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1. Service provider transformation Christopher S. Dean Chief Strategy Officer September 23, 2009 1
2. Trends changing the service provider landscape 2
3. Macro Trends Wireless Wireline Emerging Applications & Service Models Regulatory Economy Environment 3
4. Wireless: Growth of Smartphones 4
5. Global mobile subscribers in 2013 5 Wireless
6. in 2013 of the mobile phones sold worldwide in 2008 were smartphones Source: Informa Telecoms & Media, 2009 6 Wireless
7. “There will be more smartphone launches in the next couple of months than we’ve ever seen before.” – Ken Dulaney, Gartner analyst 7 Wireless
8. BlackBerry quarterly sales have tripled from $1.1 billion to $3.4 billion since the iPhone was introduced in June 2007 Source: Fortune, “Blackberry vs. iPhone: Whose side are you on / How Blackberry does it,” August 31, 2009 8 Wireless
9. of the top-selling mobile phones in the U.S. are now BlackBerry smartphones Source: Fortune, “Blackberry vs. iPhone: Whose side are you on / How Blackberry does it,” August 31, 2009 9 Wireless
10. iPhone market share in the business market a year ago Source: ChangeWave Research, May 2009 10 Wireless
11. Wireless: 4G 11
12. 4G is defined as: “the 4th generation of cellular wireless, which includes LTE and WiMAX 802.16m and embodies the design goals of the IP Multimedia Subsystem (IMS), integrating all types of communications based on IP (voice, video, e-mail, Web, messaging, etc.).” 12 Wireless
13. WiMAX networks (fixed, portable, and mobile) deployed to date in 135 countries Source: WiMAX Forum 13 Wireless
14. are expected by 2010 people currently have access to next-gen WiMAX networks Source: WiMAX Forum 14 Wireless
15. network operators worldwide have already committed to LTE Source: Juniper Research 15 Wireless
16. LTE subscribers by 2014 Source: Juniper Research 16 Wireless
17. how much wireless operators will spend on radio access network (RAN) infrastructure worldwide in 2009 17 Source: ABI Research Wireless
18. Wireless: Mobile VoIP 18
19. Ways to carry mobile VoIP traffic 1. Circuit-switched voice channel 2. WiFi (through wireless access points) 3. 3G (over carriers’ data networks) 19 Wireless
20. of mobile voice traffic will be end-to-end VoIP by 2019 Source: Gartner, Emerging Technology Analysis: Mobile VoIP, Global Consumer Communications Services, May 2009 20 Wireless
21. annual revenue generated by mobile VoIP applications in 2013, driven by over 278 million registered users worldwide 21 Source: In-Stat
22. Tested VoIP services on its LTE network in Boston in mid-August 22 Wireless
23. VoIP applications can now be carried on its 3G wireless network in Germany 23 Wireless
24. Wireless Trends Summary 1. Smartphones are growing 2. 4G is going to deliver the network needed for richer forms of communications 3. Mobile VoIP is going to carry voice traffic over these data networks 24
25. Wireline: Broadband 25
26. increase in broadband adoption in the U.S. from 2001 to 2008 Source: Internet Innovation Alliance, The Substantial Consumer Benefits of Broadband Connectivity for U.S. Households, July 2009 26 Wireline
27. In 2008 U.S. households with broadband access in 2001 Source: Internet Innovation Alliance, The Substantial Consumer Benefits of Broadband Connectivity for U.S. Households, July 2009 27 Wireline
28. U.S. households with dial-up connections in 2001 in 2008 Source: Internet Innovation Alliance, The Substantial Consumer Benefits of Broadband Connectivity for U.S. Households, July 2009 28 Wireline
29. Of U.S. households without Internet access in 2001 in 2008 Source: Internet Innovation Alliance, The Substantial Consumer Benefits of Broadband Connectivity for U.S. Households, July 2009 29 Wireline
30. Average Download Speed 5.1 Mbps 80.8 Mbps 92.8 Mbps Source: SpeedMatters, A Report on Internet Speeds in All 50 States, August 2009 30 Wireline
31. U.S. rank in percentage of population subscribing to broadband Source: Organisation for Economic Cooperation and Development (OECD), OECD Broadband Statistics, Table 5a 31 Wireline
32. U.S. homes will add network connectivity in the next five years, driven by increasing reliance on the Internet for entertainment, business and social interaction Source: Forrester Research, The State Of Consumers And Technology: Benchmark 2009, US, September 2009 32 Wireline
33. Wireline: VoIP 33
34. U.S. CIOs who still plan to invest in IT initiatives over the next year Source: Robert Half Technology survey of 1,400 CIOs in the U.S. 34 Wireline
35. VoIP’s position on the list of IT priorities for U.S. CIOs to invest in over the next 12 months Source: Robert Half Technology survey of 1,400 CIOs in the U.S. 35 Wireline
36. of those CIOs plan to invest in VoIP to save on monthly phone bills and get on the unified messaging bandwagon Source: Robert Half Technology survey of 1,400 CIOs in the U.S. 36 Wireline
