Network Service Provider Markets in Europe Focus on the Enterprise Sector. Jan Hein Bakkers Senior Research Manager EMEA Telecoms & Networking

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1 Network Service Provider Markets in Europe Focus on the Enterprise Sector Jan Hein Bakkers Senior Research Manager EMEA Telecoms & Networking

2 Agenda The Evolving ICT Industry and NSPs European Telecom Market Realities Understanding the Enterprise Opportunity NSP positioning Essential Guidance to NSPs IDC Visit us at IDC.com and follow us on 2

3 3rd Platform of IT Innovation and Growth Trillions of Things Billions of Users Millions of Apps Hundreds of Millions of Users Tens of Thousands of Apps Millions of Users Thousands of Apps IDC Visit us at IDC.com and follow us on 3

4 Evolving Telecom Ecosystem IDC Visit us at IDC.com and follow us on 4

5 West European Connectivity Markets Spending on Connectivity Services ( B) Mobile Data 3% 150 Mobile Voice -5% 100 Fixed Data 1% 50 Fixed Voice -4% Legacy Overall is -1% Mobile Data: Messaging (-7%) Data over Mobile (9%) Mobile Voice covers spending and not Revenues Fixed Data: Legacy (-22%) Internet Access (2%) IP-VPN (-1%) Ethernet (8%) Fixed Voice: TDM (-1) IP (8%) Source: IDC European Telecom Services Database, 2Q2014 IDC Visit us at IDC.com and follow us on 5

6 WE Connectivity Market Characteristics Spending Share by Type of Service 22% Mobile Data 29% 3 Mobile Voice 24% 21% Fixed Data 25% 27% Fixed Voice 23% Connections per Population Dial Broadband Mobile Spending Share by Type of User Voice Traffic in Billions of Minutes % Business 34% 66% Consumer 66% Growth Legacy % 15% 33% Mobile 61% IP Voice 23% TDM Voice 17% Source: IDC European Telecom Services Database, 2Q2014 IDC Visit us at IDC.com and follow us on 6

7 Connections (M) Connections (M) % of HH Mbps NSPs Invest in Access Networks 10 WE - Coverage of NG access Networks 75 WE - Average BW per Consumer BB Connection VDSL DOCSIS 3.0 FttP Blended NG Access WE - NG access vs Other Fixed Access WE - LTE vs Other Mobile Data Other Fixed Internet Access NG Access Other LTE 7

8 Fixed Broadband Penetration but the Rate of Development Varies Significantly Snapshot 2014 Den Swi Nor Net Fra UK Bel Ger WE Fin Swe Gre Aus Ita Spa Ire Por NG Access as % of Fixed Broadband Bubble size indicates average nominal downstream BW per consumer connection

9 European Business Connectivity Markets Spending on Connectivity ( B) Growth Mature Legacy % 8% -8% Growth Legacy Legacy TDM Voice Legacy Data Mobile Voice Mobile Messaging Mature Internet Access IP-VPN Growth Ethernet IP Voice Mobile Data Source: IDC European Telecom Services Database, 2Q2014 IDC Visit us at IDC.com and follow us on 9

10 European Business Telecom Services by Platform Source: IDC EMEA Telecom Services Database Spending on Connectivity ($B) 3 rd Platform 2 nd Platform % 1-4% Starting point almost all 2nd Platform. There will clearly be a long journey to the 3rd Platform that will continue for many years. Some services are defined as 2nd Platform but are vital enablers of 3rd Platform 2nd Platform services won't simply fall to zero While nearly all new market growth will come from 3rd Platform services The picture is clear 3 rd Platform connectivity will not on its own offset 2nd Platform decline. Telcos need to expand into new areas to grow the top line. IDC Visit us at IDC.com and follow us on 10

11 WE Telco Portfolio Evolution Unified Communications Conferencing Solutions & Services Network Infrastructure Network Lifecycle Services Telcos Expanding Into Associated Markets Growth Consumer Content Legacy Internet of Things Enterprise Mobility Services Datacenter & Cloud Services Security Services Mobility Software IDC Visit us at IDC.com and follow us on 11

12 Illustration of Telco Associated Markets - UK Spending on Connectivity and Associated Markets by Businesses in UK ( B) Telco Associated Growth Comms Mature Comms Legacy Comms Growth Legacy Telco Associated Example Cloud Services Enterprise Mobility Software and Services Security Services Network Infrastructure Services These markets are all addressable to Telcos but what would be a reasonable share.. Source: IDC European Telecom Services Database, 2Q2014 IDC Visit us at IDC.com and follow us on 12

