APTLD Kuala Lumpur Meeting1 March 2010

How Registries can expect more from Registrars?

Prepared by: How Gay Nee

Senior Manager, OperationWeb Commerce Communications Limited

Registries may have different objectives:

May be non profit organization

May be more concern about the identity and protection of your ccTLDs through restrictive registration policies

Some may be for Profit

Registrars are profit oriented!

If your extensions, even if it is restrictive and required

much handling, but, if there is good margin and opportunity

for the registrar to benefit from it. They will allocate resources

to market and promote your extension.

Immediate price cut to enable reduce offer price. Registrar can easier offer 40-50% discount to create excitement of this ccTLDs.

Price reduction, not rebate, thus does not hurt Registrar’s cash flow. (initial 50% off)

Fair to all registrars regardless of their network size. Additional rebate if there is 15% or 30% growth. – true reward to hardworking registrars.Easy to implement. No customization to registrar system or progress flow.

Registries may excite them with Fair IncentiveScheme!

Promotion mechanismParticipating registrar are automatically entitled to 50% of normal price.If record growth of 15% - a further rebate is offeredIf record growth of 30% - a steeper rebate is offered

Case 1 - ccTLDs Growth program

A good and fair promotion - It is based on respective registrar’s past performance. Registrar initiative to grow volume will be rewarded accordingly. Large and small registrars compete on same ground.

Registrar more likely to reduce price to boost registration volume.

All registrar are able to compete on equal ground, thus, creating a hype in the market, when all registrars / resellers is promoting such extension.

Registries may excite them with Fair IncentiveScheme!

An incentive program to spur registration growth.Participating Registrar need to register certain % of growth compared to previous quarter. Promotion period is Quarter 1, % growth compared to Quarter 3 last year.

Case 2 - New Unit Rebate Program

Reward your Registrar for being pro-active!

You definite get more if your Registrar is pro-active compare to being re-active.

Registries should consider an Exclusive Program!

Exciting Ideas

Proposed for a Joint Promotion

Recognized your Registrar USP !

Some Registrars have huge resellers network

Some Registrars have great Business to Customers website

Some Registrars have good geographical coverage

Some Registrars are good in their system

Recognized your Registrar USP !

Your wish to promote your extension to University and/or colleges

Example 1:

Pick Registrars that have great network to work on this

Provide resources, discount or incentive, but offer this to the selected Registrars to work on.

Present this to your selected registrars

Track their progress and work together

Registrars as your Strategic partners !

Engage them and discuss how they can help in achievingyour objectives

Registrar will definitely be willing to work with you and leverage on their strength to create more USP over their competitor, only then they can make more money, and you achieve your objective ofmore numbers

Evaluate the purpose these Registrar accredited with you?

If you have registrars that,

Not contributing you the numbers you are expecting

Don’t you think you shouldre-look into their accreditation with you

Not actively bouncing ideas with you nor share your visions

• with or without these registrars, it should not made any impact to your registries number

• de-accredited them, need not need to cater so many parties

•Just work with selected few whom are active and serious in growing your business

Why?

Evaluate the purpose these Registrar accredited with you?

The Notion of Fair Competition!

As registries, you want to be fair to all your registrars and that can be reflected inyour incentive program. BUT, you should not adopt the same approach as gTLDs

Why?The acceptance and demand for gTLDs compared to ccTLDs are difference.

The policy, registration process and handling are also difference.

If adopt the same approach and most importantly, if it does not excite the registrars,Then you would not get extra ordinary result.

• you know what you want to achieve • how you wish to implement certain activities

Registries are like the Product Manager

• you need to constant engage them, thus it is easier to manage a handful of active Registrars instead of many.

Registrars are your sales people

Conclusion:

Q & A

Thank You!