Early 2001 – New Environment
            Early 2001 – New Environment
             Equity market - on hold
             Vendor financing – very selective
             Slow-down in the Telecom market
             Growth of broadband – slower than 
               expected
             BWA CLECs business case – yet to be 
               proven
 2
            Strategic Focus is Shifting
            Strategic Focus is Shifting
             Cash-flow
             Better cost model
             Slower broadband growth
             Differentiation
 3
              Trends In The Telecom Market
              Trends In The Telecom Market
 Some CLECs’s                    Review plans    The strong 
 business plans  Financing                       ones will 
                 squeeze        to improve ROI   survive
 are faulty
  4
              Business Plan is Revisited
              Business Plan is Revisited
              Capture quality customer base 
               quickly
              Generate revenues
              Reach profitability faster
 5
              BWA New Strategies – 
              BWA New Strategies – 
              From Survival to Success
              From Survival to Success
               Focus on high density areas
               Re-assess marketing strategy: 
                   Leave behind buzzwords and hype
                   Strong focus on specific segments
                   Find stronger differentiating factors
                   Offer your segment what is really needed
               Reduce initial investment and expand as you 
                 grow (Not a Slogan!!!) 
  6