REFERENCES CONSUMER & ENTERPRISE VSAT

REFERENCES CONSUMER & ENTERPRISE VSAT Rev.2 09/2015 www.newtec.eu

Contents TABLE OF CONTENTS Let s have a Dialog 4 Network Innovations 7 SES 8 Eutelsat 11 Bentley Walker 12 Liquid Telecom 15 Airbus Defence & Space 16 3

Intro LET S HAVE A DIALOG VSAT BUSINESS IS TODAY VALUED AT 3.8 BILLION USD C- and Ku-band Towards Ka-band After the broadcast (DTH) market, the VSAT market is one of the key revenue drivers in the satellite industry. Although the initial band-pipe satellites were mainly designed for the broadcast market, the last 25 to 30 years has seen VSAT consuming a substantial part of the overall satellite capacity, initially in C-band. With the performance improvement VSAT technology brings, a tremendous VSAT market growth has also been realized using Ku-band capacity. However, C-band and Ku-band does not come cheap and, as spectrum licenses became scarce, it became clear there was a need to find alternative solutions in other more available, lower cost capacity; hence the entry of Ka-band into the market. Lower cost on the satellite payload, higher on-board satellite capacity and Ka-band s ability to re-use frequency provided enough reasons to see the growing VSAT market make use of Ka-band. The consumer broadband access market, in particular, saw huge growth, mainly in the United States of America, where there was a need to deliver affordable and fast internet connectivity to regions under-served by any reasonable terrestrial services. In Europe, SES-Astra started its Astra2Connect service in Kuband in 2007, later migrating to Ka-band once capacity was available within SES. Meanwhile, Eutelsat launched the first High Throughput Satellite (HTS) called Ka-Sat. With more HTS due to be launched in the coming years and a huge amount of capacity becoming available at reasonable prices, there will undoubtedly be an increasing number of satellite based consumer broadband opportunities worldwide. Enterprise and broadband access represent 85% of the VSAT market ( source NSR) Enterprise VSAT Although the USA and Western Europe has the largest installed base of satellite based consumer broadband, one of the main revenue drivers in the VSAT industry remains the enterprise market. In Europe alone, there will still be 250,000 SMEs who will have no access to broadband connectivity by 2020, while more than 3.3 million SMEs will only have limited broadband connectivity, no faster than 1-2 Mbps. This is as content grows, making speed more essential than ever. MF-TDMA? SCPC? DVB-S2? So What Technology to Choose? Just like enterprise customers are versatile and different, so too are their service requirements. What matters is choosing a technology that is as versatile as their customers. For this, there is a wide choice of technologies available but caution is needed as one technology might only fit a small section of an enterprise s customers, making it incapable of adapting to the changing service requirements of customers over the mid- and long-term period. Making the right choice and investing in a technology which will result in a return on investment over a substantially long period, without becoming obsolete before being amortized, is a tough choice to make. has the technology to sustain long-term business requirements while avoiding becoming obsolete before being amortized. Broadband Satellite Market Revenues, 2012 Enterprise VSAT 49% Broadband Satellite Market Revenues, 2022 Enterprise VSAT 33% Backhaul 12% Broadband Access 32% Backhaul 11% Trunking 8% Broadband Access 52% Trunking 3% 680 VSAT Operators $ 3,8 billion Revenue Africa Middle East 160 Asia-Pacific 170 North America 85 Latin America 115 Europe 150 It s Called Dialog! We at believe that the Dialog multiservice platform provides the flexibility and the versatility that customers may ask of enterprises delivering services. Whereas before, the appropriate technology had to be selected from one or more vendors in order to serve customers, Dialog allows a large variety of services to be offered and combines various technologies on to a single platform, reducing capital investment and providing easy operation for a single platform with a large variety of services. References: s VSAT technology has been selected by a number of reputable satellite operators and service providers and we are proud to present the following deployments over 4 continents and over 140,000 terminals sold: SES-Astra, based in Luxembourg, has been using the Sat3Play technology since 2007 and has deployed successful services in Europe, the Middle East and Africa, both contracted for Ku-band as well as Ka-band for its Astra2Connect Broadband service with over 120,000 terminals deployed; Eutelsat, based in Paris, France, has selected Sat3Play for its IP Easy broadband services in Africa and Latin America; Bentley Walker, based in the United Kingdom, is using the Sat3Play system operating in Ka-band over Africa; Liquid Telecom, based in the United Kingdom, has selected Sat3Play as their main broadband platform to offer consumer grade services, along with an MPLS breakout service to supplement its own fiber network; Avanti Communications based in London, United Kingdom, has selected Sat3Play for the delivery of several Ka-band HUBs; SkyeVine in South-Africa, is delivering broadband services on Intelsat Kuband over Sub-Sahara Africa; Gazprom Space Systems, based in Moscow, Russia, has selected Sat3Play for consumer, enterprise and SCADA services in Russia, starting in Ku-band with a possible migration to Ka-band; Rusat, based in Moscow, Russia, uses Sat3Play for large scale network for delivery of consumer and B2B services; X2NSat, based in the USA, will provide scalable, low-cost satellite connectivity for data, voice or Internet, reaching all corners of the North American continent and outlying areas; NigComSat, based in Lagos, Nigeria, has recently contracted for the delivery of Sat3Play technology for broadband services in Ka-band over West-Africa. 4 5

