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[Ltd

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].

Five ESSENTIAL Considerations -Before Investing in VSAT

Michael Owen , Head of Customer Acquisition - Maritime Digital Ship Korea- 27th May 2014

Confidential

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[Ltd

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Agenda

• Why Invest in VSAT?

• The Five essentials: 1. Comparing Apples with Apples

2. What do I really need?

o Business critical o Crew o Partners o Office integration

3. What are the hidden cost and savings elements?

o Am I really moving towards fixed monthly cost ? o What are the operational savings and how to measure them ?

4. It is not only about the product, it is also about the partnership

o What about the installation and support o Self service and SLA reporting

5. What about the future?

o Can the solution adapt to my changing business needs ?

02 June 2014 2

Five ESSENTIAL Considerations - Before Investing in VSAT

Confidential

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[Ltd

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mbH

].

Why invest in VSAT?

02 June 2014

Five ESSENTIAL Considerations - Before Investing in VSAT

3

“We used to run the ships using Telex and it worked fine. Why would I spend time and money to increase the complexity onboard my ships?”

Operational Efficiency - Save on Vessel Visits by gaining Remote Access to Vessel (IT/CBM/etc.) - Simplify IT infrastructure - Fuel efficiency - Remote Crew training (WEB Based)

Crew Requirements and Regulations - Maritime Labor Convention - Lower recruitment cost, higher crew retention - Telemedicine

VSAT The only way to achieve the above at reasonable efficiency and predictable cost However, still possible to operate using “traditional services” Inmarsat FleetBroadband or Iridium Pilot can enable some of the same benefits

Confidential

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[Ltd

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02 June 2014 4

First Essential –

Comparing Apples with Apples

Five ESSENTIAL Considerations - Before Investing in VSAT

“There is no industry standard on VSAT terminology. Different suppliers use different definitions and it is difficult to make a true comparison between the different services”

Confidential

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[Ltd

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02 June 2014 5

1 – Comparing Apples with Apples

Five ESSENTIAL Considerations - Before Investing in VSAT

Bandwidth - SCPC / CIR / MIR - IP Rate - Information rate - Difference in definition - Fair use policy

VPN - VPN over satellite could

give 25 % + Overhead - MPLS to office give QoS

Voice - VoIP / Guaranteed voice - Dedicated bandwidth to

voice ?

Confidential

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02 June 2014 6

First Essential Learning

Five ESSENTIAL Considerations - Before Investing in VSAT

BE SURE THAT YOU COMPARE SOLUTIONS ON AN EQUAL LEVEL

Confidential

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[Ltd

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02 June 2014 7

Second Essential –

What do we really need?

Five ESSENTIAL Considerations - Before Investing in VSAT

Confidential

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[Ltd

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02 June 2014 8

Second Essential - What do we really need ?

Five ESSENTIAL Considerations - Before Investing in VSAT

How do I control the amount of data consumed by my Crew ? • Pre-paid Voice / Surf – Share cost with crew • How will the Crew access the network ? • Computers in public areas • BYOD (Bring Your Own Device)

Do I want to use the system to share content • Manuals • Corporate intranets • eLearning

Do I need to prioritize the different Local Area Networks or applications ? • E.g. Business data has a higher priority than Crew Internet • Prioritized supplier access ?

Confidential

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02 June 2014 9

Five ESSENTIAL Considerations - Before Investing in VSAT

What Coverage do I need ?

Global

Regional or Multi-Regional

And do I need a secondary carrier ?

– What shall I use the 2nd carrier for? – How do I switch between carriers? – What is the cost of the 2nd carrier?

Ref: www.inmarsat.com

Second Essential – What do we really need ?

Confidential

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Global Xpress

C band

Wide Beam

Ka-Sat Jaribu

Avanti

S band Spot

Beam

Thor-7

HTS

Epic

Ka band

Ku band

L band X band

The Buzz Word Jungle

2

THE FUTURE DELIVERED NOW

Confidential

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Company confidential 11

Longer wavelengths: less degradation from rain Shorter wavelengths: can carry more data but signals are easily degraded by

rain (rain fade)

Second Essential –

Spectrum- What do we really need?

Confidential

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[Ltd

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2

THE FUTURE DELIVERED NOW

VSAT Global Xpress

VSAT

Inmarsat / Iridium

VSAT

Governmental

Confidential

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02 June 2014 13

Second Essential – What do we really need ?

VESSEL OFFICE BASIC CONFIGURATION

Five ESSENTIAL Considerations - Before Investing in VSAT

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02 June 2014 14

Five ESSENTIAL Considerations - Before Investing in VSAT

Second Essential – What do we really need ?

VESSEL OFFICE COMPLEX CONFIGURATION

Confidential

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02 June 2014 15

Second Essential Learning

Five ESSENTIAL Considerations - Before Investing in VSAT

DO YOUR HOMEWORK BEFORE YOU START YOUR PROJECT

Confidential

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02 June 2014 16

Third Essential –

What are the hidden costs and savings?

Five ESSENTIAL Considerations - Before Investing in VSAT

Confidential

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02 June 2014 17

Third Essential – Hidden costs and savings ? Five ESSENTIAL Considerations - Before Investing in VSAT

Inst

alla

tion

Cos

t • Installation fee • Engineers

travel • Port supported • Logistics

Voic

e C

ost • PSTN rates

• Pre-paid

Ope

ratio

nal S

avin

gs

• IT • Vessel visits • eLearning • Crew

Retention • Fuel efficiency • Regulatory

cost

Confidential

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02 June 2014 18

Third Essential Learning

Five ESSENTIAL Considerations - Before Investing in VSAT

IT IS NOT ALL ABOUT THE MONTHLY FEE !

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02 June 2014 19

Fourth Essential –

It’s about the company, not only products

Five ESSENTIAL Considerations - Before Investing in VSAT

Confidential

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02 June 2014 20

4 – It is about the company, not only products

Five ESSENTIAL Considerations - Before Investing in VSAT

Ser

vice

and

Sup

port

• Helpdesk

• Network

Control

• Global support

• Terrestrial infrastructure

Tran

spar

ency

• Network

Monitoring

• Reports

• Portals

• Point of contact

• SLA Fi

nanc

ial S

tabi

lity

• Partner

financial status

• Investments

Confidential

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02 June 2014 21

Fourth Essential Learning

Five ESSENTIAL Considerations - Before Investing in VSAT

I AM SELECTING A LONG TERM PARTNER, IT IS NOT A “ONE NIGHT STAND”

Confidential

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02 June 2014 22

Fifth Essential –

What about the Future?

Five ESSENTIAL Considerations - Before Investing in VSAT

Confidential

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02 June 2014 23

5 - What about the future?

Five ESSENTIAL Considerations - Before Investing in VSAT

System design • Upgradeable • Adaptable to future needs • Coverage areas

Open or Proprietary • Proprietary • Open standards • Sub-Suppliers ? • Flexible / Tied to suppliers VAS

Future Support • Will the supplier be there in the future • Can supplier grow with me

Confidential

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02 June 2014 24

Fifth Essential – Learning

Five ESSENTIAL Considerations - Before Investing in VSAT

IF YOU LOCK YOURSELF INTO ONE TECHNOLOGY OR PARTNER, MAKE SURE YOU ARE AWARE OF THE CONSEQUENCES !

Confidential

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02 June 2014 25

Five ESSENTIAL Considerations - Before Investing in VSAT

Summary • VSAT / ? • Evaluate on equal terms • Do your homework • Total cost of ownership • Look for a partnership • Think about the future

Confidential

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02 June 2014 26

Questions ?

Five ESSENTIAL Considerations - Before Investing in VSAT