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benchmark-it.co.uk benchmark-it performance This new 206-page report analyses the market for IP VPN services as it reaches maturity. It profiles and compares 26 providers of IP VPN services with a focus on the Global, pan-European/European regional, French, German and UK markets. The report includes the following: • Profiles of 26 carriers: o Company Background o IP VPN and Related Services o Target Customers o Comments o Summary Tables Of Customer & Product Information Who should buy the report? • Operators selling IP VPN services • Companies investing in or supplying the above • looking to take IP VPN services Key benefits: • Source of key information on 26 carriers’ IP VPN portfolios and customer bases, including up-to-the-minute information on customer numbers, contracts, product details, etc. • Market analysis and benchmarking • Gives customers time to focus on analyzing implications and trends, and to formulate action plans Key conclusions: • IP VPNs are now part of the lifeblood of larger business customers and are increasingly penetrating medium-sized and smaller businesses • Over the last year the most important product developments have focused on mobility/remote access, IP-based voice and Ethernet access options, as well as improved on-line management and control • Service providers have increased their products’ reach – both in terms of national depth and international breadth, especially into the ...
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This new 206-page report analyses the market for IP VPN services as it
reaches maturity.
It profiles and compares 26 providers of IP VPN services
with a focus on the Global, pan-European/European regional, French,
German and UK markets.
The report includes the following:
•
Profiles of 26 carriers:
o
Company Background
o
IP VPN and Related Services
o
Target Customers
o
Comments
o
Summary Tables Of Customer & Product Information
Who should buy the report?
•
Operators selling IP VPN services
•
Companies investing in or supplying the above
•
Companies looking to take IP VPN services
Key benefits:
•
Source of key information on 26 carriers’ IP VPN portfolios and
customer bases, including up-to-the-minute information on customer
numbers, contracts, product details, etc.
•
Market analysis and benchmarking
•
Gives customers time to focus on analyzing implications and trends,
and to formulate action plans
Key conclusions:
•
IP VPNs are now part of the lifeblood of larger business customers and
are increasingly penetrating medium-sized and smaller businesses
•
Over the last year the most important product developments have
focused on mobility/remote access, IP-based voice and Ethernet
access options, as well as improved on-line management and control
•
Service providers have increased their products’ reach – both in terms
of national depth and international breadth, especially into the
emerging economies of Central/Eastern Europe, China and India
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Pricing is £995 for a corporate licence (intranet licence).
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IP VPN Services
June 2006
Author: Rob Pritchard
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TABLE OF CONTENTS
Executive Summary
P
a
g
e
3
Check-List From Last Report
Page
4
Market Analysis
P
a
g
e
5
Service Provider Profiles
Arcor
P
a
g
e
8
AT&T
P
a
g
e
1
4
BT Global Services
P
a
g
e
2
4
BT Infonet
P
a
g
e
3
4
BT UK
P
a
g
e
4
5
Cable & Wireless
P
a
g
e
5
2
COLT
P
a
g
e
6
0
Completel
P
a
g
e
7
1
Deutsche Telekom
P
a
g
e
7
7
Easynet
P
a
g
e
8
1
Equant
P
a
g
e
8
6
France Telecom
P
a
g
e
9
9
Global Crossing
P
a
g
e
1
0
8
Interoute
P
a
g
e
1
2
0
Neuf Cegetel
P
a
g
e
1
2
9
ntl
P
a
g
e
1
3
3
QSC
P
a
g
e
1
3
9
TDC Song
P
a
g
e
1
4
5
Telefonica Deutschland
Page 149
Telewest
P
a
g
e
1
5
5
THUS
P
a
g
e
1
6
0
Tiscali
P
a
g
e
1
6
5
T-Systems International
Page 172
Vanco
P
a
g
e
1
7
8
Verizon Business (International)
Page 186
Versatel Germany
P
a
g
e
1
9
6
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Benchmarked Suppliers
Page 201
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Executive Summary
IP VPNs have become part of the mainstream of corporate networking life and are
increasingly becoming so amongst medium-sized and smaller businesses too.
They
have become the lifeblood of businesses, carrying not only corporate data, but
increasingly voice and video services too.
They are so core to business life that many
service providers have been enhancing their propositions in order to be able to offer
access to end users wherever they are – whether they be in smaller branch offices,
working from home or on the road.
Technologies such as broadband and Voice over Internet Protocol (VoIP) have
enabled expanded reach and mainstream acceptance of IP VPNs, although there still
remain significant customer concerns about security – these are being addressed by a
growing portfolio of security products and associated professional services.
With confidence returning to the telecoms market in general and service providers
increasingly offering similar products and services, there have been two key parallel
market developments – consolidation amongst service providers has seen their
number dwindle, but with those remaining looking more able to survive in the longer
term.
At the same time, service providers have been more aggressive in investing in
growth – either for greater depth at a national level by means of acquisition or
network build-out, or at an international level, notably to address the opportunities
offered by emerging markets such as Central and Eastern Europe, and the growing
manufacturing and services bases in China and India.
