Tasked with the opportunity to discover ways companies and partners in the cable industry are communicating with the millennial generation, specifically college students. This presentation focuses on distribution, marketing, and digital tactics.
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Competitive Landscape Analysis of the College Market
1. Competitive Landscape Analysis
B Y
E R I C K A P A T T E N
S U M M E R I N T E R N : D O M E S T I C N E T W O R K D I S T R I B U T I O N
C O L L E G E M A R K E T I N G
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3. Objectives
Identify the ways in which our competitors and our partners are communicating
with the college demographic through their own platforms:
1. Discover ways in which content is distributed in the college space
2. Determine ways others are marketing to the college demographics
3. Explore and provide recommendations of opportunities to market HBO to the
given demographic
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4. Considerations
In including insights from across the industry this analysis will specifically focus on:
Distribution
How the content is getting on campus
Marketing
Communication and promotions
Digital
Streaming platforms and authentication
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7. How Millennials Watch
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HBO took advantage of an existing opportunity. The growth of online video usage has provided
HBO GO, MAX GO, and HBO NOW to serve the needs of the college audience.
HBO’s streaming service allows college students to access their media on the platforms they want, when they want.
8. HBO’s Presence in the College Market
• Distribution:
• HBO has offers within the university space to accommodate colleges and universities wishing to launch on
campus.
• Marketing
• Business to Consumer: Brand Ambassador Program
• Peer to peer engagement leading the discussion about HBO GO & HBO NOW on campus
• Business to Business: Trade Shows
• Presence at many national shows
• Conversations with college administrators to launch HBO, HBO GO, & MAX GO on their campus
• Digital
• HBO has a strategy in place allowing on campus residents at select universities to use their university
credentials (user name and password) to log into GO streaming services.
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HBO bulked in the college space
9. Competitive Landscape Analysis
COMPETITIVE ANALYSIS
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1. Strong presence among the college space
2. Accessibility for college students
3. Focused marketing efforts to the millennial generation
10. Comcast
ON-CAMPUS STRATEGY: XFINITY ON CAMPUS
• Comcast launched Xfinity On Campus at 14
universities
• This service allows on-campus college students to watch live
TV and On Demand content on their IP-enabled devices
• This streaming service is equipped with
approximately 80 channels including access to
the WatchESPN and AMC Mobile apps
• No charge for cable on campus
• Students must pay to upgrade to premium content
channels
• $9.95 for any single service
• $5.00 more per month for additional service
OFF-CAMPUS STRATEGY: COMCAST STREAM
• Comcast Stream will be a $15 per month
streaming video service (Launch early 2016)
• This service will consist of local broadcast
stations & HBO
• On-demand movies & shows (excludes: ESPN,
AMC, and Fox News)
• NBC
• CBS
• ABC
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Comcast has not accepted the Licensee Fee Waiver offered by HBO. Instead, they want students to pay incremental subscriptions to access premium channels.
11. Sling Television
• Sling TV is the OTT service provided by Dish
• At $20 per month, Sling TV delivers more than 20
basic channels as well as ESPN and ESPN2
• HBO is one of the only premium channels available
now on Sling TV
•Sling TV will be launching a College Tour from
October 1- 24.
• HBO/ DISH team is in conversations about sponsoring a
portion of this tour
• The targeted regions are locations have an overlap in
HBO GO core schools
• Proof of Sling subscription will allow college students
to attend a private off-campus music event
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12. Showtime
BULK LINEAR
Showtime for $0.99
• Offer: Add Showtime w/ HBO OR STARZ for
$0.99
• Offer Window: December 2015 – June 2016 (6
month offer window with potential to extend
offer if its successful)
• Restrictions:
• New universities ONLY, universities that have had
SHO in the last 2 years are not eligible
• Universities not eligible for property or dealer
incentives
• This Showtime package does not seem to take
away from HBO in the college space. Instead, it
could enhance HBO’s distribution
STREAMING
• Showtime’s stand-alone streaming service is
available for $10.99.
• Strategic partnerships have allowed Showtime to
launch their new service on HULU with an
additional price of $8.99/ month in addition to
the $7.99/month HULU subscription
• In addition to the partnerships, Showtime is also
offered through Apple and Roku.
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13. ESPN
•Distribution
• ESPN is distributed through traditional channel
lineups or on IPTV systems on college campuses.
•Digital
• Using campus wifi, students are able to access
ESPN3 with their campus credentials
• Available on many different devices
•Marketing
• The ESPNU college program allows students to
engage in bringing informative, compelling, and
entertaining content to ESPN studio shows.
• ESPN also hosts College GameDay which brings
gameday coverage of the best college games in
football
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ESPN is the largest distributor of sports content in the United States. Currently, there are no OTT plans
because of the challenges that are faced in televised live sporting events.
