Analysys Mason Company Presentation

APPLIED INTELLIGENCE
What we do, how we do it and who we do it for
An insight into Analysys Mason
www.analysymason.com
WHO WE ARE
• We are experts in telecoms, media and technology (TMT)
• The key to our approach is ‘applied intelligence’
• We are 240 minds working tirelessly to solve our clients’ most
complex issues
• Harnessing our collective brainpower makes the difference.
We believe ‘all of us are smarter than any of us’
• No problem is too tough – in fact, the tougher the better. We’ll rise
to the challenge and enjoy it
• Business never sleeps, and with offices spanning six time zones
neither do we
www.analysymason.com 2
HOW WE DO IT
We deliver our key services via three channels:
Consulting Subscription research
• Working exclusively with clients across • Addressing key industry dynamics in
the TMT spectrum order to help clients interpret the
changing market
• Our consultancy is always about making
a difference • Enabling clients to make the right
decisions every time
Custom research • Providing direct access to our analysts
• Providing in-depth analysis tailored to and specialist knowledge
address specific issues
• Ensuring a custom-designed service to
meet clients’ exact needs
• Delivering results that give clients the
edge over the competition
WHERE WE WORK
We have 12 offices serving over 300 clients in over 100 countries
Europe Asia–Pacific Americas Middle East and Africa

• London • New Delhi • Washington DC • Dubai
• Dublin • Singapore
• Edinburgh
• Madrid
• Milan
• Paris
• Cambridge
• Manchester
WHERE WE WORK
Examples of our recent work from around the globe
Europe Asia–Pacific Americas Middle East and Africa
• Helped the French • Carried out a critical • Assessed a global • Supported a Moroccan
telecoms regulator review of a bottom-up vendor’s market telecoms operator in
ARCEP to better mobile network cost position through preparing a licence
understand the model for a leading extensive customer application
economic benefit of Australian operator interviews • Delivered a ten-year
the digital dividend • Developed a growth • Carried out due business plan for a large
• Developed a cost strategy for an diligence on a media group in the
model for a Nordic international technical platform for Middle East to help
telecoms operator to infrastructure service digital homes in the finance an acquisition
help with pricing new provider in India USA • Provided
DSL services • Developed a mobile • Undertook a complete recommendations
• Undertook a study for banking strategy strategic, market and on the regulation of
the TETRA across four different operational review of a interconnection in
Association on future markets for a bank in private network in Kenya
public safety user South-East Asia the Caribbean
requirements
WHAT WE DO
Regulation
We blend our range of skills
each day, every day, to solve Systems
and Transaction
our clients’ most complex infrastructure support
challenges
Telecoms,
Media and
Strategy Technology Technical
and (TMT) audit and
planning assurance
Marketing
and Procurement
products
WHAT WE DO
Regulation
Regulation
Systems
• Working closely with and Transaction
support
operators, vendors, media infrastructure
rights owners, regulators and

policy makers Telecoms,
Media and
and (TMT) audit and
• Specialising in planning assurance
cost modelling, policy
development, radio spectrum
Marketing
and licensing management, and Procurement
content access and products
rights pricing
WHAT WE DO
Regulation
Transaction support
Systems
• Providing due diligence and and Transaction
support
business planning expertise to infrastructure
vendors, purchasers and

lenders Telecoms,
Media and
and (TMT) audit and
• Delivering valuation support, planning assurance
buy- and sell-side support,
transaction management,
Marketing
value generation and and Procurement
regulatory risk appraisals, in products
addition to helping clients with

negotiations
WHAT WE DO
Regulation
Technical audit and
assurance Systems
Transaction
and
support
• Helping major organisations to infrastructure
maximise returns from

