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SERVICII DE TELEVIZIUNE Agenda “ TELEKOM TV CEA MAI BUNA EXPERIENTA DE DIVERTISMENT” SERVICII DE TELEVIZIUNE agenda INTRO SERVICII TELEVIZIUNE IPTV ARGUMENTE DE VANZARE CONTINUT FUNCTIONALITATI DVBC ARGUMENTE DE VANZARE CONTINUT FUNCTIONALITATI DTH ARGUMENTE DE VANZARE CONTINUT FUNCTIONALITATI CATV ARGUMENTE DE VANZARE 2 TEHNOLOGIILE TV DISPONIBILE IN TELEKOM DTH =Televiziune digitala prin satelit IPTV = Televiziune digitala prin Internet DTH (Direct To Home) este intregul sistem de transmitere a IPTV (Internet Protocol Television ) reprezinta comunicarea semnalului de la HeadEnd pana la satelit si inapoi catre imaginilor si a sunetului intr-o retea care se bazează pe IP. In sistemul de receptie al abonatului. Romtelecom IPTV-ul este disponibil in retelele ADSL, VDSL si GPON. CATV = Televiziune analogica DVB-C = Televiziune digitala prin cablu CATV ( Community Access Television ) este sistemul de DVB-C (Digital Video Broadcasting - Cable) reprezinta distribuire a canalelor TV catre abonati prin intermediul standardul de emisie a televiziuniilor prin cablu in sistem semnalelor RF transmise prin cablu coaxial. digital. In Telekom, aceasta tehnologie este oferita prin intermediul retelelor FTTB/FTTH. Nu sunt necesare echipamente sublimentare pentru functionarea serviciului . Permite conectarea unui numar nelimitat de TV-uri in casa abonatului; 3 SOLUTII COMPLETE DE TELEVIZIUNE cea mai mare diversitate de canale TV cunoscute pentru majoritatea oamenilor (canale must have) competitii sportive in exclusivitate televiziune online gratuita promotii cu HBO inclus (canalul vizionat cel putin o data pe saptamana , de 75% dintre clientii de TV ) functionalitati TV Premium solutie de multiroom gratuita telecomanda universala (vezi instructiuni setare https://www.telekom.ro/asistenta/?id=815) Servicii televiziune Tehnologie Nr de canale* HD STB Interactivitate HBO Free only as IPTV Interactiv 84/107/128 4/9/14 promo * DVBC Digital 84/107/128 4/9/14 Free X DTH Digital 64/81/106 2/4/9 1.74/2.48/4.59 X X CATV Analogic 61-70 X n/a X x WEB & MOBILE TV Online 37/53/62 n/a X x *canale pentru grila S/M/L 4 *inclus doar in anumite promotii in FTTx IPTV Televiziune digitala prin internet ARGUMENTE DE VANZARE iptv . CUI VINDEM? . CUM VINDEM? . CE VINDEM? 6 CUI VINDEM? PROFESIONISTI TINERI FAMILII DINAMISM DISTRACTIE PROTECTIE Eficienta – repede, o solutie imediata To have fun – se bucura de moment; traiesc Relaxare– deternsionare pt a se simtii clipa linistiti Explorare – căuta soluții inovatoare pentru a accelera ritmul de viata mea VESELIE Confort- obisnuita face lucrurile mai usoare PUTERE Socializare – impartasesc emotii si Securitate - vor sa se simta protejati Statut – imaginea conteaza experiente cu scopul de a socializa CONTROL RECUNOASTERE APARTENENTA Performanta (la job) – evolutie, expert Prudenta –analizeaza si constientizeaza Asociere– simt nevoia sa fie acceptati Auto dezvoltare– se stratuiesc sa se Validare– a face parte dintr-un grup iti Siguranta – valideaza ipoteze autodezvolte defineste identitatea APARTENENTA CLIENTI TARGETATI : Clienti noi cu resurse IPTV & Clienti existenti (1P Voce , 2P BB, CATV) – Strictly confidential, Confidential, Internal 17.04.2015 7 CUM VINDEM? 