MVNO SIP model - VoIP providers are entering

MVNO SIP model - VoIP providers are entering

Telenor Denmark - Wholesale
MVNO SIP model - VoIP providers are entering
into MVNO agreements
Today's Danish Wholesale Market is competitive in which Telenor DK is
second to the incumbent…
4 operators | 5,6m people
… creates room for Wholesale
Retail
End-user
Operator
Wholesale
Retail
WK
• 1997 - Danish Market is regulated by IT & Telestyrelsen in order to increase competition
• 2009 - Danish Market is concluded adequate competitive and de-regulated by IT &
Telestyrelsen
• Present – 48 independent telco’s in the DK Wholesale market
2
Telenor DK’s position in the Danish Wholesale Mobile Market
•48 independent companies
# Avg. kunder
•App. 370.000 end-users (1h 2010) ~
400t ult.
lt 2010
•Total Market Value app. 100 mEuro
Lebara
180t
Onfone
50t
L'EASY, DLG, Lycatel
10t
The voice
ACN, Cirque, Siminn
Elro
TDC
29,3%
Unotel
1,2%
M1
1,5%
2,5t
Øvrige/Others
5,4%
Aairtalk, Basit,
Marcus Mobile,
Facilicom,
FirstCom, GAFFA
Mobil, Happiimobil,
Mtel, Sydfyns
Intranet, Verdo
Tele, WeMobile,
Andelsmobil,
Ekstra Bladet
Mobil, Wigomo,
2Tell, CoolTel,
DanDial, IP Group,
Humanmobile,
Universal Telecom
Telmore
10,4%
DLG
1,3%
Telenor
19 5%
19,5%
3
4,9%
A+ Telecom,
Signafon, LIC, IP
Vision
Waoo, Tellio
Comendo,ComX,
EnergiMidt,
Phone-it, UTN,
Change Networks,
Evercall Comtalk,
Evercall,
Comtalk
Ipinion, FoNet,
Time2call,
Mobilstar,
TeleNordic, Unitel
500
Telia
17,4%
CBB Mobil
7,9%
Bibob
1,3%
Re %:
Rev
%
Source: Tele & IT styrelsen 1h 2010
50%
10%
40%
Source: Estimate of DK WS Market based on Tele & IT styrelsen 1h 2010
3
The figures for VoIP and Mobile subscriptions and traffic
Number of PSTN and IP subscriptions
2.500
PSTN
2.000
VoIP
1.500
1.000
500
0
1. H. 2007
2. H. 2007
1. H. 2008
2. H. 2008
1. H. 2009
2. H. 2009
1. H. 2010
Mobile Subscription and minutes
8.000.000
7.000.000
6.000.000
5.000.000
Mobile subscriptions ex.
datasubs
4.000.000
Mobile traffic
3.000.000
2.000.000
1.000.000
0
1. H. 2010
1. H. 2009
4
The figures for VoIP and Mobile subscriptions and traffic
Main Indicators, 2009-2010
Ultimo / End of
1. H. 2009
1. H. 2010
+/- pct.
Subscriber lines – fixed network
2.251.442
1.904.901
-15,4%
IP telephony subscriptions
628.964
793.151
26,1%
IP telephony traffic (1000 min.)
751.741
996.322
32,5%
Mobil subscriptions
7.017.526
7.558.851
7,7%
Mobile subscriptions per 100 inhabitants
127,1
136,3
7,2%
IP subscriptions by company
Others 25%
TDC 35%
Telenor 17%
Canal Digital
ComX Bolignet
ComX Networks
Dansk Bredbånd
Dansk KabelTV [3]
DLG tele
Fascom [3]
FastTV
Fullrate
NordIT
TDC
Telenor
Telia
Telia stofa
Tellio
Unotel
YouSee
Øvrige / Others
5
MVNO-SIP segments…
1.
ƒ Business – approx 75% of existing MVNO-SIP customers
ƒ Residential Associations, TV aerial association (Antenna)
ƒ Medium and low Tech. – Soho
2.
SoHo/SA Market in period – H1. 2010
582.177
Marked share
• Company numbers in
segment 0
0-9
9 / 10 - 49
employees
100.000
90.000
• Marked share in voice
in segment 0-9
employees = 10,7%
80.000
70.000
60.000
• Marked share in voice
in segment 0-9
employees 10-49 =
,
25,8%
50.000
40.000
30.000
20.000
10.000
0
0-9 ansatte
Total (KOB)
Voice Kunder (KOB)
10-49 ansatte
DSL Kunder
Sim-kort (Voice)
MBB kort
6
VALUECHAIN | WHOLESALE TYPES
Wholesale customers is split into four groups when looked at responsibilities in
Opgaver varetaget af
the value chain
Operatør
BUSINESSMODEL
Bearer
services
MVNE WK
MVNE-WK
VALUE CHAIN
Enabler
Services
Mediation
Provisioning
Rating &
Product
enh.mnt. Billing
Service
integration Settlement
Wholesale kunde
Payment
Services
Marketing
& Branding
Sales
Customer
Service
Marketing
& Branding
Sales
Customer
Service
ƒ Wholesaler sells and do marketing
ƒ Telenor holding everything from network to billing and customer service
Service
Provider
Bearer
services
Enabler
Services
Mediation
Provisioning
Rating &
Product
enh.mnt. Billing
Service
integration Settlement
Payment
Services
ƒ Wholesaler handle sales, marketing, product configuration, billing of end-users and customer service
ƒ Telenor perform network provisioning, called routing, billing, international calling and roaming
Bearer
services
Enabler
Services
Mediation
Provisioning
g
MVNO-SIP*
Rating &
Product
enh.mnt. Billing
Service
integration Settlement
Payment
Services
Marketing
& Branding
g
Sales
Share of
value chain
Customer
Service
ƒ Wholesaler during sales, marketing, product configuration, calls diversion, invoicing end-users, and
customer service/support
ƒ Telenor during network, provisionering, rating, Data (SMS), international calls and roaming
Bearer
services
MVNO**
Enabler
Services
Mediation
Provisioning
Rating &
Product
enh.mnt. Billing
Service
integration Settlement
Payment
Services
Marketing
& Branding
Sales
Customer
Service
ƒ Wholesaler performing anything except radio network
ƒ Telenor holding the radio network
7
VALUECHAIN | WHOLESALE TYPES
MVNO-SIP System Architecture
CONCEPT: Lean setup - have the capability to maximise own IT-infrastructure and Switch-intelligence
Tasksharing
Wholesale
Customer
Telenor
Mast & radio net
Networks elements
IT-infrastructure
Switch
System
MVNO
Service
Provider
SIP
Process
Bearer
services
Enabler
Services
Service A ON
OFF
S
Service
B ON
OFF
Service C ON
OFF
Mediation
Cust. setup**
& Invoicing
Serviceconfiguration*
Provisioning
CRM***
Product
Rating &
enh.mnt. Billing
Service
integration Settlement
END-USER SEGMENTS
Privacy and medium segment in
Business
Payment
Services
Sales
Marketing
& Branding
Wholesalers in Soho/SME
Customer
Service
Own IT infrastructure and distribution systems + Switch.
