& cplSiteName &

Can Cable Conquer Europe's B2B Sector?

Ray Le Maistre
3/8/2013
50%
50%

LONDON – Cable Congress 2013 -- Europe's cable operators have a number of opportunities to build on the collective revenue growth they experienced in 2012, according to Ewan Mackay, managing director for the Cable Industry, EALA (Europe, Africa and Latin America), at Accenture. (See Cable Operators Boast Euro Growth.) The region's cable players have built a good networking foundation on which they can develop and deliver additional revenue-generating services, with the "connected home" and business services two key niches that have significant potential. Mackay tells Light Reading Cable that the business-to-business (B2B) sector is "the forgotten arm" of the industry and one where the region's cable players can capitalize on pent-up demand from the small and medium-sized businesses. While U.K. operator Virgin Media Inc. has focused on that market with its Virgin Media Business Ltd. operation -- it generated revenues of £670 million (US$1 billion) in 2012, about 16 percent of total revenues, from its backhaul, Ethernet and voice services and contributed 40 percent of Virgin Media's full-year growth -- other European operators have not been as focused. "It's time to embrace B2B," says Mackay. "The cable operators can build on the success they have had in the consumer sector and take that into business services. They can take the experience of how they have segmented their consumer customers, using business intelligence [tools] and social media interaction, and take that into B2B." There is "latent demand" in the SMB and local authorities/government sectors that the cable players can tap, believes the Accenture man. In the "connected home," he believes cable operators have the infrastructure in place to deliver automated applications over consumer home networks, but he notes that the cable players have yet to make any concrete decisions about whether to tap into this potential market or decide exactly how they might do that. "They're on a watching brief … they need to decide whether they should develop the connected home applications themselves or be the aggregators for third-party applications," states Mackay. More broadly, he notes that Europe's cable operators have done well to counter the potential threat of the OTT service providers by enhancing their own services options using platforms such as TiVo Inc. and multimedia home gateways that deliver video applications such as YouTube and Netflix Inc. as well as the operators' own services. "The big question is -- how dominant might those OTT services become on the cable networks?" asks Mackay. He also notes that the region's cable players are now much more focused on customer experience issues than before. "In my interactions with the operators there's a real focus on the end-to-end relationship between the service provider and the customers," including the use of social media channels such as Facebook and Twitter to interact with end users. "Those conversations weren't happening at all three-to-five years ago." — Ray Le Maistre, International Managing Editor, Light Reading

(2)  | 
Comment  | 
Print  | 
Newest First  |  Oldest First  |  Threaded View        ADD A COMMENT
jtombes
50%
50%
jtombes,
User Rank: Light Beer
3/9/2013 | 4:37:13 PM
re: Can Cable Conquer Europe's B2B Sector?
SMEs account for 99.8% of non-financial enterprises in Europe, according to a report by consultancy Ecorys, delivered to Euro Commission last fall. Of that, 92.2% have < 10 employees. (Gotta love that statistical precision.) At the same time, business is still slow. Number of SMEs flat since 2007 and employment down since then. A few bright spots: Germany, Austria and possibly Malta grew in value and employment. Still overall a good scenario for a competitor. As I heard once heard a U.S. C-level exec describe his company's successful pitch to the SMB market: "Times sure are hard, aren't they? This would be a good time to cut costs, wouldn't it?..."
Jeff Baumgartner
50%
50%
Jeff Baumgartner,
User Rank: Light Beer
3/8/2013 | 5:56:00 PM
re: Can Cable Conquer Europe's B2B Sector?
MSOs in Europe should put more emphasis on biz-class services. Virgin Media's a great example, as Ray points out, but operators could learn a few things from the U.S. operators, which brought in about $7B in biz services revenue in 2012, and are growing it about $1B per year, according to Heavy Reading estimates: http://www.lightreading.com/ft...

If they are going to invest in growth projects, biz services is one they should be targeting posthaste. JB
Educational Resources
sponsor supplied content
Educational Resources Archive
From The Founder
Cisco's Conrad Clemson, recently promoted to head up the company's Service Provider Apps & Platforms developments, talks to Light Reading's Founder and CEO Steve Saunders about how he's bringing cloud video, mobile and virtualization together to empower network operators.
Flash Poll
Live Streaming Video
Charting the CSP's Future
Six different communications service providers join to debate their visions of the future CSP, following a landmark presentation from AT&T on its massive virtualization efforts and a look back on where the telecom industry has been and where it's going from two industry veterans.
LRTV Custom TV
4.5G Evolution: Peter Zhou on Advanced MIMO Technologies & 5G Business Prep

2|25|17   |     |   (0) comments


In the process of service transformation, operators need to catch three major opportunities and start deploying in 4.5G networks, such as video, household broadband access and digital transformation of vertical industries. 5G is coming. Operators don't need to wait for it to happen but should progressively deploy 4.5G networks by introducing 5G-oriented ...
LRTV Custom TV
What WTTX Can Deliver

2|23|17   |     |   (0) comments


Mohamed Madkour explains the benefits of WTTX while Dimitris Mavrakis discusses the challenges of delivering home broadband access.
LRTV Custom TV
Huawei on Mobile Broadband

