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Rethinking the Telcos business 
models in the age of 5G _ 
Digiworld. Montpellier 20/11/2014 
Carlos López Blanco 
Public Affairs & Regulation 
Telefónica, S.A.
Every wave of innovation gives opportunities to rebalance 
leadership between companies, industries and geographies 
1G 2G 3G 4G 5G 
The need for speed 
DISCOVER, DISRUPT, DELIVER 
Who is going to lead next 
generation in digital industry? 
‣ Designed for voice 
‣ Improved coverage 
and capacity 
‣ Digital standards 
(GSM, CDMA) 
‣ Data for mobile: 
SMS, MMS 
2 
‣ Basic voice service 
‣ Analog based 
protocols 
‣ Designed for voice 
with some data 
consideration 
(Multimedia, Next 
Internet) 
‣ First Mobile 
broadband 
‣ Designed primerily 
for high data 
transmission 
‣ IP based protocols 
(LTE) 
‣ High mobile 
broadband 
1979 1991 2001 
1981 
‣ High data transmission 
+ 
‣ Lower battery 
consumption 
‣ Higher versatility and 
scalability (more 
connected devices, 
with different needs) 
‣ Converged fiber-wireless 
network… 
2,4 kbps 64 kbps 2.000 kbps 100.000kbps 
2011 
2021?
5G happens in a whole new world. We are living a digital 
revolution ! 
A growing data-centric business 
Source: Ericsson mobility report Nov.2013 
DISCOVER, DISRUPT, DELIVER 
Internet 
“things” 
Smart 
Cities 
Connected 
Smart TV 
Home 
Growth 
3 
Rise of emerging markets (North vs. South) 
Connected things as a growth opportunity 
PCs Mobility/ 
BYOD 
200 M 
of 
10.000 M 
Internet of 
“everything 
” 
50.000 M 
Smart 
Wearables 
Connected 
cars 
Drones 
1995 2000 2013 2020 
Source: CISCO 
Traffic per customer 
2013 2019E 
600 
MB 
2,2 
GB 
Source: CISCO & GSMA Intelligence 
More mobile 
€4.3trn 
Total ICT in 2012 
Market size 
+€0,9trn 
12-16 
Internet Access
How could the world of Telecom be like in the era of 5G? 
All mobile experience for customers & devices and 
Evolution to IP & cloud based network architectures 
DISCOVER, DISRUPT, DELIVER 
4 
Device 
virtualization 
& hosting 
Smaller 
cells 
FTTx 
Cloud 
IP services 
networks 
 World seamless mobile 
(e.g. mobile and Wifi), 
multidevice and 
multichannel 
(app/web/”real world”), 
even if there is a need of 
underlying fixed 
infrastructure to provide 
digital services. 
 Cloud: SaaS Software as a 
service and Network 
functions virtualization, 
and Software Defined 
Networking. 
 Internet of Things (IoT): 
Higher versatility and 
scalability (more 
connected devices, with 
different needs) 
Internet of 
Things (IoT)
Telecom is not a closed ecosystem anymore. It is part of a 
broader digital ecosystem competing with OTT 
Services that were traditionally offered 
separately… 
DISCOVER, DISRUPT, DELIVER 
… are now part of one single universe where 
Operators compete with Internet players 
Telecom network & services: 
‣ Fixed/mobile/core/intal networks 
‣ Fixed/Mobile Voice/VoIP to number 
‣ SMS 
‣ Internet Access (Data) 
‣ TV 
Internet services 
‣ Web based contents 
‣ E-commerce 
‣ Hosting services 
‣ Search engines 
‣ VoIP PC to PC 
‣ E-mail 
‣ Instant messaging / Social 
Communication and Online Services: 
‣ Fixed/mobile/core/intal networks 
‣ Fixed/Mobile Voice/VoIP 
‣ SMS/Instant messaging 
‣ TV/Video/Web based contents 
‣ Internet Access (Data) 
‣ Hosting services 
‣ E-mail 
‣ E-commerce 
‣ Search engines 
Apps 
OS 
Contents 
Devices 
Telco players: 
Connectivity 
and 
Solutions 
5
Operators are at a crossroad in Europe: declining revenues, 
unleveled playing field, increased investments needs 
-2,4% p.a 
OTT ecosystem dominated by a few players 
creating new monopolies 
DISCOVER, DISRUPT, DELIVER 
6 
Negative outlook on EU telecom revenues: 
Europe is the only region decreasing revenues 
Source: IDC Worlwide 
Blackbook 2014. 
