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MMV Webinar 4. Telco Perspectives. April 2018

Match-Maker Ventures, profile picture
Match-Maker Ventures

The document discusses the current state of the telecom industry, highlighting the challenges faced by companies and the opportunities for collaboration with startups to drive innovation. It features perspectives from industry leaders, particularly focusing on the importance of leveraging external innovation while navigating market saturation and complex network demands. Overall, it emphasizes the need for telecoms to adapt and explore new business models and partnerships to revitalize their offerings.

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Page | 1 With the MWC passed and a remaining feeling of “The telco’s need more” we review the industry’s state of mind MMV Webinar Edition 4 – Telecom perspectives
Page | 2 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
Page | 3 Corporates need to overcome many challenges, we can help! We will become the global reference for making startup-corporate collaboration simple & successful! We reduce the frictions between the startup and the corporate world We help to identify the true business rationale for collaboration with startups We drive collaboration opportunities all the day until promises business impact is realized and 1+1 = 3 finally becomes a business reality
Page | 4 Global experts keep finger on the pulse and foot in the doors 50+ C-level experts spread globally 280+ years at C-level Experience from Deutsche Telecom, Thomson Reuters, Sony, O2, Swisscom, Red Bull, Viacom, Accenture, Citi, SEB, Danske Bank, ERGO, McKinsey, Telia, Arthur D Little, NZZ, … North America Central Europe Nordics Copenhagen Stockholm Tallinn Amsterdam Asia Hong Kong Hanoi Shanghai Silicon Valley Boston Toronto MENA Tel Aviv Dubai Beirut Vienna (HQ) Munich Berlin Cologne Frankfurt Zurich Budapest Prague Warsaw Western Europe London Barcelona Malta
Page | 5 We follow-up two business models to drive business impact Signature Match- Making Startups Corporation Match- Making as a Service We IDENTIFY, VALIDATE AND MATCH-MAKE the best startups for you to drive BUSINESS IMPACT We MATCH our portfolio of leading- edge startups with the right corporate partners to drive BUSINESS IMPACT CORPORATE NEEDS
Page | 6 Mario Mayerthaler A1 Telekom Austria Group Head of Innovation mario.mayerthaler@A1.group https://www.a1.group/ Today’s guest is an absolute expert on telco innovation Dr. Nicolai Schättgen Match-Maker Ventures CEO nicolai@match-maker.ventures http://match-maker.ventures
Page | 7 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
Page | 8 A look back at MWC 2018: Telco in freeze mode Are we witnessing more of the same? Where is the true innovation? What business cases sustain the hype? 5G: The new telecom savior? 2018 roll-outs by wireless carriers and hardware makers Exciting road ahead: IoT, mobile broadband, healthcare, utilities, Fixed Wireless Access BUT unclear idea on the actual use cases AI: What is the tangible value? Disruptive applications of AI and Machine Learning to re-define the customer experience BUT organizations not ready to maximize impact AR/VR: Ready for take-off? Monetizing the opportunity to re-invent entertainment BUT no clear setup to capture the opportunity
Page | 9 0 200 400 600 800 1000 1200 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025 Developed Developing 1051 1080 1095 Mobile revenue outlook (USD billion) Chinese growth drives increase in developing countries But EU and US mobile revenues remain flat Telco’s key revenue driver remains flat in Western markets Source: GSMA Intelligence
Page | 10 Let’s face it: Telco offering is a commodity! 0% 5% 10% 15% 20% 25% Telco companies Airlines Car makers Utility companies Banks Hospitality and wealth Tech companies Q: Which of these industries is the best at providing a service that meets your needs? Source: The Bio Agency (2017) – Survey conducted with 1432 respondents
Page | 11 Networks deployed become increasingly complex 0% 10% 20% 30% 40% 50% 60% 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025 Shareofmobileconnections (excludingcellularIoT) 2G4% 5G14% 3G29% 4G53% Global mobile adoption by technology Source: GSMA Intelligence
Page | 12 Increasing complexity will keep pushing CAPEX requirements Global CAPEX and network coverage 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 0 50 100 150 200 250 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Networkcoverage(%ofpopulation) CAPEX(USDbn) CAPEX 4G coverage 5G coverage 79% 2% 2% 11% Source: GSMA Intelligence
Page | 13 0 100 200 300 400 500 600 700 2015 2016 2017 2018 2019 2020 2021 Telcos are not able to profit from the step usage increase Mobile data usage per year, worldwide (2016-2021) Exabytes/year CAGR: 60% Source: Vodafone Additional investment required More affordable dataplans Increasingly data- intensive content Can telcos still profit from the additional data produced?
