Hfc Networks
We have just started a new project in hfc networks that will require a fair amount of primary research. The project has a fairly short timeline (~2 weeks), so we’d like to start scheduling calls as soon as possible. Four project areas: 1. Market overview – want to understand optical components markets for hfc networks; also want a view on the key drivers of growth under the different decisions that the msos can make with regards to their architectures 2. Competitive landscape – want to understand the key players in the optical equipment space and what differentiates them (products, capabilities, strengths/weaknesses, etc.); also want to understand the customer buying process (key selection criteria, decision-making criteria, key decision makers, pain points, etc.) 3. Growth opportunities – want to understand the key growth opportunities in optical component markets for hfc networks and what is driving this growth (goes hand-in-hand with market overview above); also want to understand risks to this growth 4. Customer feedback – want a very in-depth understanding of how the market/key buyers view different players in the optical equipment space • targeting two types of experts (there will likely be overlap between these two) 1. Buyers (in msos) of optical components (for areas 2 and 4 above) – this is our main priority 2. Industry experts (for areas 1 and 3 above) • want a healthy spread of geographical expertise, but with a heavy focus on north america (80% na, 10%-15% latam, 5% eur) • the ideal experts will likely be people in network planning, likely in a regional role • our goal is to get a complete perspective on all major msos (cablevision, charter, twc, comcast, cox), and we will need as many interviews as it takes to achieve that (likely at least 8-10, plus more if there are regional differences/divisions within a single company) buyers (and possibly sellers) – msos are our main priority; need at least 1-2 interviews per company target interviewees can speak in-depth about: o key competitors/players in the optical equipment space and their key differentiators (service/product quality and capabilities, breadth of products/services, support, etc.) o rough market shares of players o customer buying process- key decision-making criteria (technical and financial), process of sale (who buys from whom), customer needs, pain points o geographical differences/nuances between na, latam, eur target companies: • msos- must have worked at relevant company in last 2 years and have been a key decision maker in buying optical equipment; likely someone in network planning and in a regional role. Examples: na, cox, cablevision, time warner cable, charter, cable one, comcast, latam, net. • optical equipment providers- must have worked in relevant industry/company in last 2 years and have had experience selling to msos. Examples: arris, cisco, teleste, bktel. For both providers and msos, we likely want to speak with people leading the day-to-day network planning and sales/buying/decision-making, rather than people at the top of the company who might not be able to comment on specific details of their technical/financial needs industry experts – secondary priority target interviewees can speak in-depth about: o uses of optical equipment for msos and the different drivers of growth (present and future) o where tier-1 msos are today/where can they go in the future and how that impacts providers of optical equipment for hfc networks (e.G., arris) o geographical differences/nuances between na, latam, eur • ideally, has enough technical background to discuss the uses/quantity/types of optical equipment, and what happens to optical equipment when nodes are split • preferably have had a network planning role at some of the following: o msos – cox, cablevision, time warner cable, charter, cable one, comcast o optical equipment providers – arris, cisco, teleste, bktel, etc. Screening questions: • how specifically have you been involved in the optical components market for hfc networks? What was your job description/role in relation to optics and hfc networks? • what is the geographic space in which you mainly worked? Did you have any exposure to other geographic areas? • have you been involved in the buying/selling of optical equipment within the last two years? • can you speak in-depth about the uses of optical equipment of msos and drivers of growth for this market? • can you speak to the following changes in hfc networks and how they might lead to msos buying more or less optical equipment?: o node splitting o drive to n+0 o broadcast / narrowcast architecture shifting to full spectrum • can you go through the buying/selling process between msos and optical equipment providers (who is buying from whom) and provide detailed information on key decision criteria as well as major competitors and their differentiators? Thanks