Mvnos Europe: Delivering Launch & Growth Strategies to the Vibrant European Mvno Market

MVNOS EUROPE: DELIVERING LAUNCH & GROWTH STRATEGIES TO THE VIBRANT EUROPEAN MVNO MARKET

EVENT SUMMARY BY ANALYSYS MASON

analysysmason.com Contents

Introduction p 3

MVNO Europe Day 1 p 4

MVNO Europe Day 2 p10

Meet the presenters p15

Analysys Mason’s MVNO experience p16

About Analysys Mason p17

MVNOs World Congress p18 Introduction Knect365 held the latest instalment of their popular MVNOs series of industry conferences in London in November.

I was delighted to attend the Analysys Mason has been supporting conference, to listen to the wide range operators and other stakeholders, of speakers and to join delegates in including MVNOs, in the telecoms conference discussions, both in panel sector for over thirty years, from our sessions and during networking offices around the globe. Our breaks. expertise includes MVNO market opening policies, MVNO launch, The speakers at the conference MVNO development and growth highlighted the breadth of success, strategies and wholesale re- future-thinking and expertise which negotiation and re-hosting. IAN STREULE drives the MVNO industry forwards, Partner, Consulting [email protected] and the dialogue reinforced the open I hope you find this short report on the and collaborative partnerships conference interesting. I would be between MVNOs, their peers, and pleased to hear your feedback, and to their suppliers. But there are also meet some of you at the MVNOs areas of our industry which present World Congress in 2018. challenges to virtual operators, host networks and policy makers. These issues were put forwards by a number of speakers during the panels and presentations, although solutions are hard to find: the EC’s international roaming regulation, the inexorable growth in data traffic, and the sometimes tricky sometimes cooperative relationships between MVNOs and their wholesale hosts.

3 DAY 1

1.1 Workshop and Business Breakfast, hosted by the International Telecommunications Union

The pace of change in telecoms is unrelenting; finding and draft reporting. The objectives are to ITU teams work on many fronts to build standardise and reduce costs for the industry, international consensus on the diverging, facilitating consensus, and supporting new- evolving issues, to help stakeholders stay comers. But apps appear and spread quickly ahead of the curve. with new updates being released all the time – is the ITU fast enough? Meetings are the answer to Regulation lags technology, but the ITU this: the coordination work progresses, although standards body works tirelessly to support there is a catch-up game. Some MVNOs are industry by forging common understanding on members, but not many are, and the ITU standards, supporting rapid deployment. The encourages MVNOs to join the conversation. process for the ITU starts with a conversation between two parties (large, small, government, regulator), and then moves to more detailed fact

1.2 Panel discussion: Evaluating the results of a capped Europe

Has the EC’s aspirational roaming regulation The MNO view: MNOs are supportive of MVNOs benefitted consumers who travel abroad, at in their markets, on a national level, but are not the expense of MVNOs who can no longer prepared to pick up the overseas bill. In some (profitably) offer that roaming? markets, MVNO obligations raise contradictions with national regulations, and not all MVNOs The panel consisted of representatives of take their host roaming services. MVNOs, MVNEs, MVNO bodies, wholesale network operators and the European The Industrialist’s View: the ITU has been Commission. Opinions were varied and strongly working on international standards for held. wholesale rates.

The MVNO view: the latest roaming regulations The EC view: The regulations are being reviewed have certainly been good for consumers, from 2018/19, and there are safeguards on but have had a pronounced negative affect SIM purchasing and fair usage. Operators with on MVNOs. MVNOs have struggled to serve a predicted 3% EBITDA impact can initiate enterprise customers who demand inclusive discussions to obtain exceptions. EU-wide roaming, have become generally a less Final thought: it was claimed that operators attractive proposition, and have been driven into in 10 EU countries have requested exception domestic markets. A defensive strategy is not discussions. Does this amount to success or forward innovation. failure?

4 1.3 Arvind Balakrishnan, Plintron, Partnership model for MVNO launches

Plintron sees the challenges facing MVNO in gives it a clear position from which to see the terms of cost and regulatory burdens, and challenges. It has developed a partnership offers support to MVNOs via its partnership model to support MVNOs and MVNEs with cloud model. deployment models to reduce operating costs, flexibility on regulatory requirements, support Plintron’s activity in 25 countries around the for adjacent segments (e.g. ISP, voice providers, world, with 90 million subscriber activations, small cells, unified communications).