Page | 14 Performance of leading operators reflects industry slowdown 0 20 40 60 80 100 120 140 160 180 2010 2011 2012 2013 2014 2015 2016 2017 Annual telco revenues, 2010-2017 CAGR (2010-17) 3,3% 2,4% 2,3% -1,9% -1,3% 2,8% 10%
Page | 15 Market saturation forces telcos to look into new directions Western Europe 125% Central & Eastern Europe144% China100% APAC Excl. China & India 100% India88% Middle East116% Africa81% North America105% Latin America105% Source: Ericsson
Page | 16 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
Page | 17 Telecom world is full of opportunities – where do you play? NETWORK CUSTOMERS REVITALIZE REVOLT Transportation Governmental services Industrial IoT Smart city Smart energy Movement analytics Smart health RoboticsTELCO’S CORE Connected devices InsurTech Gaming Digital media Security Identity & Authentication Advertising Connected car Gambling Smart home SaaS FinTech AR/VR Blockchain eCommerce IoT enabling services Digital content Education Consumer gadgets Edge computing SDN / NFV FWA Micro-Cells Chatbots/ Smart IVR BI capabilities Billing Multi- channel Predictive analytics Unified communications Alternative networks Big data services Product development B2B solution business M2M communication platform Low-power / short range devices LPWAN System integration Process digitization TV / VideoData privacy AgTech Wearables Real Estate HR
Page | 18 “You need to move now to where you want to play in future. Ten years ago, they all did the same things. But now carriers have suddenly got a lot of options — some will go into TV and media, others into cloud services, others the connected car and home. Some will do them all.” - Hans Vestberg, CTO Verizon
Page | 19 ¤ Externalize innovation into completely separate organization without any ties to existing organization ¤ So far only partly implemented at telcos NewCo setup ¤ Anything from intrapreneurship programs to incubators and internal accelerators ¤ Focus to leverage existing innovation power New business teams ¤ More relating to acquisitions ¤ Could go from aqui- hires to large scale acquisitions and mergers M&A ¤ A ”half”-marriage among “similar players” (pot. only in a specific area) to address an opportunity ¤ More and more common among telcos Joint ventures/ strategic partnerships ¤ From corporate accelerators to corp- up relationships ¤ Leverage existing assets and use startups’ innovation power to drive business Startup collaboration Internal External 1 2 3 4 5 Build on internal innovation power Acquire critical know-how 1 + 1 = 3 Innovation powerhouse Start over! 1) Various combinations are possible Plays to attack growth greatly vary – most follow a combination
Page | 20 Each play shows a different profile in terms of risk and returns Time-to-impact Investmentrisk Select carefully What are your objectives? Which resources are available? How much time do you (really) have? What is the risk taking appetite? 1 New business teams 2M&A 3 Joint ventures and SP 5NewCo setup 4 Startup colla- boration
Page | 21 Light shaping solutions ¤ French based CAILabs is specialized on optical beam shaping increasing fiber capacity ¤ Jointly with KDDI set the world record of 10Pb/s over a multimode fiber in a laboratory Innovative antenna technology ¤ Swedish based technology company providing an innovative approach to antennas ¤ Design enables to maximize performance and energy efficiency and brings superior coverage Source: Company websites, online blogs and news clippings, Match-Maker Ventures analysis Network innovation: Collaboration opportunities underestimated ¤ Network domain is the remaining core strategic asset ¤ Today telcos predominantly rely on large-scale OEMs ¤ But, complexity, threats and opportunities in network domain have never been this high ¤ Both from access network technologies, to transport layers and network management technologies Selective collaboration opportunitiesMarket overview
Page | 22Source: Cisco Global Cloud Index 2018; IDC's Worldwide Semiannual Big Data and Analytics Spending Guide; Statista: Big data - Statistics & Facts Big data analytics: Quality & quantity of telco data enables play Selective collaboration opportunitiesMarket overview IoT data analytics solution ¤ Turning IOT sensor data into rich insights about people’s behavior and real-time context ¤ Analyses how customers go through their everyday lives to discover and anticipate important moments Location data platform ¤ Personalized and relevant mobile experiences by enriching mobile location signals ¤ Powering innovation in product development, mobile marketing and real world analytics ¤ Global big data and business analytics exceeded USD 150 billion in 2017 ¤ Global IP traffic from cloud data centers is forecasted to surpass 10 zettabytes in 2018 ¤ Machine learning and AI are changing the way data is analyzed for the benefit of many industries ¤ Telcos have great assets that can be leveraged to win in this market (e.g. location capabilities, IoT play, etc)
Page | 23Source: Statista: “Digital Advertising 2018” Advertising: Telcos’ assets bring great opportunities in the space ¤ Global revenue in Digital Advertising is predicted to reach USD 280 bn in 2018 and USD 400 bn by 2022 ¤ Mobile is forecasted to represent 80% of digital by 2022 in the U.S. ¤ Telcos have unique assets with great benefits for the ad industry (e.g. data, smartphone access, etc) ¤ Native ads, targeting, attribution & ad analytics are among hot areas Selective collaboration opportunitiesMarket overview Mobile targeting ¤ Geolad leverages high quality subscriber data to target ads to the best fitting mobile users ¤ Live with top-tier international telecom groups and expanding rapidly Smartphone monetization ¤ Smart customization for new smartphones ¤ Native touch points throughout phone lifecycle ¤ Global network of partner brands / advertisers
Page | 24 Identity Theft protection ¤ Proactive monitoring of identity related objects ¤ Growing database of 6+ bn leaked objects ¤ Live with Telenor Group in Norway Vulnerability mgmt. and automated pen. testing ¤ Global insights about company’s security level ¤ Focus on business processes and critical assets ¤ Most innovative MSSP solution Cybersecurity: Telcos are gaining more power in the field Selective collaboration opportunitiesMarket overview ¤ Global cybersecurity market is forecasted to reach USD 150 bn in 2018 and USD 202 bn by 2021 ¤ MSSPs become more relevant as companies outsource security due to: o Shortage of cybersecurity professionals o Increasingly complex assaults ¤ Increasing trust in the sector and large customer base put telcos in a great position to offer cybersecurity services to companies and individuals Source: Statista 2018; CBR Online: “Are telcos becoming cyber security companies?
