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Marketing Strategy Telkom Internet Protocol Television (Iptv) to Increase Subscribers Number for Area Operation Bandung

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Marketing Strategy Telkom Internet Protocol Television (Iptv) to Increase Subscribers Number for Area Operation Bandung THE INDONESIAN JOURNAL OF BUSINESS ADMINISTRATION Vol. 1, No. 4, 2012: 245-250 MARKETING STRATEGY TELKOM INTERNET PROTOCOL TELEVISION (IPTV) TO INCREASE SUBSCRIBERS NUMBER FOR AREA OPERATION BANDUNG Pradipta Wismaya Alby, Mustika Sufianti Purwanegara and Krisnati Desiana School of Business and Management Institute Teknologi Bandung, Indonesia [email protected] Abstract — Business transformation transfigured from voice emerging broadband technologies. Level changes are communication to multimedia (Voice, Data and Video) is also affecting the company's business revenue. The not inevitable in the current telecommunications industry. operator’s income from Voice business further Telkom develops IPTV (Internet Protocol Television) as an decreased. Effort that must be made by the operator is effort to revitalize the Fixed Wireline business in the middle to hold the rate of revenue decline and replace it from of the changing landscape of the telecommunications industry. This IPTV service utilizes the existing network another business’s revenue. of fixed wire telephone network (Fixed Wireline). On this Trends in business innovation solutions in the field technology, one cable can be used for various data of telecommunications which is closely associated transmission services, including voice, data and video. with the change of voice communication to Since the commercialization on the early 2012, sales multimedia communications via the internet is a trend performance has decline 37% on the fist quarter and that is growing rapidly. Impact caused by the presence continue to decline in the next month. Referring to the of the internet is that the internet protocol technology business issue and challenges of the future which is being used is very universal and open nature telecommunications business competition, Telkom seeks to without limitation, that advantages are potential develop a New Wave Telkom Business through IPTV Service in an effort to make it as a new revenue generator replacing sources of revenue for operators who have and want to the Fixed Wireline business that has entered the stage of invest its technology to generate more revenue. maturity. Business issue exploration aim to identify IPTV is the result of the development of strengths, weaknesses, opportunities and challenges that information technology which is changing the nature occur in Telkom IPTV services in Bandung city, so that the of television in the past. One significant change root of the problem can be identified. The steps taken in the occurred is in how the audience interacts. In the past, process are collecting secondary data analysis, analyzing the era of analog TV and digital TV, viewers can only business issue exploratory, market research to potential watch the show according to the schedule given by customers, proposing marketing strategy communication and implementation of IPTV services by Telkom. Based on TV station. By contrast, in the era of IPTV, TV the analysis from root of the problem, Telkom IPTV stations are adjusting the shows with the audience’s service marketing activities which are conducted is request through a real time two-way interactions. considered incomprehensive and is not on target, therefore Referring to the challenges of the future it is necessary to design a marketing strategy that can telecommunications business competition, Telkom answer the root of the problems which are occurred. seeks to develop New Wave Telkom Business Proposed business solution includes the application of the through IPTV Service in an effort to make it as a new Marketing Mix which emphizes on Integrated Marketing revenue generator to replace the Fixed Phone business Communication. With the implementation of business that has entered the stage of maturity. Based on these solutions, such as increasing awareness to target market, marketing communication emphasize on service conditions, therefore the basic idea of this research is differentiation, Utilization of Existing Customer Base and how to design appropriate marketing strategies for Sales Bundling Concept can solve existing business IPTV Service in Telkom Bandung Region in order to problems. penetrate the market and ultimately impact on legacy business income and provide more value to customers Keywords: IPTV, Market Penetration, Integrated Marketing Communication. A. Company History PT Telekomunikasi Indonesia, Tbk. (Telkom) is the largest telecommunications service provider in I. INTRODUCTION Indonesia. In order to maintain and sustain the growth in a competitive industry environment, Telkom Fixed Wireline Tchnology (Fixed Phone) has transformed