IPTV & OTT lessons from Europe for Latam operators - ABTA 2014 Ben Schwarz
Helping mobile operators address revenue cannibalisation from OTT communication services
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Transcript of Helping mobile operators address revenue cannibalisation from OTT communication services
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Myriad Group
Helping operators address revenue cannibalisation from OTT communication services
Mark Watts-Jones
Director of Social Mobile
June 2012
@MWJ+44 7073 963539
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Emerging Markets
Developed Markets
Myriad Group has over 100 operator and 25 OEM relationships globally
@MWJ #fwic
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Fact: Consumers communications needs are evolving leading to increased use of OTT services
FROM:
Basic devices
Voice and text only
Operator services
Smartphones increasing
Data increasing
Consumers have greater
choice for their communication
services impacting operator revenues
@MWJ #fwic
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Forecast: As OTT services gain a foothold operators core voice/text revenues are at risk
Lower SMS use = lower SMS revenue
Lower demand for SMS = Lower plan/tariff revenue as customers move to lower value plans
Operators become ‘pipes’ as OTT services become primary means of communications
Operators cannot monetise their position as trusted, mass market consumer brands
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3 Lose customer relationship
Lower SMS revenue
Lower plan/tariff revenue
Future voice, messaging and VAS revenues at risk
OTT messaging starts to substitute SMS
@MWJ #fwic Ref: Ovum, 2012, Counteracting the social messaging threat
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Problem: As Bob Dylan said the times are a changin’
“They’re using our network to do whaaattttt?!!!”
Own the network
Own the spectrum
Own the brands
Universal, interconnected
Control the device
Provide the services
Determine the price
Compete with each other
FROMOperator-centric
TOService centric
@MWJ #fwic
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…but OTT services aren’t playing the same game as mobile operators
Cool, exciting
Creative, new
‘Free’
Very viral
The users friend
Fast, dynamic
Challenging
Close to end users
Don’t care about operators
Performance or security issues tolerated
Happy to pivot
@MWJ #fwic
USER PERCEPTION: OPERATOR PERCEPTION:
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Ok we hear you…
…but what do we do?
@MWJ #fwic
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Millions of paying customers
Cash
Mass market consumer brands
Customer relationships
Ability to bundle
Large (often IP) networks
Cost advantage
Skills, experience
Distribution, support networks
Well to start with operators have assets that OTT services can only dream of
@MWJ #fwic
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And plenty of possible strategies. For example operators could do one or all of…
Operator assets
Focus on the network
Differentiate through brand, marketing, distribution or support
Services
Partner with OTT services
Create copycats
Innovate new services
Use all of that big data
@MWJ #fwic
Pricing
Create extra consumer value
Lower costs
Customers
Do what customers want!
Get them before your competitors do
Target nichesTechnology
Open up, work in new ecosystems
Differentiate by QoS
Support industry initiatives e.g. RCS
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Erm, ok, but you’ve still not told us what to do.
Well…that depends on…
@MWJ #fwic
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…what the most important people in all of this want – the end users
@MWJ #fwic
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They’re in different life stages, with
different experience,
skills, expectations
and willingness to do things
Understand the needs of your customers. They’re all different and all special!
@MWJ #fwic
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To illustrate this point
…who here today…?
@MWJ #fwic
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Owns a Nokia?
@MWJ #fwic
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Has heard of Textfromdog.tumblr.com?
@MWJ #fwic
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16 @MWJ #fwic www.youtube.com/watch?v=C_S5cXbXe-4
Watched the OMG Cat?
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Wears a suit?
@MWJ #fwic
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Any idea what icanhascheezburger.com is?
@MWJ #fwic
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Actually used Instagram.com? No, really.
@MWJ #fwic
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Or Pinterest.com?
@MWJ #fwic
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The answer is the ‘Do something’ scenario
@MWJ #fwic
• Know your customer – who they are and what they need - and relentlessly target them
• Do something, anything
• Identify niches and grow with them
• Be confident! Try, fail, try again
• Increase value to offset the perceived benefit of OTT services
• Engage customers early before they become OTT users
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Which could be summarised as…
Be quick
Be creative
Be committed
Be great for the end user
@MWJ #fwic
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23 11/04/2023 Confidential & Proprietary © Myriad Group AG 2012