Page | 25Source: Statista 2018; Marketing Charts: “Emerging Tech Sales Forecast for 2018” Emerging devices: Telcos as strategic partners for new tech Selective collaboration opportunitiesMarket overview Wearable senior care solution ¤ Actionable insights to improve senior care ¤ Combination of wearable technology, smart indoor location tracking, machine learning and predictive analytics VR / AR software for education ¤ Technology that enables learning through experience rather than memory testing ¤ Tools to create content in virtual classrooms or virtual training environments ¤ U.S. sales of emerging tech devices will exceed USD 30 billion in 2018 ¤ Y-o-y growth of VR gadgets and drones unit sales in the U.S. is expected to surpass 20% in 2018 ¤ Global AR and VR market size is predicted to surpass USD 140 billion by 2020 ¤ Telcos can become strategic sales partners of emerging tech players and enhance offering to end-users
Page | 26Source: BCG: “Back to the Future: The Road to Autonomous Driving”; Wing Venture Capital: “IoT Startup State of The Union 2016”; Statista 2018 Autonomous driving: Clear telco play that has been ignored Selective collaboration opportunitiesMarket overview Self-driving technology for industrial clients ¤ Design / development of complex autonomous systems (incl. mapping, navigation and control) ¤ Hardware & software solutions applicable to industries like mining, agriculture and defense Self-driving auto technologies ¤ MIT spinoff company providing self-driving tech and mobility solutions for communities ¤ Software can be integrated with any vehicle type depending on specific needs ¤ Projected market size of partially and fully autonomous vehicles will surpass USD 40 billion by 2025 ¤ More than 60 deals were closed in the autonomous car space in 2017, twice as much as in connected car ¤ Telcos are mostly playing in the area of connected car, missing a bigger opportunity in autonomous driving ¤ Telcos’ network and connectivity enable a relevant play in the market
Page | 27 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – A1 Head of Group Innovation at A1 Telekom Austria AG l Q&A 1 2 3 4 5
28 STARTUPS www.a1startup.net Driving Innovation @A1Group
Intrapreneurship Driving Innovation @A1Group with 29 A1 Start Up Campus Enabling and integrating external innovation into our organization by cooperation with startups and supporting the CEE startup ecosystem. Startups Expanding the Portfolio- Value Added Services Empowering Ideas Giving the freedom and financial support to our employees so they can explore new and unexpected directions for business development Digital Products & Services Partnering with established companies from all over the world to complete our product portfolio and adopt a data-driven approach to business development A1Group Innovation aims at • Identifying new source of business development (SaaS, data-driven, IoT…) • Executing on revenue opportunities for CEE-relevant products & services • Enhancing OpCos portfolio with a one-4-all approach • Enabling a fast-to-market approach for new products and services
30 BLR BUL CRO SRB SLO AUT MKD § 20.7 mn customers (Q4 2016) § 8 countries § Direct and indirect sales chanels for B2B and B2C § M2M, Wholesales, International Sales § A1 Digital § Largest sales network in Austria § 29 countries § 328 mn customers
31 Innovation Value § Incorporate innovative solutions -- > Startups as a highly valuable source of innovation § Cultural impact of innovative new topics and the Startup spirit § Increasing value of our startups, resulting from common scaling § Pay-back in case of exit Synergies § Work with Startups requiring our assets § Enhance our current products and services with new technologies § Monetize Startup products and services within our customer base § Retain our core business with innovative solutions and increase ARPU Revenue 1 2 3 4 STARTUPS WHY WE WORK WITH THEM?