from InfoComm company to TIME entered the maturity level and replaced by the (Telecommunications, Information, Media, 245 Alby, Purwanegara and Desiana / The Indonesian Journal of Business Administration, Vol.1, No.4, 2012: 245-250 Edutainment) company in the year 2009 to maintain II. BUSINESS ISSUE EXPLORATION the legacy business and develop new business wave. A. Conceptual Framework In line with the New Wave Grow strategy, Telkom invested in broadband technology. These technologies have large brandwidth to send information, and because of its availability then the usefulness brandwidth can be varied, ranging from browsing web pages to interactive applications such as On demand Service. Telkom exploit the capabilities of broadband technology by offering Internet Protocol Television (Known by “Groovia TV”). These services are packaged with the concept of triple play services that include voice services, Multimedia and Broadband access. B. Sscope of Business For Telkom, IPTV is the first step in the deployment of multimedia applications with high interactivity on a true broadband network. IPTV offers the following: Figure 1. Conceptual FrameWork 1) The more interactive, easy, convenient, and complete digital experience to the customer of This research is compiled by analyzing the Telkom Group. situational factors, these factors consists of external 2) Opportunities, especially for digital creative and internal of Telkom which affect on marketing communities that are growing in Indonesia, to find strategies that are performed. Further, the marketing a vast new land in the commercialization of strategy analysis is conducted, in the form of products and their creative work. segmentation and analysis of the right target market, 3) Opportunities for business cooperation and and positioning of Groovia TV service accurately. media informatics industry to provide a more Based on those analyses, and then will be proposed an complete service for customers of Telkom Group. alternative strategy which can be implemented. 4) A new context in the development of network Strategies which are implemented will greatly capacity and quality, whether it is core network, affect the company's goals. Stages of the analysis in cable network, to mobile network. this research are as follows: 1) The analysis of external and internal C. Business Issue condition of the company. There are two major challenges in the efforts 2) Analysis of Segmentation, Targeting & to develop marketing strategies in order to penetrate Positioning (STP) the market for IPTV 3) Analysis of Marketing Mix service: 4) Analysis of existing customers through 1) Designing an integrated and specific marketing questionnaires survey to customers and Interview strategy in order to penetrate Telkom IPTV’s with the Management of Telkom Bandung area. services for market penetration and ultimately 5) Analysis of the results of the survey and impact on improving legacy business revenue and interviews that have been conducted. provide more value to customers. 6) Formulate the proposed marketing strategy. 2) The readiness in infrastructure and program content is not enough, "high tech" product or B. Method of Data Collection and Analysis services confronted with how much consumers are able to adopt and consumer preferences for new After developing conceptual framework, we technologies. need to analyze every factor contained in the Therefore, the readiness and consumer preferences framework. These details will assist readers to for technology is an important information, because conceive business situation of the company/industry. the company can finds out which are the potential Industry Analysis customers to be marketed in the early stages of this Barriers of New Entry : High high-tech products. The need for investment and the selection of Business issues which will be raised in this study technology platform requires a large investment. is how to design the right marketing strategy for Elements that must be fulfilled by the IPTV operator Telkom IPTV services (Groovia TV) in order to is licensing of Content, Broadband Network dan penetrate the market so that it is expected to act as a Services. new revenue generator for Telkom in which the Buyers Power : Low growing number of customers or Line in Service (LIS) • Telkom has a strong economic of scale dan will contribute on improving the company's revenue. economic of scope ability because it plays as 246 Alby, Purwanegara and Desiana / The Indonesian Journal of Business Administration, Vol.1, No.4, 2012: 245-251 dominant player in- indonesia telco which will be Megavision,), Medium (Yes TV and Aora) and the hard to compete by the competitors Low End (Oke TV, TOP TV). Looking at the existing • There has not been other operator who is pay-TV industry in Indonesia, there is no difference specifically providing IPTV services other than between service offering an operator
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