A2. Operator SWOT Analysis - E.pptVIP免费

A2-1StrictlyConfidentialA1.IndustryAttractivenessAnalysisA2.OperatorSWOTAnalysisA3.CPPvs.MPPChargingRegimeA4.ProductStrategy–VerticalSolutionsA5.ProductStrategy–CustomerInterviewsA6.MarketAnalysis–byIndustryA7.MarketAnalysis–byGeographyA8.MarketSurveyReportAppendixAppendixA2-2StrictlyConfidentialA2.OperatorSWOTAnalysis•ZhejiangMobile•ZhejiangUnicom•ZhejiangTelecom/XLTA2-3StrictlyConfidentialZMCCSWOT–Page1of2ZMCCSWOT–Page1of2WOTSSOTWSTRENGTHStrongBrandImage.ZMCChasthebestwirelessbrandimageinthemarket,strongareasinclude‘reliability’and‘suitabilityforbusinessuse’QualityNetwork.PrimaryresearchinthebusinessandconsumersegmentsindicatethatZMCCisastrongperformeracrossareas,especiallyNetworkCoverage&QualityQualitySubscriberBase.ZMCChasatotalmarketshareof56%amongemployeesofTypeA/B/Centerprises,withalargeshareofhigh-endcustomers.TheARPUofZMCCcustomers(atRMB139)exceedsXLTandZU,despiteanarrowinggaptoZU.Inaddition,primaryresearchindicatesthatZMCC’scustomerbasehasahighpropensitytoadoptnewservicesandaremoreloyalthanZUandXLTusersM-DataServiceLeadership.ZMCCisregardedasleaderinwirelessdataservicesandnewGPRS-basedapplicationsareexpectedtoconsolidatecurrentpositionWEAKNESSWeakSales(KeyAccountManagers).PrimaryresearchinthebusinesssegmentindicatethatZMCC’sdirectsalesforcedoesnotperformaswellasChinaTelecomandChinaUnicomLack“One-Stop-Shop”Offer.ComparedtoChinaTelecomandUnicom,ZMCCisnotatrueproviderof‘totalsolutions’WeakProductStrategy.ZMCC’sproductstrategyisnotfullytailoredtocustomersegmentsandnotbasedonacomprehensiveunderstandingofmarkettrendsLowKeySegmentPenetration.ZMCC’smarketshareisrelativelylowinkeyindustriessuchasFinance,TradingandEducationSource:A.T.KearneyAnalysisA2-4StrictlyConfidentialZMCCSWOT–Page2of2ZMCCSWOT–Page2of2SWTOSWOTOPPORTUNITYEnterpriseSolutionMarket.Thetake-offofwirelessenterprisesolutionswillenableZMCCtoexpandthebreadthanddepthofitscustomerbase,increasemobileusageanddevelopnewsourcesofrevenueM-datatoHighValueCustomers.WiththelaunchofGPRSand3G,ZMCCwillbeabletoleverageitslargeshareofhighvaluecustomersbasetoselldataproductsandservicesFixedLicense.OpportunityforCMCCtoobtainafixedlicense,whichwillenableZMCCtobecomeatrue‘totalsolutions’providerTHREATCDMA1xTechnology.ThelaunchofCDMA1xwillenableUnicomtostrengthenitscompetitivepositionthroughstrongproductCDMAofferingsandexpectedsmoothtransitionto3GNationwideRolloutofPAS.AsCTisrollingoutXLTnationwide,theacceptanceandpopularityofXLTisexpectedtoexperienceaboostNewEntrants.NewmobilelicensesarelikelytobeissuedtoCTandCNCinlate2003.FollowingChina’srecentWTOentry,restrictionsonforeignpresencewillbeliftedandtheemergenceofMVNOsandforeignplayerswillposeathreattoZMCCSwitchtoCPP.LaunchofCPPprogrammaybringsignificantnegativeeffecttoZMCC,especiallyrevenuefromhighvaluecustomersZUStrategicRe-positioning.Unicomhasstartedtosell/renttheGSMnetworktoothers(suchasMVNOs)inordertofocusoncompetingwithCMCCthroughtheCDMAplatformQualcom/CUPartnership.Developmentofdual-bandhandsetsforGSMandCDMA–reducingriskofchurnSource:A.T.KearneyAnalysisA2-5StrictlyConfidentialSource:MarketSurvey,A.T.KearneyAnalysisSelectedAnalysis—ZMCCPenetrationbyIndustrySelectedAnalysis—ZMCCPenetrationbyIndustry69%67%61%58%57%57%57%55%55%55%54%54%53%53%50%56%GovernmentGeologicalProspectingMiningRealEstateUtilitySocialService...