1.4 Panel discussion: Telco operators enforce anti- terror laws

SIM registration is a key pillar of anti-terror registration over multiple channels, and can laws, but implications for operators are far add significant costs. Subscriber who do not act, from certain. and become cut off may churn, but almost all will come back to a mobile subscription of some The registration requirement can offer a window sort: sometimes consumers don’t act until it is of opportunity for service upsell, but equally too late. risks creating fragmentation and gaps between nations; it creates challenges in coordinating

1.5 Mike Conradi, DLA Piper, How to prepare for the unknown that is Brexit

The effects of Brexit on the UK are uncertain, The bad news for the everyone else: the EU may with potentially good news and potentially become (much) more interventionist, since UK bad news; but Mike thinks that the UK will be was liberalising force in setting rules. a sorely missed force for moderation in the setting of EU telecoms rules. In other news: with no EU oversight of Ofcom, will anyone else do this? And there will be a The good(ish) news for the UK: net neutrality, divergence of EU and UK law over time. This impact on MVNOs, and co-investment. makes UK regulatory decisions more open to challenge More good(ish) news for the UK(?): a less rigid approach, potential access regulations for Meanwhile: the UK is in limbo, with no MVNOs, possibility of deeper subsidy without opportunity to challenge issues until exit from state-aid rules, and UK decision-making on the EU has happened. mergers. 5 1.6 Paul Bassa, Digitalk, Customer lifecycle management and value maximisation

Identifying and automating specific Communications maintenance phase: stay in opportunities to increase value during the control, retain, engage in self-support, and give product and customer life cycle. loyalty programmes.

Why: thin margins, competitive markets, already Then upsell: deepening and broadening simplified services. relationship, identifying specific opportunities to increase value (avoiding costly untargeted How: improve customer engagement using an programmes). This supports continuous automated process with ongoing engagement to automated processes of segmentation, build value and usage. understanding, and added value.

1.7 Helen Hoult, BT Wholesale, Why strategic partnerships allow you to keep your eye on the customerr

Treat your partnership like your business, and are: create a great user experience; match scale not like your competitor. and customisation to give broader and longer- term opportunities; treat your partnership like BT supports ASDA mobile and the Utility your business; and develop a variety of retail Warehouse, and attributes its successful MVNO models underpinned by relationships with approaches to dedication to products and host network. services, and to customers. The golden rules

1.8 Andy McDonald, ACI Worldwide, Managing fraud and payments for customer retention

Getting your payment process right will help of revenues. Customers want a seamless reduce customer abandonment and fraud risks. payment experience: all channels, always on, always reliable. The payment mechanism is There is a value retention challenge: increase fundamental to the business but payment payment engagement while reducing fraud, methods must not cause abandonment or raise and react to OTT providers taking a slice fraud concern risks.

6 1.9 Panel discussion: Developing game-changing MVNO strategies that focus on customer service and customer experience

Use your own customers and device interface to not just for transactions, but also customer maximise customer service and experience. engagement (e.g. rewards, control, optimisation, fault and activity targeting via device). However, The panel discussed different ways to deliver it is important with a transparent customer- customer service and maximise customer facing image to be fair, flexible, understandable, lifetime value. Positive developments include honest; and important that the whole company crowdsourcing the customer care function: has this ethos.

1.10 Simon Tan, uCloudlink, Delivering borderless mobile access over the top

If MNOs become the ‘bit pipes’, then MVNOs according to coverage availability. MVNOs will need to become over-the-top service can then offer the best coverage and the best providers without network borders. wholesale price offer, globally. This can’t happen now due to SIM card ownership; MVNOs need We should accept that the OTT concept will to embed the functionality in a partnered win, and that MNOs become the bit pipes. In smartphone, and have an open platform sitting this case, MVNOs should become OTT-MVNOs, behind the service. This can already be done buying from the MNOs offering the best price, today with global Wi-Fi services.

