customers A majority of companies are planning to use digital/social/mobile technologies more this year to get closer to their customers. More than half (56 percent) said they plan to use it for two-way customer engagement and insight, while 47 percent said they plan to use it for enterprise collaboration and knowledge sharing, and 46 percent said they plan to use it for external brand promotion Media and Telecommunications Industry Outlook Survey

7 2013 Media and Telecommunications Industry Outlook Survey 3

8 Detailed findings Revenues Current revenue Almost three quarters (71 percent) of respondents said their company s revenue has increased over the past year. Q: Compared with this time last year, how would you describe your company s current revenue? % 19 % 14 % 56 % 71 % 25 % Better now Same now Worse now This has improved over 2012, when 56 percent of respondents said their company s revenue had increased Media and Telecommunications Industry Outlook Survey

9 Future revenue Revenue growth is expected to continue its upward climb, as three quarters of respondents predict revenue increases over the next year. Q: What do you expect your company s revenue to be like one year from now? % 6 % 15 % 21 % 75 % 73 % Increase in revenues About the same Decrease in revenues A closer look at 2013 results reveals media executives are more optimistic about their company s projected revenues, as 83 percent of those executives expect an increase, compared to just 68 percent for telecom executives Media and Telecommunications Industry Outlook Survey 5

10 Revenue growth drivers Thirty-four percent of survey respondents identify emerging digital distribution methods as the biggest driver for increasing revenues. Q: Which of the following market opportunities do you believe will be the biggest drivers of your company s revenue growth in the next three years? % in 2013 % in 2012 % in 2011 Emerging digital distribution methods Bundled service offerings Increased Internet access and availability Sales of apps/content over tablets/ wireless Online advertising Sales of apps/content over smartphone Direct-to-home sales (over-the-top) Social media platforms Single-purchase content downloads Media and Telecommunications Industry Outlook Survey

11 An analysis of 2013 results shows that exactly half of the media executives pointed to emerging digital distribution methods, while 28 percent of the telecom executives identified bundled service offerings IP enabled Triple and Quad play as their top choice. Industry breakdown of 2013 results Q: Which of the following market opportunities do you believe will be the biggest drivers of your company s revenue growth in the next three years? Emerging digital distribution methods 18% 50% Sales of apps/content over tablets/ wireless 10% 12% Online advertising 8% 6% Direct-to-home sales (over-the-top) 2% 8% Social media platforms 2% 8% Single-purchase content downloads 0% 8% Increased internet access and availability 4% 22% Bundled service offerings 2% 28% Sales of apps/content over smartphone 2% 10% Media Telecom 2013 Media and Telecommunications Industry Outlook Survey 7

12 Digital content growth More than 80 percent of respondents believe revenues derived from digital content distribution will increase this year. Q: What is the expected growth of your company s revenues derived from digital content distribution for 2013 vs. 2012? % 2 % 8 % 81 % 92 % Increase in revenues About the same Decrease in revenues A closer look at 2013 results reveal a significant difference between media and telecom companies. Nearly all (96 percent) of media executives believe their digital content distribution revenues will increase compared to 66 percent of telecom executives Media and Telecommunications Industry Outlook Survey

13 Digital content and mobile communications are clearly becoming the driving force for growth in the industry. But while the media companies are focused on growth from new revenue streams, the telecom companies seem to be focusing their attention on their core offerings and cost containment. Paul Wissmann, National Sector Leader Media & Telecommunications, KPMG LLP 2013 Media and Telecommunications Industry Outlook Survey 9

14 Growth opportunities and barriers Management initiatives: investing for growth The top management initiatives over the next year were evenly split. Q: What initiative do you expect to undertake over the next year that will consume the most time, energy and resources, from a management perspective? Significant investment in organic growth 1 18% 16% Significant improvement of operation processes and related technology Significant changes in business model Significant cost reduction initiatives Entering into new markets 0% 17% 22% 15% 21% 15% 14% 12% Significant changes to financial processes and related technology Merger/acquisition 1% 8% 7% 9% Improve enterprise risk management programs/processes Navigate significant changes in the regulatory environment 4% 0% 2% 6% Strategic divestiture of assets Other 1% 1% 3% 8% (new product development, pricing strategies, geographic expansion) Media and Telecommunications Industry Outlook Survey

