inmarsat maritime overview - digital ship...available across entire fb portfolio one off nominal...

© Inmarsat confidential

Inmarsat Maritime overview

Frank J Coles

President, Inmarsat Maritime


Challenges or Opportunities

Shipping market conditions

Regulatory requirements

Piracy

Crew welfare

Increased bandwidth demands


Perspective from the Cyprus Digital Ship 2012

Adonis Violaris

“how they can assist ship operators to communicate effectively and efficiently with their fleets and to meet the challenges in a market which is becoming more and more competitive, especially during these difficult times of the continuing world financial crisis.”

Minister’s address

“The operation of advanced IT and communications systems, proves to be a very useful tool for the ships safety and security, as well as the protection of life at sea, especially in the light of piracy.”

Cyprus Shipping Chamber

“A value added IT environment on board and in the office for safer and cleaner seas giving the ship – owners at the same time good returns for their investments is desirable”


Safety Services and

Connectivity Solutions


Safety Services – our investment

Today

>240,000 maritime terminals

>145,000 Inmarsat C/mini-C terminals

“505” emergency service on all FleebBroadband terminals

Distress (Non-SOLAS) and urgency voice calls

GMDSS compliance

• Inmarsat C • Inmarsat Fleet F77 • Inmarsat B

Tomorrow

IMO approval for Voice and Data Distress and Safety Services on I4

Enabling integration and exporting of MSI data to navigational systems

On-going support of existing safety portfolio


Portfolio of Connectivity Solutions Primary Customer Need Maritime

Segments 2012 2013 2014 2015

Very high volume - Corp. VPN

•Survey •Research XpressLink XpressLink Global Xpress

XpressLink Global Xpress

Passenger Internet Access •Cruise •Ferries •Chartered yachts

XpressLink XpressLink Global Xpress XpressLink Global Xpress

Crew Internet Access •Merchant •Large fishing

XpressLink FB VLA Plans FB GB Plans

XpressLink FB VLA Plans FB GB Plans

Global Xpress XpressLink

FB VLA Plans

Global Xpress FB VLA Plans

Corporate data / VPN •Merchant FB GB Plans FB GB Plans FB VLA Plans FB GB Plans

Global Xpress FB VLA Plans

Email and File transfer •Merchant •Fishing •Yachts

FB Entry FB Standard

FB Entry FB Standard

FB GB Plans FB Entry

FB Standard

FB Entry FB GB Plans

Voice Services •All FB FleetPhone

FB FleetPhone

FB FleetPhone

FB FleetPhone

Emergency Voice Services •Small yacht •Small fishing

FB FleetPhone

FB FleetPhone

FB FleetPhone

FB FleetPhone

GMDSS Compliance •All applicable Sat-C FB Sat-C

FB Sat-C

FB Sat-C


Available across entire FB portfolio

One off nominal activation fee

Standard service available on all FB terminals – up to 3 additional voice lines

Enhanced service available on FB250 and FB500 only – up to 5 additional voice lines

No change to existing hardware required

Available from 29 May 2012

Multi-voice


Current Fishing and Leisure plans have not worked

Current Standard plan is not a fit for small boat market

Large market going untapped by Inmarsat and others

Target Iridium customer base

Small vessel plan

Package requirement Package feature Throttled QoS 32 Kbps

Lower per min fax price Per min fax price reduced by 50%

Reduced Per MB price Yes

New low cost terminal In progress

Availability through all DPs New plan will be available to all partners globally

We have listened to feedback from our customers and partners


Channel policy commitment


We will respect our channel partners

Be open and constructive with them

Look to a trusted, long-term relationship with them

We will maintain confidentiality and fair play

Protect channel partners’ confidential information

A level playing field at the wholesale level

We will not promote ‘churn’

Fair competition for a customer’s business

We go where our channel does not go, or does not go effectively

We discourage ‘bottom fishing’ price-based churn

Focus our channel on competition through innovation, value-added services and intimate customer knowledge

The Inmarsat commitment

1

2

3


Inmarsat Maritime


The Ability Test

Viability 1 Will your supplier be there tomorrow?

Stability 2 Are there gaps or issues with the service?

Reliability 3 What is the standard of reliability?

Scalability 4 Is there an upgrade path for improved service?

Upgradeability

5 What are the plans for the next generation service?


Broadcast the “Abilities”


Press coverage

“…I’ve even heard suggestions that Inmarsat doesn’t actually intend to implement this [small

vessel pricing] plan…” Tim Farrar, blog, 30th April 2012

Don’t believe everything you read in the public domain!

“As discontent mounts into open revolt, Inmarsat terminals could soon be floating in the sea”

Sat News, March 2012

“The viability of its highly touted Global Xpress for maritime applications is being questioned”

Sat News, March 2012

“In a desperate effort to retain customers, it is slashing prices on FleetBroadband…” APSCC Newsletter, April 2012

Small Vessel Plan scheduled for launch on 1 July 2012

Inmarsat added 2,010 FleetBroadband activations in Q1 2012 alone

Not by iDirect, Intellian, JRC, Sea Tel, Thrane & Thrane, or the many companies enquiring about distributing GX

? !

Separating myth …from reality


Maritime business update


Total Maritime terminals and SIMs

72,361 71,348 68,654 67,598

5,667 16,005 25,823 27,833

133,834 139,970

145,181 146,384

0

50,000

100,000

150,000

200,000

250,000

Dec-09 Dec-10 Dec-11 Mar-12

Period-End E&E Terminals and FleetBroadband SIMs

E&E Voice FleetBroadband Inm-C


FleetBroadband active terminals

0

5,000

10,000

15,000

20,000

25,000

Jun-08 Oct-08 Feb-09 Jun-09 Oct-09 Feb-10 Jun-10 Oct-10 Feb-11 Jun-11 Oct-11 Feb-12

FB 250/500 FB 150


VSAT active terminals

0

200

400

600

800

1000

1200

2009 2010 2011 YTD 2012

Total Terminals


High level of interest by channel partners

Gateway to Global Xpress

Free hardware upgrade when Global Xpress is available

Dealers model is only until Global Xpress becomes available

Open for the Dealers to apply to be VAR’s of Global Xpress

3 plans

XpressLink

Basic

$2599 Pro

$2999 Premium

$3399


Core principles of the GX Maritime Solution

Hybrid solution over Ka-Band and L-Band

Create a value platform for the channel and customers

Game changing service levels

Process of VARs evaluation in progress

Global Xpress Maritime


Safety Services

Connectivity Solutions

Partners

The Inmarsat advantage


Thank you

inmarsat maritime overview - digital ship...available across entire fb portfolio one off nominal...

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