【正文】 % o f C a b l eH o m e s. Digital Footprint 1998 2023 0%5%10%15%20%25%30%35%40%45%1998 1999 2023 2023 2023 2023 2023 2023D i g i t a l V i d e o Su b s a s a% o f D i g i t a l V i d e o R e a d yH o m e sC a b l e M o d e m Su b s a s a% o f C a b l e M o d e mR e a d y H o m e sC a b l e T e l e p h o n y Su b sa s a % o f C a b l eT e l e p h o n y R e a d yH o m e s. Digital Service Take Rate 1998 2023 As of 2Q:01, million homes were cable telephone ready with million subscribers Evidence Analysis 2023/3/22 Document Title 9 169。 Copyright IBM Corporation, 2023 Based on the Estimated Volume, Online Revenue and Gross Ine Grow Rapidly Source: Forrester, ELA, US Census, IDC, XYZ , IBM $ Millions $0$20$40$60$80$100$120$14020002001200220032004XY Z O n l i n eG r o s s I n c o m eXY Z O n l i n eR e v e n u e$ Millions $0$20$40$60$80$100$120$140$16020002001200220032004XY Z O n l i n eG r o s s I n c o m eXY Z O n l i n eR e v e n u eEXECUTIVE SUMMARY Key Assumptions ? XYZ Volume ranges from $121MM to $202MM in 2023 ? Channel Partner Fee = 3% ? Cost of Money = % ? Average rate = % High Adoption Low Adoption Benefits Value Proposition 2023/3/22 Document Title 7 169。 aggregators and lessors are moving towards partnering with online vendors Aggregator Aggregators that allow petitive differentiation beyond price ? Lease funding and fulfillment ? Automated credit scoring Low, though VC is pouring into this space Channels Are Ranked by Relative Priority Target Segment Rookie Established Savvy EXECUTIVE SUMMARY Major Idea Remendation 2023/3/22 Document Title 5 169。 Copyright IBM Corporation, 2023 XYZ Company Should Simultaneously Pursue Three Inter Channels Through a Variety of Partnerships Target Partners Channel Offering Competitive Intensity Direct Traffic drivers for target segments ? Educational content ? Online applications ? Automated credit decisioning Medium。 Copyright IBM Corporation, 2023 Inter Channels Will Provide Incremental Leads and Revenue ? IBM believes there is a substantial opportunity in the online leasing market ? XYZ Company should target the following customer segments: – Professional Services and Manufacturing – IT, office, and manufacturing collateral classes – Small business, small ticket market ? These customers should be targeted with a multichannel approach: – Indirect – Aggregators – Direct ? The major channel to these customers will be the indirect onethrough Inter intermediaries that give access to the customer at the point of transaction ? Each of these channels appeal to customers with unique buying behaviors ? Competitors are moving into the online leasing space。LEAP Presented by: Eric Pelander May 21, 2023 Contents ? Subject or context ? Major idea or remendation ? Benefits or value proposition ? Evidence and analysis ? Detailed remendations and actions 2023/3/22 Document Title 2 169。 Copyright IBM Corporation, 2023 This Effort Is Designed to Assist the XYZ Company to identify Wireless Market Opportunities Define the Wireless Marketplace and Its Evolution Describe and Size Wireless Markets Identify XYZ’s Addressable Markets ? Key market players and dynamics ? IBM?s perspective on the key strategic issues ? Nearterm evolution of the wireless market ? Application markets and sizes ? Devices markets and sizes ? Infrastructure markets and sizes ? Current players in each market and relative strengths and weaknesses ? Identify and describe XYZ addressable markets ? Evaluate the size of the impact that XYZ can make ? Identify critical success factors XYZ’s objective is to gain insight into the evolution of the wireless market in order to identify market opportunities for XYZ Identify UnAddressed Opportunities for XYZ ? Market position ? Key players ? Critical success factors ? Evaluate opportunities against XYZ capabilities, customers, channels, and technologies SUMMARY CONCLUSIONS Subject Context 2023/3/22 Document Title 3 169。 XYZ Company should move quickly Major Idea Remendation 2023/3/22 Document Title 4 169。 building among startup funding aggregators, traditional lessors, and banks Indirect ? Online Storefronts ? Online exchanges ? OFPs ? Automated credit decisioning ? Educational content ? Online applications Medium。 Copyright IBM Corporation, 2023 The Indirect Channel Is the Highest Priority ? Our research into customer behaviors suggests that customers are most likely to lease at the point of purchase ? Equipment vendors will drive significant online transaction volume ? This channel allows XYZ Company to leverage its core petency of sourcing deal indirectly: – Early indications suggest that online equipment aggregators and vendors require a smaller fee for deal referrals than offline lease brokers require ? A growing number of online equipment vendors currently offer leasing: – Branded and unbranded strategies are being used EXECUTIVE SUMMARY While the indirect channel will drive the most immediate revenue impact, XYC Company should also pursue the direct and aggregator channels in parallel. Major Idea Remendation 2023/3/22 Document Title 6 169。 Copyright IBM Corporation, 2023 The cable triple play offering significantly overlaps with XYZ ’s core residential service offerings Competitive Threats Cable Wireless Sub. Portals Description of Service Description of Threat ? The cable triple play consists of three basic servic