Maritime. Frank Coles President

Transcription

1 Maritime Frank Coles President

2 Maritime business at a glance Mission: To serve the world s Maritime markets Inmarsat Maritime is a $600m business that enables solutions for safety, efficiency and crew welfare Primarily indirect channel to market, with focused direct channel to drive GX adoption and new market access Well positioned to grow ARPU and capture new subscribers in adjacent markets Products Services Solutions Global reach Connected to the end users Enabling safety, efficiency and welfare solutions for the maritime industry 15

3 Maritime business at a glance Building strategic partnerships with the Maritime industry Strategy: Provide and enable solutions that help our customers Comply with regulatory requirements Realise savings through efficiency in operations Implementation: Safety Solutions IMO Mandated GMDSS provider Environmental and personnel regulation Business efficiency solutions 90% of the world s trade moves on ships 45,000+ FleetBroadband (FB) terminals Enable applications to optimize shipping operations Crew welfare solutions Personal connectivity solutions Voice, data, internet and content solutions Improves morale, retention (reduce hiring and training costs) 16

4 Market trends Smart Shipping will drive need for high speed, reliable communications More data is coming ashore today Industry is automating data gathering, to power real-time decision making from shore Concept testing of fully automated drone ships underway Traditional shipping Digital shipping Smart shipping Drone ships Voice calls Basic and attachments Operational data to shore Simple automated transfer Automatic data gathering & transfer Real-time decision making Fully automated, unmanned vessels Failsafe, always on communications Growing requirements for fast, reliable, redundant communications 17

5 Growth opportunities Increase ARPU and expand into new markets Commercial Maritime Strong, well established customer base Primary objective to grow ARPU from existing base New product introduction (i.e. Fleet Media, ifusion, GSM) Plan upgrades to support additional functionality and services (i.e. crew browsing) Migrate customers to XpressLink (and therefore guarantee revenue for GX) Yacht Programmes to grow subscriber base Tailored plans for the market Large FB plans, XL Seasonal plans Fishing and Leisure Penetration using FB commercial plans has been minimal Fleet One introduces new route to market Cost effective home region coverage plus roaming Prepaid and seasonal usage options Cruise Not a target. Few ships, saturated, low margin $100M $60M 18

6 Safety key part of our strategy Capitalise and expand safety services Mariner safety is central to Inmarsat s position in Commercial Maritime Mandated by the IMO as the provider of GMDSS (Global Maritime Distress and Safety Service) New opportunities in Safety Safety as a Service Migration from standalone hardware to software based application modules Integrate and enhance existing solutions into standardised platform Joint development with best of breed industry partners with specialist skills and knowledge Participate in regulatory development, to generate new new opportunities E-navigation regulations GMDSS revisions and updates Environmental protection legislation 19

7 Overview of route to market Expanding traditional channel to add Smart Shipping enablers Inmarsat Maritime Traditional Channel Smart Shipping Channel Direct Support indirect channel Meet competitive threats Address specific customer requirements Indirect Maritime Service Providers Airtime resellers Market specific providers Integrators Engine manufacturers Vessel equipment Communications integrators Maritime customers 20

8 Core market growth Continued subscriber and ARPU growth User base growth Continued growth in FB user base (45,000+ users), despite highly competitive saturated market ARPU growth through value Base ARPU continues to grow across customer base (c.$600+ pm) Increased usage out-weighing technology optimisations and efficiencies Growth in Customer Commitment Plans drive migration through packages Contraction in no commitment Standard Plan due to migration Growth in volume commitment plans 45% of FB base now on higher volume plans Change of perception of communications value and not cost. 21

9 New market growth Rapid adoption of services in new target markets Fleet One New product launched in Q2 to drive growth in adjacent markets of fisheries and leisure Good subscriber uptake in first 3 months of service Leisure Users Growth driven by Safety and Crew Welfare/Entertainment Safety Services provided in non SOLAS (Safety Of Life At Sea) markets to leverage heritage and reputation Fisheries Growth in operational requirements Regulatory developments will further drive growth, through utilisation in e-logs and Vessel Monitoring Systems 22

10 Future markets/pathway to GX Steady growth of high volume data users in XpressLink leads to GX User base growth Leading market share in VSAT installations in deep sea ships (now 1,900+ users) Average 2% growth month-on-month Future foundations Solid customer base committed to future migration to GX Services Implementation of standardised managed service solution Higher ARPU ARPU for managed service solution above FB airtime rates Early adopters of operational efficiency techniques and enhanced crew welfare options drive increased solution requirements 23

11 Maritime growth strategy Drive high-end user development and market expansion GX is the solution for high volume users Expanded bandwidth and capacity Global coverage Advanced platform for billing and service enablement XL is upgrade pathway to GX Assures continued revenue growth and customer acquisition Use new products & services to grow revenue and expand in adjacent markets Fleet Media : Movies, TV, Sports and News ifusion : Crew services, browsing, GSM-at-sea, customer traffic management Fleet One : New service offering tailored for fishing and leisure XL and GX : Path to the future, available today Inmarsat s unique strengths will meet the connectivity needs of the Maritime Industrial Internet 24