15 Notably, only 10 percent of telecom executives cite significant investment in organic growth as a top initiative, compared to 26 percent of media executives. Also, only 10 percent of media executives believe cost reduction is their company s top initiative, compared to 20 percent of telecom executives. Industry breakdown of 2013 Results Q: What initiative do you expect to undertake over the next year that will consume the most time, energy and resources, from a management perspective? Significant investment in organic growth 1 26% 10% Significant improvement of operation processes and related technology Significant changes in business model 15% 20% 15% 14% Significant cost reduction initiatives Entering into new markets Significant changes to financial processes and related technology Merger/acquisition Improve enterprise risk management programs/processes Navigate significant changes in the regulatory environment Strategic divestiture of assets Other 10% 10% 14% 10% 6% 8% 6% 4% 4% 0% 4% 0% 2% 2% 0% 20% 1 (new product development, pricing strategies, geographic expansion) Media Telecom 2013 Media and Telecommunications Industry Outlook Survey 11

16 Growth barriers Pricing pressures and staying on top of emerging technologies are viewed as the most significant barriers to growth in the coming year. Q: Which of the following are the most significant growth barriers facing your company over the next year? Pricing pressures Staying on top of emerging technologies Labor costs Regulatory and legislative pressures Lack of customer demand Lack of qualified workforce Increased taxation Risk management issues Foreign competition Access to and managing capital U.S. dollar strength Energy prices Exchange rate fluctuations Inflation Volatile commodity/input prices Other 22% 17% 21% 19% 16% 12% 9% 12% 5% 2% 0% 8% 8% 8% 7% 7% 7% 6% 14% 5% 6% 1% 3% 1% 0% 4% 5% 29% 43% 35% 37% 42% (Multiple responses allowed) Media and Telecommunications Industry Outlook Survey

17 Notably, only 16 percent of respondents cite lack of customer demand as a top barrier versus 37 percent in More than half of telecom executives (54 percent) cite pricing pressures as their company s most significant growth barrier, while 38 percent of media executives view staying on top of emerging technologies as a top barrier to growth. Industry breakdown of 2013 Results Q: Which of the following are the most significant growth barriers facing your company over the next year? Pricing pressures Staying on top of emerging technologies Labor costs Regulatory and legislative pressures Lack of customer demand Lack of qualified workforce Increased taxation Risk management issues Foreign competition Access to and managing capital U.S. dollar strength Energy prices Exchange rate fluctuations Inflation Volatile commodity/input prices Other 8% 12% 15% 8% 8% 16% 10% 6% 8% 8% 6% 8% 4% 8% 8% 2% 4% 0% 2% 0% 2% 0% 6% 2% 21% 22% 23% 33% 30% 38% 46% 54% (Multiple responses allowed). Media Telecom 2013 Media and Telecommunications Industry Outlook Survey 13

18 Customer growth remains a challenge A significant majority (61 percent) of respondents said maximizing customer and revenue growth is the top challenge facing their business, up from 42 percent in Q: How important is each of the following challenges facing your business today? 2013 Total Not important strategically Somewhat important strategically Very important strategically Critical to our business % Maximizing customer and revenue growth % Minimizing customer churn % Maximizing digital media revenue growth % Ability to evaluate information on customer purchases, sentiments, and preferences % Responding to regulatory changes % Managing merger & acquisitions integration The responses were similar for both media and telecom. Thirty-nine percent of respondents cite minimizing customer churn as another top challenge. In fact, 50 percent of telecom executives see it as a top challenge facing their business, compared to only 29 percent of media executives. Meanwhile, a majority of those polled said that maximizing digital revenue growth is either critical to their business or very important strategically. Notably, there was a dramatic difference between the media (58 percent) and telecom companies (16 percent) in their view of digital revenue growth. More than three quarters (78 percent) of those polled said the ability to evaluate information on customer purchases, sentiment, and preference is either critical to their business or very important strategically. The vast majority (84 percent) of media executives and telecom executives (72 percent) shared this assessment. However, 33 percent of media executives said it was critical to their business, compared to only 14 percent of telecom executives Media and Telecommunications Industry Outlook Survey