32 Office Space Business Products & Infrastructure Media Consulting Sales Channels Investment STARTUPS GET SUPPORTED IN SIX AREAS Free core package for 3 years Add-on options…
Seed & Early Stage Product development and ready for take-off Enabling Verticals Retail, Media & Advertising, Traffic, Hospitality, Tourism, … Linked to our Core Business Enable | Transform | Digitalize | Complement Customer Target Our B2B and B2C customers STARTUPS WE SEARCH FOR
STARTUPS OUR FOCUS AREAS 34 Retail Hospitality Media & Advertising Tourism Traffic Cyber Security Special topics „Real Estate“ and „Accessible Travelling“
App based parking lot information The worlds first real time free public parking lot information in one app. Parkbob shows the parking spots available and warns when you park in a restricted or forbidden area. Synergies Integration with A1 Handyparken App, used by 600.000 customers in Austria DATA-DRIVEN www.parkbob.com
36 Parkbob shows impressive speed in scaling… Data fully anonymized & GDPR compliant Highlights & Key Facts Several Mio. customers generating parking data sets Data driven Key aspects for A1Group Predictive engine HIGHLIGHTS KEY FACTS WRAP UP AI algorithms Digital inventory of 29 cities, including: - Parking zones - Car parks - Real time parking lots Societe Generale Automotive Born Global Champion ConCar Expo Key feature in A1 Handyparken app Official Partner of BMW Group
37 CHF BLR BUL CRO SRB SLO AUT MKD +1M€ funding raised 40.000 free parking lots per day in Vienna displayed 29 cities until end of 2017 GER SCALING UP WITHIN OUR MARKETS AND BEYOND
CLOUD B2B www.ready2order.at Cloud-based PoS Solution Transforms every smartphone, tablet and PC into a fully functional cash registry. Developed product with bold design and top hardware specs. Synergies R2O & A1 bring a digital POS to Austrian SMEs. B2B sales through A1 shops, A1 digital, telesales force and partners with a revenue share model. „All-in-one“ device with 4G, big screen & long battery lifetime
39 Ready2Order shows significant growth… Market leader in SaaS cash registry solutions in Austria Highlights & Key Facts Available on iOS and Android Data driven Key aspects for A1Group Core product fit HIGHLIGHTS KEY FACTS WRAP UP New revenue stream Subscription based model Future Zone Award Winner „Best POS System“ A1Group business portfolio extension concerning SME
40 CHF GER AUT Established in Austria, Germany and Switzerland Best selling cloud based cash registry solution in Austria Several awards won CHF SCALING UP WITHIN OUR MARKETS AND BEYOND BLR CRO MKD SLO BUL SRB
Movement Data Analytics Visualisation of anonymized customer mobility from mobile data. Mobility insights (analysis of traffic), location insights (analysis of visitor frequencies) and event insights (analysis of visitor flows). Synergies Invenium analyses A1Group anonymized mobile data to create insights for B2B customers. Invenium has access to A1Group largest customers over CEE. DATA-DRIVEN www.invenium.io
Analysis of the occuring traffic. Analysis of vistitor frequencies and customer potential on specific locations. Analysis and visualization of customer streams at events. SOLUTIONS INVENIUM PRODUCT CATEGORIES 42
RETAIL EXAMPLE DASHBOARD We can deliver for Retail § Where customers come from (zip code based) § How long they stay § Where they go afterwards i Business Need.
44 Outstanding data analytics solution for several verticals… Data fully anonymized & GDPR compliant Highlights & Key Facts Unique add-on value, e.g. delivered for - Retail - Banks - Public Transportation - Tourism Data driven Key aspects for A1Group AI algorithms HIGHLIGHTS KEY FACTS WRAP UP Core product fit A1Group business portfolio extension concerning location based services and movement analytics
45 BLR BUL CRO SRB SLO AUT MKD CHF BLR BUL CRO SRB SLO AUT MKD Mobility, Location and Event Insights Anonymized data analysis, in line with Austrian/EU data regulations SCALING UP WITHIN OUR MARKETS
46 http://getfolyo.com/ https://www.adscanner.tv/ http://www.invenium.io/de/ https://reval.co.at/ http://www.holidaysonwheels.at/de/ http://www.parkbob.com/ https://ready2order.com/at/ STARTUPS OUR CURRENT PORTFOLIO https://www.mopius.com/ https://whalebone.io
47 ONE-STOP-SHOP A1GROUP INNOVATION UNIT ENABLES STARTUP GROWTH Innovation Marketing Sales … Success Story Success Story A1 Campus Onboarding 3 FTE A1 Campus Onboarding 4 FTE 2015 2016 2017/2018 2015 2016 2016 2017 A1 Handyparken Integration – 600k User Expansion to Germany – several Mio. User 18 FTE Cash registry devloped with A1 Product sale launch via. A1 channels Expansion to Germany 45 FTE
TOTAL STARTUP FTES 2015 2016 2017 18 64 101 FTEs DIAGRAMMTITEL 2015 2016 2017 Valuation +140% +58% +256% +150% STARTUPS SIGNIFICANT GROWTH ACHIEVED
49 STARTUPS www.a1startup.net Questions? Mario Mayerthaler, Head of Innovation Tel +43 664 66 32 326 Mail mario.mayerthaler@a1.group Christoph Heimel, Innovation Tel +43 664 66 39 225 Mail christoph.heimel@a1.group