Communication 
Content 
Commerce 
Devices & OS 
TELCO sector and Europe 
are falling behind digital industry 
‣ Value distribution of 64 Internet 
companies with market capitalization 
over 1.5 billions $ (end 2012) 
83% 
9% 
4% 2% 
2% 
Big investments needed 
to achieve digital Agenda 
Source: McKinsey. Regulation Needed for a New Investment Wave. 
February 21, 2013.
How will operators handle the challenge ? 
DISCOVER, DISRUPT, DELIVER 
Living a new digital revolution 
 Leveraging the central role 
of connectivity in digital 
customer experience 
 Coping with risks from 
cross market competition 
 Regulation needs to 
evolve with market & 
industry 
Opportunities 
Cross-Market 
Competition 
Regulation 
 Reinforce position investing 
in best access networks, 
customer care & becoming 
partner of choice. 
 Growth through stimulating 
adoption, limiting the 
unlimited and bundling. 
 Risk of commoditizing Telco 
companies and losing customer 
relationship 
 Risk of losing connectivity of 
IoT services 
 Risk of losing management of 
network and services 
 Innovation & Investment 
friendly area 
 Efficient market 
structure 
 Level Playing field 
7
Opportunities come from reinforcing position investing in 
connectivity, partnership, customer and environment 
REINFORCE 
POSITION 
INVESTING IN 
Connectivity is 
at the center 
of customer 
experience and 
the link 
between 
devices and 
services in the 
cloud. 
CONNECTIVITY 
DEVICES 
APPS AND CONTENT 
DISTRIBUTION 
CUSTOMER 
EXPERIENCE 
DISCOVER, DISRUPT, DELIVER 
CONNECTIVITY 
CUSTOMER 
OPPORTUNITIES 
OF GROWTH BY 
 Stimulating adoption 
of mobile data 
 Promoting usage 
through tiered 
pricing 
 Enriching customer 
experience by 
bundling with digital 
services, and 
convergent 4P 
bundles. 
Best access networks & operational 
efficiency… 
… with a best-in-class approach to 
customers and customer care… 
PARTNERSHIP 
… becoming the partner of choice 
for the best digital products / 
apps… 
ENVIRONMENT 
… fostering new policies and skills 
so to open the possibilities of 
technology.
Excellence in basic assets as a lever to become the partner 
of choice for others 
DISCOVER, DISRUPT, DELIVER 
• Best multichannel UX 
+ Agility to create / sell 
service bundles 
+ Fast service 
integration in our 
channels 
CONTENT 
OWNERS 
APP 
DEVELOPERS 
Efficient operations 
DEVICE 
VENDORS 
Premium 
digital 
customer 
experience 
BEST IN CLASS 
NETWORK AND 
CUSTOMER CARE 
Our 
Main motivators for 3rd parties to join us 
segmentation 
and targeting 
capabilities 
Our 
distribution 
reach 
Billing 
capabilities 
Subsidy their 
apps and/or 
connectivity 
9 
CONNECTIVITY-CENTRIC ECOSYSTEM 
Network capabilities 
• Coverage + Best UX 
+ Network intelligence 
+ Selective network 
capabilities open to 
third parties 
Customer care 
• Best cost 
+ Fastest execution 
+ Fast / efficient service 
integration with 
internal operations 
Partnership Platform
Operators face challenges from cross-market competition 
While up to now threats to the Telco industry were related to surrounding 
E-SIM 
businesses, current threats target business basics 
(e.g. Apple) 
DISCOVER, DISRUPT, DELIVER 
Spectrum & Low Power 
Wide Area (LPWA) 
(e.g. SIGFOX) 
10 
Risk of commoditizing Telco 
companies and losing customer 
relationship 
Risk of losing connectivity of IoT 
services 
Proxy 
(e.g. Google) 
Risk of losing management of 
network and services 
Excellence in basic assets (network capabilities, customer care, operations) and 
partnerships skills will enable operators face the challenges ahead
Operators have to face challenges, but it is not enough ! A 
regulatory framework adapted to the new world is needed 
DISCOVER, DISRUPT, DELIVER 
11 
Innovation & 
Investment 
friendly area 
Efficient 
market 
structure 
Level Playing 
+ + field 
Consolidation & competition 
framework revisited. 
