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【正文】 ations? Platforms to enable VOD, etc... Web HostingDark FiberResidential ISP?Advanced VPN? Extra? Voice, video QoS guarantees? Industry specific offeringsOther emerging services (. eCommerce)IPphone voice? Prefix ? “Dialaround” solutionsEqual access voice? On voice?Focus on quality over quantityMarket as integrated productsStress CNC role as integrated data playerPositioningIssues 29 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHICNC SHOULD USE CREATIVE WAYS TO GROW THE MARKET, AVOID HEAD TO HEAD COMPETITIONCompetitors all focus on the same demand from the same customersSavagely pete on priceReactively wait for customers to identify need, request productsPursue growing customers data intensive enterprises? Fresh opportunities for sales, instead of peting over existing business? Approach proactively with new products, instead of waiting for customers to initiate sales processCreatively identify new markets? . market for panies requiring very rapid provisioning or customized products? Bee the only choice for these paniesLobby the government to support more emerce and information industries growthCTCNCUniJitongCT is likely to be unable to meet growing demand aloneTraditional, narrow view New approaches to growing sales 30 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHITOTAL GDP VS. GDP/CAPITA IS A PRELIMINARY INDICATOR FOR ATTRACTIVE LOCAL ACCESS MARKETSExample: 15 Initial Cities with POPs on CNC NetworkShanghaiBeijingGuangzhouTianjinHangzhouWuhanNanjingJinanShijiazhuangZhenzhouChangshaXuzhouXiamenFuzhouShenzhenExamples of additional cities not in initial 15 designated for CNC POPsHypothetical breakeven curve for building local accessSuzhou WuxiTotal GDP (k RMB)GDP/cap (k RMB) 31 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHIVERY DENSE MARKETS SUCH AS SHANGHAI BEST SERVED BY METRO FIBER RINGSMPOP/rail stationHong Qiao Development AreaPeople’s parkHuai Hai RoadXujiahuiPudong Financial ZoneFiber length:Along subway:Along elevated ring road:Along road:17000m9000m8000m of major businessbuildings accessed: ~200Fibers alongSubway in constructionSubwayElevated ring roadRoad (dig required)Dense Business Area servedMetro stationsMMM 32 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHISHANGHAI ECONOMICS VERY ATTRACTIVE DUE TO HIGH BUILDING AND BUSINESS DENSITY5 year PV(1) (M RMB)CapEX OpExRevenue5 year NPV15%: ~310M RMB5 year IRR: ~70%Shanghai presents most attractive enterprise solutions marketSG AAllocated backboneIDDEmerging data(3)DLDData servicesSONET/switching equipmentOSSAllocated backbone(2)(1) Assuming 15% cost of capital(2) Cost of providing F/R and ATM service on backbone allocated over first 4 cities(3) Web hosting IP VPNS, etc.Source: BCG benchmark database。 industry interviews。 BCG analysis。 real estate agency interviews。 field analysisPower provisioning, etc.Fiber constructionRight of wayPresent value of cash flows 33 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHIMEDIUM SIZED CITIES WITH HIGH GDP/CAPITA SUCH AS FUZHOU BEST SERVED WITH LMDS SOLUTIONFiber length:Along road: LMDS station: 5000M1Area served(1): of major businessbuildings covered:~40km2~40(2)LakeFiber along roadRailwayRailway stationRoadLMDS stationMajor buildingsArea servedRS(1) More detailed field analysis required to map buildings and most effective LMDS positioning。 assumes km radius for LMDS area(2) Assume half of the buildings are prime business buildings for economic modelingSR 34 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHIPRELIMINARY FUZHOU ECONOMICS UTILIZING LMDS VERY FAVORABLE5 year PV(1) (M RMB)CapEX OpExRevenue5 year NPV15%: ~20M RMB5 year IRR: ~60%LMDS solutions for medium sized cities will play a critical role in developing enterprise solutionsSG APower, provisioning, etc.IDDEmerging data servicesDLDData servicesBase stationCPE(1) Assuming 15% cost of capitalSource: BCG benchmark database。 industry interviews。 BCG analysis。 real estate agency provided dataBldg equipmentSpectrum feesFiber to POPPresent value of cash flows 35 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHIOTHER CITIES OF SIZEABLE POPULATION BUT RELATIVELY LOW GDP/CAPITA MAY NOT WARRANT INVESTMENTExample: ShijiazhuangNo fiber connectionrequired, assume rail station is LMDS base1Area served(1): of major businessbuildings covered:~40km2~20(2)RailwayRoadLMDS stationMajor buildingsArea servedSS(1) More detailed field analysis required to map buildings and most effective LMDS positioning。 assumes km radius for LMDS area(2) Assume half of the buildings are prime business buildings for economic modeling 36 China Net The Boston Consulting GroupConfidentialDestroy by Shredding4503405Interim14Dec99TZDgxSHIOVERALL ECONOMICS APPEAR MARGINAL FOR SHIJIAZHUANG5 year PV(1) (M RMB)CapEX OpExRevenue5 year NPV15%: ~ 3M RMB5 year IRR: ~5%Cities without dense business districts may not be attractive enterprise markets regard less of overall sizeSGAPower, provisioning, etc.IDDEmerging data servicesDLDData servicesBase station(1) Assuming 15% cost of capitalSource: BCG benchmark database。 industry interviews。 BCG analysis。
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