50 We are happy to clarify any open questions MM Ventures GmbH, Türkenstrasse 25, 1090 Vienna, Austria Dr. Nicolai Schaettgen CEO Email: nicolai@match- maker.ventures Your contactsAbout Match-Maker Ventures Match-Maker Ventures accelerates innovation by fundamentally changing how corporates and startups collaborate. We maximize the success of the innovation journey and create impact within 12 months for both corporates and startups. Our unique network approach enables startups to scale fast by connecting startups to the global markets and corporates to benefit from pre-selected, globally scouted and well prepared innovation. By involving our global Match- Maker network we create “perfect matches” and ensure impact being created by managing the process end-to-end, from start-up sourcing to on-boarding. We work with leading-edge start-ups who already have achieved proof-of- concept and are ready to scale their business and large corporates willing to learn from start-ups. We focus on industries where we possess a deep understanding and a broad network: Telecoms, Media and Financial Services. Learn more at www.match-maker.ventures or contact us at office@match-maker.ventures Luís Fonseca Startup Engagement Manager Email: luis@match- maker.ventures

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MMV Webinar 4. Telco Perspectives. April 2018

  • 1. Page | 1 With the MWC passed and a remaining feeling of “The telco’s need more” we review the industry’s state of mind MMV Webinar Edition 4 – Telecom perspectives
  • 2. Page | 2 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
  • 3. Page | 3 Corporates need to overcome many challenges, we can help! We will become the global reference for making startup-corporate collaboration simple & successful! We reduce the frictions between the startup and the corporate world We help to identify the true business rationale for collaboration with startups We drive collaboration opportunities all the day until promises business impact is realized and 1+1 = 3 finally becomes a business reality
  • 4. Page | 4 Global experts keep finger on the pulse and foot in the doors 50+ C-level experts spread globally 280+ years at C-level Experience from Deutsche Telecom, Thomson Reuters, Sony, O2, Swisscom, Red Bull, Viacom, Accenture, Citi, SEB, Danske Bank, ERGO, McKinsey, Telia, Arthur D Little, NZZ, … North America Central Europe Nordics Copenhagen Stockholm Tallinn Amsterdam Asia Hong Kong Hanoi Shanghai Silicon Valley Boston Toronto MENA Tel Aviv Dubai Beirut Vienna (HQ) Munich Berlin Cologne Frankfurt Zurich Budapest Prague Warsaw Western Europe London Barcelona Malta
  • 5. Page | 5 We follow-up two business models to drive business impact Signature Match- Making Startups Corporation Match- Making as a Service We IDENTIFY, VALIDATE AND MATCH-MAKE the best startups for you to drive BUSINESS IMPACT We MATCH our portfolio of leading- edge startups with the right corporate partners to drive BUSINESS IMPACT CORPORATE NEEDS
  • 6. Page | 6 Mario Mayerthaler A1 Telekom Austria Group Head of Innovation [email protected] https://www.a1.group/ Today’s guest is an absolute expert on telco innovation Dr. Nicolai Schättgen Match-Maker Ventures CEO [email protected] http://match-maker.ventures
  • 7. Page | 7 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
  • 8. Page | 8 A look back at MWC 2018: Telco in freeze mode Are we witnessing more of the same? Where is the true innovation? What business cases sustain the hype? 5G: The new telecom savior? 2018 roll-outs by wireless carriers and hardware makers Exciting road ahead: IoT, mobile broadband, healthcare, utilities, Fixed Wireless Access BUT unclear idea on the actual use cases AI: What is the tangible value? Disruptive applications of AI and Machine Learning to re-define the customer experience BUT organizations not ready to maximize impact AR/VR: Ready for take-off? Monetizing the opportunity to re-invent entertainment BUT no clear setup to capture the opportunity
  • 9. Page | 9 0 200 400 600 800 1000 1200 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025 Developed Developing 1051 1080 1095 Mobile revenue outlook (USD billion) Chinese growth drives increase in developing countries But EU and US mobile revenues remain flat Telco’s key revenue driver remains flat in Western markets Source: GSMA Intelligence
  • 10. Page | 10 Let’s face it: Telco offering is a commodity! 0% 5% 10% 15% 20% 25% Telco companies Airlines Car makers Utility companies Banks Hospitality and wealth Tech companies Q: Which of these industries is the best at providing a service that meets your needs? Source: The Bio Agency (2017) – Survey conducted with 1432 respondents
  • 11. Page | 11 Networks deployed become increasingly complex 0% 10% 20% 30% 40% 50% 60% 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025 Shareofmobileconnections (excludingcellularIoT) 2G4% 5G14% 3G29% 4G53% Global mobile adoption by technology Source: GSMA Intelligence
  • 12. Page | 12 Increasing complexity will keep pushing CAPEX requirements Global CAPEX and network coverage 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 0 50 100 150 200 250 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 Networkcoverage(%ofpopulation) CAPEX(USDbn) CAPEX 4G coverage 5G coverage 79% 2% 2% 11% Source: GSMA Intelligence
  • 13. Page | 13 0 100 200 300 400 500 600 700 2015 2016 2017 2018 2019 2020 2021 Telcos are not able to profit from the step usage increase Mobile data usage per year, worldwide (2016-2021) Exabytes/year CAGR: 60% Source: Vodafone Additional investment required More affordable dataplans Increasingly data- intensive content Can telcos still profit from the additional data produced?
