Developing our business the Mobile Way Arve Johansen, Deputy CEO Telenor and Head of Telenor International Mobile
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Competitive advantage through the Mobile Way
Prioritized areas Human Resources Common segment in the Mobile Way Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
Strong group-wide governance
Key Success Agility and competence Factors Simplicity & focus Group commitment
2 Competitive advantage through the Mobile Way
Prioritized areas Human Resources Common segment in the Mobile Way Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
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Investment optimisation
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
z Mobile business model profitable in new segments z Key drivers – Large group-wide procurement savings – Exploiting opportunities in existing technology – Benchmarking and best practice sharing – Efficient network operations
4 Competitive advantage through the Mobile Way
Prioritized areas Human Resources Common segment in the Mobile Way Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
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The Mobile Way management principles
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
Management philosophy Implementation z Integrity z Telenor in key positions in all companies z Passion for business z Management rotation z Change and constant renewal z Succession planning for all z Empower People critical positions z Operational excellence z Bonus and incentives on important value drivers
6 Competitive advantage through the Mobile Way
Prioritized areas Human Resources Common segment in the Mobile Way Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
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Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
z Seamless availability of 58 mill. subscribers customer services when roaming z Leverage scale in selected procurement activities z Improved services to multi- national clients z Group cooperation in roaming
8 Competitive advantage through the Mobile Way
Prioritized areas Human Resources Common segment in the Mobile Way Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
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Creating local competitive advantage
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
Local responsiveness
Best practice & Idea sharing Formal & Virtual networks
Common service Common marketing Common segment framework framework go-to-market strategies Mobile Way tools
10 Building the djuice brand
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
djuice “offers more” Value Proposition Phone + Tailor- made and Sponsorships and Brand & Communication Reasonable Price plan bundle of services Loyalty Activities with Attitude
Tasty sugar water Something Extra Sponsorships Brand & Community And Loyalty Activities with Attitude
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Building the revenue base
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
Services, Partnerships, Events important to develop (ARPU) and retain customers (Churn)
Subs / Revenues
Handset and Price important to gain critical mass
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Time
12 djuice under Telenor leadership
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
Norway, Subs: 820 000 z Strategy - market leadership within youth segment Sweden, Subs: 100 000
Ukraine, Subs: 2 350 000 z Reduced time-to-market securing strong segment Hungary, Subs: 340 000 positioning
z Positive impact on the mother Bangladesh brand
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Profitability in low-ARPU segments
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming Development
z Volumes and margins matter more than ARPU – Tailored pricing strategies ARPU (NOK)
– Manage acquisition costs EBITDA margin – Optimise network costs – New distribution solutions – Fill the networks with traffic!
il n n i r e e b fo o iG ta n t o o n s o n M n D v h o n n a i P M o P y n o T S K e r e P m ra G
14 Competitive advantage through the Mobile Way
Prioritized areas in the Mobile Way Human Resources Common segment Procurement & Management strategies
Infrastructure Alliances Common Product Management Roaming Development
Strong group-wide governance
Key Success Agility and competence Factors Simplicity & focus Group commitment
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Pakistan – Deploying the Mobile Way from day
Human Common Procurement Resources segment & Management strategies
Common Infrastructure Alliances Product Management Roaming one Development z Full-scale industrialisation – Management – Positioning – Network rollout – Business processes z Leveraging Telenor’s greenfield and emerging market expertise – Record speed rollout and launch – Fast subscriber uptake – ”Quality operator” position conquered
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