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【正文】 ate of peration Competitive Threats Cable Wireless Sub. Portals Source: Deutsche Bank equity research 9/06/01. 0%10%20%30%40%50%60%70%80%90%100%1998 1999 2023 2023 2023 2023 2023 2023D i g i t a l V i d e o R e a d yH o m e s a s a % o f C a b l eH o m e sC a b l e M o d e m R e a d yH o m e s a s a % o f C a b l eH o m e sC a b l e T e l e p h o n y R e a d yH o m e s a s a % o f C a b l eH o m e s. Digital Footprint 1998 2023 0%5%10%15%20%25%30%35%40%45%1998 1999 2023 2023 2023 2023 2023 2023D i g i t a l V i d e o Su b s a s a% o f D i g i t a l V i d e o R e a d yH o m e sC a b l e M o d e m Su b s a s a% o f C a b l e M o d e mR e a d y H o m e sC a b l e T e l e p h o n y Su b sa s a % o f C a b l eT e l e p h o n y R e a d yH o m e s. Digital Service Take Rate 1998 2023 As of 2Q:01, million homes were cable telephone ready with million subscribers Evidence Analysis 2023/3/29 Document Title 9 169。 aggregators and lessors are moving towards partnering with online vendors Aggregator Aggregators that allow petitive differentiation beyond price ? Lease funding and fulfillment ? Automated credit scoring Low, though VC is pouring into this space Channels Are Ranked by Relative Priority Target Segment Rookie Established Savvy EXECUTIVE SUMMARY Major Idea Remendation 2023/3/29 Document Title 5 169。 Copyright IBM Corporation, 2023 Inter Channels Will Provide Incremental Leads and Revenue ? IBM believes there is a substantial opportunity in the online leasing market ? XYZ Company should target the following customer segments: – Professional Services and Manufacturing – IT, office, and manufacturing collateral classes – Small business, small ticket market ? These customers should be targeted with a multichannel approach: – Indirect – Aggregators – Direct ? The major channel to these customers will be the indirect onethrough Inter intermediaries that give access to the customer at the point of transaction ? Each of these channels appeal to customers with unique buying behaviors ? Competitors are moving into the online leasing space。 Copyright IBM Corporation, 2023 This Effort Is Designed to Assist the XYZ Company to identify Wireless Market Opportunities Define the Wireless Marketplace and Its Evolution Describe and Size Wireless Markets Identify XYZ’s Addressable Markets ? Key market players and dynamics ? IBM?s perspective on the key strategic issues ? Nearterm evolution of the wireless market ? Application markets and sizes ? Devices markets and sizes ? Infrastructure markets and sizes ? Current players in each market and relative strengths and weaknesses ? Identify and describe XYZ addressable markets ? Evaluate the size of the impact that XYZ can make ? Identify critical success factors XYZ’s objective is to gain insight into the evolution of the wireless market in order to identify market opportunities for XYZ Identify UnAddressed Opportunities for XYZ ? Market position ? Key players ? Critical success factors ? Evaluate opportunities against XYZ capabilities, customers, channels, and technologies SUMMARY CONCLUSIONS Subject Context 2023/3/29 Document Title 3 169。 building among startup funding aggregators, traditional lessors, and banks Indirect ? Online Storefronts ? Online exchanges ? OFPs ? Automated credit decisioning ? Educational content ? Online applications Medium。 Copyright IBM Corporation, 2023 The cable triple play offering significantly overlaps with XYZ ’s core residential service offerings Competitive Threats Cable Wireless Sub. Portals Description of Service Description of Threat ? The cable triple play consists of three basic services: ?Broadcast TV ?Highspeed data ?Cable telephony ? Ancillary services include: ?Videoondemand ?Videoconferencing ?Home security ? Cable providers already sell services to a large majority of the . population ?The cable footprint covers nearly the entire . home population ?The take rate for service is approximately 65% ? Cable providers are currently digitalizing their works and deploying highspeed data services which pete directly with XYZ ?s highgrowth DSL service ? Cable providers are beginning to deploy cable telephony which will pete directly with XYZ ?s core residential service ?Cable telephony will bee increasingly more of a threat in the next couple of years as the DOCSIS standard for VoIP bees implemented ? HFC cable maintains a petitive advantage over DSL in terms of bandwidth capacity which allows for additional service offerings including videoondemand and videoconferencing ? Cable providers will offer broad and attractively priced bundles to encourage consumers to switch to cable telephony Cable Triple Play Threat Evidence Analysis 2023/3/29 Document Title 8 169。 Copyright IBM Corporation, 2023 Attractive EBITDA margins allow cable providers to quickly reach breakeven on new service offerings $0$10$20$30$40$50$60D i g i t a l V i d e o H SD V O D C a b l e T e l e p h o n yIncremental EBITDA per Subscriber per Month For Additional Service Offerings1 Assuming a 15% take rate, cable providers can recoup their investment in switchbased telephony in 34 months Competitive Threats Cable Wireless Sub. Portals 1. Assumes a 35% revenue share with ISP for HSD and switchbased cable telephony. 2. Assumes modest take rates and switchbased cable telephony. 3. Source: Bear Stearns equity research 5/01, ABN Amro equity research 6/0, Deutsche Bank equity research 9/06/01 and IBM analysis. I