  • 14. Page | 14 Performance of leading operators reflects industry slowdown 0 20 40 60 80 100 120 140 160 180 2010 2011 2012 2013 2014 2015 2016 2017 Annual telco revenues, 2010-2017 CAGR (2010-17) 3,3% 2,4% 2,3% -1,9% -1,3% 2,8% 10%
  • 15. Page | 15 Market saturation forces telcos to look into new directions Western Europe 125% Central & Eastern Europe144% China100% APAC Excl. China & India 100% India88% Middle East116% Africa81% North America105% Latin America105% Source: Ericsson
  • 16. Page | 16 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – Head of Group Innovation at A1 Telekom Austria l Q&A 1 2 3 4 5
  • 17. Page | 17 Telecom world is full of opportunities – where do you play? NETWORK CUSTOMERS REVITALIZE REVOLT Transportation Governmental services Industrial IoT Smart city Smart energy Movement analytics Smart health RoboticsTELCO’S CORE Connected devices InsurTech Gaming Digital media Security Identity & Authentication Advertising Connected car Gambling Smart home SaaS FinTech AR/VR Blockchain eCommerce IoT enabling services Digital content Education Consumer gadgets Edge computing SDN / NFV FWA Micro-Cells Chatbots/ Smart IVR BI capabilities Billing Multi- channel Predictive analytics Unified communications Alternative networks Big data services Product development B2B solution business M2M communication platform Low-power / short range devices LPWAN System integration Process digitization TV / VideoData privacy AgTech Wearables Real Estate HR
  • 18. Page | 18 “You need to move now to where you want to play in future. Ten years ago, they all did the same things. But now carriers have suddenly got a lot of options — some will go into TV and media, others into cloud services, others the connected car and home. Some will do them all.” - Hans Vestberg, CTO Verizon
  • 19. Page | 19 ¤ Externalize innovation into completely separate organization without any ties to existing organization ¤ So far only partly implemented at telcos NewCo setup ¤ Anything from intrapreneurship programs to incubators and internal accelerators ¤ Focus to leverage existing innovation power New business teams ¤ More relating to acquisitions ¤ Could go from aqui- hires to large scale acquisitions and mergers M&A ¤ A ”half”-marriage among “similar players” (pot. only in a specific area) to address an opportunity ¤ More and more common among telcos Joint ventures/ strategic partnerships ¤ From corporate accelerators to corp- up relationships ¤ Leverage existing assets and use startups’ innovation power to drive business Startup collaboration Internal External 1 2 3 4 5 Build on internal innovation power Acquire critical know-how 1 + 1 = 3 Innovation powerhouse Start over! 1) Various combinations are possible Plays to attack growth greatly vary – most follow a combination
  • 20. Page | 20 Each play shows a different profile in terms of risk and returns Time-to-impact Investmentrisk Select carefully What are your objectives? Which resources are available? How much time do you (really) have? What is the risk taking appetite? 1 New business teams 2M&A 3 Joint ventures and SP 5NewCo setup 4 Startup colla- boration
  • 21. Page | 21 Light shaping solutions ¤ French based CAILabs is specialized on optical beam shaping increasing fiber capacity ¤ Jointly with KDDI set the world record of 10Pb/s over a multimode fiber in a laboratory Innovative antenna technology ¤ Swedish based technology company providing an innovative approach to antennas ¤ Design enables to maximize performance and energy efficiency and brings superior coverage Source: Company websites, online blogs and news clippings, Match-Maker Ventures analysis Network innovation: Collaboration opportunities underestimated ¤ Network domain is the remaining core strategic asset ¤ Today telcos predominantly rely on large-scale OEMs ¤ But, complexity, threats and opportunities in network domain have never been this high ¤ Both from access network technologies, to transport layers and network management technologies Selective collaboration opportunitiesMarket overview
  • 22. Page | 22Source: Cisco Global Cloud Index 2018; IDC's Worldwide Semiannual Big Data and Analytics Spending Guide; Statista: Big data - Statistics & Facts Big data analytics: Quality & quantity of telco data enables play Selective collaboration opportunitiesMarket overview IoT data analytics solution ¤ Turning IOT sensor data into rich insights about people’s behavior and real-time context ¤ Analyses how customers go through their everyday lives to discover and anticipate important moments Location data platform ¤ Personalized and relevant mobile experiences by enriching mobile location signals ¤ Powering innovation in product development, mobile marketing and real world analytics ¤ Global big data and business analytics exceeded USD 150 billion in 2017 ¤ Global IP traffic from cloud data centers is forecasted to surpass 10 zettabytes in 2018 ¤ Machine learning and AI are changing the way data is analyzed for the benefit of many industries ¤ Telcos have great assets that can be leveraged to win in this market (e.g. location capabilities, IoT play, etc)
  • 23. Page | 23Source: Statista: “Digital Advertising 2018” Advertising: Telcos’ assets bring great opportunities in the space ¤ Global revenue in Digital Advertising is predicted to reach USD 280 bn in 2018 and USD 400 bn by 2022 ¤ Mobile is forecasted to represent 80% of digital by 2022 in the U.S. ¤ Telcos have unique assets with great benefits for the ad industry (e.g. data, smartphone access, etc) ¤ Native ads, targeting, attribution & ad analytics are among hot areas Selective collaboration opportunitiesMarket overview Mobile targeting ¤ Geolad leverages high quality subscriber data to target ads to the best fitting mobile users ¤ Live with top-tier international telecom groups and expanding rapidly Smartphone monetization ¤ Smart customization for new smartphones ¤ Native touch points throughout phone lifecycle ¤ Global network of partner brands / advertisers
  • 24. Page | 24 Identity Theft protection ¤ Proactive monitoring of identity related objects ¤ Growing database of 6+ bn leaked objects ¤ Live with Telenor Group in Norway Vulnerability mgmt. and automated pen. testing ¤ Global insights about company’s security level ¤ Focus on business processes and critical assets ¤ Most innovative MSSP solution Cybersecurity: Telcos are gaining more power in the field Selective collaboration opportunitiesMarket overview ¤ Global cybersecurity market is forecasted to reach USD 150 bn in 2018 and USD 202 bn by 2021 ¤ MSSPs become more relevant as companies outsource security due to: o Shortage of cybersecurity professionals o Increasingly complex assaults ¤ Increasing trust in the sector and large customer base put telcos in a great position to offer cybersecurity services to companies and individuals Source: Statista 2018; CBR Online: “Are telcos becoming cyber security companies?