Network Innovations Reference Case NETWORK INNOVATIONS REFERENCE CASE About Network Innovations Network Innovations (NI) is a leading satellite communications provider of systems and services for the defense, government, maritime, media, oil and gas, mining, utilities and public safety markets. Since 1988, NI has grown successfully through the development and delivery of turn-key communication solutions, ranging from handheld satellite phones to large fixed VSAT installations. Headquartered in Calgary, Canada, NI hosts branch offices in the USA, UK, Netherlands, Djibouti, Afghanistan, Singapore and Australia. The Playing Field just Changed for VSAT Solutions NI created a solution for VSAT customers which addressed their traffic requirements and financial constraints. Recognizing the importance and capabilities of s patented Mx- DMA TM technology (part of the Dialog multiservice platform), NI teams collaborated to develop a forward-thinking architecture that incorporates advancements with NI proprietary technology. It s called MAVERICK VSAT. Unlike traditional platforms which are restricted by hardware and only offer a few solutions, MAVERICK is a complete service that allows NI to create customizable solutions for a variety of needs. NI chose Dialog because it gives us the flexibility to customize our MAVERICK service to a variety of vertical markets and application types. MAVERICK VSAT is a service that supports customer growth, reduces budget constraints and adapts to existing infrastructure. This results in increased link stability, flexibility to change service level requirements as needed and customized, self-managed pricing to control spending and overall project costs. Innovation and Advancements With the ability to enable optimal modulation and bandwidth allocation technologies, NI s use of s Mx-DMA technology as part of MAVERICK offers bandwidth savings allowing modulation and power changes in real-time without packet loss. NI s innovation and s technology offer customers a future-proof VSAT service supplying scalable, efficient, and flexible solutions which generate a high return of investment on customers investments and communication deliveries. Tim Harkema, President and CEO, at Network Innovations 6 7

SES Reference Case SES REFERENCE CASE For many years we are enjoying a productive and professional relationship with helping to push the technological boundaries to deliver a fast and reliable satellite broadband service for our customers, for the best value. First European Satellite Based Broadband Service SES, under its brand name Astra, started delivering the first European satellite based broadband service, called AstraNet, in 2004. AstraNet was a one-way (down-link via satellite) satellite broadband access service, which used PSTN (telephone line) as a return-link. Back then, in the days of limited data, this was a response to the market requirements. However data throughput encountered extremely fast growth, resulting in the PSTN return path becoming constraining for delivering a real broadband experience to the end user. Entering the VSAT Market entered the VSAT market early, in the year 2000, and delivered VSAT platforms initially based on the DVB-RCS standard. In 2003, also developed a solution for interactive satellite TV called Satmode, which, in contradiction to the broadband based DVB-RCS, was a narrow band return-link that proved very cost effective. A new Two-way Satellite Broadband Solution In 2006, SES-Astra asked to work on the development of a new two-way satellite broadband solution, which would combine the best parts of DVB-RCS with the cost effectiveness of Satmode. The First Sat3Play Network This resulted in the delivery of the first Sat3Play network for SES in 2007. took the following criteria into consideration in the development of Sat3Play: Low cost user terminal at a consumer acceptable price level Self-installation capability versus traditional and costly VSAT installation Bandwidth efficient solution, as the price of the service was predominately important Astra2Connect In 2008, SES introduced the Astra2Connect satellite based two-way broadband solution starting at a service price of 29/month with a user terminal for less than 400. Very soon, Astra2Connect became the predominant alternative broadband access service provider for customers in regions deprived of acceptable terrestrial connectivity. More than 110,000 user terminals had been delivered through a large variety of European Internet Service providers towards end users. Today, SES Broadband Services, as it is now called, delivers satellite broadband services to the consumer and professional markets in Europe, the Middle East and Africa, in both Ku- and Ka-band. The services are provided over more than 15 VSAT platforms and over several SES satellites. Next to the pure broadband access service, the Astra2Connect service, combined with s technology, also proved to be suitable for other applications such as delivery of service to SCADA networks. The service Astra2Connect has recently changed its name into Astra Connect. SCADA In 2009, SES and started delivering services and technology to the Italian based alternative electrical power supplier GSE, which was gaining electrical power from alternative sources, such as water and wind. Each power production site, most of which are located in remote areas, needed to collect power production data. In absence of suitable terrestrial connectivity, satellite was chosen as the alternative solution. Today, GSE has more than 5,000 sites connected through satellite. Ku- and Ka-band Capacity Initially, Astra2Connect used just Ku-band capacity. With the arrival of new SES satellites, which had Ka-band transponders, further extension was realized using the even more competitive Ka-band. This was not a problem for as their technology is compatible for both Ku- or Ka-band capacity and even existing Ku-band customers could migrate towards Ka-band by re-using most of the installed equipment. 8 9