Voice exchanged with SIP protocol instead of SS7. More
tele-technical
tele
technical heavily than Service Provider setup
OPERATOR
SIM
WHOLESALER
ERS
CDR
SMS C
SMS-C
Switch
WHOLESALE CHARACTERISTICS
Sales
Service
IT infrastructure
PRODUCT
Own postpaid products with their own
configurations and functionalities.
Telenor delivers just 'tracks
tracks and
signaling system'
Sales-systems and
customer staff
IP-Switch
CRM
SGSN
HLR
ND
IF
8
MVNO SIP – Architecture and Presence information
Statusinterface:
• Status (online / offline) [mobile switched on / off / out of coverage
• Call waiting [activation / deactivation of service ]
• Show / hide number [activation / deactivation of services]
• Call forward / Diversion [[activation / deactivation of service and for what number]]
• Operator selection [Telenor / otherwise roaming operator]
• Celle ID information [Location based services
• GPRS APN Attach [terminal attached / deattached to GPRS APN]
9
Product Sheet –
MVNO SIP
MVNO-SIP
10
MVNO SIP – customer types
• Hosted PBX
• SIP Truncs
T
• Mobile
• Security
S
it
• Broadband
(mobile and
xDSL)
11
MVNO SIP – customer types
Microsoft Unified Communications
Microsoft Office Communications Server
12
Telenor wholesale data tariffs, in order to enable the success of
mobile broadband
Retail Data tariffs from MVNO
Small Screen Data - Average usage for
Nokia – 50 MB,, Android – 120 MB,, iPhone – 180 MB
Telenor Wholesale Mobile Data tariffs to Mobile MVNO company
SMALL SCREEN Data
Usage up to MBs/month
Price per MB
200.000
0.20
1.000.000
0,17
5.000.000
0,14
25 000 000
25.000.000
0 12
0,12
Above 25.000.000
0,10
Maximum Speed
Monthly
charge
1024/384 Kbit/s
4
3,6 / 1,4 Mbit/s
8
7,2 / 1,4 Mbit/s
16
Max / Max
24
LARGE SCREEN DATA PACKAGE
1
2
3
59
119
185
MB included
5 GB
10 GB
25 GB
Out of bundle charge (per MB)
0,20
0,20
0,20
10
15
15
1/1
4/2
15 / 5
No
No
No
Monthly charge
Activation – one time charge
Speed Mbit/s (down/up)
Voice activated
Dongles not included
13
MARKEDET | WHOLESALE LIVE CYKLUS
Development track for Wholesalers … and Growth program
In principle all Wholesalers meet the
same challenges on there way from
Entrepreneurship to Mobile MVNO
company
Awareness due to
the threat in
marked share
Maturation for sale
~60k - 100k cust.
Growth: 30.000 cust.
Awareness as a
marked-actor
Wholesale customers
outperforming operators with
factor 3-4 in yearly growth
We know about the
Wholesaler and receive the
needs for access
Possible closing
Foothold : 10.000 cust.
Possible closing
Establishing: < 5.000 cust.
Start-up
Start
up
The Market share of independent
wholesale
h l
l customer
t
decreasing,
d
i
Consolidation driven by:
ƒ Protect wholesale revenue
ƒ Minimize price competition
ƒ Access to other market segments
ƒ Control of market entries
Possible closing
Day
y1
[3-6 months]
Time perspective
[6 - 12 months]
[1 – 1,5 y
year]
[1,5 – 3 y
year]
14
Wholesale Strategy and the way forward
• Continue
C
i
to sign
i
with
i h the
h most promising
i i
Wholesalers
Wh l
l
• Clearly described plan for the four faces
• Simple
l and
d structured
d agreements
EBITDA
GROWTH program:
ƒIncrease the
number of endusers in Telenor
DK’s network
ƒIncrease EBITDA
No. end-user
End-users per. WS
Growth-/succesrate
EBITDA per. end-user
No. WS
GrossAdd
Contract-content
Churn
Value proposition
Telenor cost
Operation
Development
Growth program seeks to optimize the underlying EBITDA parameters,
parameters with particular focus on
ƒ Increase Telenor wholesale share of the WS market and thus end-users
ƒ Increase the success and growth rates in Wholesale customers
ƒ Increase binding of Wholesalers to Telenor
15
• Questions
Kent Fjordvald Lund
[email protected]
16