  • 25. Page | 25Source: Statista 2018; Marketing Charts: “Emerging Tech Sales Forecast for 2018” Emerging devices: Telcos as strategic partners for new tech Selective collaboration opportunitiesMarket overview Wearable senior care solution ¤ Actionable insights to improve senior care ¤ Combination of wearable technology, smart indoor location tracking, machine learning and predictive analytics VR / AR software for education ¤ Technology that enables learning through experience rather than memory testing ¤ Tools to create content in virtual classrooms or virtual training environments ¤ U.S. sales of emerging tech devices will exceed USD 30 billion in 2018 ¤ Y-o-y growth of VR gadgets and drones unit sales in the U.S. is expected to surpass 20% in 2018 ¤ Global AR and VR market size is predicted to surpass USD 140 billion by 2020 ¤ Telcos can become strategic sales partners of emerging tech players and enhance offering to end-users
  • 26. Page | 26Source: BCG: “Back to the Future: The Road to Autonomous Driving”; Wing Venture Capital: “IoT Startup State of The Union 2016”; Statista 2018 Autonomous driving: Clear telco play that has been ignored Selective collaboration opportunitiesMarket overview Self-driving technology for industrial clients ¤ Design / development of complex autonomous systems (incl. mapping, navigation and control) ¤ Hardware & software solutions applicable to industries like mining, agriculture and defense Self-driving auto technologies ¤ MIT spinoff company providing self-driving tech and mobility solutions for communities ¤ Software can be integrated with any vehicle type depending on specific needs ¤ Projected market size of partially and fully autonomous vehicles will surpass USD 40 billion by 2025 ¤ More than 60 deals were closed in the autonomous car space in 2017, twice as much as in connected car ¤ Telcos are mostly playing in the area of connected car, missing a bigger opportunity in autonomous driving ¤ Telcos’ network and connectivity enable a relevant play in the market
  • 27. Page | 27 Agenda l About Match-Maker Ventures l The industry‘s state of mind: Not an easy one... l The startup opportunity: Collaborate to break the dilemma l Mario Mayerthaler – A1 Head of Group Innovation at A1 Telekom Austria AG l Q&A 1 2 3 4 5
  • 29. Intrapreneurship Driving Innovation @A1Group with 29 A1 Start Up Campus Enabling and integrating external innovation into our organization by cooperation with startups and supporting the CEE startup ecosystem. Startups Expanding the Portfolio- Value Added Services Empowering Ideas Giving the freedom and financial support to our employees so they can explore new and unexpected directions for business development Digital Products & Services Partnering with established companies from all over the world to complete our product portfolio and adopt a data-driven approach to business development A1Group Innovation aims at • Identifying new source of business development (SaaS, data-driven, IoT…) • Executing on revenue opportunities for CEE-relevant products & services • Enhancing OpCos portfolio with a one-4-all approach • Enabling a fast-to-market approach for new products and services
  • 30. 30 BLR BUL CRO SRB SLO AUT MKD § 20.7 mn customers (Q4 2016) § 8 countries § Direct and indirect sales chanels for B2B and B2C § M2M, Wholesales, International Sales § A1 Digital § Largest sales network in Austria § 29 countries § 328 mn customers
  • 31. 31 Innovation Value § Incorporate innovative solutions -- > Startups as a highly valuable source of innovation § Cultural impact of innovative new topics and the Startup spirit § Increasing value of our startups, resulting from common scaling § Pay-back in case of exit Synergies § Work with Startups requiring our assets § Enhance our current products and services with new technologies § Monetize Startup products and services within our customer base § Retain our core business with innovative solutions and increase ARPU Revenue 1 2 3 4 STARTUPS WHY WE WORK WITH THEM?
