FTTH/B Enterprise market - Opportunities: SME’s access and IT services

Now that virtually every country is engaged in deploying fibre to the home/building networks, what opportunities are opening up for operators in the B2B market?

This report takes a look at FTTH/B strategy issues and challenges for operators targeting the B2B market.

  • It identifies the different types of opportunities in this market.
  • Analyses operators’ pricing strategies.
  • Details the strategies of leading operators in seven European countries (EU-7): France, Germany, Portugal, Spain, Sweden and the UK.
  • And provides quantified market forecasts up to 2022 for the SME market (companies with 0 to 250 employees), and for the EU-7 and EU-28 markets.

1. Key Findings
1.1. Still growth potential for fibre access products in the SME market
1.2. Opportunities tied to the development of ICT products
1.3. Fibre creates opportunities beyond their core business, but also increases competition

2. Methodology
2.1. General methodology of IDATE reports
2.2. Methodology specific to this report

3. Opportunities for fibre in the B2B market
3.1. B2B market issues and challenges
3.1.1. A disparate target clientele
3.1.2. A significant share of operators’ revenue
3.1.3. But revenue being squeezed
3.2. Fibre’s technical properties
3.2.1. Description
3.2.2. Latency
3.2.3. Dedicated fibre, shared fibre
3.3. Opportunities tied to the development of ICT solutions
3.3.1. Operators’ ICT strategies
3.3.2. Fibre as accelerator of new products: cloud and cybersecurity
3.3.3. Legitimate vendors and an opportunity to enhance basic plans
3.3.4. ICT growth outlets created by fibre
3.4. Still room for growth in the SME market
3.4.1. Market opportunities
3.4.2. Specific properties
3.5. FTTH/B for businesses to kick start the market
3.6. Pricing strategies
3.6.1. Prices that target the self-employed and SoHo/ SMEs: modelled on B2C
3.6.2. Prices aimed at SMEs and large corporations: dedicated fibre or leased line
3.6.3. Decreasing prices to stimulate the market
3.6.4. Very attractive prices for professionals
3.6.5. Fibre prices to encourage users to switch
3.6.6. Bundles to secure loyalty and increase ARPU

4. Market estimates
4.1. Background: enterprise demographics
4.1.1. EU-7
4.1.2. EU-28
4.2. Disparate pace of FTTH/B rollouts
4.3. SME market forecasts
4.3.1. EU-7
4.3.2. EU-28

5. Detailed national benchmark
5.1. Germany
5.1.1. Background: low fibre penetration and a desire to step up rollouts
5.1.2. Deutsche Telekom: focused on fibre for the businesses market
5.1.3. Competition
5.1.4. Market worth
5.2. The UK
5.2.1. Background
5.2.2. BT: FTTH/B for SMEs and consumers
5.2.3. Competition
5.2.4. Products
5.2.5. Market worth
5.3. Italy
5.3.1. Background
5.3.2. Telecom Italia: an ICT/fibre strategy aimed at SMEs
5.3.3. Competition
5.3.4. Market worth
5.4. Spain
5.4.1. Background
5.4.2. Network development: Europe’s largest
5.4.3. B2B products
5.4.4. Strategic positioning on digital solutions: Wayra, Luca, Aura
5.4.5. Competition
5.4.6. Market worth
5.5. France
5.5.1. National market background
5.5.2. Orange: a clear fibre strategy
5.5.3. B2B products
5.5.4. Fibre plans
5.5.5. Competition
5.5.6. Orange B2B market worth
5.5.7. Market worth
5.6. Portugal
5.6.1. Background
5.6.2. Network rollouts
5.6.3. B2B solutions: aimed chiefly at small businesses
5.6.4. Competition
5.6.5. Market worth
5.7. Sweden
5.7.1. Technological choices
5.7.2. Competition
5.7.3. Product line
5.7.4. Market worth