Speed to scale: Allow 
efficiencies when competing 
with global champions, in new 
digital industry. 
More market led, less 
regulatory driven. 
Allow market innovation 
and favour investment, by 
removing excessive ex-ante 
regulatory pressure 
Same services-same rules 
to all elements 
of value chain 
(&with other regions) 
Not to miss the boat of global digital industry in Europe, 
a real change in policy is needed to go from diagnosis to delivery !
Telefonica’s proposal for a better Digital Ecosystem 
10 policy recommendations to create an open and safe Internet experience 
for all and unleash the full potential of the Digital Economy 
1. 2. Create a Portable 3. 4. 5. 
Digital Life for 
consumers by allowing 
them to use their data, 
information and 
applications regardless 
of their devices or 
platforms 
Build Digital 
Confidence through a 
safer Internet 
experience and by 
empowering citizens to 
be in control of their 
personal data. 
Open up mobile 
Operating Systems, 
App Stores and other 
digital platforms to 
increase users’ 
freedom, choice and 
competition 
Promote 
interoperable 
Internet 
applications, 
communication and 
messaging services 
to improve 
consumer 
experience and 
foster competition 
6. 7. 10. 
DISCOVER, DISRUPT, DELIVER 
http://www.digitalmanifesto.telefonica.com 
Improve transparency 
about the conditions of 
use for Internet 
services and the 
distinction between 
information and 
advertisement in online 
search results 
Evolve the policy 
models of Global 
Internet Governance 
by building on its 
existing foundations 
and through 
involvement of all 
stakeholders in an open 
manner and on equal 
footing 
Make Internet available 
to everyone by 
establishing adequate 
conditions for private 
investment in 
broadband 
infrastructure 
Create fairer policy 
frameworks by 
establishing the same 
rules for the same digital 
services and smarter 
regulation by relying more 
on outcome-based policy 
making and case-by-case 
supervision 
Promote Open 
Innovation and 
Open Standards 
principles and 
prevent that undue 
Intellectual Property 
protection restricts 
innovation in the 
Digital Economy 
Transform education, 
learning and teaching 
by widely adopting 
digital technologies 
and services based on 
Open Resources and 
Standards. 
8. 9. 
12
DISCOVER, DISRUPT, DELIVER

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Rethinking the Telcos business models in the age of 5G - Carlos LOPEZ, Telefónica - DigiWorld Summit 2014

  • 1. Rethinking the Telcos business models in the age of 5G _ Digiworld. Montpellier 20/11/2014 Carlos López Blanco Public Affairs & Regulation Telefónica, S.A.
  • 2. Every wave of innovation gives opportunities to rebalance leadership between companies, industries and geographies 1G 2G 3G 4G 5G The need for speed DISCOVER, DISRUPT, DELIVER Who is going to lead next generation in digital industry? ‣ Designed for voice ‣ Improved coverage and capacity ‣ Digital standards (GSM, CDMA) ‣ Data for mobile: SMS, MMS 2 ‣ Basic voice service ‣ Analog based protocols ‣ Designed for voice with some data consideration (Multimedia, Next Internet) ‣ First Mobile broadband ‣ Designed primerily for high data transmission ‣ IP based protocols (LTE) ‣ High mobile broadband 1979 1991 2001 1981 ‣ High data transmission + ‣ Lower battery consumption ‣ Higher versatility and scalability (more connected devices, with different needs) ‣ Converged fiber-wireless network… 2,4 kbps 64 kbps 2.000 kbps 100.000kbps 2011 2021?