13 Illustration of Telco Associated Markets - UK Spending on Connectivity and Associated Markets by Businesses in UK ($B) Telco Associated Growth Comms Mature Comms Legacy Comms % 16% 8% -8% Growth Legacy. if we assume 2 share for Telcos Telco Associated Example Cloud Services Enterprise Mobility Software and Services Security Services Network Infrastructure Services Source: IDC European Telecom Services Database, 2Q2014 IDC Visit us at IDC.com and follow us on 13

14 Business Market Trends VPNs Cost optimization and innovative, flexible features & solutions is key Hybrid networks now common Enterprises looking for added value (perf mgmnt, apps monitoring, bandwidth provisioning, and SLA capabilities). Network services increasingly part of solution selling strategy. Network virtualisation becoming increasingly important Core Data Services Next gen broadband access key IP-VPN & Corporate IA markets mature Growth area is Ethernet Enterprise Voice TDM market in permanent decline SPs need to push IP Voice as aggressively as they can IP Voice comes with added value in the form of UCC and Cloud IDC Visit us at IDC.com and follow us on 14

15 IDC Enterprise Communications Survey 2014 Annual survey across EMEA carried out in the Spring 1,124 interviews in WE this year below are other characteristics of the WE sample: Company size: split equally into three groups ( employees, , and 1,000+) Verticals: Finance, Manufacturing, Public Sector, Retail/Wholesale, Business Services & Transport Respondents: executives responsible for telecoms & networking 73% had IT executive titles Qualification: Companies must have at least two sites HQ: 9+ of companies interviewed had HQ in country where interview took place Multinationals: 31% of companies were MNC IDC Visit us at IDC.com and follow us on 15

16 Company Attitude to Advanced ICT? Importance of Advanced ICT 49% 8% 43% ICT Technology Priorities Improving data backup and recovery capabilities Improving WAN or network security Improving the performance of applications on the WAN Upgrading existing network/bandwidth Converging voice and data networks onto IP Deploying business applications on mobile devices Implementing or expanding your use of cloud services Critical and strategic resource Business growth and competitive advantage Implementing Video Enabling enterprise social networking Implementing IoT solutions Deploying UC&C Improve efficiency and reduce cost Source: IDC European Enterprise Communications Survey 2014 IDC Visit us at IDC.com and follow us on 16

17 Company Attitudes to Budgets? Buying Considerations Sacrifice contract terms for discounts Buying services through an online marketplace Moving to a "Pay-as-you-Use" model Migrating from CPE to Hosted solutions Budget Control for New Projects Solely LoB 21% 3,4 3,5 3,6 3,7 3,8 Solely IT 28% Budget Changes over the Next Year Services that are hosted and managed by a service provider Mobile voice and data services WAN or VPN services supplied by a service provider Your own datacenter facilities Network equipment LoB with input from IT 31% IT with input from LoB Slight Increase Significant Increase Source: IDC European Enterprise Communications Survey 2014 IDC Visit us at IDC.com and follow us on 17

18 Company Attitudes to NSPs & Cloud IaaS SaaS NSP++ NSP+ Neutral ITSP+ ITSP++ NSP++ NSP+ Neutral ITSP+ ITSP DaaS NSP++ NSP+ Neutral ITSP+ ITSP PaaS NSP++ NSP+ Neutral ITSP+ ITSP++ CaaS NSP++ NSP+ Neutral ITSP+ ITSP++ Source: IDC European Enterprise Communications Survey 2014 IDC Visit us at IDC.com and follow us on 18

19 Company Attitudes to NSPs & Cloud Why not buy Cloud from NSP Cloud implications on the Network NSPs are less innovative than other types of cloud provider Increase bandwidth Use WAN optimisation NSPs currently lack skills and experience NSP Cloud services are more expensive Do'nt want to buy network and cloud services from the same provider Had bad experience with NSP and Cloud services Change network service providers Buy a higher quality network service Use cloud services over a VPN instead of the Internet Use a class of service mechanism No change 28% 3 32% 34% 36% 38% Source: IDC European Enterprise Communications Survey 2014 IDC Visit us at IDC.com and follow us on 19

20 Telcos as Next-Gen SPs Strengths The Network Customer relationship Brand Opportunities Traffic is growing 3 rd Platform developments Next-gen partnerships Weaknesses Agility & flexibility Next-gen skill sets Business Model Threats Emerging eco-system Next-Gen innovation OTT IDC Visit us at IDC.com and follow us on 20

21 Essential Guidance for NSPs Internalize the fact that 3 rd Platform will account for nearly all new growth Understand how the clients are changing what are they buying and who is buying it? Differentiate 3 rd Platform initiatives on the network Deliver value to the business not just cost savings Experiment these are changing times, and no one has all the right answers Speed up the pace of innovation internally Standardize, automate, orchestrate or partner The glass is very much half full! IDC Visit us at IDC.com and follow us on 21

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