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August 21, 2012

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Verimatrix Grows DVB Business in Latin America: Interview with Christophe Perini

The recent interview between Newsline Report and Verimatrix's Christophe Perini has been translated from Spanish. Newsline Report (NR): We touched base with Christophe Perini (CP), Director Global DVB at Verimatrix. Christophe earlier worked for the German-based DVB conditional access (CA) vendor Comvenient that was acquired by Verimatrix, and has a long experience of the DVB CA market. We asked him how he sees the DVB business developing for Verimatrix in Latin America in the context of the transition to two-way networks and multi-network services. NR: Christophe, what is the current state of affairs? CP: We have a solid customer base of almost 70 DVB deployments from Mexico in the north, around the Caribbean, and all the way south to Chile and Argentina. These are mainly DVB one-way operators but they are keen to expand their business knowing that Verimatrix has a multi-network growth path that protects their DVB investment. NR: What differentiates the Verimatrix DVB solution from the traditional CA vendors? CP: In a pure DVB one-way environment, our operators can choose between our proven card-based and card-less solutions, and even mix the two within a single deployment. Our competitors do not offer any integrated card-less/card-based solution. Moreover, we have a different DVB security approach with, for example, no "backdoor" access to our smart cards – which has been shown to be a recurrent point of attack and piracy in other CA systems. While we can activate back-up keys and algorithms in our cards, an attacker can never gain control by downloading new code to the cards. Therefore, our customers benefit from simpler operations and lower TCO (total cost of ownership).

NR: What else? CP: The Verimatrix VCAS for DVB solution is further enhanced by our built-in SI Spooler to transmit EPG data – again, simpler operation and lower TCO. NR: DVB-IP Hybrid seems to be another area of interest. CP: Yes, Verimatrix was first to market software based security for hybrid DVB-IP deployments, and we have several in Latin America such as GTD Chile and GVT Brazil. In a two-way environment, where DVB one-way is used to broadcast linear content and the IP network is focused on on-demand and interactive services, our security approach eliminates the need for smart cards and that lowers the TCO even further. NR: Is your go-to market approach different compared to your competitors? CP: Yes, we create partnerships with our resellers and we respect them by not trying to sell directly to operators. We are very supportive of our ecosystem and we strive to ensure there is a win-win situation for everybody: operator, vendor partners, resellers and Verimatrix. This is an approach we already deployed for the IPTV market in Europe and elsewhere, and it has proven very successful. We also provide the same level of support to smaller operators as we do to the larger, through our global 24/7/365 telephone and online customer support systems. NR: It seems all CA vendors claim multi-network and multi-screen support these days. Why is Verimatrix different? CP: To begin with, we don’t just “talk” but we can prove it through our Multi-network Solutions in the Real World forums, which are seminars that introduce aspiring multi-network operators to what others have already done. Our IPTV + OTT deployments are gaining ground rapidly, and we also offer an integrated DVB + OTT solution that enables our DVB customers to compete successfully with newer IP-based operators by adding OTT services to the managed network offer while also extending the reach to new subscribers beyond the managed network. NR: Interesting. Is there more? CP: Yes. All this is supported by the Verimatrix Video Content Authority System (VCAS) implementing a single content authority, providing multi-network support from fully integrated head-end. This allows us to create VCAS Super Domains, which are cross-DRM and cross-network domains encompassing all devices of a subscriber: DVB (whether satellite, cable or terrestrial), IPTV, OTT iPads and iPhones, Android-based tablets and smart phones, connected TVs/STBs, PC/Macs and even PlayReady DRM/Silverlight enabled devices. Nobody else can do that. NR: Can you mention some multi-network customers? CP: Sure. We recently announced a major win with Chunghwa Telecom in Taiwan, which involves replacing the incumbent IPTV CA vendor while also providing support for OTT services. Another major customer is Etisalat in the UAE, which chose Verimatrix for both IPTV and OTT. In Latam, GVT Brazil has deployed our DVB + IP solution to combine satellite broadcasting with IP-based on-demand services, and GTD Chile has deployed a hybrid cable system (DVB-C + IP). We continue to grow OTT rapidly, and we have some 30 deployments globally now. NR: Thanks Christophe. CP: My pleasure.

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