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Partnerské setkání

Partnerské setkání. 13.6. 2002, Horní Bezděkov. Chasing the gap. Forecast EBITDA Margins. ARPU. Euros/Month. 40%. 38%. 36%. 34%. 32%. EBITDA %. 30%. Expectation gap. 28%. 26%. 24%. 22%. 20%. 2000. 2001. 2002. 2003. 2004. 2005. 2006. 2007. 2008. 2009.

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Partnerské setkání

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  1. Partnerské setkání 13.6. 2002, Horní Bezděkov

  2. Chasing the gap Forecast EBITDA Margins ARPU Euros/Month 40% 38% 36% 34% 32% EBITDA % 30% Expectation gap 28% 26% 24% 22% 20% 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 Banc of America Securities Forecast Possible Worse Case Scenario Source: PwC • The revenue gap for operators to close could be significant – this has been driven by some wrong assumptions

  3. Changing the business model Old assumptions Mobile is a broadband service?Mobile services is for the mass market?Mobile can capture a significant share of the value chain? New business drivers Focus on improving efficiency ‘here and now’Chase incremental revenuesBuild up capability to provide enriched data services

  4. Billing Retention, ARPU maintenance Cost Control CRM Finance services Banking > Transactions Image Sevices Simple picture messaging > camera > mms Solutions > Horizontal > Vertical Media > Cell Broadcast, sms > LBS Corporate Services Corp. - e-mail > intranet > UM Quality and Operational Optimization APPS Platform UMTS Eurotel focus - 24 months 3.Technology Enablers 1. „Traditional“ - Voice & Messaging 2. “Incremental” 4. Commercial enablers Apps> Content

  5. Implications for the next 24 months Maintain position as the leading provider of mobile servicesContinued investment in quality (I.e network and customer care)Greater focus on marketing to smaller segmentsBegin to sell ‘solutions’ in greater quantitySupport upgrade strategy of clientsCost efficiencies 2002 2003 Push data centres within shopsInvest in contentSupport the delivery of content through an application platform Encourage the market to adopt more sophisticated handsets

  6. Content / device push Supplier push has driven the market up to now Barriers Offers Consumer Segments Children Teenagers Hyperconnected Professionals Students Retirees Security / privacy Undeveloped needs Price and Investment levels Complexity Consumer pull

  7. Creating the right market Push into the data area will be primarily driven by customers having the right handsets – we looking at how we shouldsupport this through:- securing deals with the manufacturers- assisting customers purchase handsets- delivering fully configured handsets at the POS- ensuring the value added services are easily accessed through the handset- network is aligned with handset capability- working with content partners to get a high quality stream of content to the end customer

  8. Content is critical • We cannot expect to repeat the Japan experience due to market differences • We need to work with our content partners to ensure we understand customer requirements – and Eurotel support the quick delivery of content 1. CRM: Understand customer behaviour and requirements 2. Application platform: Support content partner delivertheir services quickly, with the flexibility they require 3. Billing:Develop our billing capability to support the enhancedrange of services that will be provided 4. Business model Develop different businessmodels to work with our partner that reflect the valueboth parties bring to the end customer.

  9. Core Business Enterprise Solutions Consumer Services B2B Partners Content / Transaction Partners Product and Service management Network Value Added Layer Outsourced Activities Changing business relationships

  10. UMTS Strategy • In market terms, UMTS will be positioned as an evolutionary data service alongside GPRS, HSCSD • Adopt a prudent rollout strategy which matches investment to market demand • Initial launch services will be targeted at high value segments - particularly business, top consumers • Ensure full compatibility between legacy technologies (I.e handover) • Utilise experience of existing and imminent data services to educate and seed the market • Monitor and evaluate the progress of deployment in Western Europe, Japan to benefit from learningexperiences

  11. UMTS strategy starts now… • Utilise experience of existing and imminent data services to educate and seed the market:- working with content ‘partners’- communication of market needs- supporting service push- developing new business models/ partnerships • Don’t over-hype the market…..keep it simple and make it work!

  12. There is cause for optimism Sonera ARPU and MoU Euro/ Month Minutes/ Month 45 160 43 140 41 120 39 100 37 35 80 33 60 31 40 29 20 27 25 0 Q1 98 Q2 98 Q3 98 Q4 98 Q1 99 Q2 99 Q3 99 Q4 99 Q1 00 Q2 00 Q4 00 Q1 01 Q2 01 Q3 01 Q3 00

  13. Penetrace SIM karet a mobilních uživatelů

  14. Eurotel GSM pokrytí (30.4.2002)(CTU Threshold - 92dBm) Actuals Population Coverage : 96,1 % E-roads Coverage : 99,8 % E50+55 Coverage : 100,0 % Geographic Coverage : 88,1 % Population Coverage CIS : 99,2 % • Key Network Elementsstatus by 30/04/2002: • 3 240 Cell-sites • 8 209 BTSs (sectors) • 15 699 TRXs • 76 BSCs • 20 MSCs CBR : 1,2 % (drive test) CDR : 1,0 % (drive test) Hand-held, 2 W output power

  15. EBITDA v roce 2001 29 operators Eurotel #8 Source:SchroderSalomonSmithBarney, Company data

  16. CONTENT SLUŽBY • 2001 - Celkový obrat GSM operátorů • hlasové příjmy - 80-90% obratu • datové příjmy - 10-20% obratu • 95% - SMS P2P, Data • 5% - VAS (Content služby) • 2006 - Celkový obrat GSM operátorů • hlasové příjmy - 60-70% obratu • datové příjmy - 30-40% obratu • 50% - SMS, MMS, email P2P, Data • 20 % - Informace a Zábava • 17% - Inzerce • 7% - Transakce • 6% - Korporátní služby