Eutelsat Reference Case EUTELSAT REFERENCE CASE Eutelsat has longstanding experience in providing a significant range of VSAT services on various technologies for a large part of the world. Eutelsat was also the first satellite operator in Europe to invest in a High Throughput Satellite (HTS) called KA-SAT which delivers the Tooway consumer broadband service. The Need for Connectivity This aimed to solve the problem of a lack of sufficient terrestrial communication means and the need for connectivity, not only for using the Internet, but also for inter-company communication facilities, which was high in remote regions. New Broadband Service for Africa Africa has also always been an important data market for Eutelsat. The company discovered the competitive advantage s VSAT technology could offer and decided to launch a new and updated broadband service to the African market called IP Easy. We selected as our technology partner for a number of reasons, not least the reliability and high efficiency of its products. s Sat3Play product, with its Point&Play self-installation also enables end users to autonomously install the complete system with no specific qualification or expensive tooling needed. Extensions to Latin America Today, Eutelsat, delivers IP Easy broadband services to Africa over several platforms and Eutelsat satellites. By the end of 2013, Eutelsat had also signed a service agreement with an Internet Service Provider in Latin America. This resulted in the installation of an additional VSAT hub onto a teleport in North America. The whole network, using hubs in three different teleports, is fully operated by Eutelsat s affiliate company that operates a teleport in Cagliari- Italy. This demonstrates the multi-gateway capability and ease-of-remote management that s VSAT platform and network management system can provide. 10 11

Bentley Walker Reference Case BENTLEY WALKER REFERENCE CASE s network management solution is rather unique in the VSAT industry and will contribute largely to network performance management as well as to increased end customer satisfaction. Finally, More Independency for Resellers Bentley Walker is one of the largest satellite service providers based outside of the United Kingdom, which provides services for Europe, the Middle East, Africa and Latin America. In 2013, Bentley Walker recognized that VSAT technology was embracing certain unique features, which were, at that time, not available from other vendors. One of the key and convincing elements was the unique ability of the Sat3Play solution to allow regional resellers to monitor and control their own network of installed terminals and provide adequate first line support to their end users. All of this can be done without needing to contact the network operator to obtain relevant and service related information for a specific end user. The VSAT Platform as a Solution A VSAT platform was initially installed at the teleport of Avanti in Cyprus, using Hylas 2 Ka-band capacity. Using this technology, Bentley Walker started to deliver services in Libya and Iraq. At a very early stage, resellers accepted the technology proposed by Bentley Walker and there was an unprecedented increase of demand from the market. Increased Efficiency and User Satisfaction From an operational and efficiency perspective, Bentley Walker had access to a solution which was very easy to operate. s technology enabled the service to be more efficient on the bandwidth usage and the end user experience was considered to be above expectations. Considering the successful relationship, Bentley Walker decided to keep on board and expand its service offering to the Middle East. 12 13

Liquid Telecom Reference Case LIQUID TELECOM REFERENCE CASE Liquid Telecom works exclusively in Africa and is the most active telecom company that is investing in, rolling out and operating fiber networks. However, as well as fiber, Liquid Telecom has a long history of delivering secure, reliable microwave and VSAT based services to its customers in regions where fiber is not a viable option. VSAT based services have always been of great importance to Liquid Telecom in order to provide a total connectivity solution for its customers who often want to connect a large number of corporate sites. In 2012, Liquid Telecom decided to review its competiveness and started to investigate other VSAT technologies available. Scalable Networks and Reliable Infrastructure Liquid Telecom judged s technology to be the most attractive and in line with the overall service expectation of its customers, which included Africa s largest mobile network operators, ISPs, banks, financial institutions and businesses of all sizes. Two of the key criteria included needing scalable networks and reliable infrastructure. In 2013, Liquid Telecom and entered into an agreement for the delivery of a VSAT network to be installed on a teleport in South Africa. Since then, a large number of terminals have been shipped throughout Africa. The platform was the most compatible and reliable choice and enabled the provision of extended MPLS services to various corporate customers. 14 15

