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D ISP Overviews Julian Herbert point-topic 28 January 2005

D ISP Overviews Julian Herbert www.point-topic.com 28 January 2005. ISP Overviews. Background The six ISPS Summary Highlights Propositions. ISP Overviews. Background The six ISPS Summary Highlights Propositions. Background. Profiles of six ISPs All from outside UK

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D ISP Overviews Julian Herbert point-topic 28 January 2005

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  1. D ISP Overviews Julian Herbertwww.point-topic.com 28 January 2005

  2. ISP Overviews • Background • The six ISPS • Summary • Highlights • Propositions www.point-topic.com

  3. ISP Overviews • Background • The six ISPS • Summary • Highlights • Propositions www.point-topic.com

  4. Background • Profiles of six ISPs • All from outside UK • Pioneers in marketing particular value-added applications www.point-topic.com

  5. ISP Overviews • Background • The six ISPS • Summary • Highlights • Propositions www.point-topic.com

  6. The six ISPsOverview www.point-topic.com

  7. Bell Canada – SimpaticoSummary Security for residential & business customers • Uses ‘white label’ security services from Zero Knowledge Systems (ZKS). • Customer opts to receive security report about threats which have been intercepted. Report = marketing and communications opportunity • Anti-virus, Anti-spyware, Firewall package free for 6 months and C$10.90 a month thereafter; equivalent to 19% of monthly ARPU • Improves customer retention: ZKS claim customers with security option are 30% less likely to churn www.point-topic.com

  8. Bell Canada – SimpaticoHighlights • Service deliberately simplified compared to shrink-wrapped alternatives • Marketing and communications opportunities to subscribers via a useful service • Increase ARPU across a wide range of consumers (around C$11 or 19% of monthly ARPU) • Service can be licensed on up to 3 PCs per household www.point-topic.com

  9. Bell Canada – SimpaticoPropositions • Have you had a computer virus infection? • Do you pay for Anti-virus/firewall/anti-spyware etc at the moment? • Would you pay £4.60 a month for your broadband security? www.point-topic.com

  10. Catch Communications (Norway)Summary Business-focused ISP makes VPNs cheaper, simpler • Ethernet-based network provides MPLS based IP VPN services comparable in quality to frame relay • Success in attracting price sensitive public sector customers • Average monthly revenue per site of about $500 www.point-topic.com

  11. Catch Communications (Norway)Highlights • IP core network and DSL focus • Winning frame relay and VPN customers with easy-to-install solutions • Recognise that quality has to be better, price lower, to overcome inertia www.point-topic.com

  12. Catch Communications (Norway)Propositions • Join your multi-site business for $550/site/month (approx. £290) • You can have an SLA that’s better than for frame relay (although not quite as good as for SDH leased line), and at less cost www.point-topic.com

  13. FastWeb (Italy)Summary Strong video and TV element in a triple-play bundle • Security services for residential and business customers • Full ‘triple play’ package (broadcast and on-demand video, PVR services, telephony, HSI • Video telephony option • Competitively priced bundles (€25, €75, €95/month) • VoD and PVR contribute 11% of total ARPU • Video penetrates 41% of customer base www.point-topic.com

  14. FastWeb (Italy)Highlights • Pure IP network, mainly owned by FastWeb, using DSL and fibre • Good value plug and play service bundle deployed rapidly • Initial focus on just 6 cities • Video and TV will increasingly drive revenue • Not required to develop emergency call service, so VoIP market stimulated www.point-topic.com

  15. FastWeb (Italy)Propositions • Structured service bundles for €25, €75, €95 monthly • Video telephony – camera for €5/month, free calls to other FastWeb subscribers, vs €1 Euro/min to ISDN videoconferencing line (ie at an office) • Video on demand – library of 1000+ titles, at €4 for a back catalogue film, €6 for a ‘latest release’ www.point-topic.com

  16. Free (France)Summary Voice over IP as part of residential triple play bundle • Triple play bundles comprises HIS, TV and Phone for flat monthly rate €29.99 • Proprietary nationwide network (12,000km optical network, 220 ADMs, 1500 DSLAMs, equipment in 602 France Telecom exchanges • ADSL 2+ launched July 2004 • 1 million customers at end 2004 www.point-topic.com

  17. Free (France)Highlights • VoIP switches and gateways deployed as part of extensive proprietary national network • Highest penetration of primary voice line customers of any broadband network in France • Free calls to any fixed line number in mainland France • Customer base growing at 18% quarter on quarter in 2004 www.point-topic.com

  18. Free (France)Propositions • Do you currently use voice over IP services, either through your broadband provider or through software based solution such as Skype? • Would VoIP be compelling as a primary line replacement or just for secondary line? • How complicated does setting up a VoIP service appear to be? www.point-topic.com

  19. SingTel (Singapore)Summary ‘Turbo’ button to boost download speed • BOD service launched July 2003 • Connection speed increased ‘on demand’ at a price based on data consumption; overage = S$0.3/Mb • Users log-in to high bandwidth service through a different domain • Increases bandwidth from 512kb to 1.5Mb www.point-topic.com

  20. SingTel (Singapore)Highlights • Speed top up available to some broadband users • Other operators have trialled this (NTL - 'Turbo') • SingTel sells BOD on top of a relatively complex range of broadband and 'midband' products www.point-topic.com

  21. SingTel (Singapore)Propositions • How fast do you think broadband is? 500k? 1 Mbps? (use examples of song download times). • Roughly how much data do you think you download in a month? (1 Megabyte, 10 Megabytes, 100 Megabytes, 1000 Megabytes (=1 Gigabyte), 10 Gigabytes, 100 Gigabytes?) • Would you pay less if you could only use fast broadband during evenings and at nights, or at weekends? www.point-topic.com

  22. Sprint (USA)Summary Bundled DSL, telephone, mobile retains customers • Packages tie together fixed (local/long distance) offering with Sprint PCS mobile offering • Offers incentive to Sprint DSL customers to become Sprint PCS customers • Subscribers to all services benefit from c. $15/month off DSL csot and free calls between home and PCS • Market limited to intersection comprising local exchange customers on DSL enabled exchanges in areas of Sprint PCS coverage www.point-topic.com

  23. Sprint (USA)Highlights • Nearly 70% of local exchange customers puchase additional mobile or DSL packages • Data is the only fixed line of business which increased revenue in Q3 2004, thanks largely to increase in DSL take up • Range of bundled packages, based around subscribing to a Sprint local exchange service in one of 18 states • Revenue growth from installed customer base heavily offsets overall revenue decline being experienced by Sprint in the local exchange market www.point-topic.com

  24. Sprint (USA)Propositions • Do you think bundling services together would save you money in the long term - or is it better to keep elements separate and to shop around? • How much of an advantage is it to have all three services on a single bill? • If you buy a bundle of services are you concerned that one or more of them might not be the best for your particular needs - such as including the mobile company which gives the best local fixed service? www.point-topic.com

  25. Julian Herbert 020 7551 9260 www.point-topic.com julian.herbert@point-topic.com www.point-topic.com

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