37. Wireline Trends Summary 1. Broadband growth remains high in both developed and emerging markets 2. VoIP is in high demand by end-users, especially businesses, who are looking to add functionality and save money 37
38. Emerging Apps: Fixed-Mobile Convergence (FMC) 38
39. FMC is defined as: “seamless connectivity between fixed and wireless telecommunications networks, with the goal of optimizing transmission of data, voice and video communications to and among end users, no matter what their locations or devices. FMC means that a single device can connect through and be switched between wired and wireless networks.” 39 Emerging Apps
40. by 2014 FMC handset voice connections for enterprise customers this year Source: ABI Research 40 Emerging Apps
41. in 2014 WiFi attach rate in smartphones in 2009 Source: ABI Research 41 Emerging Apps
42. Emerging Apps: Unified Communications (UC) 42
43. Unified Communications is defined as: “a complete communications solution that includes some combination of voice and telephony, conferencing, messaging, presence and IM, clients and communications appliances.” 43 Emerging Apps
44. Size of the UC market by the end of 2009, even amid economic uncertainty Source: Forrester Research 44 Emerging Apps
45. Worldwide UC product revenues by 2012 Source: In-Stat, Unified Communications: A Clash of Titans, September 2008 45 Emerging Apps
46. UC, which is one of the top three “recession-proof” technologies in Nemertes’ 2009 benchmark, provides firms with specific value, particularly in a tight economic environment 46 Emerging Apps
47. in 2012 Estimated size of unattended audio conferencing market in 2007 Source: Wainhouse Research, Rich Media Conferencing, 2008 47 Emerging Apps
48. in 2012 Estimated size of Web conferencing market in 2007 Source: Wainhouse Research, Rich Media Conferencing, 2008 48 Emerging Apps
49. Emerging Apps: Cloud Computing (aka “Software as a Service”) 49
50. Gartner defines cloud computing as: “a style of computing where massively scalable IT-related capabilities are provided ‘as a service’ using Internet technologies to multiple external customers” 50 Emerging Apps
51. Most Important Factors Driving Cloud Computing Adoption 1. Lower Costs 2. Better performance 3. Increased Agility Source: IDC 51 Emerging Apps
52. spending on IT cloud services by 2012, with more enterprises considering and adopting cloud offerings due to current U.S. economic woes Source: IDC 52 Emerging Apps
53. 58% say cloud computing will cause a radical shift in IT 47% are already using it or actively researching it Just 18% call cloud computing a “passing fad” Source: CIO Magazine, Cloud Computing Survey: IT Leaders See Big Promise, 53 Have Big Security Questions, October 21, 2008 Emerging Apps
54. Planned Usage of Cloud Offerings Collaboration tools – 67% App platforms & dev software – 61% Enterprise application software – 54% Utilities/management software – 54% Personal productivity software – 45% Source: CIO Magazine, Cloud Computing Survey: IT Leaders See Big Promise, 54 Have Big Security Questions, October 21, 2008 Emerging Apps
55. Emerging Applications & Service Models Trends Summary 1. FMC will converge your landline and mobile calling into a single device, reducing complexity, while increasing mobility and convenience 2. UC delivers the added communications functionality that businesses want, in a single package 3. Cloud Computing enables emerging apps to be delivered at a lower cost 55
56. Economy: IT Spending 56
57. decline in global purchases of IT goods and services by businesses and governments in 2009 Source: Forrester Research, US And Global IT Market Outlook: Q2 2009, June 2009 57 Economy
58. decline in spending in the U.S. annual IT market in 2009 Source: Forrester Research, US And Global IT Market Outlook: Q2 2009, June 2009 58 Economy
59. drop in communications equipment buying Source: Forrester Research, US And Global IT Market Outlook: Q2 2009, June 2009 59 Economy
60. organizations whose direct IT budgets will either be a bit or much lower in 2009 compared to 2008 Source: Osterman Research, The Impact of the Economy on 2009 Spending Plans, January 2009 60 Economy
61. Number of organizations that will either definitely or probably reduce budget for travel during 2009 compared to 2008 Source: Osterman Research, The Impact of the Economy on 2009 Spending Plans, January 2009 61 Economy
62. Economic Trends Summary 1. The economy is forcing companies to do a whole lot more with less 62
63. Net Neutrality & Wireless Openness 63 Regulatory
64. Net Neutrality Rules 1. Consumers are entitled to access whatever lawful internet content they want. 2. Consumers are entitled to run whatever applications and services they want, subject to the needs of law enforcement. 3. Consumers can connect to networks whatever legal devices they want, so long as they do not harm them. 4. Consumers are entitled to competition between networks, applications, services and content providers. 64 Regulatory