investment in networks and Telecoms,
Media and
technology Strategy Technology Technical
and (TMT) audit and
• planning assurance
Services include technical audits
of networks, technical risk
analysis, optimisation of network Marketing
and Procurement
performance, control room/call products
centre optimisation, and ICT
strategy development
WHAT WE DO
Regulation
Procurement
Systems
• Providing highly effective vendor and Transaction
support
management for clients in both the infrastructure
public and private sectors
Telecoms,
• Media and
We manage the tender review Strategy Technology Technical
and (TMT) audit and
and selection process, develop planning assurance
valuation criteria, evaluate
supplier responses (from a technical
and commercial perspective), and Marketing
and Procurement
support vendor selection, contract products
negotiation, RFI and RFP authoring
and version control
WHAT WE DO
Regulation
Marketing and products
Systems
• Helping operators, broadcasters and Transaction
support
and content providers to create infrastructure
profitable service opportunities in

the consumer, enterprise and Telecoms,
Media and
public sector markets Strategy Technology Technical
and (TMT) audit and
• planning assurance
We advise on segmentation
strategy and sub-branding,
wholesale services and service Marketing
and Procurement
creation, proposition development, products
partnering options and analysis of
service pricing and profitability
WHAT WE DO
Regulation
Strategy and planning
Systems
• Expert advice in the development and Transaction
support
and critical appraisal of infrastructure
operational plans and strategy

Telecoms,
• Media and
Our work includes business Strategy Technology Technical
and (TMT) audit and
planning, strategy development planning assurance
and review, technology portfolio
analysis, revenue uplift and
market entry strategies, customer Marketing
and Procurement
segmentation, competitor profiling products
and market analysis
WHAT WE DO
Regulation
Systems and infrastructure
Systems
• Advising operators, vendors, and Transaction
support
public and private sector clients infrastructure
on business systems and

infrastructure Telecoms,
Media and
• Strategy Technology Technical
and (TMT) audit and
We design networks and planning assurance
systems, support fibre and
network roll-out, plan high-
capacity core networks, evaluate Marketing
and Procurement
business models and software products
processes, manage infrastructure
deployment and network sharing
WHO WE WORK FOR
Fixed and mobile operators Local and regional governments

Regulators
Satellite operators Equipment vendors
Enterprises
Central governments Content and media players
Health authorities
Financial institutions
Software vendors Fire services
Lawyers Ambulance services

Systems integrators
Police and criminal justice Cable companies
Europe
Predicted the impact of

PUTTING iPLAYER the BBC’s catch-up TV service
TO TEST
Problem
Some UK ISPs were concerned about the
impact of iPlayer on demand for bandwidth
Solution
We developed a detailed projection of the
overall impact of iPlayer on the UK broadband
and media markets, and specifically the effect
on ISPs’ costs
Result
Based on our analysis, iPlayer gained approval
from the BBC’s governing body, the BBC Trust.
Our findings also helped the BBC to answer the
concerns expressed by ISPs. iPlayer currently
serves over 130 million requests per month to
more than 1.5 million users
Europe
Investigated the business case for

ACCESS sub-loop unbundling and
ALL AREAS wholesale broadband access
Problem
OPTA, the Dutch regulator, wanted to
understand whether alternative providers could
develop a positive business case using SLU
and/or WBA, and secondly, what were the main
drivers of their business cases
Solution
We developed scenarios to analyse the options,
then created a detailed business case model
Results
Our analysis informed OPTA’s regulatory
strategy. Our study has been referenced across
the industry, including by the European
Regulators Group (ERG) in its consultation on
regulatory principles of next-generation access
Europe
Managed the procurement of

WINNING 8100 sales points for the Spanish
THE SPANISH Lottery Administrator (SLA)
LOTTERY Problem
Our client needed detailed, start-to-finish
support for the procurement of a national
network for the Spanish Lottery
Solution
We carried out a preliminary strategic study and
managed the RFI and RFP process. We also
analysed the various offers and provided our
client with all the information it needed to make
an informed decision
Results
The SLA was able to achieve important
technical improvements and a significant
reduction in costs compared to its original
estimates
Helped a large private equity fund
2 BILLION REASONS make the right decision in bidding
TO GET IT RIGHT for an Asian cable operator
Problem
A leading private equity firm asked us to provide
due diligence in a high-profile USD2 billion
transaction for a cable operator in Taiwan
Solution
We assessed the pay-TV market in Taiwan and
conducted a thorough operational and technical
due diligence investigation
Result
The client’s investment committee had enough
information to make an informed decision about
the deal, based on facts and rigorous analysis
rather than opinions and reputation
Developed a strategy for a
LEADING THE Fortune 50 technology client to
LEADER OF reinvigorate its revenues in India
THE PACK Problem