Airbus Reference Case Upgrading the Customer Experience AIRBUS DEFENCE & SPACE REFERENCE CASE Airbus wanted to expand its Terralink satellite connectivity service portfolio. Terralink delivers reliable satellite connectivity to a large range of Airbus Defence and Space Switches to Eagerly Anticipated Dialog Platform enterprise customers, including those operating in the humanitarian, mining and energy sectors. It provides reliable and secure voice and data communications in locations where terrestrial communications infrastructure is not available or of poor quality and is also used as back-up for mission critical networks. Airbus DS Airbus Defence & Space, the leading provider of trusted satellite communication solutions for land, maritime and government customers, has opted for Dialog as the platform for its Terralink satellite connectivity service portfolio. This expansion of Terralink is the latest product innovation within AuroraGlobal, the company s strategic satellite communications services portfolio providing highly flexible and efficient satellite links to a diverse customer base. Airbus is the first to use the eagerly awaited platform to achieve its goals. Airbus delivers high quality voice, broadband data, value added services and solutions across five continents. Its wide range of managed services and mission-critical communications are covered by stringent Service Level Agreements needing a high level of operational excellence. At the same time the company is faced with ever-evolving market requirements and the need to make more efficient use of the space segment. The global fixed VSAT network, serving enterprise and government customers, operates out of several teleports and has remote VSAT terminals deployed all across the globe. The new services available from Airbus Defence and Space using Dialog connect organizations locally and cross-border in private networks or to the public Internet, enabling use of email, web browsing and IP applications, ensuring business connectivity wherever they are based. Future Proof Technology Airbus selected the Dialog platform as it is the most future proof technology available. It enables a variety of services on a single platform, providing the required scalability and flexibility. At the same time, Dialog assures cost optimization of the required space segments by using the most Highest throughputs: Pioneering next generation land VSAT services across all frequency bands (C-, Ku-, Ka-band) Powered by Dialog Technology optimal modulation and bandwidth allocation technologies including s patented Mx-DMA technology. The new services offer a significant boost in service flexibility and link efficiency towards service providers and end-users. Due to faster and smarter data processing, new coding, and compatibility towards Future proof: Fully upgradeable to HTS services AURORA enterprise various technologies, more can be sent and delivered through the satellite link. 16 17 Airbus DS

AIRBUS DEFENCE & SPACE Consumer & Enterprise VSAT Airbus Reference Case A Technological Partnership Airbus and also established a broader technological partnership where the complementary strengths of both companies will drive further improvements for the mobility and mission critical satcom market. The first of Airbus customers to benefit from the improved end-user and service management experience offered by Dialog is one of the world s largest humanitarian organizations. The unique scalability and combination of satellite technologies catered for by the new platform means that organizations of many different shapes and sizes will benefit. It also positions Airbus as the ideal connectivity solution for customers with low to very high bandwidth per link requirements. Being faced with ever evolving markets requirements and the need to make more efficient use of our space segment, Dialog platform turned out to be the most future-proof technology choice for Airbus Defense and Space. It will power our next generation Enterprise VSAT services that will be launched later this year, as part of our AuroraGlobal initiative. The network hubs are now installed and operating in several Airbus owned teleports worldwide. The service areas include Europe, Central Europe and the Middle East with Kuband services and Africa and Asia Pacific covered with C-band services. Next Generation Service Terralink is designed for small to large VSAT corporate networks requiring a high quality service with dedicated bandwidth or guaranteed data rate (committed information rate, CIR) and bursting capabilities to meet periods of high demand. It features customized service plans from 10 kbps up to 45 Mbps (outbound) and from 10 kbps up to 8 Mbps (inbound), with unlimited data volume allowance. Additional packages will be launched in the near future. AuroraGlobal is the global portfolio of multi-band satcom services for government, maritime and enterprise markets bringing all satellite frequencies and capabilities into one network, providing service providers and customers variety of choice. With this portfolio, Airbus provides customers with throughput comparable to next generation services, today. Thanks to Dialog, Terralink enables services to run more efficiently than ever before over satellite and allows the same core platform to be used for customers of any size and network requirements. This is made possible by using the most optimal return bandwidth allocation technologies, including well-known SCPC, MF-TDMA and Mx-DMA return technologies, all on the same platform. Mx-DMA incorporates the best features of MF- TDMA and SCPC technologies and at the same time solves the difficult choice of selecting one or the other. Additionally, the latest modem allows transmission changes without traffic interruption and loss of data, which improves the link availability and reduces latency. 18 19 Airbus DS

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