1.11 Panel discussion: Evaluating the significant price discrepancies in the European marke

Can you compare cheap, free and unlimited The panel discussed mobile data pricing, when packages across countries? Yes, but some and how it might be free (or very low cost) and consumers will have to pay for network why network investment needs to be recovered investment in the future, so data can’t all one way or another. be free.

7 1.12 Marco Marchini, PosteMobile, Disruptive innovation in a highly competitive market

PosteMobile’s packages show how its simple, led to continuous growth in data usage over clear messaging reflects the prevailing needs time. It moved from three credit packages of a data-hungrier, competitive, but saturated to a single credit package, but with different market place. mobile data allowance. The sudden increase in competitiveness meant aggressive strategies Operating in a saturated market (few large for all players, and a price war focused on the players, declining prices, move away from PAYG), data component. PostMobile moved to an even PostMobile tried the ‘more-for-less’ strategy: it simpler plan of 1000 credits +7GB, focused offered flexible credit units, no need to predict on regular renewals using a lower price in consumption, and no wastage of volume. This exchange for a 3- or 6-month commitment.

1.13 Luis Angel Vazquez Cobreros, Telecable, How to adapt and maintain a strong brand

Telecable’s older, wealthier, conservative user wireless, home routers and a highest-speed base gives an opportunity to increase mobile 500Mbit/s broadband DOCSIS 3.1. It moved and bundle penetration using uncomplicated, mobile host, which created a retention high-quality, loyalty-focussed offers. challenge, which it mitigated by offering loyalty benefits, new TV features, tailored regional Telecable began as a pay-TV operator, but now football supporter incentives, and a home offers a full bundle of services. Its unaggressive service to help its premium customers install subsidy strategy gave penetration of mobile new CPEs. take-up at only 56%. It adopted a ‘more-for- more’ business model, with pay TV, metropolitan

1.14 Pablo Friere, Masmovil, Evaluating the impact of market consolidation

Pablo predicts more MVNO mergers within and they need revenue growth of 7% per annum, a across markets, to stabilise revenue declines 33% increase in prices, or a 70% reduction in and improve profits, but sees room for segment the cost per GB. Masmovil’s response was M&A, differentiation. raising EUR800 million to buy one operator and two MVNOs. This has stabilised the revenue After years of revenue declines, very high decline, bundle prices are rising, and capex for bundling of mobile and broadband, MVNOs in NGN is set to continue for some years yet. Spain face an uphill struggle to maintain margin: 8 1.15 Goran Markovic, Globaltel, How to remain competitive and attractive to increased digital app users

Moving from an innovative youth-focussed complained, Globaltel launched a SIM-based offer communications app to a flexible, fully-online satisfying high usage expectations. SIM-based MVNO. It has a full online service for ordering, top-up, Globaltel claims the ‘strongest’ offer for the youth SIM number change and roaming. A partnership segment, with prices which are hard to match. with MasterCard allows a virtual card to be used It uses an innovate, youth-orientated app, with by customers (a prepaid card for online purposes, an overlay to change SIM numbers. When MNOs such as buying gaming credits).

1.16 Liudvikas Andriulis, Effortel: Best practices in European bank and fintech MVNO

A compelling case for fintech companies management, cryptocurrencies) to tech-savvy disrupting the existing mobile industry: MNOs customers, without cumbersome interactions. and MVNOs both face risks to established The service development cycle is not three months business models, but with different implications. but a fortnight. Customer care, support costs and analytics have moved to the customer base, e.g. Effortel is the largest bank MVNO enabler in via app control and social media. This leads to Kenya. It became an MVNE for France, Italy, disruption of traditional financial institutions. Belgium, Oman, Taiwan, and Israel, all run from Belgium. The mobile money market is huge: So what are the implications for the mobile sector, USD22 billion transactions per month in 2016, and which shows some ‘institutional’ legacy issues? Is USD 1 billion in profits for the top players (MNOs). mobile ready for disruption: by internet companies Now fintech companies are offering financial or fintech companies? services (including on-demand insurance, wealth

