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Transcript of Investor Day - Investor Day M2 Telecommunications Group Ltd Geoff Horth, CEO 15 November 2012 ....

  • Investor Day M2 Telecommunications Group Ltd

    Geoff Horth, CEO

    15 November 2012

  • Investor Day, 15 November 2012, Slide 2

    Investor Day Agenda

    Speaker Time Topic

    10.40am Geoff Horth

    CEO

    Welcome

    10.50am Scott Carter

    Business & Wholesale

    Director

    Core focus on SMB

    11.20am Tea/Coffee Break

    11.30am Tom Mazerski

    Chief Customer Officer

    Consumer Strategy

    M2 is NBN ready

    12 noon Geoff Horth

    CEO

    Closing Remarks

    12.15 Panel Q&A

    12.45pm Lunch

    1.30pm Data Centre Tour Optional

  • Executive Management Team

    Vaughan Bowen, Executive Director Responsible for strategic acquisition opportunities and assists managing supplier

    and market relationships

    Co-founded M2 in 1999 and transitioned from MD into Executive Director in 2011

    Previously responsible for managing the SE Asian operations of Secure Parking

    Geoff Horth, Chief Executive Officer Responsible for the leadership of M2 and ensuring a structured approach to

    acquisition assessment and integration

    Joined M2 in 2009 and in current position since Oct-2011

    20 years experience in vendor and service organisations in the telco industry

    Darryl Inns, Chief Financial Officer Responsible for the company’s financial reporting, management accounting,

    internal audit and credit management

    Joined M2 in 2001 and current position since 2004

    Previously held senior finance roles in tech & manufacturing in Aus and UK

    Kellie Dean, Corporate Services, Company Secretary Responsible for legal and regulatory affairs, HR, IR and corporate comms

    Joined M2 in Oct-2007

    Previously worked as Company Secretary for Orion Telecom and has experience

    in M&A, corporate governance, compliance and risk management 3

  • Executive Management Team

    Steve Wicks, Director New Markets Responsible for the sales and channel management for emerging markets in Fibre

    and NBN

    Joined M2 in 2000 and worked as GM of Retail and Group Sales Director

    Previously worked in sales management for more than 15 years

    Scott Carter, Business & Wholesale Director Responsible for retail sales channels and wholesale business unit

    Joined M2 in Apr-2011

    Previously held management positions with Hutchison, Request Broadband and

    PowerTel, and most recently MD of Clever Communications

    Tom Mazerski, Chief Customer Officer Responsible for contact centre operations and consumer business unit

    Joined M2 in Jun-2012

    Previously held the position of CEO at Primus Telecom

    Michael Speglic, Commercial Director Responsible for carrier relationships and agreements, revenue assurance,

    procurement and due diligence of M&A opportunities

    Joined M2 in 2007 following the acquisition of Orion Telecom

    Previously worked in roles across sales, billing and product development

    4

  • Executive Management Team

    Alistair Carwardine, Technology Director Responsible for IT and Network division

    Joined M2 in 2009 following the acquisition of Commander

    Previously worked at Qantas, Peakhour, AOL7, News Ltd and Orion Telecom

    Sarah Curtis, Product Marketing Director Responsible for product management, brand development, marketing

    campaigns and customer life cycle management

    Joined M2 in 2009 following the acquisition of People Telecom

    Previously worked at Metro International, Macau China

    Johnathan Eele, Managing Director/CEO – M2 NZ Responsible for NZ business

    Joined M2 in 2010 following the acquisition of Black + White, NZ

    Previously worked at Cable & Wireless, Hutchison Whampoa and Telecom NZ

    5

  • Market and Customer Characteristics

    Business Segment Strategy

    Implications of NBN for SMB

    Scott Carter Business & Wholesale Director

    Responsibilities:

    SMB & Wholesale

  • We understand SMB

    Small Business Market: (2-20 employees)

     Typically single site

     Standard product offerings

     Price sensitive

     Value price certainty

     735k business

    Medium Business Market: (21-200 employees)

     Typically multiple site

     Bespoke enterprise grade solutions

     Low in-house IT resources

     Value managed network solutions

     80k businesses

    7

  • Market and Customer Characteristics

    Business Segment Strategy

    Implications of NBN for SMB

  • Uniquely positioned in Small Business

    Objective

    To be recognised as the trusted partner in the Small Business market;

    better at accessing and servicing the segment than any other provider

    Path to market Value proposition

     Indirect channel approach

     100+ Commander dealers

    inclusive of over 500 sales

    resources

     Supported by Qld centre setting

    appointments

     Inside Sales teams providing

    account management and

    improving product penetration

     Easy to understand bundled

    offerings

     Fixed , Mobile , Data

     Phone Rental, Maintenance

     Commander Holiday Rewards

     Every customer allocated an

    Account Manager

     Australian-based service

     Trusted partner for all business

    communication needs

  • Trusted partner to Medium Business

    Objective

    To be the trusted partner to mid size businesses for managed

    communication and cloud services

    Path to market Value proposition

     National direct sales team

     Alliance partner program

     Dedicated presales team

     Dedicated onshore operations and

    customer support teams

     Tailored bespoke solutions for

    delivering managed voice, data,

    mobile & cloud services

     Enterprise grade solutions

     Integrated sales and service

    organisation delivering the best

    sales, account management and

    service experience in the segment

     Customer speak – not technology!

  •  Brand with long & trusted history

     Dominance associated with 70’s & 80’s

     Data integral to daily operations –

    exasperated in NBN world of ‘ones &

    zeros’

     To re-create brand personality to ensure

    relevance in today’s market whilst

    respecting trusted brand image

     Commander will be known for providing

    simple, integrated solutions – we control

    the chaos so our customers can take

    command of their business

     Our platform will actively engage with

    decision makers of the future (NBN)

    Challenge

    Now

    Future

    Positioned to become the preeminent SMB

    challenger on NBN

    Take Command

  • Take Command

    Investor Day, 15 November 2012, Slide 12

    http://www.commander.com/why-commander

  • Take Command

    Investor Day, 15 November 2012, Slide 13

  • Market and Customer Characteristics

    Business Segment Strategy

    Implications of NBN for SMB

  • Opportunities for SMB and M2

    Investor Day, 15 November 2012, Slide 15

    NBN is a great opportunity for SMB:

     A significant customer upgrade event

     Online ubiquity, more bandwidth, more options

     Access to enterprise grade services for SMB’s

     Improved access to Cloud services

     Dispersed workforce + remote specialist workers

    M2 is well positioned for NBN

     Commander is a trusted SMB brand

     Scalable national distribution network to access customers

    as geographic areas activate NBN

     Full range of IP voice, data and cloud services to bundle

    with NBN access

  • Consumer Strategy

    #1 in Customer Satisfaction

    M2 is NBN ready

    Tom Mazerski Chief Customer Officer

    Responsibilities: Customer

    experience, Consumer earnings

    and NBN

  • Protecting Copper, growing fibre

    Objective To maintain current revenue and grow EBITDA

    To be a market leader in fibre growth segments

    Path to market Value proposition

     Targeted Marketing

     Laser Marketing

     Community Focus

     Online (Self Service)

     Consumer Friendly Channels

     Public Relations

     Use “Free Media to

    communicate Brand, New

    Products & Key Wins

     Focused cross sell

     “No Worries” Product & Service

    Bundles To Meet Individual Needs

     “Why Wait?” Move Services Now,

    iPrimus Has NBN/FTTH Know-how

    & Seamless Conversion To Fibre

     “Value