In search of incremental revenues: the telco in ‘support’ role

As broadband markets mature, broadband service providers (BSPs) are seeking out additional revenue opportunities in order to re-energise broadband revenue growth. Are connected home support services the answer?

Report Highlights

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Executive summary
In a nutshell
Key messages
Broadband service providers will need to play to their strengths
Sometimes service providers may be better off looking to play a supporting role
Build the channel, build relationships
Hardware needn’t be an issue
A growing revenue challenge
Growing ARPU is increasingly important
But consistently growing ARPU is not easy
Life beyond TV
Where do the best opportunities lie?
Direct Internet VASs
Providing support might be the answer
Standing out from the crowd: the telco dilemma
Many consumers only want the pipe
Better offers on the market
Aggressive marketing pushing the concept of ‘free’
Customer apathy for value-added services
Getting the message across
Having a good solution is one thing; marketing it is another
Using the portal
Ensure main points of contact are not wasted
Leave the door ajar
Vendor case study: Radialpoint
Combatting the hardware issue
Combining retail and telco products
New opportunities on the horizon?
Does Internet TV open up new opportunities?
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List of Tables
List of Figures
Figure 1: ARPU trends of a selection of European players
Figure 2: Internet activities in the UK, December 2008
Figure 3: Consumers’ top three priorities in choosing their BSP
Figure 4: Example screenshot of the Servicepoint Dashboard
Figure 5: Hardware backup service versus online backup service
Figure 6: Concept VAS strategy utilising multiple sales channels
Figure 7: Internet TV features ranked in terms of importance
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