1.17 Norbert Schuppler, Mobile One, Smart MVNO: Intelligent differentiation with future proof flexibility

A partnership model for MVNO platform and host, Why: to have lower churn rates and higher value but offering invaluable non-price differentiation customers. that cannot be obtained from any other supplier. What does it need: a host MNO seeking a MobileOne is an exclusive MVNO on Deutsche complementary customer segment beyond its Telekom, with a real-time service platform, natural reach, with no cannibalisation. and considers itself a ‘smart’ MVNO: it offers meaningful services, long-term values and lifestyle Examples: the Turkcell MVNO in Germany with aspects, with merits beyond pricing. Turkish and Turkcell-specific benefits; and the Bayern Munich MVNO with unique experiences, content and promotional offers. 9 DAY 2

2.1 Panel discussion: Examining the increased MNO sub-brand initiatives and what this means for MVNOs

MNOs can use main-branding, second-branding MNOs’ business approvals processes, makes and sub-branding to differentiate their them naturally less dynamic, but they can offerings, but MVNOs tend to be good at just benefit from the agility of MVNOs, hosting as one thing – whether that is a niche segment, an many niche MVNOs as the network can handle. offering or flexibility to adapt. Why do some MNOs create sub-brand, whereas MNO launch subsidiary brands for market others use a wholesale-MVNO relationship? protection. MVNOs tend to exist in market Sometimes it’s a regulatory requirement to have specific niches, and are typically more agile in MVNOs in the market. Sometimes MNOs have terms of launching products and adapting for weaknesses in access to sales channels. target segments

2.2 Gary Bunney, MDS Global: MVNO On demand - seize the day

How can MVNOs seize the consumer, business mobile data growth, and the challenge from OTTs. and IOT opportunities? By optimising, A saturated market is not a barrier however; digitising, migrating, engaging and broadening serve the market over the top, offering an up- involvement with the account holder. to-date experience of flexibility, no contracts, no commitments, and real-time service. The market is saturated, with flat revenues,

2.3 Raymond Perrenet, Simpel, Key MVNO characteristics that differentiate your business in the market

Simpel’s success comes from staying out of the implemented through 2-year contracts which mid-market, using a simple and easy customer consumers ‘like’ in return for a discount. The proposition supported by a clean relationship budget segment is low-travelling, so roaming with the MNO – and an onsite chef to fuel the regulation is not too negative. Access to latest employees. technology is difficult but the budget segment is not so concerned about latest developments. Simpel started on KPN’s network, with fast growth Simpel’s strategy has been supported by staying and private equity involvement to add financial out of the mid-market, having an MNO partner to strength. It has actively chosen to focus on the enable discussions on ‘fairness’, and minimum budget end of the market. Its strategy of being purchase commitments to help get the best rates. faster and more flexible than incumbents was 10 2.4 Chris Tooley, Lycamobile, How can MVNOs respond to the rise of apps?

MVNOs must provide the facility for OTTs and Lycamobile think about. More than 50% of global recognise that they are complementary, not internet access is mobile (especially outside threatening: data packages must be attractive Europe), and app usage is growing. WhatsApp is for each market’s expectations. not a threat, but a complement. Data packages must support apps. However, OTT voice can be When Lycamobile launched, mobile data was low quality, especially to developing countries, not on the radar. Now this is all consumers and and GSM is needed as back-up.

2.5 Panel discussion: Identifying new business opportunities in the IOT M2M market

The IOT market place is very diverse, with remote servicing, long life, etc. These are new many issue to consider: communications are niches which cannot be targeted by very large a minor part of the value chain, other access operators. technologies can affect positioning; consistency of supply is needed, new vertical sectors need But how should IOT access be charged? The new securities, and can volumetric charging value of the megabytes could be high (e.g. few reflect the data value of the connected things? bytes of mission-critical data), but it depends on the industry. MVNO and MNOs need to provide Big operators are establishing their IOT roles, APIs so that skilled application developers can but from MVNO perspective, communications innovate. account for only 10% of the value. However, other technologies such as eSIM, Lora, etc. can Large M2M and IOT businesses don’t need to be affect positioning; there are alternative access run from large countries. There is a new wave of methods. OEMs becoming MVNOs from the outside: they are branded and need access for their services. Municipal areas and services need connectivity. Here, eSIMs provide full control, e.g. allowing Consistency of supply is a key requirement. entertainment services, security, and a choice of New vertical sectors need new security, host network.

