Fibre rollout project examples – Lyse and Altibox partners

[Pages:36]Eirik Gundegjerde CEO Lyse Tele AS

Fibre rollout project examples ?

Lyse and Altibox partners

Content

Lyse, moving towards multiservice approach

The Market Choosing infrastructure Sales strategy Network Buildout Geographical coverage Developing services Key figures Conclusions

The Market & infrastructure

Lyses strategic position

Providing broadband services to regional customers

Going for a lasting position in this emerging market, and offering high quality competitive services

The infrastructure evaluation 10000

The fiber choice

0 -10000?r 1 ?r 3 ?r 5 ?r 7 ?r 9

Serie1

Economical consequences

-20000

What about the services?

-30000

No single service could give us sufficient ARPU to finance this infrastructure

We decided on FttH and a full set of 3P services

The competition before and after FttH

Coax: Get, Telenor Satelite: Viasat, Telenor xDSL: Telenor and

others DTT: Riks-TV Mobile (HSPA ++):

Telenor, Netcom, ICE, NwN

The customer choice: several infrastructures and several services Key Question: How to introduce a new infrastructure and compete with the excisting vendors?

Sales strategy

Sell, then build

Targeting residential areas in Stavanger region

Customers already signed up on ISDN, DSL and cableTV/satellite-TV from other vendors.

How to reach the penetration goals?

Detached houses, slightly above medium income.

42% signed up for triple play during our 4 week test sales.

Our sales pitch was one-stopshopping

Future proofing the home.

Cover the households needs

From a marketing point of view, we address the household with our bundle.

Next generation infrastructure Highspeed internet "Magic" TV Lots of convenience And some discounted services like fixed line telephony

Next to 100% hitrate if there are teenagers in the household

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