on cubed corporate presentation
DESCRIPTION
Media consulting and senior management experience from the people who started IPTV in Europe. ON CUBED currently supports pay-TV platforms, TV channels, CE device manufacturers and new media startups in a variety of areas. See http://www.oncubed.tv for details. Our 4 main areas of activity in the media sector are: 1) Consulting & Research 2) Interim Management 3) Rights Management 4) Financial Advisory. FUNCTIONAL EXPERIENCE: customer marketing, segmentation, retention and churn prevention, strategy and business planning, P&L management, business development, licensing, project management. INDUSTRY EXPERIENCE: Video on demand, connected TVs, IPTV, OTT video, new media, rights management, content sales and acquisitions (movies, TV series, factual, kids), fundraising for new media startups.TRANSCRIPT
What we do How we do it
A team of senior executives
in the PayTV and VOD/OTT industry
helping platforms optimize
their services, content, performances
HIGHER REVENUES LOWER COSTS
Optimize Offer
Optimize CB & Sales
Launch + Optimize VOD/OTT
Optimize Content
We Help Pay TV Operators Improve Revenues and Margins
What We Do
1! 2!
- Packaging - Bundling
- Content portfolio
3! 4!
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
• International Pay TV and OTT benchmarking(pricing, tiering, bundling, marketing, promotions, content)
• Segmentation tool developed by partner company CLUSTERS for various data sets (audience ratings, CRM, ad hoc surveys, …)
• Linear/VoD rights assessment vs global DB of deals • Business and marketing planning • 100+ years collective experience managing payTV ops
How We Do It (1/2)
Generated up to 4 Mln €/Year EBITDA improvement with 40x R.O.I.
1! 2! 3! 4!
MET
HODO
LOGY
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
• International carriage and content deals global DB for benchmarking • Proprietary methodology for evaluation of cost vs performance of channels • Negotiation with major studios, independent distributors and TV networks • Negotiated linear/VoD rights since 2000
Reduced yearly costs of TV carriage #deals by 20% and secured new rights
1! 2! 3! 4!
MET
HODO
LOGY
How We Do It (2/2)
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
1!
• Conducted extensive segmentation research on TV viewing and media consumption in the territory
• Content/bundling/pricing benchmark on selected operators and competitors
Telco operator
Client was not satisfied with sales results of its payTV offer and felt the content portfolio it had secured could be better monetized
• Reviewed client’s marketing, tiering and bundling strategies with regard to its linear channels’ line-up
• Helped the client repacking all its offer, assessing best bundling strategy for linear and SVOD content, actively supporting in the renegotiation with providers to adapt contracts to new objectives and tiers
1. Optimize Offer
CLIENT NEEDS
ACTIONS WE HAVE TAKEN
OUTCOME
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
• Conducted day-by-day analysis of PPV usage and purchases
• Managed an internal re-organization of the BU with a better focus on marketing and selling process
• Re-negotiated better terms with major studios where possible
Pay-TV operator
Client was seeking to generate better buy-rates and optimize P&L for its Pay-per-View business
2!
• Launched PPV titles with parallel release with Home Video window
• New marketing plan
• Optimization of the linear channel dedicated to NVOD PPV offer with a 4M EUR/year positive EBITDA impact
2. Optimize CB & Sales
CLIENT NEEDS
ACTIONS WE HAVE TAKEN
OUTCOME
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
• Comprehensive international OTT benchmarking (business strategies, content line-up, user interfaces)
• Conducted a market survey (both CATI and CAWI) to assess consumer interest for an OTT offer at different conditions
• Comprehensive analysis on SVOD rights availabilities in the territory from both major and independent studios
Major DTH Pay-TV operator
Client was aiming to assess the possible risk of a Netflix-like new entrant in the market and consequent scenarios
3!
• Presented a scenario planning based on various options
• Designed possible consumer value proposition and content offer
• Business cases of all the options analyzed
3. Launch + Optimize VOD/OTT
CLIENT NEEDS
ACTIONS WE HAVE TAKEN
OUTCOME
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
9
IPTV Cable Sat DTT PC Mobile Distribution
channels
New product/service launch elements
Product & Business
- Product & service definition - Catalogue definition
- Price & packaging definition - Marketing & promotion definition - Business modelling & planning
- Market competitive analysis - User interfaces & functionalities
- Product & Service Doctoring
Content Aggregation
- Direct Agreement in place with most Hollywood studios
- Content Aggregation - Minimum guarantees optimisation
and significantly quicker time to market - Clearinghouse (admin, legal, reporting)
• Conducted successful re-negotiations with International network providers on behalf of client
• Re-negotiations led to an overall reduction of ~20% yearly content cost and the inclusion of catch-up and/or VoD and multi-device rights
Established IPTV operator
Client felt it was overpaying for linear TV channels and at the same time wanted new multi-device rights for its upcoming VOD/OTT offers
4!
• Assessment of all carriage deals by benchmarking license fees and conditions vs proprietary DB of TV deals globally
• Analysis of price vs performance ratios of all channels on platforms based on proprietary methodology
• Prioritization of channels to be renegotiated and setting of realistic targets
4. Optimize Content
CLIENT NEEDS
ACTIONS WE HAVE TAKEN
OUTCOME
- Packaging - Bundling
- Content portfolio
- Churn prevention
- Upselling - Buyrates
increase
- Launch new VOD/OTT service
- Optimize existing VOD/OTT
- Content deals review and (re)negotiation
(Linear and/or VOD)
Alessandro PETAZZI
Juan A. LATASA
Selected Team Members
Paul NAHA-BISWAS
12+ experience in the Pay TV market across EU and other markets. He has held a number of senior industry positions, including Head of IPTV & Digital Media at Fastweb.
Advising the media and communications industries internationally for 15+ years. Previously, he has held senior roles at FremantleMedia and TVNZ.
STRATEGY, MARKETING, CONTENT STRATEGY, MARKETING
18+ years experience in the telco, broadband and internet industry. He has worked for AT&T, Telefonica, Vodafone mostly on strategy, innovation and International development, particularly in LatAm markets.
STRATEGY, MARKETING, TECHNOLOGY
Justin HEWELT
Director and Founder of PayMedia Consulting Group, he provides strategic support and knowledge to leading Digital Broadcasters and Pay TV operators around the world.
MARKETING, USER INTERFACE
Chris COWAN
He is currently Managing Director at our partner company CLUSTERS. Previously, he has been VP Marketing and Research at Walt Disney Television International.
SEGMENTATION
Sebastian BECKER
CEO & Co-Founder of [tbb\*] thebrainbehind. As a media expert Sebastian’s focus is on the international digital TV market. STRATEGY, USER INTERFACE, TECHNOLOGY
Nina AZIZ
After being Head of Licensing for Lycos, worked on business expansion, industrial partnerships and new business lines for various companies.
Claudio BELLINZONA
12+ years experience in TV. He’s been Corporate Development at Sitcom Group, Content Director at Fastweb IPTV and Head of Content at De Agostini. CONTENT BUSINESS DEVELOPMENT, TECHNOLOGY
ON CUBED relies on a large pool of talents from which we draw the right people and skills on a project-by-project basis. Here below is a list of the professionals most often employed in the past 12 months.
Selected Clients
Major Studios
Independent Cinema Distribution
Factual Content Providers
Music & Concerts Providers
News & Sports Providers
Kids Programming
Media Contact Network
Milan
Contacts
Via dei Piatti, 11 20123 - Milano Italy T +39 02 3670 8384 [email protected]
www.oncubed.tv