11 2.6 Claudio Dolce, Smartplay Group, Telecommunications meets energy services – the way into the smart homes business?

Quad-play is not as good as six-play, which for utilities, and independent suppliers are serves household ARPUs in the thousands of approaching critical mass in market share; the pounds and allows a multitude of cross-sales utility market is converging. Smartplay aims at and bundle add-ons at substantially less than six-play bundles: not as the cheapest, but with the standalone prices. convenience and bundle quality. As a result, household ARPU is very high, over £2000 per The energy market has high levels of distrust, house and cross-selling can ‘give away’ high- with common complaints about overpayments value add-ons for low incremental prices but due to tariffing inefficiency and stickiness. tied by the flexibility to upgrade service levels at The same goes for insurance and telecoms. any time. Customers are looking for a ‘one-stop shop’

2.7 Frederic Werner, ITU, One World, One Global SIM

The ITU has developed and allocated the global manufacturing, utilities, and automotive IMSI range, supported by global wholesale services. Many different companies and access, to allow smart companies and members members are interested in these codes (ITU to develop high-value global services. members, Study Group 2). But this is not a magic bullet, and only works for data. It is The ITU has supported the vast majority of supported by a global wholesale deal suitable telecoms developments. The recently allocated for high-value global services, where the Global IMSI range for global service codes ITU is optimistic about its revenue sharing enables smart cities, health, logistics, retail, opportunities.

2.8 Oleg Pravdin, Multi Digital Service, How blockchain changes the telecoms industry

Blockchain technologies will disrupt traditional network, since it enables a smart contract contracts for mobile access, so that any between the network and consumers at any operator can become a global, agile, innovative, point in time and space, enabled through no-investment, value-added service provider. a digital identity app. There would be no mutual agreements, commitments, or vertical Blockchain provides the data integrity of integration, and so any operator can become transactions. Distributed servers (rather than global, quick to launch, with no investment in bottleneck intermediaries) validate the data. infrastructure, and offer new digital VAS. Blockchain changes the rules of a telecoms 12 2.9 Darren Short, iPass, From Wi-Fi to Data and Beyond

MVNOs should use Wi-Fi to complement their easily reach. MVNOs should use a Wi-Fi offload wholesale mobile network access, and develop strategy through a Wi-Fi partner, in order to off-load strategies and customer access reduce wholesale network costs and expand management apps of their own. coverage. An app-based hotspot solution requires little IT implementation and a global Smartphone consumers spend half of their contract can give unlimited data usage (for a time on a Wi-Fi network, in places where that price). access is lower cost, and where cellular cannot

2.10 Panel discussion: With 5G comes greater opportunities

There are use cases, business plans, wholesale The panel discussed these early-stage issues for ideas and technical standards coming for the MVNO community. However, the ‘visionaries’ 5G services, and MVNOs need to position assert that the 5G, high-capacity, low-latency, themselves for the next generation. But there vertical-industry applications of the future can are both sceptics and visionaries as to whether already be seen. it will be possible.

2.11 Tomi Saario, Aina Group, How MVNOs have an opportunity to further develop tailored offerings for the B2B sector

A successful B2B MVNO needs to facilitate non-integrated and combined traditional (voice, multiple integral and OTT business services, MVNO) with over-the-top communications and drop old services which businesses no applications (Skype, messaging, business social longer require networking, etc.). These services do not talk to each other, and evolve from year to year: the Finland is a mobile-centric market, and so MVNO must be flexible and adaptable. an MVNO needs to be a good partner to offer desirable services. However, being a partner is challenging when many business services are

13 2.12 Lajos Varga, Netfone, How to approach a new market with limited MVNO penetration

A successful reseller may struggle to be a focus and lack of wholesale culture has troubled successful MVNO if the host relationship Netfone. Distortions in the marketplace have declines, if there is no supportive wholesale affected margins, and Netfone is pursuing culture, or if market stability undermines your another change of strategy, this time using cable current target segment. TV partnerships. With hindsight, it is hard to be a pioneer MVNO, and it may be better to change Netfone has evolved from fixed to mobile host to gain favourable conditions. operator, and from reseller to MVNO, built on the basis of a favourable host operator. However, once an MVNO, Netfone moved from being a partner to a competitor, and the host’s retail