1.DESCHIDERE DIALOG S C 2. VERIFICARE RESURSE FTTH FTTB VDSL R I P 3. IDENTIFICARE TIP CLIENT PROFESIONISTI TINERI FAMILII T 4. IDENTIFICAREA NEVOI RELAXARE DIVERTISMENT DEZVOLTARE INFORMARE V 5. PREZENTARE OFERTA CONTENT FUNCTII ECHIPAMENTE PRET A N 6. COMBATERE OBIECTII IDENTIFICAREA MOTIVULUI DE REFUZ Z A 7. FINALIZARE VANZARE RECAPITULARE OFERTA R E 8. INCHEIERE DIALOG – Strictly confidential, Confidential, Internal – Author / Presentation title 17.04.2015 8 CE LE SPUNEM… Cel mai performant serviciu de televiziune Interactivitate: inregistrezi, opresti si revii Video on demand (VOD): filme si documentare gratuite & pay per view Cath - up tv: programe cu difuzare incheiata pot fi vazute in reluare Multiroom: gratuit canale tv locale, cablu tv gratuit pentru toate televizoarele din casa Multiscreen: televiziune online gratuita, pana la 62 de canale TV online Grila diversificata: pana la 128 de canale digitale HBO, HBO COMEDY, HBO HD inclus in grila* Competitii in exclusivitate: Formula 1, WRC, NBA, Cupa Devis, Bundesliga Cea mai buna selectie de documentare: BBC Earth, History, Viasat, Discovery etc. * in cadrul anumitor promotii in FTTX 9 DIFERENTIATORI…EXCLUSIV LA TELEKOM Eurosport 360 HD - pana la 8 unghiuri diferite ale celor mai importante competitii de pe planeta AXN Spin & TLC - programe de filme si lifestyle doar la Telekom Hbo& Hbo Comedy* – niciun competitor nu-l are inclus in grila de baza, UPC-ul ofera HBO GO CONTENT Dolce Sport – niciun competitor nu difuzeaza Formula 1, NBA, WTA, WTP, WRC Canale online - niciun competitor nu ofera gratuit pana la 62 de canale online Video On Demand - niciun competitor nu il are integrat in serviciul de TV, ci doar ca serviciu Over-the- top (ex. Digi Play, Voyo, HBOGO etc) Picture in Picture - niciun competitor nu are aceasta functie Rezervare evenimente si remindere - niciun competitor nu are aceasta functie (UPC are programare in avans a inregistrarilor) Autostandby - niciun competitor nu are aceasta functie FUNCTIONALITATI Catch-up TV (Arhiva TV) - niciun competitor nu are aceasta functie *inclus in anumite promotii in FTTX 10 CE VINDEM ? IDENTIFICARE NEVOIE CREARE NEVOIE PROPUNERE CONTINUT EXLUSIV . Care este continutul tv preferat? . V-ar placea sa vedeti Formula 1 in Pentru ca mi-ati spus ca sunteti Esti invitatul nostru la toate . Care sunt canalele dvs preferate? exclusivitate? amator de emisiuni sportive, Dolce marile competitii! . Ce parere aveti despre meciurile . Ati vrea sa urmati in exclusivitate Sport va ofera posibilitatea de a de tenis, de fotbal sau de formula 1? cele mai puternice campionate din urmari in exclusivitate sporturile lume ? preferate. Champions League, Formula 1, WTA, NBA, RUGBY 6 NATIONS? . Ce parere aveti despre filmele care . V-ar placea sa aveti propria colectie Acum poti inchiria filme direct de VOD sunt difuzate la TV? de filme disponibila oricand? acasa, atat in sistem pay-per-view Filme si documentare pe . Cum v-ati simti in momentul in cat si sub forma de pachete de toate gusturile! care dvs puteti sa detineti controlul . V-ar placea sa puteti viziona unele continut: filme, documentare sau GRATUITE sau CU PLATA! asupra ceea ce vizionati? dintre cele mai