The document discusses options for small internet service providers (ISPs) to survive in the consolidating Australian market. It suggests that small ISPs focus on niche verticals through industry-specific, regional, ethnic, or age-focused offerings. The document outlines different wholesale provider tiers and services small ISPs can purchase, such as infrastructure, voice, hosting and datacenter access. It advocates an innovative approach for small ISPs to differentiate themselves in the market.

1. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
WHOLESALE OPTIONS FOR
CEO
&
Chief
Architect,
eintellego
Networks
Director
of
the
Internet
Society
of
Australia
SMALL ISPs
SKEEVE STEVENS

2. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHO AM I?
• Founder
of
eintellego
Networks
–
Outsourced
(Cloud)
Engineers
• Specialists
in
building
VerFcally
focused
ISPs
• Bringing
Service
Provider
knowledge
to
the
Enterprise
space
• Customers
in
5
countries,
projects
in
over
10
• Been
involved
in
the
ISP
community
for
over
15
years
• Built
over
200
pico-­‐small
ISPs
across
Australia/South
East
Asia
• aka
The
ISP
Guy
–
focusing
on
the
ISP
industry

3. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
MARKET CONSOLODATION
Where did all the ISPs go?
WestNet
OzEmail
TransACT
iiNet
iiNet
iHug
Netspace
AAPT
Residential
10+ Others
Froggy
Esclipse
AOL|7
Commander
iPrimus
M2 Group
Hotkey
West
Australian
Networks
Datafast
aaNET
Platform
Networks
EFTel
Club Telco
Dodo
Other small
ISPs
VivaNET
Planet
Netcom
Internode

4. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
MARKET CONSOLODATION
…continued
B Digital
PPC-1
Pipe
Networks
TPG
TPG
Comindico
Soul
IntraPower/
Trusted
Cloud
RequestDSL
Powertel
Nextep
AAPT
Telecom NZ
Wizz
Star-Tech
Clever
Networks
BigAir
BigAir Grop
Vivid
Wireless
Unwired
Optus
Internet
Optus
iBurst
(Customers)
AccessPlus
Allegro
Uecomm
Link
Innovations

5. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHY BE A SMALL ISP?
• You
get
to
build
creaFve
soluFons
the
big
guys
can’t
• You
own
the
customer
and
branding
• It
is
rarely
about
the
money
• What
is
‘small’
?
• Obviously,
size
is
the
primary
classificaFon

6. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
ISP SIZES
How Many ISPs?
Pico
?
10
-­‐
100
Micro
?
100
-­‐
500
Small
?
500
–
1,000
Medium
49
1,000
–
10,000
Large
24
10,000
–
100,000
Very
Large
8
100,000+
• Medium-Very Large defined by the Australian Bureau of Statistics, the rest I defined
• June 2012 ABS Data - http://www.abs.gov.au/ausstats/abs@.nsf/Lookup/8153.0Chapter6Jun%202012
• ACMA Fact Sheet - http://www.acma.gov.au/WEB/STANDARD/pc=PC_1723
• Lifehacker - http://www.lifehacker.com.au/2011/02/smaller-isps-are-a-dying-breed-in-australia/
• ACMA
say
there
are
over
800
ISPs
in
Australia
• ABS
say
there
are
about
81
ISPs
with
over
1000
users
in
Australia
(June
2012)
• That
means
there
are
over
700
Pico
to
Small
ISPs
• Total
ISPs
–
June
2011
=
97;
Dec
2011
=
91;
Jun
2012
=
81
(closing
or
merging?)

7. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
HOW TO SURVIVE AS A SMALL
ISP
• Be
InnovaFve
• RelaFonship
driven
• You
must
be
verFcally
focused
–
have
a
niche
or
micro-­‐niche
• What
does
it
mean
being
niche
focused?
Examples

8. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Focus
Industry
Ethnic
Finance
Education
Mining
Food
Media
Real Estate
Entertainment
Sports
Aged Care
Sex
Age
Religion
Legal
Construction
Engineering
NGO
Energy
Government
Italian
Chinese
Greek Korean
German
Arabic
Hobbies
Others?

9. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Regional Focus - Community Telco and Ace

10. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Legal Industry - BarNet

11. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Age Vertical - Seniors

12. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Real Estate Vertical

13. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Metro Fringe DR/Wholesale Vertical

14. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
NICHE/ MICRO NICHE
Examples – Ethnic Focus - Japanese

15. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHOLESALERS
• Very
DFO
–
very
few
pure
wholesale
• Bunnings
• No
one
wholesaler
does
everything
• Loca?on
Loca?on
Loca?on
• Shop
around

16. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHOLESALER TIERS
Tier
1
Own
infrastructure
ONLY
Tier
1.5
Own
infrastructure
+
Others
Tier
2
Minimal
of
own
infrastructure,
normally
an
aggregator
of
T1
and
T1.5
Tier
3
Normally
an
aggregator
of
T1,
T1.5,
T2
• These
are
my
definiFons

17. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHOLESALE SERVICES
Who Do I Buy Off?
BigAir
NBNCo
Telstra
Tier 1
FirstPath
ispONEExetel
Tier 2
AAPT
Vocus
Optus
Tier 1.5
Nextgen
TPG/Pipe
M2 Group iiNet
WIP
Highway 1
aka
ZettaNet
Megaport
Uecomm
RWTSTier 3 Inabox Simtronic
Many
others
NTT
iseekCirrus

18. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHOLESALE SERVICES
What Can I Buy?
Infrasturcture
Standard
xDSL
Billing
Carrier
Virtualisation
EFM/EoC Transit
Design
PABX
Ethernet
(VLANs)
VoIP PSTN
Hosting
XaaS
Voice
Value-Add
Dark Fibre
VPLS/
MPLS
1300/1800,
13
Co-location Video Voice
Re-bill
Software
Security Storage
Platforms
3G/4G/etc Wireless
SEO Domains CMS Filtering
Many many
more
ISDN 56k (yes?!) ATM NBN Peering
International
Links
ISDN
Compute
Content
Delivery

19. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHOLESALE SERVICES
Datacentres
Specialised
Fujitsu
NextDC
Rackspace
(Digital Reality)
Large
Vocus
Equinix Globalswitch
HP
PowerTel/
AAPT
Gore Hill
Telstra Optus
Medium
Micro
Carriers
Vendor
Pipe
Networks
Global
Centre
Verizon
EftelHarbourMSP AnchorManaged Primus
EDC IDC Metronode
Other
Carriers
Boutique
Macquarie
Telecom
Ninefold
PacNet/
NTT
MANY
more
Pipe
Networks
(Sydney)
SIS,
Simtronic,
etc

20. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
WHAT’S NEXT?

21. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
• We’re
starFng
to
see
maturity
in
wholesale
• TradiFonally
ISPs
have
stayed
within
their
field
of
experFse
• It
is
going
to
go
both
direcFons
(I
will
explain
in
a
moment)
• It
is
easier
than
ever
to
sell
“you”-­‐branded
products
• OEM
everything
DIVERSIFYING
New Markets

22. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
Telephone
Home
/
Business
VoIP
Mobile
Internet
Services
Power
&
Gas
Insurance
Home,
Contents,
Car
Retail
Stores
Alarm
Monitoring
Others
to
come?
Health?
Financial
Services?
Dodo
DIVERSIFYING

23. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
Fuel
Mobile
Services
Supermarkets
Groceries
Clothing
Credit
Cards
Credit
&
Prepaid
Insurance
Home,
Contents,
Car
Others
to
come
Internet
Access?
Health?
Coles/Woolworths
nbn
Internet
DIVERSIFYING

24. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
• Partnerships
• Telstra
+
Paypal
• Small
ISPs
will
soon
be
able
to
sell
everything
• Energy,
Fuel,
Insurance,
• Music,
TV,
other
entertainment
DIVERSIFYING

25. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
FRIENDS OF THE SMALL ISP
Easy as
• Vocus
(Fibre,
DSL,
NBN,
Voice
DC’s)
• iSeek
(Wholesale)
• TPG
(DSL,
EFM,
Fibre
(Pipe))
• AAPT
(Wholesale
DSL,
EFM,
NBN)
• NextDC
(DC’s)
• Equinix
(DC’s)
• Anything
Bevan
does
• GlobalSwitch
Tenants
(Pipe,
HarbourMSP)
• Peering
–
Pipe,
Equinix,
WAIA,
Megaport
• X-­‐Connect
AggregaFon
–
Megaport
• FirstPath
(Fibre,
VDSL,
Building
Access)
• Inomial
(Billing)
• BigAir
(Wireless
P2P)
• Other
Tier
3
Aggregators
• The
ISP
Community
(AusNOG/NOGList)

26. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
HOW EASY IS IT TO BE AN ISP?
Summary
• Many
Wholesale
Providers
• Outsourcing
• OperaFons,
Support
• MarkeFng
• Systems
(Billing,
DNS,
HosFng,
etc)
• Vendors
(New
and
Refurb)
• Consultants
• eintellego
Networks
/
io
Networks
–
probably
others
• The
Community
• AUSNOG,
NOGList,
APNIC,
NZNOG

27. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
THE BOOK
So,YouWant To Be an ISP?
Coming
Soon
–
end
of
2013

28. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs
Case
studies
will
be
provided
which
will
be
based
on
some
ISPs
that
I’ve
worked
with
over
the
last
15
years
such
as:
Datacentres,
colocaFon/hosFng
providers,
wholesale
ISPs,
residenFal
ISPs,
virtual
ISPs
and
others.
Case Studies
Websites,
Mailing-­‐lists,
Chat,
Podcasts,
Consultants,
CerFficaFons,
etc
Resources
THE BOOK
What’s in it?
Detailed
informaFon
about
all
aspects
of
an
ISPs
network,
including
their
core
switching,
rouFng,
redundancy,
scalability,
security
(DoS)
&
more.
Technical Stuff
xDSL,
Fibre
(Lit
and
Dark),
Copper
(EFM),
Ethernet,
Wireless,
Satellite,
3G/
4G
wholesale,
including
some
old
technologies
such
as
Dialup/ATM/etc.
Tail Technologies
LNS/LAC,
RouFng,
MPLS,
CGN,
Transit
providers,
Peering
and
types
of
peering,
Datacentre
types.
ISP Technologies
A
brief
overview
will
be
provided
on
networking
vendors
such
as:
Juniper,
Cisco,
Brocade,
IBM,
HP,
SDN
Technologies,
VirtualisaFon,
Vyapa,
MicroFk,
as
well
as
some
wireless
–
all
as
it
all
pertains
to
Service
Provider
equipment.
NetworkingVendors
Should
you
or
shouldn’t
you
be
even
thinking
about
doing
this?
Telling
the
reader
the
good
and
the
bad.
Thinking About It
Staffing,
Equipment,
ISP
types/models,
Target
markets,
Legals,
Customers,
Outsourcing,
Products,
MarkeFng.
BeforeYou Start
The
Community,
Conferences,
OrganisaFons,
Business
operaFons,
innovaFon
of
technology,
trends,
strategy.
Life as an ISP
Internet
Governance,
IANA/RIR
and
IP
Addressing
especially
APNIC,
IETF
and
ISOC,
DNS,
RouFng,
Wholesale
Providers.
How StuffWorks
OperaFonal
Support
Systems
such
as
AuthenFcaFon,
Provisioning,
Helpdesk,
Billing,
Monitoring,
Backup,
etc.
OSS

29. Wholesale Options for Small ISPs
COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
THANKYOU
eintellegonetworks.com
skeeve@eintellegonetworks.com
@eintellego
@skeevestevens
@theispguy
/eintellegonetworks
Thanks
to:
-­‐ AusNOG
Mailing-­‐List
Members
-­‐ Shara
Evans,
Market
Clarity
TM
The
Experts
Who
The
Experts
Call™
theispguy.com

30. COMMSDAY WHOLESALE + DATA CENTRE SUMMIT SYDNEY 2013 Skeeve
Stevens
Skeeve
Stevens
Wholesale Options for Small ISPs