19 Q: How important is each of the following challenges facing your business today? 2013 Results Media % Maximizing customer and revenue growth Not important strategically Somewhat important strategically Very important strategically Critical to our business % Minimizing customer churn % Maximizing digital media revenue growth % Ability to evaluate information on customer purchases, sentiments, and preferences % Responding to regulatory changes % Managing merger & acquisitions integration Results Telecom % Maximizing customer and revenue growth % Minimizing customer churn % Maximizing digital media revenue growth % Ability to evaluate information on customer purchases, sentiments, and preferences % Responding to regulatory changes % Managing merger & acquisitions integration Media and Telecommunications Industry Outlook Survey 15

20 Technology poses a challenge to business models Cost competition and new technologies could dramatically impact media and telecommunications business models. Q: What issues pose the biggest threat to your business model? More than a third (39 percent) of survey respondents indicate that losing share to lower-cost producers is the top threat to their business models and a third (33 percent) noted disruptive technologies. While telecom executives cite losing share to lower-cost producers as the top threat to their company (46 percent), media executives cite disruptive technologies (35 percent) as their top threat. Not surprisingly, 36 percent of telecom executives view political and regulatory uncertainty as the top threat, compared to only 19 percent of media executives. 39 % Losing share to lower-cost producers Media: 33% Telecom: 46% 27 % Political/regulatory uncertainty Media: 19% Telecom: 36% 20 % Inability to find visionary leadership Media: 29% Telecom: 10% 33 % Disruptive technologies Media: 35% Telecom: 32% 23 % Customer/employee mobility Media: 27% Telecom: 18% Media and Telecommunications Industry Outlook Survey 8 % 1 % (Multiple responses allowed). 13 % Ability to find capital Media: 8% Telecom: 8% Other Media: 2% Telecom: 0% Lack of a qualified workforce Media: 15% Telecom: 10% 3 % Energy costs Media: 6% Telecom: 0%

21 With Telcos hampered by intense competition and expensive network upgrades, the industry appears to be focusing on enhancing the pipe to the consumer, as opposed to making a significant shift into content or services. While they will certainly have a part in the evolution of digital services, as primarily a supplier of bandwidth Telcos run the risk of becoming a business with a product that is increasingly commoditized. Paul Wissmann, National Sector Leader Media & Telecommunications KPMG LLP 2013 Media and Telecommunications Industry Outlook Survey 17

22 Capital spending A majority of the executives (59 percent) surveyed predict their companies will increase capital spending this year, compared to just 49 percent last year. Q: What is the outlook for capital spending by your company over the next year? 16 % 25 % 59 % Increase About the same Decrease The results were largely the same for both media and telecommunications companies Media and Telecommunications Industry Outlook Survey

23 Spending on new products and in new areas New products or services and geographic expansion lead the list of areas in which executives expect to increase spending in the coming year. Q: In which areas do you expect your company to increase spending the most over the next year? New products or services Geographic expansion Information technology 22% 27% 47% 56% 40% 43% Acquisition of a business Expanding facilities 24% 32% 18% 15% Business model transformation Advertising and marketing Research and development Employee compensation and training Regulation/control environment Green/sustainability initiatives Other 17% 16% 15% 9% 11% 9% 10% 6% 2% 5% 5% 1% 2% 29% (Multiple responses allowed) Media and Telecommunications Industry Outlook Survey 19

24 Top concerns Executives cite their company s competitive position and keeping pace with changing technology as their top two future concerns. Q: What concerns you most about your company s future? % in 2013 % in 2012 % in 2013 Media % in 2013 Telecom Competitive position Keeping pace with changing technology Economy s impact on company Talent and skills within company Emerging competing technology Regulatory environment New competitors Access to capital (Multiple responses allowed) Media and Telecommunications Industry Outlook Survey