2.13 Nick Wooten, Why B2B services present valuable opportunities for new, small-scale MVNOs

The B2B market is ready for MVNOs who opportunity to enter the B2B space, because can partner with the best MNOs to offer MVNO platform costs are now low, the reseller customisable solutions, fixed-mobile business margins have declined, and the best convergence and the added value of high- UK mobile network is open to wholesale. capacity internet links. Becoming an MVNO allows an established reseller to have full customer ownership, own BT Wholesale is a physically and competitively brand, service differentiation and an increased separate organisation in the BT Group. The company valuation. separate wholesale division offers MVNOs the

14 Meet the presenters

For more information about our experts and areas of expertise, please visit www.analysysmason.com

Ian Streule, Partner, Consulting Andrew Kloeden, Principal, Consulting

Ian Streule, Partner at Analysys Andrew Kloeden is an Mason, is responsible for a experienced Principal at significant proportion of the Analysys Mason’s London office. company’s work in mobile sector He has significant experience of regulation, fixed service costing, LRIC, all areas of the consumer and enterprise regulatory economics, and strategic regulatory telecoms business. He has led most of our advice to operators and regulators around the recent work related to MVNOs, advising both world. For more than 19 years, Ian has assisted MNOs and MVNOs on relevant matters. He also leading regulators including Ofcom (UK), the has extensive experience in the digital ACCC (Australia) and OPTA (the Netherlands). transformation of telecoms operators, the He has a wealth of experience to complement interactions between telecoms operators and his support to regulators, gained through internet companies, as well as the underlying numerous projects for operators and industry infrastructure of the Internet. He has worked groups. His recent experience includes a variety with companies all through the value chain of wholesale access and MVNO related issues, providing advice on network and commercial such as M2M industry value chains, EU merger strategy, policy and regulation, and commercial remedies, MVNO capacity deals, testing for due diligence and M&A transactions. margin squeeze by MVNO and service provider wholesale tariffs, and wholesale national roaming.

15 Analysys Mason’s MVNO experience

MVNO policy and support

We have covered: MVNO launch • Economic costs and Development strategies benefits of encouraging a Our entry assistance: larger MVNO sector Wholesale negotiation • Assessment of planned • Strategic options for an host’s network Recent projects: and re-hosting MNO in hosting MVNOs technology, spectrum • Support to a merging Our expertise covers: • Assessment of MVNO and capacity prospects party to divest an MVNO with a sustainable markets in Europe for a • Market entry business • Wholesale pricing of growth plan (capacity multinational MNO plans, technology and capacity and volumetric and prices) MVNO access • MVNO options as part of launch support for many a FinTech strategy MVNOs across the world • Review of medium-term • Margin squeeze testing market pricing and the • Retail minus price levels and complaints competitiveness of for MVNO access offered wholesale rates • Drafting of wholesale access agreements and • MVNO strategy for a fixed service periods, terms, etc. network operator • Light and full MVNO options planning

Sample projects Description

Market entry for an MVNO in A high-level proposal for a capacity-based multi-year access deal and to perform due South East Asia diligence on key terms in the draft agreement with a host operator in a major South-East Asian country. We suggested acceptable terms that would resolve the ‘red-flag’ issues in the draft agreement to help the group make an informed decision on whether to enter the market with the host operator.

Technical transition options We advised a major European MVNO group on its strategy and legal agreement for taking and terms ownership of the MVNO platform and commencing the transition from light to full MVNO

M2M MVNO workshop Analysys Mason helped an MVNO develop its proposition for the IoT/M2M market. We plotted the various options available, by adopting different roles in the value chain, and identified the most suitable strategy

International MVNO strategy An international carrier based in the Middle East was seeking to establish an inbound roaming MVNO in its home country and surrounding region. Analysys Mason was engaged to short-list the most attractive markets for hosting this operation, based on regulatory Pantone 241 conditions, existing MVNO operations and availability of numbering resources RGB 180/38/143 Pantone Process Magenta RGB 236/0/140 Strategy, planning and We carried out a major strategic, regulatory, legal and technical project for a large MVNO in negotiations for a MVNO a European market. In the context of a potential merger involving our client's host MNO, we involved in the remedies of a supported our client's CEO, CTO and CFO, as well as their external legal and financial merger case advisers. We provided detailed and substantial advice on: business planning, scenario forecasting, business valuation inputs, wholesale access terms, merger scenario regulatory conditions, network cost calculations, capacity planning, wholesale capacity access, strategic decisions, host network separation plans, technical roadmaps, MVNO supplier negotiation, negotiation with the acquiring MNO on merger remedy conditions, and parts of the legal terms and conditions that would be used in the event of a merger.