At the same time as expanding the functionality available and reach of their IP VPN
products, service providers have also been looking to improve customers’ ability to
view and control their services – even to the extent of enabling self-provisioning and
applications management.
The IP VPN market is reaching maturity and, in future, service providers will tend to
compete on their traditional grounds – more established players (at both a global and
national level) will look to offer enhanced functionality, management and reach,
whilst alternative service providers will look to follow in terms of functionality and
reach on as ‘as needed’ basis, while looking to offer better value for money and a
closer, more flexible relationship with the customer.
In the meantime, the trend towards consolidation is set to continue at all levels of the
market – but this should not have the same disruptive impact on customers as it might
have done in the past as service providers are moving to an all-IP environment,
theoretically making integration of networks and portfolios more straightforward.
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Business customers of all sizes have already benefited from the inexorable rise of IP
VPNs as the platform of choice for their corporate communications – over the coming
year they are set to be able to connect even more of their people and partners in an
ever wider range of locations at ever faster speeds and, hopefully, in greater security.
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SAMPLE PAGE
QSC
Company Background
Established in 1997, QSC describes itself as “Germany’s professional DSL provider”
and supplies both the business and consumer segments.
The company’s broadband
infrastructure covers over 1,000 central exchanges across Germany, with an upgrade
programme to install ADSL2+ technology (starting in Düsseldorf and four other cities
in the Ruhr region).
At the end of 2005, QSC had a presence in more than 110 towns
and cities in Germany.
During 2005, QSC upgraded its network to enable it to carry
VoIP traffic using Huawei equipment (474 interconnection points with the Deutsche
Telekom network).
Based in Cologne, QSC also has offices in Berlin, Frankfurt, Hamburg, Karlsruhe,
Munich and Stuttgart.
The company had 450 employees at the end of 2005 (367 a
year earlier).
In 2005, QSC generated revenues of €194.4 million, up 33% year-on-year (€145.9
million in 2004), with EBITDA growing from €3.2 million in 2004 to €5.8 million
(up 81%).
Much of 2005’s revenue growth came from customers in the ‘Large
Accounts’ segment, which grew 55% during the year to €51.4 million.
2005 revenue
and EBITDA breakdown by customer segment is illustrated below:
€ millions
Large
Accounts
Business
Customers
Wholesale/
Resellers
Residential
Customers
Revenues
51.4
57.5
30.4
55.1
EBITDA
33.0
23.5
12.9
17.5
EBITDA
margin
64%
41%
42%
32%
QSC has given guidance for 2006 of revenues of over €240 million with EBITDA of
€15-€20 million.
The company also expects to cross the net profit breakeven
threshold by year-end 2006.
“We anticipate especially high revenue growth in the IP-VPN/Managed Services
business (in 2006).”
“Medium-term, QSC intends to number among the top three providers of enterprise
networks in Germany.”
QSC has grown both organically and through acquisitions, including Ventelo
Germany and, in May 2005, Bonn-based celox Telekommunikationsdienste (€13.8
million), adding 30 medium-sized cities.
The company “is open to the possibility of
continuing to grow in the future through specific acquisitions.”
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SAMPLE PAGE
•
IP VPN Corporate – a portfolio of managed IP VPN services that addresses
customers’ internal and external data needs, including support for intranets,
extranets and remote access:
•
IP VPN Corporate Plus (MPLS-based):
o
Service for any network topology including star, partial mesh and full
mesh;
o
Optimised for application-specific environments, such as VoIP (Voice
over IP), IP Telephony, videoconferencing and revenue-generating
data applications;
o
Guaranteed 99.5% on-net availability and four-hour repair time;
•
IP VPN Corporate Connect (ATM-based) – a mature product suitable for star
networks where network topologies remain largely static.
Service classes for
transport of time-critical traffic;
•
IP VPN Corporate IPSec – basic IP-only solution for SMEs requiring hub and
spoke networks;
•
IP VPN Corporate National (MPLS/ATM-based) – optimised for national
markets using technologies such as DSL to optimise access to give distance-
independent pricing with national coverage.
Available in:
o
Austria;
o
Belgium;
o
Denmark;
o
France;
o
Germany;
o
Ireland;
o
Italy;
o
Netherlands;
o
Portugal;
o
Spain;
o
Sweden;
o
Switzerland;
o
UK;
•
IP VPN Corporate Remote Fixed (IPSec-based) – corporate IP VPN sites
connecting to the COLT network via the public Internet;
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Structure of IP V PN Corporate Se rvice s
S e rvice
T e ch n o lo g y
A cce ss T yp e
P ro d u ct
IP VPN Corporate
Dia l
P lus
Conne ct
IP S ec
M P L S
ATM
IP S e c
Fixe d De d ica te d V P N A ccess
Re mo te A cce ss to V P N
o ve r In te rn e t
IP S e c
IP S e c
Re m ote
Fixe d
Rem ote
Us er
P P P / L 2 T P
Di a l A cce ss
to V P N
On-Net: SDH or COLT owned DSL
Off-Net: ‘OLO tail’ or NNI (ATM Partner)
IP VPN Corporate National
Wholesale OLO
IS DN
Ba ck up
IS DN
Di a l B a cku p
o f V P N
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SAMPLE PAGE
Target Customers
Interoute states that its customers include other carriers, service providers,
Government agencies and large multinational corporations, as well as the SME
segment following the acquisition of VIA NET.WORKS.
