Transcript Get The Speed.ppt

Gaining Customers
Without Sacrificing
Profitability to
Building Owners
and Managers
Brian J. Andrew
President & CEO
e-xpedient / CAVU, Inc.
©2000 e-xpedient/CAVU, Inc. All Rights Reserved.
©2001 e-xpedient / CAVU, Inc. All Rights Reserved
Today’s Carrier
Situation
• Lots of promises: Little to no
delivery
• Equipment’s installed, but no
one’s home
• Warrants & Revenue Sharing
doesn’t pay when the carrier is
out of business
SOLUTION:
Be different – be seen as an amenity to
a building!
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Be an Amenity
Standard Carrier Approach:
•Traditional Wireline Carriers (CLECs, BLECs)
Demand same treatment as incumbent
• Offer same services as incumbent for lower price
• Fiber or reseller based
•Requires high dollar volume per building to actually
light fiber
• Traditional Wireless Carriers (CLECs)
• Offer same services as incumbent for lower price
(reselling of incumbent)
RESULT:
“Me too” Services - Little to no value for
building/tenants
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Criteria to be Classified as
an Amenity Carrier
• Offer substantial improvements
over incumbent service
-
Speed of connectivity
Reliability of Service
Quick installation
Enhanced customer service
Ease of use
• Provide affordable service for every size
tenant (S, M, L, XL)
• Compensate for space requirements
BOTTOM LINE?
Amenity carriers must deliver attractive value
proposition to tenants, owners, and managers
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
The Need for Speed
“In Manhattan, high speed Internet Access now ranks at the top
of the list of marketing features for new space - ahead of air
conditioning and concierge services.”
– Property Futures Magazine
What is “high speed” or “Broadband” Internet Access?
• Old Definition: Transmission speeds in excess of 500 Kbps
• Reality:
• Today’s servers and workstations communicate at speeds
between 2 and 10 Mbps.
• High-speed/Broadband Internet Access must be faster than
the customer’s network
NEW DEFINITION:
Faster than 10 Mbps!
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Tenant Case
Studies
Results of an
Amenity Service
©2000 e-xpedient/CAVU, Inc. All Rights Reserved.
©2001 e-xpedient / CAVU, Inc. All Rights Reserved
Case Study:
Ohio Savings Bank
• Situation:
• Customer complaints about speed of on-line banking
services
• Painfully slow transfer rates from administrative and
transactional systems
• Access bottlenecks
• Requirements:
• Fast connectivity
• Reliability
• Immediate solution
• Results:
•
•
•
•
Service installed via Plug & Play
Customer complaints ceased
Real-time data access
Enhanced on-line banking applications
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Case Study:
The Intelligent Office
• Situation:
• Virtual office of the future needed
high-speed Internet connection
• 3 months for DSL would delay
opening of business
• Cost and time for T-1 service
prohibitive
• Requirements:
• Always-on, always available
• High-speed to provide competitive advantage
• Service that can grow with their business
• Results:
• Plug & Play instant service activation
• Beats all other “executive office” suites
• No need to wait or upgrade network equipment as
business grows
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Case Study:
Nielsen Rating Company
• Situation:
• Performs on-line surveys
• Participation % directly related to
on-line survey speed
• Low response rates due to slow
access speed
• Requirements:
• Higher access speed
• On-site hosting of surveys
• 24 / 7 access for survey respondents
• Results:
• Real-time proactive survey
customization
• Conducting on-line surveys at more than
10 times previous response rate
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Amenity Service for
Property Managers
• Grubb & Ellis / Utah Realty
• Conduct market and property research
• Transmit proposals, aerial photos, development
packages
• Jones, Lang, LaSalle
• Property differentiator
• Lease transmittal (40 -50+ pages)
• GVA Business Properties Group
• Email lease attachments & market reports
• Improve productivity of researchers
• Speed property marketing through emailing
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
Service Solution:
• The fastest Internet service available to
business users – 100 Mbps Speed
• Reliability unmatched by any other service provider
- Ring & Mesh configuration
• Affordable pricing plans for every size business
- Packages beginning at $100
• Immediate service enrollment – Plug & Play
- On-line activation
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.
The Real Estate Industry says…
• Grubb and Ellis
“e-xpedient’s service is a proven technology that
offers the redundancy and security most companies
today require. A building cannot afford to not have
e-xpedient.”
• Jones Lang LaSalle
“Our potential tenants are excited about the fact that
the service is readily available and they do not have
to wait a month or more to get it.”
• Cirque Property, LLC
“I can’t emphasize how happy I am with the
e-xpedient service…I encourage everyone to make
the change as soon as possible.”
©2001 e-xpedient/CAVU, Inc. All Rights Reserved.