14. CBS
ALL- ACCESS
• Distribution
• $5.99 per month includes live TV, next day
streaming, and episodes on demand
• Live TV is available in 68 cities across the United States that
offer local CBS broadcasts
• Many CBS classic CBS shows are available
through different video services.
• CBS All-Access offers a week long free trial
where subscribers can then upgrade to the full
package.
CBS SPORTS
• Monthly subscription ($9.95)
• Live Annual ($99.95) *Promotional code available
• Access includes coverage of 100+ schools, On-demand
clips & exclusive content
• Multiple devices enabled
• Live video & audio coverage for blackouts
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15. Netflix
• Netflix does not have a focused distribution
effort in the college space
• $9 per month for High-Definition streaming
• If Netflix launches on college campuses, they
will have the infrastructure enabled for quicker
streaming
• Netflix Open Connect localizes peak Netflix
traffic through a caching system, which
optimizes video quality to the end user
• There is no bulk authentication strategy in place
at the current time
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16. Amazon Prime
• Distribution
• Amazon Prime has paired their Prime Instant Video with the entire Prime
platform. The subscription for Prime is $99/year or approximately $8.25/
month.
• With your .EDU account, you can start a 6-month free trial.
• After the trial the membership will roll to Amazon Prime for 50% off.
• Marketing
• With a Prime Subscription subscribers will have access to:
• Prime Instant Video
• Music Streaming service
• On-Campus Initiative
• Amazon brand ambassadors receive free Prime shipping benefits and
exclusive discounts that ease the challenges of being in school.
• Increase Amazon Student membership drive awareness of Amazon’s
selection as an online retailer through engaging customer experiences
on campus.
• Digital
• Amazon Prime benefits can be shared through an Amazon Household
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17. HULU
• College students are able to subscribe to a free
month of HULU Plus with .EDU subscription
• $7.99, Hulu subscribers can access premium
programming anytime with Hulu enabled
devices
• Currently, Showtime is the only premium
content available on HULU
• HULU has previous relationships with Barnes
and Noble where students received special
discounts from HULU during Back-to-School
move in
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18. PlayStation Vue
• Distribution
• Plans are available in select cities:
• New York
• Philadelphia
• San Francisco
• $49-$69 per month The plans come in three
different options and over 75 networks
• Marketing
• PlayStation will need significant marketing help due
to the saturation of the market in which they are
responding with partnerships like Apple and
Showtime
• Digital
• Recording views in the cloud for 28-days
• Showtime Partnership
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With the infrastructure in place through the gaming console, PlayStation has entered the market
bringing live content and broadcast television.
20. Landscape Comparison
Provider Price .edu discount Availability on Devices Special Features
HBO (Bulk Linear) Licensee Fee Waiver No Yes HBO GO/ MAX GO
HBO NOW $14.99 No Yes
Xfinity On-Campus Extra for premium channels Yes Yes Access to apps
Comcast Stream $15 No Yes Local broadcast stations
Sling Television $20 per month + optional packages No Yes Alternative to live cable TV
Showtime Streaming $10.99 No Yes Strategic partnership packages
ESPN - No Yes Free streaming on educational networks
CBS Sports $9.95(monthly)/ $99.95(yearly) No Yes Blackout games
CBS All-Access $5.99 No Yes Live TV, Next Day Streaming, On-demand
Netflix $9 No Yes Netflix Open Connect
Amazon Prime $8.25 Yes Yes Prime Subscription
HULU $7.99 Yes Yes Partnerships
PlayStation Vue $49-$69 No No Cloud Storage
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21. Device Comparison
Product Price Product Promotion
Google Chromecast $29.99 Low cost streaming stick that plugs into the
HDMI port
For a limited time, buyers received a
$20 Google Play credit when they
purchased Chromecast
Amazon Fire TV Stick $39.00 Connects to HDMI port. Offers 4x the storage
and 2x the memory of Chromecast
Prime customers get unlimited access
to popular movies and TV shows with
Prime Instant video. This includes ‘The
HBO Collection’.
Apple TV $69 Wireless connection to stream HD programing.
Includes iTunes movies, Netflix, and Vimeo.
None available
Roku 3 $99.99 A Roku account is free, but payment info is
required to access certain channels. Connects to
the TV through an HDMI cable.
When purchasing Sling TV, the
consumer is eligible to receive a free
Roku Streaming Stick or 50% off Roku
3. Prepay three months of service to
receive offer.
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23. Conclusions
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Among the competition, HBO excels in these two categories:
1. Brand Ambassador Program
2. Bulk distribution among college campuses
My recommendation is:
1. An .edu discount to college students on HBO NOW