ibm iptv client presentation offering
TRANSCRIPT
1 © 2009 IBM Corporation
TEARSHEET - FOR PRESENTERS ONLY – DELETE BEFORE PRESENTING
Contents: An overview of the IBM Converged Communications – Internet Protocol Television (IPTV) and triple play infrastructure solution, an offering that helps telecommunicationsand broadband Internet service providers upgrade their IPTV services to allow for enhanced market competitiveness through improved customer satisfaction and increased revenue generation. Using high quality infrastructure components from industry-recognized IBM technology partners, the solution is designed to implement an integrated, reliable and scalable IPTV network platform that supports IPTV and video-based services.
Planned content review date: March 2009
Target markets: Communications sector (telecommunications and broadband Internetservice providers), and energy and utility distribution companies adopting IPTV services.
Audiences within target markets: Chief marketing officer, chief financial officer,chief technology officer, business, network and IT management
Signature Selling Method (SSM) stages: Stage 2 (Explore Opportunity)and Stage 3 (Describe Capabilities)
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2 © 2009 IBM Corporation
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Opportunities to cross-sell or up-sell:
– Network Consulting Services
– Remote Network Management services
– IBM Integrated Security Solutions for Cisco Networks
– Enterprise Security Management Services
– Network Security services
– IBM Global Financing services for converged communications
Additional resources:
– Integrated communications services on ibm.com Internet site and GTS SalesOne
– IBM Converged Communications Services engagement portfolio
– IPTV infrastructure engagement portfolio
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3 © 2009 IBM Corporation
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Client pre-qualification questions to help customize your presentation:
– Are you a broadband service provider?
– Do you feel competitive pressure from cable companies providing additionalbroadband Internet provisioning or other Internet Service Providers (ISPs)offering Internet Protocol Television (IPTV) services?
– Is lack of proper technical resources hampering your ability to assess, plan,design and implement an IPTV and video-based service provider network?
Slide notes (best practices):
– Introductions (optional): Fill in the table on the Introductions slide with names and contact information for client meeting participants and IBM or IBM Business Partner presenters.
– Agenda: Remember to edit this slide after you customize this deck to incorporate additions, deletions, and changes in order of topics.
– References: If client reference slides are included in this presentation, check thecurrent status with the IBM account contacts before using the slides.
• IBM presenters: Find appropriate contacts in the IBM client reference database. Links work in slide show mode.
4 © 2009 IBM Corporation
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Slide notes (best practices): (continued)– Considerations and dependencies (optional): Compatibility is a very big issue for
business and technical managers. Answer the question: “Will this offering work with my existing [operating system, network, application suite, hardware, and processes]?” Include:
• Culture changes and executive sponsorships needed to achieve innovationor transformation.
• Upcoming releases that may provide additional functionality. • “Lessons learned” by IBM and clients on the best way to implement
the solution/offering, using experiences from other clients, if available. • Infrastructure changes or prerequisites needed for successful implementation.
– Next steps (optional): Provide your client with an outline of actions you want them toagree to next. For example, a workshop, an account assessment, an IBM solution center visit, to contact an approved client reference, a demo, a trial, etc.
• Contact Guntars Otto at [email protected], Patti Fiette at [email protected] or Olavi (Olli) Patja [email protected] for more information
– Thank you (optional): Insert public sources of information to help clients further research your offering, and provide your contact information.
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5 © 2009 IBM Corporation
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Slide notes (best practices): (continued)
– Trademarks and notes (required): After tailoring your presentation, you candetermine what changes to make to the Trademarks and notes page provided.
• IBM presenters must consult IBM Legal guidelines.
• IBM Business Partners and ISVs should comply with trademark, copyright and attribution conventions and laws as well as their own company policies.
Entire presentation notes:
– If you customize an IBM presentation, you must comply with all applicable legalstandards for your country.
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© 2009 IBM Corporation
IBM Converged Communications Services – IPTV and triple play infrastructureRespond to evolving subscriber expectations with an open,integrated network solution and virtually unmatched integration services
[Presenter Name][Presenter Title][Presentation Date]
7 © 2009 IBM Corporation
Introductions
Company Name and title Contact information
e-mailphone
e-mailphone
e-mailphone
e-mailphone
e-mailphone
e-mailphone
8 © 2009 IBM Corporation
Agenda
Executive summary
Current industry environment
Your business needs and challenges
How IBM Converged Communication Services – IPTV and triple play infrastructure helps you address these needs and challenges
IPTV and triple play infrastructure offering summary
Associated offerings
Why IBM?