65. Net Neutrality Rules 5. Non-Discrimination: Service providers are not allowed to discriminate between applications, services and content outside of “reasonable” network management. 6. Transparency: Service providers must be transparent about the network management practices they use. 65 Regulatory
66. Regulatory Trends Summary 1. Net Neutrality / Wireless Openness rules will create an environment which is good for end-users 66
67. Impacting the future of business communications… …and our opportunity! 67
68. Skype started out as a consumer product… …but increasingly, businesses are using Skype 68
69. use Skype for business purposes Source: Skype user segmentation survey of 4,000 users (UK, US and China), March 2008 69
70. Why the interest in Skype? Saving money Saving time Staying ahead 70
71. The proof: say they are saving money Source: Skype user segmentation survey of 4,000 users (UK, US and China), March 2008 71
72. The proof: say they communicate better with customers using Skype Source: Skype user segmentation survey of 4,000 users (UK, US and China), March 2008 72
73. The proof: say they are using it while traveling on business Source: Skype user segmentation survey of 4,000 users (UK, US and China), March 2008 73
74. The proof: say they are seeing the increase in productivity Source: Skype user segmentation survey of 4,000 users (UK, US and China), March 2008 74
75. Saving money is just the start Free Skype-to-Skype calls Really low-cost calls to landlines & mobiles 75
76. Interoperability Unified Communications 500 Series for Small Businesses 76
77. Richer conversations, collaboration & efficiency Video calling Screen sharing Instant messaging Subscriptions Conference calling Online numbers Sending files Voicemail Presence SMS 77
78. placeholder graphic placeholder graphic use video for business purposes Source: Results from a December 2008 online survey of 2452 active Skype users in the US and UK 78
79. What about mobile? 79
80. of smartphones will soon have Skype available for download 80 Source: Gartner, “Market Share: Smartphones, Worldwide, 4Q08 and 2008,” March 2009
81. What’s the channel opportunity? 81
82. How Business Customers buy technology? Vendor Distribution “Trusted Advisor” Consultants Products Telco SMB E-tailers Resellers Customer Advice Services System Support VARs Integrator Service Partner Distribution Vendor 82
83. Why do we care about Channel Partners? Technology / IT market Sold through indirect channels – 66% 83 Source: Gartner
84. Why do we care about Channel Partners? Telecommunications market Sold through indirect channels – 80% 84 Source: Gartner
85. of VARs and integrators named VoIP the technology that will generate the fastest-growing sales for them in 2009 Source: ChannelWeb, Inside The 2009 Networking Landscape, June 23, 2009 85
86. of VARs and integrators said VoIP and UC technology will see the most innovation and creativity over the next 12-18 months as vendors bring new collaboration solutions to market Source: ChannelWeb, Inside The 2009 Networking Landscape, June 23, 2009 86
87. Why do we care about Channel Partners? 1. Expands coverage 2. Reduces selling costs 3. Provides access to industry expertise 87
88. What do Channel Partners expect? Core Elements Incentives Advancement Rewards Tier 1, 2, 3 Promotional Support Sales & Tech Training Support CRM Tools Brand Recognition / MDF Reputation Leads Quality / Innovative Product Competitive Product / Pricing Enhance Revenue – GPM Tech Support Easy to sell / Easy to Policies Commission / Tools Support Deal Rebates Low cost of entry Registration Availability Marketing Tools Reporting Partner Portal Partner Performance Rating Capability Building Elements 88
89. Skype Service Partner Program Educate service partners through online Incentives / Training / Support Skype Academy Give service partners marketing and support tools Give service partners leads and drive a continuous creation of end- user (business) demand Provide support tools needed to manage client accounts and deliver any necessary technical support 89
90. Sign up to learn more about the Skype Service Partner Program at: www.skype.com/go/servicepartnerprogram 90
91. Emerging Skype ecosystem 91
92. Skype wants to partner with: 1. Wireline Carriers 2. Wireless Carriers 3. MSOs 4. OEMs and their VARs 5. Application Developers / ISVs 92
93. Skype partnership with Hutchison 3 3 Skypephone • 500K units sold, one of the most popular pre-pay handsets for 3 • 20% higher margin than average PAYG user on 3 • 79% of customers are new to 3 • 500M+ free Skype-to-Skype minutes on the 3 UK network since November 2006 • 1.7M free Skype-to-Skype minutes carried over 3 UK’s network each day in August 2009 • 150M+ free Skype conversations on the 3 UK network since November 2006 Source: 3 UK / Skype 93
94. Learn more at www.skype.com/business or visit us in Room B118 94