Pre-Congress Workshop: Tuesday 22 November 2011

Morning Workshop
10am – 1pm

From MVNO Concept to Launch:  Ensuring a Sustainable MVNO Business:

1)       Defining the business and operational model relevant to your MVNO

a.       Defining the objective of the MVNO (standalone business vs. core business uplift)
b.      Pros and cons of different MVNO models and relevance to your business (branded partnership through to full MVNO, potential migratory path)
c.       What network and operating elements should an MVNO own vs. the MNO

2)       Understanding the business case and economics

a.       Understanding how the business case varies with the type of MVNO
b.      Target metrics and examples
c.       Key drivers of the business case (upfront investment, SAC, bundle usage)
d.      Importance of sensitivity analysis and impact on margin and return

3)       Negotiating a winning MVNO deal

a.      Techniques and tools to ensure best commercial terms (e.g. compelling pitch document, financial analysis)
b.      How to best use the MNO to support the launch and operation of your MVNO business
c.     Risk control through contractual terms

4)       Approach to developing a compelling proposition

a.       Key elements determining success of proposition (brand, target market, services, price)
b.      Tariff development and understanding how bundle usage impacts profitability
c.       Example propositions from leading MVNOs

5)       Key considerations for selecting the right MVNE partner(s)

a.       When and how to best use an MVNE partner
b.      Understanding the MVNE landscape: Key players and pros and cons
c.       Selection criteria, process and negotiation

6)       Key pitfalls to avoid (based on experiences of working on many MVNO launches)

a.       Timeline, strategy and realistic expectations
b.      Skills and organisation
c.       Business case and funding
d.      Regulatory considerations

Led by:

Mike Green, Vice-President, CSMG
Tim Heal, Consultant, CSMG
Daniel Preiskel, Co-Founder, Preiskel & Co LLP

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Afternoon Workshop
2pm – 5pm

Assessing the MVNO Business Model: Wholesale Pricing Structure, MVNO Financials, and Critical Success Factors

Welcome/Introduction

• Introduction to Analysys Mason and our broader telecoms capabilities
• Examples of MVNO projects completed, client types and geographic reach

Technical wholesale models, wholesale pricing structures and critical success factors:

• Overview of the types of technical MVNO model (FullàLightàReseller)
• Wholesale pricing components and structure
• Wholesale pricing approach: cost=plus vs retail minus
• Other contractual terms to consider
• Critical success factors in selection of the technical model and wholesale pricing negotiation

MVNO financials, examples of KPIs by technical and pricing model:

• Overview of MVNO cost and revenue streams (by MVNO model)
• Identification of critical costs and the need to leverage existing assets
• Worked example of an MVNO business case, demonstrating how variations in gross margins, EBITDA margins and capex can impact payback

Coffee Break

Overview of the current MVNO landscape – markets, regulations and commercial trends:

• Overview of the MVNO regulatory landscape across the world -  threats and opportunities emerging as a result of new regulation
• Key MVNO target markets over time (e.g. retail, ethnic, quadplay), and looking forward (micro-MVNOs)
• Total MVNOs and market share by country, first tier, second tier, third tier

Case studies of MVNOs – successful and struggling, lessons learnt:

• Elements contributing towards a successful MVNO
• Classic success stories (e.g. Virgin UK, Lycamobile) – and the story behind
• MVNO failures (e.g. Disney mobile, easymobile) – and lessons learnt

Key steps needed to set-up an MVNO:

Step-by-step summary of setting up an MVNO

Led by:

Ceri Jones, Lead Consultant, Analysys Mason
Bertrand Grau, Senior Manager, Analysys Mason