Considerations and dependencies
Next steps
9 © 2009 IBM Corporation
Executive summary
Today’s fast-changing communications industry is forcing telecommunications and broadband Internet service providers to adapt quickly to new market pressuresto remain competitive.
Service providers face an urgent need to increase market competitiveness by deploying an integrated, scalable Internet Protocol Television (IPTV)network that enables the rapid deployment of new video-based services.
IBM can help you implement an IPTV multimedia and video-readynetwork infrastructure solution that can:
– Increase customer loyalty and satisfaction.
– Facilitate increased market competitiveness and revenue.
– Meet your business needs.
Our combination of skilled experts with experience in implementing successful IPTV solutions, and partnerships with industry-leading technology vendors, allows us to offer you a proven and validated IPTV and triple play infrastructure solution.
10 © 2009 IBM Corporation
Incumbent telecommunication and broadband Internet service providers are facing competitive threats from cable andsatellite television operators.
Evolving customer preferences and the emergence of new technologies in the communications sector mean that:
Consumers now want a wider range of TV, video and video-basedservices from their service providers.
Telecommunication and broadband Internet service providers arelosing customers and market share to communications service providers who provide IPTV and triple play (voice, video and data) services.
Service providers are required to leverage the latest technologies tooffer increased user self-programming options, portable content andtime-based scheduling.
11 © 2009 IBM Corporation
As a result of market changes, telecommunications and broadband Internet service providers face several critical needs and challenges.
Many organizations are experiencing:
Reduced market competitiveness due to increasing customer turnover.
Shrinking revenues due to the lack of new revenue generation streams.
Lack of resources and skills required to plan and implement areliable IPTV network infrastructure.
As a result, they need to:
Implement a fully integrated IPTV and video-based network forenhanced customer satisfaction and loyalty.
Deploy a wider range of customer services to increase revenue generation and expand market share.
Engage industry-recognized experts to develop a flexible and scalable IPTV network infrastructure with the ability to support future services.
12 © 2009 IBM Corporation
IPTV helps increase your market competitiveness by allowing you to offer new subscriber services and new avenues for advertising.
Subscription TVSubscription TV
Pay per viewPay per view
Time-shifted TVTime-shifted TV
Near video on demandNear video on demand
Video on demandVideo on demand
Subscription video on demandSubscription video on demand
Network personal video recorderNetwork personal video recorder
Consumer personal video recorderConsumer personal video recorder
Asset management and content meta data
Asset management and content meta data
Personalized viewPersonalized view
Program rating and blockingProgram rating and blocking
Favorite list channelsFavorite list channels
Advanced searchAdvanced search
Interactive electronic program guideInteractive electronic program guide
Account status and billingAccount status and billing
Adinsertion
Adinsertion
Personalized program packagesPersonalized program packages
Support for iTV applicationsSupport for iTV applications
Advertisingservices Core television (TV) services Subscriber user interface services
UN
ICA
ST
MU
LT
ICA
ST
13 © 2009 IBM Corporation
IBM offers a tested IPTV and triple play network infrastructure solution to help meet your business needs and challenges.
We help you implement … that can …
A fully integrated video-enabled, carrier-grade, scalable Internet Protocol (IP) Multiprotocol Label Switching (MPLS) network
An IPTV multimedia infrastructure that leverages IBM’s architecture, testing and customer scenarios from the IBM IPTV “Center of Excellence” inLa Gaude, France
Help increase customer satisfaction and loyalty through new and enhanced television (TV),video and video-based services.
Facilitate a competitive advantage and create opportunities for incremental revenue generation with an open and flexible IPTV networkinfrastructure based on next generationnetwork (NGN) architecture.
Leverage unmatched integration and compatibility testing and expertise across a broad rangeof industry-leading vendors.
Support the latest IPTV standards, formats and technologies including video-on-demand andother premium video-based services.
14 © 2009 IBM Corporation
Our IPTV and triple play infrastructure solution can boost your average revenue per user and reduce customer turnover by enabling these services.