25 Impact on revenue Surprisingly, less than half (42 percent) of executives believe pirated products or services will have some impact on their company s annual revenue, down significantly from 71 percent in Q: How much of an impact do you expect each of following factors to have on your company s annual revenue? 2013 Technology or capacity limitations Lack of timely access to data surrounding customer sentiment and preference Pirated products and services % Minimal or no impact % Revenue will decrease less than 5% % Revenue will decrease 5% 10% % Revenue will decrease more than 10% Technology or capacity limitations Access to talent with the right skills Pirated products and services % Minimal or no impact % Revenue will decrease less than 5% % Revenue will decrease 5% 10% % Revenue will decrease more than 10% A majority (65 percent) foresee the lack of timely access to data surrounding customer sentiment and preferences will also have an impact on revenue. Sixty-eight percent expect technology or capacity limitations to have an impact, down from 96 percent in Media and Telecommunications Industry Outlook Survey 21

26 Technology Market drivers More than 40 percent of respondents expect emerging new technologies, devices and services will have a major positive impact on their company over the next year. This represents a substantial drop from 61 percent who shared that view in Q: What impact, if any, will the following market drivers have on your company in the next year? 2013 Major negative impact Minor negative impact No impact/not sure Minor positive impact Major positive impact Emerging new technologies, devices, services 1% 4% 19% 34% 42% Shift from consuming media in traditional ways to consuming media over personal devices 5% 11% 22% 25% 37% Media and telecommunications industry convergence 2% 10% 28% 27% 33% Managing back-office system improvement 3% 2% 37% 42% 16% Continued consolidation and alliances by your company or competitors 2% 15% 26% 38% 19% 2012 Emerging new technologies and services 1% 7% 6% 25% 61% Increased penetration of personal digital devices 3% 3% 7% 36% 51% Media and telecommunications industry convergence 3% 9% 13% 35% 40% Continued consolidation and alliances by your company or competitors 2% 19% 31% 33% 15% Media and Telecommunications Industry Outlook Survey

27 Digital/Social/Mobile A majority of companies are planning to use digital/social/mobile technologies more this year to get closer to their customers. Q: How is your company planning to use digital/social/mobile technologies over the next year? Two-way customer engagement and insight 56% Enterprise collaboration/knowledge sharing 47% External brand promotion 46% Recruiting 20% Other 0% Don t know 13% (Multiple responses allowed). More than half (56 percent) of respondents plan to use it for two-way customer engagement and insight, followed by enterprise collaboration/knowledge sharing (47 percent), and external brand promotion (46 percent). Notably, 67 percent of media companies expect to use it for two-way customer engagement and insight, compared to 44 percent for telecommunications companies. The overall results are similar to 2012, but the significant increase in enterprise collaboration and knowledge sharing from 33 percent in 2012 indicates that companies are increasingly realizing the value of social media as an internal collaboration tool Media and Telecommunications Industry Outlook Survey 23

28 Mobile devices More than two thirds (69 percent) of respondents reported an increase in revenue from transactions on mobile devices. Q: How has your revenue from transactions on mobile devices changed during 2012? 1 % 30 % 19 % 50 % Significant increase Moderate increase About the same Moderate decrease Half of respondents report a moderate increase in revenue from transactions on mobile device, while 19 percent acknowledge a significant increase Media and Telecommunications Industry Outlook Survey

29 2013 Media and Telecommunications Industry Outlook Survey 25

30 Cloud computing The use of cloud computing is clearly increasing, as nearly half of companies have adopted cloud with few challenges integrating it into their business strategy and operations. Q: When it comes to cloud adoption, which of these statements is most true for your organization? 2013 % in Total % in Media % in Telecom Adopted and integrated Adopted with minor challenges Adopted with major challenges Plan to adopt and expect integration Plan to adopt and expect challenges No plans to adopt Don t know More than half (54 percent) of telecom executives have adopted cloud with no or minor challenges, compared to 41 percent of media executives. However, 23 percent of media executives said their companies adopted cloud with major challenges, compared to only 10 percent for telecom executives Media and Telecommunications Industry Outlook Survey

