on cubed corporate presentation

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





increase




(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)





increase




(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





increase




(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


OUTCOME





increase




(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


OUTCOME





increase




(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


OUTCOME





increase




(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