Video services on TV Data/Web-based services Voice-based services
TV Video on demand
Digital video recorder (DVR)
Enhanced navigation
Integrated search acrossstorage media
Personalized content on customer television (TV)
Infoportal – access to essential (calendar, airport flight info) andnon-essential (weather) services
Music on demand
My IPTV content services
Caller ID on TV
Unified communications on customer TV
Synchronized with cell andpersonal computer (PC)
Video phone
(Cell) Phone
**
Control recording onpersonal video recorder (PVR)
Receive video clips from PVR
Send photos or video clipsto PVR
Control what to get on cell
Personalized content on cell phone
Music and photos onyour cell phone
Unified communications on cell
Receive voice messagesforwarded by PVR
Synchronized with PVR and PC
PC Manage content on PVR(record, delete, search, etc.)
My Pictures, My Music andMy Videos on customer TV
Manage service preferencesat home or at the office
Unified communications on customer PC
Synchronized with cell and PVR
** Not part of current IPTV service product solution. May be included during future expansion.
15 © 2009 IBM Corporation
A strong ecosystem of IPTV subsystem vendors gives you the flexibility to choose the IPTV network architecture solution that best fulfills your requirements.
Video-on-demand Video headend Conditionalaccess systemMiddleware
Core and metro network Access network
IBM serves as a primary contractor Delivers IPTV solution integration and
deployment Provides IPTV and triple play support
IBM IPTV and triple play solution
CISCO
CDS
Kasenna
CISCO
Optibase
Minerva
CISCO
ORCA
Widevine
Verimatrix
CISCO
Juniper
Allied Telesis
CISCO
Juniper
16 © 2009 IBM Corporation
IBM and Cisco can help enhance your market competitiveness with a robust, fully integrated IPTV and triple play infrastructure solution.
Headend
Acquisition
H.264 Encoding
Customerpremises
equipment
Portal
Super headend Video-on-demand
Core network
Home domain
Metro network
Access networkDSL or FTTX
IPTV infrastructure consulting services
Content Delivery System
Visual quality of experience
Network management
SLAs
Operational and business support systems (OSS and BSS) integration hub
Authentication
Inventorymanagement
Service auto provisioning Billing Network auto
provisioning
Service assurance
Content access system (CAS)
Middleware
17 © 2009 IBM Corporation
IBM also offers you an alternative IPTV and triple play solution based on IBM, Juniper and ISV partner components.
Video-on-demand
Metro network
Middleware
Configurationmanagement
Authentication Network management
SLAs
Inventorymanagement
Service auto provisioning Billing
Service assurance
Super headend
Headend
Acquisition
H.264 Encoding
Content access system (CAS)
Operational and business support systems (OSS and BSS) integration hub
Home domain
Customerpremises
equipment
Core network Access networkDSL or FTTX
Portal
IPTV infrastructure consulting services
18 © 2009 IBM Corporation
Our skilled, experienced specialists can provide full IPTV lifecycle services to help your business establish a platform for future growth.
Assess and plan
Network assessment for compliance to technical requirements
Identificationof viable alternatives and final selection
Design
Designing of the selected IPTV network architecture for implementation
Use of open standards, proven processes and industry-recognized vendor components
Implement
Implementation and integration of IPTV infrastructure across network and IT domains
Deployment, provisioning and distribution of TV, video, games, Internet and e-mail
Support
Managing, operating and troubleshooting of the IPTV network infrastructure
Network monitoring services
Single point of contact to ensure reduced risk
19 © 2009 IBM Corporation
IBM Global Financing at-a-glance
Client FinancingCommercialFinancing
Provides working capital and supply chain financing for
IBM clients and Business Partners
Global AssetRecovery Services
Offers comprehensive services for used
IT assets, including resale, buyback
and recycling
IBM Global Financing
Provides financing (leases and loans) for the acquisitionof solutions and
technology
IBM Global Financing serves commercial clients ranging from small businesses to more than 90 percent of the Fortune Global 100 list of companies.
Nearly three times the 2006 IT financing volumes as number 2 Dell Financial Services (DFS), with HP trailing DFS
Commercial Financing addresses both SMB and larger accounts, providing liquidity across the cash cycle and supporting distribution chains
Clients can establish a borrowing base to: optimize cash flow, reduce borrowing costs, & earn early payment discounts.