2|23|17   |     |   (0) comments


Mohamed Madkour shares his vision on MBB for the next three years.
LRTV Custom TV
Analysys Mason Talks About the Future of Digital Operations

2|23|17   |     |   (0) comments


The future of digital operations has three key aspects: 1. Highly automated operations for both service and network; 2. Highly converged BSS/OSS for business and resources; 3. Highly merged management and control for real-time cloud native operations.
LRTV Interviews
Software Trends in the Telecom Sector

2|23|17   |   03:40   |   (0) comments


Heavy Reading senior analyst James Crawshaw talks with Telecoms.com Editorial Director Scott Bicheno about trends and developments in the telecoms software sector and what to expect at MWC 2017.
LRTV Custom TV
Huawei's Pre-MWC Analyst Briefing 2017 Highlights

2|22|17   |     |   (0) comments


Huawei shares its vision for this year's MWC.
LRTV Interviews
MWC17: 5G, Cloud RAN & More

2|21|17   |   04:35   |   (0) comments


Ovum Senior Analyst Julian Bright talks to Scott Bicheno from Telecoms.com about all things MWC, including Cloud RAN, Huawei's pitch to the industry and the road to 5G.
LRTV Interviews
MWC 2017's Key 2-Letter Terms

2|20|17   |   08:29   |   (1) comment


5G, AI, VR... these are just some of the two-letter terms that will dominate show-floor chat at MWC 2017 in Barcelona, according to these two blow-hards (a.k.a. Scott Bicheno of Telecoms.com and Light Reading's Ray Le Maistre). And then there's PB...
LRTV Interviews
Key Trends for Mobile Operators in Developing Markets

2|20|17   |   06:37   |   (0) comments


Ovum's Matthew Reed talks to Scott Bicheno from Telecoms.com about the challenges and opportunities facing mobile operators in the developing markets of Africa and the Middle East.
LRTV Documentaries
YouTube Takes on Facebook Live-Streaming

2|17|17   |     |   (0) comments


Popular 'YouTubers' will be the first to get the new service on their smartphones. You have been warned.
LRTV Custom TV
Open Source NFV/SDN Automation

2|17|17   |   05:54   |   (0) comments


AT&T ECOMP (Enhanced Control, Orchestration, Management and Policy) code is transitioning into the Linux Foundation for placement into open source. In this video, Carol Wilson provides an update on the maturation of open source ECOMP and meets with industry leaders from AT&T, Bell Canada, Orange, Linux Foundation and Amdocs to discuss what this means for the ...
LRTV Documentaries
Uber & NASA Collaborate on Flying Car Project

2|16|17   |     |   (0) comments


Is Uber for real? Well, it's hired NASA engineer Mark Moore to lead the project, and he wouldn't come cheap.
Upcoming Live Events
March 21-22, 2017, The Curtis Hotel, Denver, CO
March 22, 2017, The Curtis Hotel, Denver, CO
March 22, 2017, The Curtis Hotel, Denver, CO
May 15-17, 2017, Austin Convention Center, Austin, TX
May 15, 2017, Austin Convention Center - Austin, TX
June 6, 2017, The Joule Hotel, Dallas, TX
All Upcoming Live Events
Infographics
With the mobile ecosystem becoming increasingly vulnerable to security threats, AdaptiveMobile has laid out some of the key considerations for the wireless community.
Hot Topics
Uber's HR Nightmare: Company Investigates Sexual Harassment Claims
Sarah Thomas, Director, Women in Comms, 2/21/2017
Broadband Has a Problem on the Pole
Mari Silbey, Senior Editor, Cable/Video, 2/21/2017
Verizon to Start Fixed 5G Customer Trials in April
Dan Jones, Mobile Editor, 2/22/2017
Sprint to Go Gigabit Crazy at MWC!
Dan Jones, Mobile Editor, 2/22/2017
MANO Marriage: ECOMP, Open-O Converge as ONAP
Carol Wilson, Editor-at-large, 2/23/2017
Like Us on Facebook
Twitter Feed
BETWEEN THE CEOs - Executive Interviews
Light Reading founder and CEO Steve Saunders chats with Sportlogiq CEO Craig Buntin about sports data analysis.
Eyal Waldman, CEO of Mellanox Technologies, speaks to Steve Saunders, CEO of Light Reading, for an exclusive interview about the 100 GB cable challenge, cybersecurity and much more.
Animals with Phones
No One Likes This Click Here
Take a hint!
Live Digital Audio

Playing it safe can only get you so far. Sometimes the biggest bets have the biggest payouts, and that is true in your career as well. For this radio show, Caroline Chan, general manager of the 5G Infrastructure Division of the Network Platform Group at Intel, will share her own personal story of how she successfully took big bets to build a successful career, as well as offer advice on how you can do the same. We’ll cover everything from how to overcome fear and manage risk, how to be prepared for where technology is going in the future and how to structure your career in a way to ensure you keep progressing. Chan, a seasoned telecom veteran and effective risk taker herself, will also leave plenty of time to answer all your questions live on the air.