  • 3. 5G happens in a whole new world. We are living a digital revolution ! A growing data-centric business Source: Ericsson mobility report Nov.2013 DISCOVER, DISRUPT, DELIVER Internet “things” Smart Cities Connected Smart TV Home Growth 3 Rise of emerging markets (North vs. South) Connected things as a growth opportunity PCs Mobility/ BYOD 200 M of 10.000 M Internet of “everything ” 50.000 M Smart Wearables Connected cars Drones 1995 2000 2013 2020 Source: CISCO Traffic per customer 2013 2019E 600 MB 2,2 GB Source: CISCO & GSMA Intelligence More mobile €4.3trn Total ICT in 2012 Market size +€0,9trn 12-16 Internet Access
  • 4. How could the world of Telecom be like in the era of 5G? All mobile experience for customers & devices and Evolution to IP & cloud based network architectures DISCOVER, DISRUPT, DELIVER 4 Device virtualization & hosting Smaller cells FTTx Cloud IP services networks  World seamless mobile (e.g. mobile and Wifi), multidevice and multichannel (app/web/”real world”), even if there is a need of underlying fixed infrastructure to provide digital services.  Cloud: SaaS Software as a service and Network functions virtualization, and Software Defined Networking.  Internet of Things (IoT): Higher versatility and scalability (more connected devices, with different needs) Internet of Things (IoT)
  • 5. Telecom is not a closed ecosystem anymore. It is part of a broader digital ecosystem competing with OTT Services that were traditionally offered separately… DISCOVER, DISRUPT, DELIVER … are now part of one single universe where Operators compete with Internet players Telecom network & services: ‣ Fixed/mobile/core/intal networks ‣ Fixed/Mobile Voice/VoIP to number ‣ SMS ‣ Internet Access (Data) ‣ TV Internet services ‣ Web based contents ‣ E-commerce ‣ Hosting services ‣ Search engines ‣ VoIP PC to PC ‣ E-mail ‣ Instant messaging / Social Communication and Online Services: ‣ Fixed/mobile/core/intal networks ‣ Fixed/Mobile Voice/VoIP ‣ SMS/Instant messaging ‣ TV/Video/Web based contents ‣ Internet Access (Data) ‣ Hosting services ‣ E-mail ‣ E-commerce ‣ Search engines Apps OS Contents Devices Telco players: Connectivity and Solutions 5
  • 6. Operators are at a crossroad in Europe: declining revenues, unleveled playing field, increased investments needs -2,4% p.a OTT ecosystem dominated by a few players creating new monopolies DISCOVER, DISRUPT, DELIVER 6 Negative outlook on EU telecom revenues: Europe is the only region decreasing revenues Source: IDC Worlwide Blackbook 2014. Communication Content Commerce Devices & OS TELCO sector and Europe are falling behind digital industry ‣ Value distribution of 64 Internet companies with market capitalization over 1.5 billions $ (end 2012) 83% 9% 4% 2% 2% Big investments needed to achieve digital Agenda Source: McKinsey. Regulation Needed for a New Investment Wave. February 21, 2013.
  • 7. How will operators handle the challenge ? DISCOVER, DISRUPT, DELIVER Living a new digital revolution  Leveraging the central role of connectivity in digital customer experience  Coping with risks from cross market competition  Regulation needs to evolve with market & industry Opportunities Cross-Market Competition Regulation  Reinforce position investing in best access networks, customer care & becoming partner of choice.  Growth through stimulating adoption, limiting the unlimited and bundling.  Risk of commoditizing Telco companies and losing customer relationship  Risk of losing connectivity of IoT services  Risk of losing management of network and services  Innovation & Investment friendly area  Efficient market structure  Level Playing field 7
  • 8. Opportunities come from reinforcing position investing in connectivity, partnership, customer and environment REINFORCE POSITION INVESTING IN Connectivity is at the center of customer experience and the link between devices and services in the cloud. CONNECTIVITY DEVICES APPS AND CONTENT DISTRIBUTION CUSTOMER EXPERIENCE DISCOVER, DISRUPT, DELIVER CONNECTIVITY CUSTOMER OPPORTUNITIES OF GROWTH BY  Stimulating adoption of mobile data  Promoting usage through tiered pricing  Enriching customer experience by bundling with digital services, and convergent 4P bundles. Best access networks & operational efficiency… … with a best-in-class approach to customers and customer care… PARTNERSHIP … becoming the partner of choice for the best digital products / apps… ENVIRONMENT … fostering new policies and skills so to open the possibilities of technology.