  • 32. 32 Office Space Business Products & Infrastructure Media Consulting Sales Channels Investment STARTUPS GET SUPPORTED IN SIX AREAS Free core package for 3 years Add-on options…
  • 33. Seed & Early Stage Product development and ready for take-off Enabling Verticals Retail, Media & Advertising, Traffic, Hospitality, Tourism, … Linked to our Core Business Enable | Transform | Digitalize | Complement Customer Target Our B2B and B2C customers STARTUPS WE SEARCH FOR
  • 34. STARTUPS OUR FOCUS AREAS 34 Retail Hospitality Media & Advertising Tourism Traffic Cyber Security Special topics „Real Estate“ and „Accessible Travelling“
  • 35. App based parking lot information The worlds first real time free public parking lot information in one app. Parkbob shows the parking spots available and warns when you park in a restricted or forbidden area. Synergies Integration with A1 Handyparken App, used by 600.000 customers in Austria DATA-DRIVEN www.parkbob.com
  • 36. 36 Parkbob shows impressive speed in scaling… Data fully anonymized & GDPR compliant Highlights & Key Facts Several Mio. customers generating parking data sets Data driven Key aspects for A1Group Predictive engine HIGHLIGHTS KEY FACTS WRAP UP AI algorithms Digital inventory of 29 cities, including: - Parking zones - Car parks - Real time parking lots Societe Generale Automotive Born Global Champion ConCar Expo Key feature in A1 Handyparken app Official Partner of BMW Group
  • 37. 37 CHF BLR BUL CRO SRB SLO AUT MKD +1M€ funding raised 40.000 free parking lots per day in Vienna displayed 29 cities until end of 2017 GER SCALING UP WITHIN OUR MARKETS AND BEYOND
  • 38. CLOUD B2B www.ready2order.at Cloud-based PoS Solution Transforms every smartphone, tablet and PC into a fully functional cash registry. Developed product with bold design and top hardware specs. Synergies R2O & A1 bring a digital POS to Austrian SMEs. B2B sales through A1 shops, A1 digital, telesales force and partners with a revenue share model. „All-in-one“ device with 4G, big screen & long battery lifetime
  • 39. 39 Ready2Order shows significant growth… Market leader in SaaS cash registry solutions in Austria Highlights & Key Facts Available on iOS and Android Data driven Key aspects for A1Group Core product fit HIGHLIGHTS KEY FACTS WRAP UP New revenue stream Subscription based model Future Zone Award Winner „Best POS System“ A1Group business portfolio extension concerning SME
  • 40. 40 CHF GER AUT Established in Austria, Germany and Switzerland Best selling cloud based cash registry solution in Austria Several awards won CHF SCALING UP WITHIN OUR MARKETS AND BEYOND BLR CRO MKD SLO BUL SRB
  • 41. Movement Data Analytics Visualisation of anonymized customer mobility from mobile data. Mobility insights (analysis of traffic), location insights (analysis of visitor frequencies) and event insights (analysis of visitor flows). Synergies Invenium analyses A1Group anonymized mobile data to create insights for B2B customers. Invenium has access to A1Group largest customers over CEE. DATA-DRIVEN www.invenium.io
  • 42. Analysis of the occuring traffic. Analysis of vistitor frequencies and customer potential on specific locations. Analysis and visualization of customer streams at events. SOLUTIONS INVENIUM PRODUCT CATEGORIES 42
  • 43. RETAIL EXAMPLE DASHBOARD We can deliver for Retail § Where customers come from (zip code based) § How long they stay § Where they go afterwards i Business Need.
  • 44. 44 Outstanding data analytics solution for several verticals… Data fully anonymized & GDPR compliant Highlights & Key Facts Unique add-on value, e.g. delivered for - Retail - Banks - Public Transportation - Tourism Data driven Key aspects for A1Group AI algorithms HIGHLIGHTS KEY FACTS WRAP UP Core product fit A1Group business portfolio extension concerning location based services and movement analytics
  • 45. 45 BLR BUL CRO SRB SLO AUT MKD CHF BLR BUL CRO SRB SLO AUT MKD Mobility, Location and Event Insights Anonymized data analysis, in line with Austrian/EU data regulations SCALING UP WITHIN OUR MARKETS
  • 47. 47 ONE-STOP-SHOP A1GROUP INNOVATION UNIT ENABLES STARTUP GROWTH Innovation Marketing Sales … Success Story Success Story A1 Campus Onboarding 3 FTE A1 Campus Onboarding 4 FTE 2015 2016 2017/2018 2015 2016 2016 2017 A1 Handyparken Integration – 600k User Expansion to Germany – several Mio. User 18 FTE Cash registry devloped with A1 Product sale launch via. A1 channels Expansion to Germany 45 FTE
  • 48. TOTAL STARTUP FTES 2015 2016 2017 18 64 101 FTEs DIAGRAMMTITEL 2015 2016 2017 Valuation +140% +58% +256% +150% STARTUPS SIGNIFICANT GROWTH ACHIEVED
  • 49. 49 STARTUPS www.a1startup.net Questions? Mario Mayerthaler, Head of Innovation Tel +43 664 66 32 326 Mail [email protected] Christoph Heimel, Innovation Tel +43 664 66 39 225 Mail [email protected]
  • 50. 50 We are happy to clarify any open questions MM Ventures GmbH, Türkenstrasse 25, 1090 Vienna, Austria Dr. Nicolai Schaettgen CEO Email: nicolai@match- maker.ventures Your contactsAbout Match-Maker Ventures Match-Maker Ventures accelerates innovation by fundamentally changing how corporates and startups collaborate. We maximize the success of the innovation journey and create impact within 12 months for both corporates and startups. Our unique network approach enables startups to scale fast by connecting startups to the global markets and corporates to benefit from pre-selected, globally scouted and well prepared innovation. By involving our global Match- Maker network we create “perfect matches” and ensure impact being created by managing the process end-to-end, from start-up sourcing to on-boarding. We work with leading-edge start-ups who already have achieved proof-of- concept and are ready to scale their business and large corporates willing to learn from start-ups. We focus on industries where we possess a deep understanding and a broad network: Telecoms, Media and Financial Services. Learn more at www.match-maker.ventures or contact us at [email protected] Luís Fonseca Startup Engagement Manager Email: luis@match- maker.ventures