Wholesale access tariffs Analysys Mason assisted the IFT (the telecoms regulator in Mexico) in defining a regulatory framework for wholesale access to commercialise MVNO services

16 Analysys Mason’s consulting and research are uniquely positioned

Analysys Mason is a global consulting and research firm, specialising in telecoms, media and technology (TMT). Since 1985, Analysys Mason has played an influential role in key industry milestones and has helped clients through major shifts in the market. We continue to be at the forefront of developments in the digital economy and are advising clients on new business strategies to address disruptive technologies. See what clients have to say about working with us: www.analysysmason.com/client-testimonials

ABOUT OUR SERVICES At Analysys Mason, we understand that clients in the TMT industry operate in dynamic markets where change is constant. Our consulting and research has helped shape clients’ understanding of the future so that they can thrive in these demanding conditions.

CONSULTING

o a

f t

s i o

• We deliver tangible benefits to clients n

across the telecoms industry, including i

communications and digital service

providers, vendors, financial and u

O o

l N a

C d

strategic investors, private equity and S

infrastructure funds, governments, n

Consumer Regulation T

regulators, broadcasters and service n services and policy

i G

and content providers. t

s Enterprise

i o

• Our sector specialists understand the

and IoT w

distinct local challenges facing clients, u e

r r

s i

in addition to the wider effects of global

Transaction Digital

forces.

support

economy

• We are future-focused and help clients

D s

Regional a

understand the challenges and k

a t

r markets o

opportunities that new technology brings. R

t c

E e t c

i e

t S

i t n

Telecoms Strategy and

e E

s s

software and planning

R e

RESEARCH

C networks e

H i

D C

a o W

• Our dedicated analyst team tracks and t n p

a n S

c c

forecasts the fixed and mobile services

e t

n v G

t i

t 5 n

r y

accessed by consumers and enterprises.

o r

o n B

e a

S di • We offer detailed insight into the pectrum Me software, infrastructure and technology that deliver those services. • Clients benefit from regular and timely intelligence, and direct access to Analysys Mason is a global consulting and research firm, specialising in analysts. telecoms, media and technology (TMT). Since 1985, Analysys Mason has “played an influential role in key industry milestones and has helped clients through major shifts in the market. We continue to be at the forefront of developments in the digital economy and are advising clients on new business strategies to address disruptive technologies.”

17 MVNOs World Congress

17TH ANNUAL

NOW INCLUDING:

MVNOs Wholesale in IoT as a Service

23 – 26 April 2018 Madrid Marriott Auditorium Hotel & Conference Center, Madrid

WE LOOK FORWARD TO SEEING YOU IN 2018

75+ 20+ 35 800+ 120+ MVNO MVNO Wholesaler+ s ATTENDEES SPEAKERS Innovators Disruptors

For speaking enquiries: For sponsorship and exhibition enquiries: JUSTYNA RHIS EDWARDS TOPCZEWSKA Head of Sales Event Producer [email protected] [email protected] Tel: +44 (20) 701 75730 Tel: +44 (20) 701 75418

18 17TH ANNUAL

NOW INCLUDING:

MVNOs Wholesale in IoT as a Service

23 – 26 April 2018 Madrid Marriott Auditorium Hotel & Conference Center, Madrid

WE LOOK FORWARD TO SEEING YOU IN 2018

75+ 20+ 35 800+ 120+ MVNO MVNO Wholesaler+ s ATTENDEES SPEAKERS Innovators Disruptors

17 Stay connected You can stay connected by following Analysys Mason via Twitter, LinkedIn, YouTube or RSS feed.

@AnalysysMason linkedin.com/company/analysys-mason youtube.com/AnalysysMason analysysmason.com/RSS/ analysysmason.podbean.com