  17. Co je Juice? Juice - interaktivní zábava a informační služby - značka a mobilní portál společnosti Eurotel 1. Juice WAP - technologieWAP/CSD nebo GPRS 2. Juice Easy - technologie USSD a Infotext 3. Juice SIM - technologie SIM Toolkit + www.mobiljuice.cz

  18. Přehled vývoje – možnosti pro nové aplikace 2005 Video streaming 2003 Videoklipy 2002 obrázky 1999 Text / WAP 1997 Text / SMS • Interaktivita • Filmy • Hudba • Ukázky filmů • Video zprávy • Obrázky • Fotky • Barevný WAP • Java applets • MMS • T9 textové • zprávy • černobílý WAP • Text

  19. End-To-End Service Development Process Technology Research and Business Dev. End-to-End Service Planning Handset Procurement Service Network Design & Specs Content Programs Handset Specifications Gateways Vendor Selection Content Aggregation SDK + Promotion Handset Development &Tests Implementationand Integration Launch Content End-To-End Testing Launch

  20. Customer Focus Service Focus ARPU focus Required Capabilities Enabling Projects Customer analysis & service Communities CRM, SFA Create demand Services Communication Handsets testing & OEM Service Brand Service in handset Camera handsets Content Billing Per Service Billing Capabilities Apps Platform Applications Application Development Enterprise Architecture Quality of Service IT & SDI O&M Excellence Required Capabilities and Enablers to support change of focus

  21. Aplikační platforma Customers USSD SMS WAP Voice Multi-Access Portal AS Standard Interface (API) Enabler Enabler Billing ISP ISP – Independent Service Provider ICP – Independent Content Provider AS – Advertising Sponsor Partners Provision Enabler Enabler SMSC ICP

  22. Nové multimediální telefony Siemens Cruiser Nokia 7650 Samsung T100 Sharp Panasonic GD67 Panasonic GD87 Ericsson A800

  23. Kategorie služeb

  24. Juice Easy/Infotext - TOP aplikace

  25. Juice WAP - TOP aplikace

  26. Content služby na mobilu se využívají ve volném čase

  27. Interest in new services • ET core users were interested in up-to-date traffic info and covering regular payments by MT, while Go users stressed infotainment (ringtones/logos, multimedia news, games etc.) more. Find Mobile shopping Fun News Fun Fun Music News Games

  28. HIGH TOTAL USAGE • (Above-average usage index) • LOW TOTAL USAGE • (Below-average usage index) • HIGH USEFULNESS • (above-average evaluation of usefulness) • email • info about phone numbers • banking services • train/bus timetables • businesses (addresses) • sports results • sports statistics/tables • listening to radio (?) • economic news • search for health care • navigation/traffic jams • travel info (surroundings) • search for petrol station • taxi booking • LOW USEFULNESS • (below-average evaluation of usefulness) • group SMS • cultural guide • political news • chat • logos/ringtones • playing/downloading games • downloading/sending pictures • music news • calls via operator • booking accommodation • hotel/restaurants (addresses) • last-minute presents • purchase/booking tickets • booking holidays • music in MP3 format • purchasing/sending flowers • lonely hearts • music charts • purchase of books/CDs HOW TO THINK TODAY?Total usage vs. evaluation of usefulness KEY SERVICES SERVICES NEEDED IN EMERGENCY QUESTION MARKS VOLUME DRIVERS

  29. Content services - Eurotel KEY FINDINGS • 1. Content services are mostly used in leisure time • 2. Fun services constantly generate revenue • Jokes, Dating, Chats - auto-generated by users • 3. Games has enormous potential • BUT have to be taken care and supported by prizes • 4. Useful services like news and find services • are not so price sensitive in opposite to entertainment • 5. Use the synergic efect with strong media • 6. There is a great potential in adult services • the most profitable on internet • 7. Don´t create generic content for mass market • BUT tailored content for mass numbers of communities

  30. NEJ z Juice služeb • 1. Nejrozsáhlejší nabídka přístupu k službám s přidanou hodnotou • - Juice Easy, Juice WAP, Eurotel SIM karta s Juice • 2. Jediný „mobilní“ hudební server v ČR - Hitparáda • 3. První informační LBS služby v ČR - Mobilní průvodce • 4. Nejúspěšnější mobilní herní služby v ČR • - SMS/WAP - Chcete být Milionářem • - WAP - Lovci pokladů - 180 tis. hitů za den • - SMS/Juice Easy - xGen Go • 5. Rezervace přes mobilní telefon - MFF Karlovy Vary • - 10 % vstupenek reservováno přes WAP • - 100% úspěšnost • 6. Speciální balíčky služeb k významným událostem • Olympijské hry v Salt Lake City • - informační služby - SMS, WAP, hlasové zprávy, vyzváněcí melodie

  31. CONTENT SLUŽBY - další rozvoj v 2002 • 1. Zaměření na nejprofitabilnější oblasti • 2. Differenciace se službami s vysokou přidanou hodnotou • 3. Příprava zákazníků a partnerů na nové možnosti • Seznamky and chaty • Melodie a loga • Spolupráce s médii • Hry • Erotické služby • Mobilní průvodce a LBS služby • Hudba • „Event“ balíky služeb • MMS, Mobilní platby • Java hry

  32. CONTENT SLUŽBY - další rozvoj v 2002 • MMS - Multimedia messaging • P2P picture messaging • MMS služby na WEBu - MMS composer, Fotoalbum • MMS content třetích stran

  33. Děkuji za pozornost

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