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Transforming the Network: Implications for Telecom Power Marketing

Transforming the Network: Implications for Telecom Power Marketing. Intelec 2004 Chicago. September 22, 2004. Wireless/Wireline Parity. 200. Total Telco Connections. Ultra-Broadband PIPES. 180. 160. 140. POTS. 120. Millions of Connections. 100. Resale/UNE. 80.

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Transforming the Network: Implications for Telecom Power Marketing

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  1. Transforming the Network: Implications for Telecom Power Marketing Intelec 2004 Chicago September 22, 2004 skyline marketing

  2. Wireless/Wireline Parity skyline marketing

  3. 200 Total Telco Connections Ultra-Broadband PIPES 180 160 140 POTS 120 Millions of Connections 100 Resale/UNE 80 Total Narrowband 60 40 Broadband xDSL and T-1 20 0 1995 2000 2005 2010 2015 2020 POTS to PIPES • Circuit switches to packet (C2P) • Narrowband POTS to broadband PIPES (P2P) • “Triple-Play” services: POTS + Internet + TV on unified networks • Reduce costs: redirect capex and reduce opex skyline marketing

  4. New Growth Businesses 26% Established Business 74% 2004e CapEx = $15.7 B Major Telco Priorities • New revenue streams to replace POTS • Bundled services to boost ARPU and replace profits • Significant and sustainable OPEX reductions • Retain and win-back customers • Shift CAPEX to new technologies … C2P and P2P skyline marketing

  5. DC Power Systems Secondary Distribution -48VDC Loads Primary Distribution -48 VDC out Other DC Loads System Control DC/DC Converter Utility AC in DC/AC Inverter AC Loads AC/DC Rectifiers Batteries … only the packaging changes! skyline marketing

  6. Local Exchange Carriers skyline marketing

  7. Tandem STP SCP Tandem Long Distance Network SCP SCP REO Local Exchange STP STP SEO HEO Business PBX Local Exchange NGDLC System Residential PBX Business NGDLC Residential Local Exchange ILEC Network Before C2P skyline marketing

  8. Softswitch Servers Packet Network Local Exchange Gateway Gateway Gateway Local Exchange PBX Business Residential Key System ILEC Network After C2P skyline marketing

  9. Access Network Infrastructure Central Office MTU or MDU Building Entrance Terminal Class 5 Switch F2 Service Terminal CO Loop Service Drop DLC (COT) MDF SAIC F1 “Feeder” Plant “Subscriber” Tandem (via IOF) F2 “Distribution” Plant F2 Service Terminal DLC (RT) T1 trunks on copper or fiber Service Drop ~ 296 M “Equipped” Loops in Major Telcos ~ 168 M “Working” Loops in Major Telcos “Subscriber” skyline marketing

  10. Fiber-to-the-Node (FTTN) SAIC CO Remote DSLAM Voice (PSTN/TDM) (300-500 Subs) Softswitch SAIC 48/190 VDC Data (ATM/FR, IP/Ethernet) Power Node Remote DSLAM (300-500 Subs) 12,000-18,000 ft. Fiber feeder cable 5,000 ft max. Copper distribution skyline marketing

  11. Fiber-to-the-Premises (FTTP) Circuit/Packet Switch AC Optical Network Terminal (ONT) Residential DC Power AC Optical Line Terminal (OLT) ONT Splitter Central Office Ethernet N x POTS Upstream Data Rate = 155 Mbps Downstream Data Rate = 622 Mbps Separate Wavelength for Video = 1550 nm Small Office/ Home Office ONT skyline marketing

  12. Cell Site Trends Access Mobility Vehicular In-Building/Near Building Neighborhood Picocell Microcell Macrocell Integration with Wireline Network skyline marketing

  13. Cell Site Deployments Neighborhood/ Pedestrian Microcells 2G/2.5G/3G In-building/ Near-Building Picocells 2.5G/3G Vehicular Macrocells 2G/2.5G Wi-Fi Hotspots skyline marketing

  14. DC Power System Trends Customer Macro/Micro Power Plant (5-100 A) Serving Area Small Power Plant (150-800 A) CO/Hub Large Power Plant (2,000-10,000 A) CEVs, Huts, Cell Sites ONUs, Fiber Nodes, Micro/picocells “Power plant on a pole; power plant in a cabinet.” skyline marketing

  15. Global Telecom Power Market, 2008 5-Year CAGR = 6% Source: Skyline est. skyline marketing

  16. Power Product/System Features • Energy efficiency • 90-92+%; thermal performance • Power density • Smaller size, weight for same output • Ease of handling • Installation, maintenance • Improved system control • Remote operation • Short-interval provisioning/maintenance skyline marketing

  17. Telco Decision Factors • Packaging • Reduced size/weight in compact package • Performance • Increased power density • High availability/reliability • Energy efficiency • Remote intelligence, hands-off operation • Price • Competitive first costs • Lower life-cycle costs skyline marketing

  18. Strategic Marketing • Know your customers • Network topology, customer base, key issues/drivers • Adapt to price pressures • Bigger carriers looking for capex, opex reductions • Develop value-adds • Turnkey packages - Equipment + Services in one stop • Time = money - JIT, Inventory management • Scope aftermarket opportunities • Equipment add-ons, site management/maintenance • Growing outsource opportunities skyline marketing

  19. Strategic Considerations • It’s a small systems market! • Access gateways/remote terminals closer to customers < 1 mile • Small power plants will predominate • Sell telco-by-telco • Each situation is unique • Develop a USP for each • Follow the money! • Focus on key accounts • Need to assess opportunities/risks • Develop OEM channels skyline marketing

  20. Skyline Marketing Groupwww.skylinemarketing.com We help you make your numbers!! skyline marketing

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