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Wholesale and a

MTM NBN

CREATE, SUPPLY AND SUPPORT

CONTENTS

1. Who We Are and What We Do

2. MTM NBN and What it Means

3. Innovation and Emerging Technologies

4. Changing Wholesale Customer Needs

5. Developing Wholesale Channels to Market

6. Providing Telco “only” Services

7. Barriers to Entry

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300 Channel Partners

CREATE, SUPPLY AND SUPPORT Commercial in Confidence

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3

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MTM = ACCELERATED ROLLOUT

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HOW DO WHOLESALERS DIFFERENTIATE?

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OTT?

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THE GAME WILL BE WON AND LOST IN THE OTTD SPACE

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OTTD

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CHANGING WHOLESALE CUSTOMER

NEEDS

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What wholesale customers demand pre-NBN

− Access to carriers

− Products and services

− Billing

− Support

− Training

What wholesale customers demand with an NBN world

− Access to carriers

− Products and services

− Billing

− Support

− Training

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OSS/BSS CHANGES - WORKFLOW

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DRIVEN BY THE END CUSTOMER

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WHOLESALE CHANNELS TO

MARKET

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PRE NBN

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POST NBN

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“TELCO ONLY SERVICES”

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PROVIDING TELCO SERVICES TO THOSE LOOKING TO START THEIR OWN

TELCO

Sales only expertise VS Solution Sales

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BARRIERS TO ENTRY

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REGULATION

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DATA RETENTION FOR SMALL RSP’S

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COMPETITION

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