Worldwide, IBM receives more than 22,000 machines per week across 22 centers around the world; 85 percent of those machines are refurbished and resold
GARS WW operations processed 59,647 metric tons of end-of-life products and product waste in 2005, and sent only 1.43 percent of that to landfill
Experts in financing technology and solutions
Focuses primarily on solution and technology financing
Provides single-source financing that helps clients acquire business services and technology services, hardware and software ― IBM and non-IBM
Flexible financing with competitive rates to businesses of all sizes and across all industries
Complete financial plans for the lifecycle of the investment
Total Solution Approach
IBM and non-IBM:
Hardware
Software
Services
20 © 2009 IBM Corporation
IBM Financing Advantage: Affordable, Simple, Accessible, Complete
IBM Financing Advantage is designed to help you capture the high-growth mid-market opportunity with accessible, simple processes, and complete financing options. Financing IT and solution
acquisitions can help clients by deferring upfront investment costs, conserving cash for higher-yielding investments, and protecting against technology obsolescence.
Simplifies budgeting and planning– Combine IBM hardware, software, and services and other non-IBM products in a single contract with
a single monthly payment
Fast and simple financing – Rapid online Financing delivers credit, price and contract in under ONE hour
Complete solutions for IBM and non-IBM– Client Financing for HW/SW/Services on transactions as small as $1K USD
– Commercial financing for Business Partners
Enhanced software and services financing– Unlike many other vendors, IBM does not require HW
content in most instances
IBM Express Asset Recovery Solutions provide clients with a safe, secure and environmentally friendly way to dispose of theirold equipment
IBM Certified Used Equipment™, a cost-effective alternativeif new equipment is not an option
21 © 2009 IBM Corporation
IBM offers associated services to help add value to yourIPTV and triple play infrastructure solution.
Our extensive portfolio includes:
Network Consulting Services. A combination of methodology, tools, processes, training, and practitioners—all working together to support your networking needs from assessments through strategy creation, design and testing, implementation, and ongoing management and operations.
Remote Network Management Services. Designed to help you reduce ITcosts, improve business resiliency, fill the skills gap for management expertise by providing instant access to management solutions, and reduce management complexity.
IBM Converged Communications Services. Helps you build business advantage with integrated voice, data and video environments designed to help maximize collaboration and productivity.
Enterprise Security Management Services. A comprehensive array of security services designed to help you reduce the risk of doing business online, while also decreasing the administrative costs associated with sound security management.
22 © 2009 IBM Corporation
Why choose IBM?
IBM possesses a unique combination of capabilities, skills and resources that set us apart from the competition.
IBM is a worldwide leader in IPTV networking consulting and integration services, with proven IT and networking expertise.
Our firsthand experience in implementing IPTV network infrastructure solutions allows us to offer prebuilt and provenIPTV and triple play infrastructure solutions.
Our technology relationships with industry-leading firms allows usto provide you with a selection of IPTV network architectures.
We can offer a team of skilled experts and specialists with extensive experience in integrating and testing multivendor network solutions.
23 © 2009 IBM Corporation
IBM has several Telecom Solutions Labs that offer unmatched integration and compatibility testing capabilities across a wide range of IPTV subsystem vendor solutions.
The centers offer a variety of services including:
Client briefingsTailored to meet specific client requirements
DemonstrationsComprehensiveend-to-end solutions
Proof-of-concepts
Enable fastersolution deployments
Independent software vendor integration
Reduce riskduring solution implementation
ConsultancyThought leadershipin support of client engagements Montpellier,
France
Beaverton, Oregon
Austin, Texas
Hursley, UK
Beijing, China
La Gaude, France
24 © 2009 IBM Corporation
The IBM IPTV Center of Excellence at La Gaude, France, houses a live IPTV and triple play installation with state-of-the-art equipment.
Multiple television (TV) sets connected through different access modes
46-inch and 37-inch full high definition(HD) TVs and set-top boxes (STBs)
32-inch HD-ready, standard definition(SD) STB
STBs connected via Ethernet ToThe Home (ETTH)
25 © 2009 IBM Corporation
The IBM IPTV Center of Excellence provides you with a firsthand view of the equipment from the Cisco IPTV and triple play infrastructure solution.
CISCO core and metro network
CISCO and Allied Telesisaccess network
CISCO visual quality ofexperience (VQE)
CISCO Video Technology Group (VTG) video headend
CISCO Content Delivery System (CDS) video-on-demand (VoD) system
Widevine conditional access system (CAS) system
Minerva middleware
CISCO VTG and ADB set-topboxes (STBs)
26 © 2009 IBM Corporation
Our Center of Excellence houses an IPTV and triple play infrastructure solution that incorporates components from Juniper Networks and other independent software vendors.