The enterprise segment has a customer base of more than 500 and accounts for about
30% of revenues (19% in 2004).
The VIA acquisition has added a further 19,000
small customers to Interoute’s base.
Known IP VPN customers include:
•
STSN (leisure sector) – long-term multi-million Euro contract for MPLS-
based services;
•
Eurocontrol (travel sector) – “long-term contract” for IP VPN solution;
•
Barbantia (household goods) – “long-term contract” for IP VPN solution;
•
WE (retail sector) – multi-year agreement to connect WE’s headquarters and
232 stores across the Netherlands, Belgium, France, Germany and
Switzerland;
•
Nintendo (manufacturing sector) – connecting all European locations
(implemented within 6 weeks).
Comments
Interoute has steadily been expanding its network to new locations, notably in Central
and Eastern Europe, as well expanding its customer base into the SME segment with
the acquisition of VIA (which also added an IPSec IP VPN product to the portfolio).
The Interoute portfolio offers clear propositions which are very much centred on its
network, which has both international reach and metropolitan depth.
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SAMPLE PAGE
Customers
Target customers by segment
(e.g. MNCs, SMEs)
Multi-site organisations
Target customers by vertical sector
(e.g. Manufacturing, IT)
Finance, Government, Commercial &
Brands, Broadcast & Media, Integrators
& Outsourcers, Global Wholesale& Mid-
Market
Target geography
(e.g. Worldwide, USA, North Germany)
Worldwide
Number of customers/
% of bids including IP VPNs
(indicative if not available)
160,000 customer sites connected
Revenues from IP VPN services (€ or %)
N/A
Channels to market
(direct versus indirect)
Global, corporate and wholesale
Products
CPE-based IP VPN
(name and features)
BT IPSec
Network-based IP VPN
(name and features)
BT MPLS
MPLS
Yes, over 90 countries
IPSec
Yes, in 37 countries
Remote access
Yes, 48 further countries
CoS availability
6
xDSL capability
Yes
Wi-Fi capability
Yes
Applications management
Applications Assured Infrastructure
Voice support
Yes
Other value-added services (e.g. extranet) Hosted IP telephony
On-line management functionality
Virtual Business Centre
SLAs
End-to-end,
service
delivery
and
availability guarantees
Latency
<60ms intra-Europe
<100ms trans-Atlantic
Packet delivery
Packet loss <1%
MTTR (mean time to repair)
N/A
Geographic reach/number of PoPs
28,000 ports across 90 countries
Equipment supplier(s)
N/A
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SAMPLE PAGE
Benchmarked Suppliers
Global Service Providers:
Service
Provider
Target
Customers
Target Sectors
Customers
Other
Customer
Info.
Channels
CoS
Voice
On-line
Management
SLAs
Latency
Packet
Delivery
MTTR
Reach
AT&T
Multi-
country,
multi-site
corporates
Vertical sector
approach being
developed,
starting with
manufacturing
N/A
N/A
Direct and
through
partners,
notably
IBM
4
Yes
Yes
Yes,
Standard
and Gold
65ms
Western
Europe
backbone
Up to
99.9%
4 hours
MPLS in
127
countries
BT
Global
Services
Multi-site
organisations
Finance,
Government,
Commercial &
Brands,
Broadcast &
Media,
Integrators &
Outsourcers,
Global
Wholesale &
Mid-market
Over 1,300
domestic
and
international
MPLS
customers,
160,000
customer
sites
connected
N/A
Direct and
wholesale
6
Yes
Yes
End-to-end,
service
delivery and
availability
guarantees
<60ms
intra-
Europe,
<100ms
trans-
Atlantic
Packet
loss <1%
N/A
Over 90
countries
from more
than 1,200
PoPs, plus
remote in
50 and
extended
reach using
frame relay
to 14 more
BT
Infonet
MNCs
Financial
services,
manufacturing,
hi-tech,
pharmaceutical
800+
N/A
Direct and
indirect
5 (in 8
packages)
Yes
Yes
Yes
Yes
Yes
Yes
MPLS to
57+
countries,
access
from 180+
Cable &
Wireless
MNCs and
corporates in
selected
countries
All
N/A
N/A
Direct,
indirect
and
wholesale
5
Yes
Yes
Provisioning
times,
changes,
availability,
latency,
jitter and
packet loss
Specified
per CoS
Specified
per CoS
4 hours
130
countries
with
connectivity
in more
than 421
cities
Continued next page
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