Declining growth in the past few years, partly
due to significant changes in the Indian
telecoms market, partly due to fragmentation of
the sales channels used
Solution
We examined constraints on the growth of our
client’s business and developed a unified
perspective for the company that reflected the
rapidly changing Indian TMT market and the
impact of that change on end users
Result
We provide a detailed roadmap of actions that
identified strategy imperatives and pinpointed
exactly where investment was needed
Americas
Helped deliver a communications

QUICK WINS infrastructure for the Jamaican
AND LONG-TERM Ministry of National Security
VICTORIES Problem
The Jamaican government wanted to review and
replace its wireless communications
infrastructure and create a unified, scalable
voice, video and data network – all in time for
the 2007 Cricket World Cup
Solution
We reviewed the existing network, assessed
technical options, and produced a detailed
analysis of the capital and operational costs
associated with the proposed system
Result
The MNS successfully updated its
communications infrastructure, on time and on
budget
Middle East and Africa
Supported the refinancing for

DETAILS: Saudi Arabia’s third largest
BETTER LOOKED mobile operator
OVER THAN Problem

We were asked by a leading private equity firm
OVERLOOKED to provide due diligence in a high-profile
USD2.5 billion Murabaha for Zain KSA
Solution
We reviewed the management business plan
before carrying out a full due diligence exercise,
leading to a revised lenders’ case and
sensitivity test that were used as the basis for
structuring the Murabaha
Result
The client successfully raised the USD2.5 billion
financing facility required. The transaction was
a landmark deal in the region in 2009, and one
of the most visible in the telecoms field
THANK YOU
Kunal Bajaj Cambridge Manchester
Tel: +44 (0)845 600 5244 Tel: +44 (0)845 600 5244
Kunal.bajaj@analysysmason.com Fax: +44 (0)1223 460866 Fax: +44 (0)161 877 7810
cambridge@analysysmason.com manchester@analysysmason.com
T: +91 11 4700 3100
Dubai Milan
Tel: +971 (0)4 446 7473 Tel: +39 02 76 31 88 34
Pankaj Agrawal Fax: +971 (0)4 446 9827 Fax: +39 02 36 50 41 09
dubai@analysysmason.com milan@analysysmason.com
Pankaj.agrawal@analysysmason.com
T: +91 11 4700 3100 Dublin New Delhi
Tel: +353 (0)1 602 4755 Tel: +91 11 4700 3100
M: +91 995 890 1085 Fax: +353 (0)1 602 4777 Fax: +91 11 4700 3102
dublin@analysysmason.com newdelhi@analysysmason.com
www.analysysmason.com Edinburgh Paris

Tel: +44 (0)845 600 5244 Tel: +33 (0)1 72 71 96 96
Fax: +44 (0)131 443 9944 Fax: +33 (0)1 72 71 96 97
edinburgh@analysysmason.com paris@analysysmason.com
London Singapore
Tel: +44 (0)845 600 5244 Tel: +65 6493 6038
Fax: +44 (0)20 7395 9001 Fax: +65 6720 6038
london@analysysmason.com singapore@analysysmason.com
Madrid Washington DC
Tel: +34 91 399 5016 Tel: +1 202 331 3080
Fax: +34 91 451 8071 Fax: +1 202 331 3083
madrid@analysysmason.com washingtondc@analysysmason.com

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APPLIED INTELLIGENCE

What we do, how we do it and who we do it for

An insight into Analysys Mason

Europe Asia–Pacific Americas Middle East and Africa

rights owners, regulators and

vendors, purchasers and

addition to helping clients with

maximise returns from

profitable service opportunities in

operational plans and strategy

on business systems and

Fixed and mobile operators Local and regional governments

Lawyers Ambulance services

Police and criminal justice Cable companies

Predicted the impact of

Investigated the business case for

Managed the procurement of

THE PACK Problem

Helped deliver a communications

Supported the refinancing for

OVER THAN Problem

www.analysysmason.com Edinburgh Paris

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