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Sky Box Customers Improvement in Direct Activations and Lower Churn

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Sky Box Customers Improvement in Direct Activations and Lower Churn 1 29 June 2021 2 Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance • • • • • • • Stabilising Sky Box Growing Neon and Sky Sport Continuing to deliver the customers and returning to Now customers by content that matters to growth, including through 10% – 15% CAGR customers the new Sky Box Growing revenue by Achieving annualised non- Maintaining capex within a $75-$100m+ p.a. by FY24 programming opex saving of long term average of $10-$15m p.a. by FY24 7-9% of revenue Investing 50-60% of capex in Maintaining positive free growth initiatives by FY24 cash flow throughout 5 Presentation team Our Strategy Our Customers Our Content & Partnerships Streaming Customers Sky Box Customers Sophie Moloney Maria Barlow-Cooper Jonny Errington Ricki Taiaroa Corrie Labuschagne Sky Broadband New Sky Box Our People Financial Performance Chair Daniel Kelly Bridget McNeill Michael Frampton Andrew Hirst Philip Bowman Sky continues to bring New Zealanders choice and ease of viewing with the ultimate aggregator play Maria Barlow-Cooper 01. 02. 03. What the data How our data How insights are is telling us and insights informing our about existing toolkit supports customer life- and potential greater stage customers customer- opportunities centricity Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance 1/3rd of all NZ households are Sky Box customers and another 1/3rd are open to becoming customers1 • • The largest population growth to come is in the 65+ age groups • 2030 2010 2010 2030 80+ • 75-79 70-74 65-69 • 60-64 55-59 50-55 45-49 40-44 35-39 30-34 25-29 20-24 Male Female We must continue to serve existing customer strongholds while extending appeal to a wider audience • • Our Sky Nation panel connects us to valuable customer feedback We’ve transformed our wealth of data into rich insights with Dot Loves Data’s help Life-stages influence customer preference and our engagement strategy We understand how to acquire, grow, nurture and retain customers in each segment There is significant opportunity A large proportion of NZ Evolving our offering to meet the Combining the strength of the households are still open to Sky, needs and expectations of an bundle and partnerships with representing a significant increasingly diverse New Zealand affinity brands will create an opportunity for future growth will be key to realising our growth 'Ultimate Aggregator' position for opportunity Sky - the antidote to consumer frustration around an increasingly fragmented streaming landscape Jonny Errington Decisions Changes in the Sky’s that deliver content positioning value for landscape within the New customers and Zealand market Sky Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance Our data driven approach lets us understand the value of content Using data tools to determine non-renewal impact – Sport X • • • • • • • • • • • • The changing content landscape • • • • • The power of the bundle sets us apart, providing a one stop shop for customers • • • • Sky is a content business • • • • • • Exciting, newly expanded partnership with NRL and NZRL • • The appeal of Sky's partnership with benefits model • • • 3 Year Targets Content availability Content rights Programming costs 01. 02. 03. Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance Embracing the best of Sky delivered in a different way • • 40.0 25.0 35.0 5.0 • 30.0 -15.0 25.0 -35.0 20.0 15.0 -55.0 10.0 -75.0 5.0 -95.0 - -115.0 Neon has continued to strengthen its market position since launching the merged platform • Monthly Active Average Tenure Paid Subscriber Engagement1 (months)2 Growth • • Data-powered content discovery is growing audience engagement and retention ‘Grow the audience’ ‘Stimulate and broaden’ ‘Retain and winback’ We’ve automated the identification, stimulation and retention of customers Growing engagement and retention for ‘A Discovery of Witches’ audience ‘Grow the audience’ ‘Stimulate and broaden’ ‘Retain and winback’ • • Discovery of Witches (DoW) viewership DoW audience: viewership of top three recommended affinity shows Data-led scheduling maximises support for key content adaptive releases for our ‘Drama Lovers’ Sky Sport Now delivering sustainable growth in new customer pools • • • Weekly Active Average Tenure Paid Subscriber Engagement1 (months)2 Growth Using data driven agility to grow customers and increase fan engagement • • • • • • • • • • • • 3 Year Targets 1 Maintain strong engagement for Neon / Sky Sports Now 1 Increase customer tenure for Neon & Sky Sports Now Grow Neon and Sky Sport Now customers Grow total Streaming revenue Corrie Labuschagne 01. 