31 Cloud is expected to have an impact on future revenue growth and costreduction opportunities over the next few years. Q: How important is cloud to future revenue growth? % in Total % in Media % in Telecom Critical to our business Very important strategically Somewhat important strategically Not important strategically N/A A significant majority (82 percent) of survey respondents believe cloud is at least somewhat important to future revenue growth. For media companies, 43 percent of executives view cloud as somewhat important strategically, 33 percent said it is very important, and only 6 percent believe it is critical to their business. For telecom companies, 28 percent of executives see cloud as somewhat important, 40 percent view it as very important, and 14 percent think it is critical to their business Media and Telecommunications Industry Outlook Survey 27

32 Most (79 percent) respondents think cloud is at least somewhat important to cost reduction opportunities. Among media executives, 51 percent view it as somewhat important strategically, 21 percent believe it is very important, and 10 percent think it is critical to their business. Among telecom executives, 34 percent of executives indicate that cloud is somewhat important strategically, 38 percent believe it is very important, and only 4 percent say it is critical to their business. G Dark Blue* G Blue Q: How significant are cost-reduction opportunities as a result of utilizing the cloud? Total G Light Blue* ndary colors 10 % 7 % k Red 11 % al nge ht Yellow k Green 29 % Critical to our business Very important strategically Somewhat important strategically Not important strategically N/A quoise en 43 % ht Green p Purple let Media Telecom der Blue y e ender te 8 % 10 % 10 % 21 % 14 % 10 % 4 % 38 % 51 % 34 % Critical to our business Very important strategically Somewhat important strategically Not important strategically N/A Critical to our business Very important strategically Somewhat important strategically Not important strategically N/A Media and Telecommunications Industry Outlook Survey

33 Data and analytics Companies are moving quickly to embrace data and analytics with a majority of executives (58 percent) rating the data analytics literacy of their company s management and workforce as either high or rapidly moving toward a high level of literacy. Q: Which of the following best characterizes the data analytics maturity of your company? High data analytics literacy 33% Rapidly moving toward high analytical literacy 25% Average when it comes to utilizing analytics 23% Average to low analytical literacy 12% No formal data analytics capabilities 2% Don t know 5% The media and telecommunications industry is one of the leading industries in this area Media and Telecommunications Industry Outlook Survey 29

34 Not surprisingly, executives identified acquiring customers as the best use for data and analytics, followed by product positioning (40 percent) and operational excellence (39 percent). Q: Considering the relevance of data and analytics at your company, which of the following items represent the best use of data and analytics in driving actionable insights? Acquiring customers 45% Product positioning 40% Operational excellence (operations, supply chain) 39% Competitive intelligence 28% IT infrastructure 18% Finance 16% Human capital 12% Risk management 12% Government regulation 10% Other 1% (Multiple responses allowed) Media and Telecommunications Industry Outlook Survey

35 2013 Media and Telecommunications Industry Outlook Survey 31

36 Likelihood of M&A participation The majority of media and telecommunications executives think it is likely that their company will be involved in a merger or acquisition either as a buyer or seller over the next year. Q: What is the likelihood that your firm will be involved in a merger or acquisition in the next year? 38 % 42 % 12% 8 % Involved in M&A as buyer Involved in M&A as seller Involved in M&A as either buyer and seller No plans/not sure Media and Telecommunications Industry Outlook Survey

37 Potential M&A drivers Forty-three percent of survey respondents believe that cost containment will be a key driver of M&A, followed closely by access to new technology and products (40 percent) and product synergies (40 percent). 43 % Cost containment 40 % Access to new technology and products Q: Which of the following do you think will be among the most important drivers of alliances, mergers and acquisitions in the industry? 40 % Product synergies 34 % Access to new geographic markets 22 % Access to new resources 14 % Access to financing sources (Multiple responses allowed) Media and Telecommunications Industry Outlook Survey 33

38 Taxes and regulations Regulatory change Only one-third of the executives said their company is very prepared to manage the impact of public policy and regulatory changes. Q: How prepared is your company to proactively manage the impact of public policy and regulatory changes? % 7 % 8 % 7 % 33 % 38 % 59 % 47 % Very prepared Somewhat prepared Not prepared Don t know More than half of executives said they were somewhat prepared, up from 47 percent Media and Telecommunications Industry Outlook Survey

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