  • 9. Excellence in basic assets as a lever to become the partner of choice for others DISCOVER, DISRUPT, DELIVER • Best multichannel UX + Agility to create / sell service bundles + Fast service integration in our channels CONTENT OWNERS APP DEVELOPERS Efficient operations DEVICE VENDORS Premium digital customer experience BEST IN CLASS NETWORK AND CUSTOMER CARE Our Main motivators for 3rd parties to join us segmentation and targeting capabilities Our distribution reach Billing capabilities Subsidy their apps and/or connectivity 9 CONNECTIVITY-CENTRIC ECOSYSTEM Network capabilities • Coverage + Best UX + Network intelligence + Selective network capabilities open to third parties Customer care • Best cost + Fastest execution + Fast / efficient service integration with internal operations Partnership Platform
  • 10. Operators face challenges from cross-market competition While up to now threats to the Telco industry were related to surrounding E-SIM businesses, current threats target business basics (e.g. Apple) DISCOVER, DISRUPT, DELIVER Spectrum & Low Power Wide Area (LPWA) (e.g. SIGFOX) 10 Risk of commoditizing Telco companies and losing customer relationship Risk of losing connectivity of IoT services Proxy (e.g. Google) Risk of losing management of network and services Excellence in basic assets (network capabilities, customer care, operations) and partnerships skills will enable operators face the challenges ahead
  • 11. Operators have to face challenges, but it is not enough ! A regulatory framework adapted to the new world is needed DISCOVER, DISRUPT, DELIVER 11 Innovation & Investment friendly area Efficient market structure Level Playing + + field Consolidation & competition framework revisited. Speed to scale: Allow efficiencies when competing with global champions, in new digital industry. More market led, less regulatory driven. Allow market innovation and favour investment, by removing excessive ex-ante regulatory pressure Same services-same rules to all elements of value chain (&with other regions) Not to miss the boat of global digital industry in Europe, a real change in policy is needed to go from diagnosis to delivery !
  • 12. Telefonica’s proposal for a better Digital Ecosystem 10 policy recommendations to create an open and safe Internet experience for all and unleash the full potential of the Digital Economy 1. 2. Create a Portable 3. 4. 5. Digital Life for consumers by allowing them to use their data, information and applications regardless of their devices or platforms Build Digital Confidence through a safer Internet experience and by empowering citizens to be in control of their personal data. Open up mobile Operating Systems, App Stores and other digital platforms to increase users’ freedom, choice and competition Promote interoperable Internet applications, communication and messaging services to improve consumer experience and foster competition 6. 7. 10. DISCOVER, DISRUPT, DELIVER http://www.digitalmanifesto.telefonica.com Improve transparency about the conditions of use for Internet services and the distinction between information and advertisement in online search results Evolve the policy models of Global Internet Governance by building on its existing foundations and through involvement of all stakeholders in an open manner and on equal footing Make Internet available to everyone by establishing adequate conditions for private investment in broadband infrastructure Create fairer policy frameworks by establishing the same rules for the same digital services and smarter regulation by relying more on outcome-based policy making and case-by-case supervision Promote Open Innovation and Open Standards principles and prevent that undue Intellectual Property protection restricts innovation in the Digital Economy Transform education, learning and teaching by widely adopting digital technologies and services based on Open Resources and Standards. 8. 9. 12

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