bune filme la orice ora desene animate! din zi? MULTISCREEN . Cum v-ati simtit atunci cand ati . V-ar placea ca atunci cand plecati in Acum puteti vedea canalele Oriunde, oricand, orice ! plecat in vacanta si nu ati avut vacanta copii dvs sa aiba posibilitatea preferate pe toate ecranele din posibilitatea sa va uitati la emisiunea sa urmareasca desenele? casa: telefon, tableta, laptop ! preferata? MULTIROOM . Cate televizoare utilizati? . V-ar placea sa aveti gratuit canalele Solutia vine de la Telekom: cablu Cablu gratuit pentru toate tv- . Cati membrii are familia dvs? must have ipe toate televizoarele din gratuit pentru restul televizoarelor urile din casa! casa? din casa! 11 CE VINDEM ? IDENTIFICARE NEVOIE CREARE NEVOIE PROPUNERE . Cum va simtiti cand urmariti un . V-ati dori sa puteti vedea la TV cele Acum va oferim canalele HBO si film si este intrerupt de publicitate in mai noi filme produse la Hollywood si HBO Comedy incluse in pachetul de HBO& HBO COMEDY cele mai interesante momente? cele mai premiate fara intreruperi? baza, unde puteti vizualiza in plus seriale originale HBO si productii . Au fost momente in care v-ar fi . V-ar placea sa aveti canalele HBO originale HBO Romania, concerte, placut sa va uitati la HBO, insa faptul incluse in pachetul dumneavoastra de desene animate, seriale de comedie ca era contra cost v-a impiedicat? baza? (peste 100 de filme in fiecare luna), 24 ore/zi . Vi se intrerupe des semnalul TV? . Cum ar fi sa nu mai apara intreruperi Toate problemele dumneavoastra . Cand s-a intamplat ultima data? in serviciile de cablu? vor disparea odata cu instalarea CALITATE : IMAGINE & SUNET . Cat a durat problema? . V-ar placea sa aveti o imagine mai serviciului de televiziune IPTV clara la televizor? . Nu puteti sa va bucurati la maxim . Vreti sa urmariti filmele si emisiunile Acum cu sunetul Dolby Digital de functionalitatile sistemului preferate la cea mai buna calitate Surround aveti cinema la dvs acasa! dumneavoastra audio 5.1 ? audio ? . Care sunt canalele pe care . V-ar placea sa dispuneti de un Pentru ca stim cat de important este VARIETATE DE CANALE familia dvs le urmareste? pachet cu o varietate mai mare de sa vezi ceea ce iti doresti la . Ce v-ar placea sa aveti in grila dvs canale TV? momentul potrivit, fie ca vorbim de canale ? despre filme, documentare, sport sau muzica, Telekom va ofera cele mai multe canale de filme si incluse in pachet, cat si canale cu continut sportiv ca sa nu ratati nici o competitie importanta. 12 Continut iptv . COMPARATIE CANALE TV TELEKOM vs COMPETITIE . COMPARATIE CANALE ONLINE TELEKOM vs COMPETITIE 13 CANALE IPTV & ONLINE S 84 - 61 baza de M 107 - 114 Pachet L 128 100 141 S 37 - 18 online online M - online 53 35 Pachete L 41 online 62 35 Continut IPTV + documentare marca Discovery in grila de programe vs. RDS + canale de muzica in grila Telekom vs. RDS ( iConcerts, Mynele + canalele Mooz) + canale de filme apreciate de catre iubitorii de filme (Bollywood, Filmbox si Shorts) + canale lifestyle (10 canale vs. 5canale RDS) – Fashion TV, E Entertainment + canale de sport – Eurosport 360 + canale de religie (4 canale vs. UPC 2canale) + canale maghiare in pachet de baza
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