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How to replace declining revenue from the fixed voice services? What is the value-added to be offered to the customers, in order to prevent them from giving up the fixed phone? How to co-exist with OTT market participants. These are the key topics that were discussed in the „IMS World Forum“, which took place in April 23-25,2013, in Barcelona.
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Provisioning business services on IMSNerilė MažeikienėBusiness Customers Marketing Manager TEO LT, AB
Agenda
1
4
2
3
Lithuanian telecommunication
market and TEO
Business segment situation
Business services on IMS
Lessons learned
Lithuanian telecommunication market and TEO
Contracting marketTelecommunication market in Lithuania (LTL million)
3.500
3.000
2.500
2.000
1.500
1.000
500
2008 2009 2010 2011 20120
Total
Mobile voice
Fixed voice
Source: Report of the Communications Regulatory Authority
Crowded marketPopulation: 3 Million
Av. Salary (net): 459 EUR/mo.
45 pay-TV providers
20 Data communication providers
48 fixed voice providers (22.1 fixed lines per 100 inhabitants)
100 internet services providers
3 main mobile service providers (167 voice subscribers per 100 inhab.)
Business voice services Revenue, milion LTL
70
60
50
40
30
20
10
0Q2 2011 Q4 2011 Q2 2012
APRU, LT Q2-2012
TEO Mobile0
20
40
60Mobile
TEO
No. 1 in Europe
• Lithuania is No. 1 in Europe in terms of FTTH/B penetration
• 64% of the country‘s households were passed by TEO FTTH network
TEO leadershipNo. 1 in Lithuania...... telecom operator in terms
of revenue
... in fixed voice telephony
... in broadband Internet
... in digital television
... in many other areas.
Business segment situation
Business segments 2013 Small Business Medium Business Big Business
~25 800 customers
~12.8 mln EUR revenues
~5 100 customers
~14.7 mln EUR revenues
~2 800 customers
~34.2 mln EUR revenues
Business voice services challenges
Tough competition
Voice lines number decreasing
Price level decreasing
Voice lines usage decreasing
Business services on IMS
TEO experience
2005 2006 2007 2008 2009 2010 2011 2012 Present
Siemens platform installed
Siemens platform cancelled
ERICSSON IMSinstalled
Business services provided on IMS
Telephony services
Telephony value added services
Telephony line services
Click to call
SIP trunking
Universal IVR
Hosted PBX services
E-fax service
IP Centrex
Call-recording
Missed calls
25.000
20.000
15.000
10.000
5.000
0
Business and residents services on IMSPhone numbers connected to VoIP
Private customers
Business
January2008
January2009
January2010
August2011
June2012
October2012
December 2012
March 2013
Lessons learned Bigger value...
...for small price
Good lessons learned •Solution to compete in telephony
market and propose new values services
•VAS - new topic to discuss with customers
•VoIP services must be compatible with all types IP technologies
•Lower OPEX for PBX subsidies
•Customer’s IP capacity upgrade
•Lower CHURN
•Quick VAS development
Bad lessons learned •Long implementation process
•Too optimistic with additional revenue prognosis
•New generation services is a real challenge for organisation
•QoS and stability - 100% guarantee
•Terminal equipment strategy well defined
Future business services on the list•Call center and integration with CRM
for Virtual IP PBX
•Softphone solution for VoIP users
•VoIP solution for connecting offices in three Baltic countries
•Further small business and private customers migration to VoIP
•Videotelephony services
Questions?Nerilė Mažeikienė, Business Customers Marketing Manager TEO LT, AB [email protected]