02. How we are How Sky is stabililsing the unlocking Sky Box value to drive customer base retention and acquisitions Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance The Sky Box customer base is stabilising • • • 400.0 90.0 350.0 • 80.0 300.0 70.0 250.0 200.0 60.0 150.0 50.0 100.0 40.0 50.0 - 30.0 Recent initiatives are supporting continued stabilisation • • • • How Sky is improving retention through cost effective strategies • • Our approach to activating new customer acquisition Conversion Increase in digital Increase in outbound • on inbound sales contribution incremental ARPU • • • • 3 Year Targets Sky Box customers stabilised and returned to growth Sky Box revenue stabilised Annualised Sky Box customer churn Daniel Kelly 01. 02. 03. Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance We used a deliberate, phased approach to exceed customer expectation • • • • • • • • • • • • Using a partnerships model to deliver Sky Broadband provides a high quality experience with lower fixed cost • • • • • • We built our value proposition using a ‘non-telco’ approach ‘Deserving of the Best’ ‘Good honest Value’ ‘Hassle free setup and use’ ‘Showing the love’ Innovative service is delivered through a hybrid model Data and insight driven marketing strategy with responsive reporting • • • • • How we are doing - early response1 3 Year Target Attachment rate to Sky Box customer base Market share Sophie Moloney Chief Executive Our Our Our Streaming Sky Box Sky Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance What if you could see your WiFi? • • • • Introducing WiFi Guy 1. My Wave Limited has provided, and is continuing to provide, services and software to Sky Network Television Limited in relation to The Wi-Fi Guy and the proposed new Sky fan experience. Geraldine McBride is a director of both Sky Network Television Limited and My Wave Limited. Where else could this technology lead us? • • A new Sky fan experience emerges We also see exciting opportunities in: • • • • • Our next steps to revolutionise the Sky fan experience • • • • “This is an incredibly exciting opportunity that will allow fans to be connected to our game and our club like never before. Growing fan experience and supporting deeper engagement at home and at the park is a massive opportunity and Sky have really captured the Concept Digital Collectibles potential of the digital realm with this initiative.” Rob Croot, Vodafone Warriors Chairman 56 Technology transformation and additional capability is delivering a more nimble Sky • • Then Now Future FY17 FY21 FY24 • • • Bridget McNeill 01. 02. 03. Our customer- The product How we will led approach to proposition deliver on designing Sky’s and success new box experience Our Our Our Streaming Sky Box Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance Over 6000 conversations with New Zealanders informed our design • • • • Our customers want a connected entertainment experience • • • • Sky’s new entertainment hub is the solution Personalisation Discovery Multi-device Performance Our new Sky box will deliver a market-leading experience for customers based on what you’ve watched for everyone in the family content New Zealanders responded positively to the benefits Sky’s new Box will bring We will build the new Sky Box with our partners’ help ✓ ✓ ✓ ✓ • • • • • • • The foundation for the new Sky Box infrastructure is already there • Satellite TV Digital Customer On demand channels Platform management Metadata • Analytics • • 3 Year Target New Sky Box In New Zealand homes Michael Frampton 01. 02. 03. Our new Measures for Our Priorities operating model success Our Our Our Streaming Sky Box Sky Fan New Sky Our Financial Summary Strategy Customers Content Customers Customers Broadband Experience Box People Performance An operating model1 with customers front and centre • • • • 1. Model is indicative and does not reflect organisational structure Our new People Strategy is driving engagement, which underpins performance Engagement is rising Leadership Culture We’re right-sizing, right-skilling and right-focussing Leadership Development Culture Enablement Alignment New Operating Model Work Environment Culture Tools for Productivity
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