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This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
Five ESSENTIAL Considerations -Before Investing in VSAT
Michael Owen , Head of Customer Acquisition - Maritime Digital Ship Korea- 27th May 2014
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 7
Second Essential –
What do we really need?
Five ESSENTIAL Considerations - Before Investing in VSAT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
]. What does “Band Really Mean”?
2
THE FUTURE DELIVERED NOW
VSAT Global Xpress
VSAT
Inmarsat / Iridium
VSAT
Governmental
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 13
Second Essential – What do we really need ?
VESSEL OFFICE BASIC CONFIGURATION
Five ESSENTIAL Considerations - Before Investing in VSAT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 14
Five ESSENTIAL Considerations - Before Investing in VSAT
Second Essential – What do we really need ?
VESSEL OFFICE COMPLEX CONFIGURATION
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 15
Second Essential Learning
Five ESSENTIAL Considerations - Before Investing in VSAT
DO YOUR HOMEWORK BEFORE YOU START YOUR PROJECT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 16
Third Essential –
What are the hidden costs and savings?
Five ESSENTIAL Considerations - Before Investing in VSAT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 18
Third Essential Learning
Five ESSENTIAL Considerations - Before Investing in VSAT
IT IS NOT ALL ABOUT THE MONTHLY FEE !
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 19
Fourth Essential –
It’s about the company, not only products
Five ESSENTIAL Considerations - Before Investing in VSAT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 22
Fifth Essential –
What about the Future?
Five ESSENTIAL Considerations - Before Investing in VSAT
Confidential
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
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
This
doc
umen
t and
its
cont
ent i
s th
e pr
oper
ty o
f Ast
rium
[Ltd
/SA
S/G
mbH
] and
is s
trict
ly c
onfid
entia
l. It
shal
l not
be
com
mun
icat
ed to
any
third
par
ty w
ithou
t the
writ
ten
cons
ent o
f Ast
rium
[Ltd
/SA
S/G
mbH
].
02 June 2014 26
Questions ?
Five ESSENTIAL Considerations - Before Investing in VSAT