6. Glossary


List Of Tables

Table 1: Comparison of consumer, SME and corporate plans
Table 2: Marketed performances by technology
Table 3: Number of businesses in the European Union by staff size
Table 4: Evolution of Open Reach FTTP prices (prices excl. ISP tax), in 2018
Table 5: Telefónica’s special offer for self-employed workers
Table 6: Telefónica access add-on services by company size
Table 7: Comparison of Orange fibre and DSL plan prices in 2018
Table 8: Portugal Telecom’s FTTx rollouts and subscriber numbers at the end of 2017
Table 9: Portugal Telecom’s B2B products (access + fixed calling)
Table 10: Telia’s B2B access products


List Of Figures

Figure 1: B2B revenue (all services combined) as a share of operators’ total revenue in 2017
Figure 2: Change in the top telcos’ B2B revenue between 2016 and 2017
Figure 3: Progression of fixed voice revenue in France
Figure 4: Latency by technology
Figure 5: Dedicated vs. shared fibre services, by location
Figure 6: Value-added services tied to access
Figure 7: Progression of Orange revenue in the different fixed B2B segments (Orange Group) between 2014 and 2017
Figure 8: Cloud computing use in France between 2014 and 2016
Figure 9: Global IaaS market growth in 2016
Figure 10: Sensitive data in the cloud
Figure 11: Presentation of the digital transformation strategy for businesses, using Telefónica data
Figure 12: How operators are positioned on fibre-related services
Figure 13: Number of businesses by staff size
Figure 14: Type of access employed in France, by company size
Figure 15: Progression of BT’s B2B revenue
Figure 16: Benchmark of monthly subscriptions to fibre business plans in nine European countries
Figure 17: Price benchmark for dedicated leased line fibre plans for businesses in eight European countries
Figure 18: Price of Telia’s DSL and fibre plans in 2018
Figure 19: Number of enterprises
Figure 20: Breakdown of businesses by size, for the seven countries examined
Figure 21: Overall FTTH/B penetration in the seven countries examined
Figure 22: Superfast access household coverage rates, by technology, for the seven countries examined, at the end of 2017
Figure 23: Superfast access household penetration rates, by technology
Figure 24: Progression of FTTH/B revenue from SMEs by country, in 2018 and 2022
Figure 26: SME FTTH/B addressable markets by 2022
Figure 26: Progression of FTTH/B revenue from SMEs in the EU-28
Figure 27: Progression of FTTH/B revenue from SMEs in the EU-28 by company size
Figure 28: Superfast coverage and penetration in Germany by technology, at the end of 2017
Figure 29: Superfast coverage and penetration in the UK by technology, at the end of 2017
Figure 30: Comparison of FTTx, FTTP and leased line prices and speeds
Figure 31: BT’s B2B revenue, 2015-2018
Figure 32: Superfast coverage and penetration by technology in Italy, at the end of 2017
Figure 33: Telecom Italia’s fibre coverage
Figure 34: FastWeb’s strategy: fibre to undergird all other services
Figure 35: B2B segment’s market share
Figure 36: B2B revenue in Italy, 2016-2017
Figure 37: Telecom Italia’s B2B revenue, 2014-2017
Figure 38: Superfast coverage and penetration by technology in Spain, at the end of 2017
Figure 39: Progression of Movistar’s FTTH subscribers and coverage
Figure 40: Fixed B2B market in Spain, 2012-2016
Figure 41: Telefónica Spain’s B2B market revenue
Figure 42: Superfast coverage and penetration in France by technology, at the end of 2017
Figure 43: SFR’s business market revenue
Figure 44: Progression of Orange’s B2B revenue, by segment, 2016-2017
Figure 45: Fixed B2B market in France, 2012-2016
Figure 46: Progression of fixed B2B revenue by segment in France, 2012-2016
Figure 47: Superfast coverage and penetration in Portugal by technology, at the end of 2017
Figure 48: Portugal Telecom’s B2B revenue, 2016-2017
Figure 49: Superfast coverage and penetration in Sweden by technology
Figure 50: Progression of Telia Sweden’s fixed B2B revenue


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