Juniper core and metro network
Juniper and Allied Telesis access network
Juniper DynamicBandwidth Allocation
CISCO Video Technology Group (VTG) video headend
Kasenna video-on-demand (VoD) system
Verimatrix conditionalaccess system (CAS) System
ORCA middleware
Motorola set-top boxes (STBs)
27 © 2009 IBM Corporation
A technical overview of the Cisco- and Juniper-based IPTV and triple play solution architectures at the La Gaude center.
DVB-Ssource
Core and Internet access (MPLS cloud)Acquisition
Portal andVoD server Ethernet metro Distribution End user
28 © 2009 IBM Corporation
Success story: Danish service provider
Business challenge:
As a broadband service provider, the company experienced rapid growth that resulted in the need to automate customer management workloads and processes
Solution:
IBM provided the consulting services, software, network architecture and Cisco-based products needed to implement an IPTV solution that supported a full range of triple-play services, including automated customer service options
Result:
The company’s new portal system provides a more effective infrastructure that is helping the company accommodate growth of more than 400 percent
“Our combination of a three-in-one broadband solution with Internet, IP telephony and television attracts an ever-widening customer circle thatis searching for digital experiences of thehighest quality.”
— IT Manager
29 © 2009 IBM Corporation
Success story: Norwegian service provider
Business challenge:
To become more competitive, generate profits, increase customer loyalty and respond to industry deregulation
Solution:
IBM provided the consulting services, software, network architecture and Cisco-based products needed to implement an IPTV solution that supported a full range of triple-play services, including automated customer service options
Benefits:
Helped create a robust, on-demand environment for customers, enabling increased customer satisfaction, improved competitiveness and greater profits
“IBM and its partners have given us the tools and support to become a more resilient and responsive business in the face of changing market conditions.”
— CEO
30 © 2009 IBM Corporation
Success story: Lithuanian service provider
Business challenge:
Required a reliable and market proven digital video headend and secure and multiplatform content protection solution
Solution:
IBM manages design, delivery and maintenance for the digital video headend from Cisco and content protection from Widevine
Benefits:
Using Widevine, the organization assures content providers that content is secured, offering them the critical access to premium content required to make their service attractive, regardless of consumer device
“IBM and Widevine have delivered an excellent, turnkey video headend and multiplatform content protection solution that offers us the flexibility to delivery PayTV services to a wide range of consumer platforms.”
— General manager
31 © 2009 IBM Corporation
Success story: Lithuanian service provider
Business challenge:
Reform existing complex—15 operating systems and several proprietary hardware and software—IPTV-based service to reduce licensing costs, increase scalability and enable use by non-technical staff
Solution:
Working with several partners, IBM provided industry-leading hardware, including xSeries® and BladeCenter® servers, open-source Linux® software, digital media expertise and consulting services, from initial engagement to solution launch
Benefits:
An affordable, scalable and easy-to-maintain system that provides community residents with access to a wide range of interactive television and Internet services
“ IBM displayed a commitment and enthusiasm for the project that went beyond expectations, and worked extremely hard to keep us within our budget as well.”
— Project manager
32 © 2009 IBM Corporation
Next steps
33 © 2009 IBM Corporation
Thank you for your time today.
For more information, please visit:
ibm.com/services/networking
Contact:
[Presenter Name]
[Presenter Work Phone]
[Presenter e-mail Address]
34 © 2009 IBM Corporation
Trademarks and notes
IBM Corporation 2009
IBM, the IBM logo, ibm.com, WebSphere, xSeries, BladeCenter, IBM Component Business Model of IT and IBM Process Reference Model for IT are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both.
IT Infrastructure Library is a registered trademark of the Central Computer and Telecommunications Agency which is now part of the Office of Government Commerce.
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Other company, product and service names may be trademarks or service marks of others.
References in this publication to IBM products or services do not imply that IBM intends to make them available in all countries in which IBM operates.
This document includes content from COBIT 4.0 and 4.1, which is used by permission of the IT Governance Institute (ITGI). © 1996, 1998, 2000, 2005, 2008 IT Governance Institute (ITGI). COBIT is a registered trademark of the Information Systems Audit and Control Association and the IT Governance Institute. Used under license from ITGI.
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35 © 2009 IBM Corporation
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