Marlink continuously broadens its portfolio to become an integrated provider of VSAT services. Tore Morten Olsen, President Maritime, Marlink, told HANSA what the challenges of the future are
What makes this point in time interesting for VSAT companies to expand?
Tore Morten Olsen: Today[ds_preview] is not more interesting than one year ago in this context. Many shipping companies are actively implementing their digital strategies to improve overall performance of their own business. This is necessary to stay competitive in a challenging market. Very often, implementation of automated processes requires more and very reliable connectivity solutions – which drives demand by the clients. On the other hand, developments in the satellite communication industry have enabled more cost efficient solutions and this drives adoption of reliable VSAT solutions as well.
A year ago, Marlink acquired Telemar, earlier this year Palantir, now OmniAccess. Who’s next, what is your strategy?
Olsen: While not a complete acquisition, we are joining forces with Radio Holland. (Editor’s note: Marlink has acquired Radio Holland’s connectivity business. Radio Holland will be the preferred global sales and service partner, Marlink will manage the connectivity contracts as well as support for Radio Holland customers. Marlink also recently acquired Livewire Connections). The strategy is to deliver the most extensive portfolio of services and solutions that enable customers in diverse verticals to benefit from the most reliable global communications services. We are committed to innovation for the digital future and creating further value through organic growth and development, in addition to different acquisitions that expand our scope through i.e., managed IT, managed connectivity and managed bridge electronics support.
How will the VSAT market develop?
Olsen: As technology is evolving, we also see this manifested in the VSAT market. Satellites can offer higher throughput and more bandwidth. Modem providers can offer improved power to process higher throughputs. Modulation of signals means more data can be carried with the same amount of space capacity. These factors influence how we experience VSAT, especially in terms of throughput speeds, availability of satellite capacity and the cost per megahertz. Furthermore, IOT and automation of data collection require always on reliable communication solutions with guaranteed performance – which is best delivered with a VSAT solution.
What are the challenges from a technical and from a business perspective?
Olsen: From a technical perspective it is pushing the boundaries of what the technology can perform. Our work with MSC Cruises last year is an example of what’s possible. In June we delivered a 300 Mbps service for »MSC Meraviglia«’s maiden voyage, ensuring that bandwidth was always available for guests in addition to the added media and VIP element of such a milestone cruise. And while this was a record-breaking bandwidth delivery, just six months later we have delivered more than half a gigabit of throughput for the service launch ceremony of the latest MSC Cruises vessel »MSC Seaside«. While both of these services meet the specific needs of the first cruise of each ship, even on a daily basis, these huge vessels are enjoying high-level connectivity that allows for operational and guest usage concurrently.
From a business perspective it is our goal to bring the value of having the most extensive, diverse and reliable global VSAT network, in a market with intense competition. Today, the Sealink network is the most complete VSAT network in the industry, with overlapping beams in most geographies, ensuring we can deliver high-speed connectivity to our customers wherever they are in the world. For busy maritime areas such as Singapore, we double, or triple the amount of beams, providing high redundancy so that a link to the satellite is always available.
There are also challenges posed by expectations in the market set by players who create confusion by over-promising and under-delivering. We fight this by having an open and consultative approach with our customers. Working together with them to find the solution that fits their own specific needs, to ensure the exact service that is right for them and that we deliver to expectations.
What role does cyber security play for Marlink?
Olsen: We have multiple security layers to tackle the cyber threat to ensure our clients sail safe without cyber-attacks, using standardised tools as the foundation such as firewall, content filters and anti-virus, in addition to teleport level security. Since 1975 Marlink has been an operator of teleport and infrastructure, and security is inherent in the genes of the company. We also have proactive services, which monitor the flow of data to detect abnormalities and possible threats. It’s also important with general cyber awareness to make sure users onboard and onshore comply with security measures as human errors are still the biggest threat for IT security breaches.
Shipping companies are in the process of digitizing whole fleets. What is Marlink’s position in this market.
Olsen: Indeed, we take this seriously. In fact, we base our strategy on this fact and we clearly see connectivity and our solutions as the main enabler in order to take benefit and advantages of going digital. Providing connectivity since the beginning and working on innovations to make life easier onboard and for ship owners onshore, our mantra is simply to create managed services that enable ship owners to concentrate on being shipping experts, while we can be experts on IT and connectivity on their behalf.
Interview: Felix Selzer
