you only have one facilitating business · pdf file5 d ay a g e n da 4 5 0 + a t e n d e e s...

8-10 April 2014, Maritim Proarte Hotel, Berlin, Germany

Like us!2,800+ active group members

'InformaTelecomsMedia'

MVNOs IndustrySummit Series blog

Diamond Sponsor Networking Tool Sponsor

Event Supporters & Exhibitors

@telecomstweet #MVNOIS

80+ SPEAKERS, including 35+MVNO,30+MVNO CEOs in 2014:

2014 SPONSORS AND EXHIBITORS INCLUDE

13th Annual

Gold Sponsor

Silver Sponsor

5 DAYAGENDA

450+Attendees

FOCUS on EnterpriseMVNOs, Innovation andQuadplay Strategies

The Flagship Event for theGlobal MVNO Community!

OVER

60%Discount forMVNOs, Retailersand RetailBrands!

Produced by:

www.mvnosworldcongress.com

Associate Sponsors

Join the MVNOIS Community!

POST-CONFERENCE WORKSHOP - 11TH APRIL 2014

MVNO BUSINESS MODELS ANDCOMMERCIAL NEGOTIATIONS

PRE-CONFERENCE WORKSHOP - 7TH APRIL 2014

YOU ONLY HAVE ONE CHANCE - LAUNCHING A SUCCESSFUL MVNO

26 NEW speakers from

MVNOs

FACILITATING BUSINESS ACROSSTHE ENTIRE MVNO ECOSYSTEM

Robert Giacchi, CEO, PosteMobile Italy

Jong Ryul Kim, Vice President, CJ HelloVision

Jose Miguel Torres, CEO, Movil Falabella

Kushal Shah, Head of Commercialand Retail Telecoms, SSE

Jack Zhao, SVP and PresidentMVNOs, Funtalk

Jaime Pla, Founder, Suop Spain

Ben Atherton, CEO, Samba Mobile

Roberto Miranda, President, Tesa Telecom

Steven van Wel, CEO and Co-founder, Karma Mobility

Meinrad Spenger, CEO, Masmovil,Spain

Tiago Galli, General Manager, Porto Seguro Conecta

Arturs Freimanis, Chairman of the Board, Zetcom

Zbynek Linhart, Managing Director, Quadruple,Czech Republic

James Gentry, COO, ChitChat Mobile

Alistair Firth, Director of LIFE Mobile, Phones4U

Mikkel Vinter, CEO, Virgin Mobile MiddleEast and South Africa

Alex Bennett, Vice President, Product, ACN Europe

Dariush Zand, CEO, Ovivo Mobile

Cees Quirijns, CEO andFounding Partner, Firmtel

Jerome Birba, CEO, NRJ Mobile

VIP Party!

Featuring the2nd Annual

MVNOIndustrySummitAwards

Unprecedented speaker line-up – 35+MVNOs, 30 at C-level

NEW Breakfast briefingon What it Really Takes toLaunch and Grow aSuccessful MVNO

Return of theAwards and theAwards party


NEW Focus on

Enterprise MVNOs

NEW Venture Capital Paneldiscussion – Financing

MVNO growth

NEW Networking opportunities

during an additional informal reception

26 new MVNOs on the speaker panel

NEW Venue city – Berlin!

NEW Speed networking

opportunities – helping

you to meet the people to

transform your business

NEW Focus onMVNO innovation

NEWFocus on

alternative

business

models

The Awards Categories are

Most Successful MVNO

Best MVNE

Best Wholesale Operator

Most Innovative MVNO

Best MVNA

Best Solution Provider

and the winners in 2013 were:

The 2nd Annual International MVNO Industry Awards,designed to champion success and celebrate excellence in theMVNO industry, the Award Winners will be announced at theMVNOs World Congress Party on Wednesday 9th AprilNominations can be submitted until the 21st February.

For further details visit:www.mvnosworldcongress.com/awards

Whitey Bluestein, Bluesteinand Associates and RobertoGiacchi, PosteMobile

MOSTSUCCESSFULMVNO -POSTEMOBILEITALY

Christian Borrman, Virtuser, Boelie Vigeveno, KPNMagnum and Cui Jun, HuaweiEurope Hosting Center

BEST MVNE -KPN MAGNUMwith HUAWEI,sponsor of theMVNE Category

Alex Besen, The Besen Groupand Sally O’Brien, Sprint

BESTWHOLESALEOPERATOR -SPRINT

Ceri Jones, Analysys Masonand Roberto Giacchi,PosteMobile

MOSTINNOVATIVEMVNO -POSTEMOBILEITALY

Dario Talmesio, InformaTelecoms & Media andJacques Bonifay, Transatel

BEST MVNA -TRANSATEL

Mike Greening, CSMG andTang Fei, Huawei WEUCarrier Software & CoreNetwork

BESTSOLUTIONVENDOR -HUAWEI

This is absolutely the flagshipand "must-be" event in theMVNO World. Everyone thatis doing something in thisindustry is present.”Telenor Sweden

Very good opportunity toexchange ideas and meetwith people of interest.”Fenercell

NETWORKRunning for the 13th year in 2014, the MVNOs World Congress moves to newvenue city Berlin! Attended by over 400 participants in 2013, the flagshipshow of the six-event global #MVNOIS series is the only event to draw togetherthe MVNO community from across the globe.

2014 brings new networking opportunities with dedicated speednetworking sessions, roundtable discussion format in the conferenceagenda, two informal evening networking parties, together with longerrefreshment and lunch breaks, ensuring you have enough time to meet withthe ever-growing conference audience.

LEARNCEOs of 30 MVNOs bring theirexperience to Berlin. 26 new MVNOspeakers join new focus sessions onEnterprise MVNOs, Innovation in theChanging Digital World, ConnectedDevices and New Business ModelScenarios. More speakers, morepanels, more expertise. The 2014event is bigger and more packed withinformation than ever before. With 2workshops, a pre-event focus day and amulti-streamed two day conference,maximise your attendance with a fullweek of MVNO learning.

PARTNERMeet the newest MVNOs in the MVNO start-up session, hear about their launchstrategies, challenges and future expectations. Begin discussion with new andpotential MVNOs in the emerging growth markets session – where areMVNOs next to launch? Network with Awards Winners from 2013 and find outwho wins in 2014 – learn from and have the opportunity to partner with the bestin the MVNOs World. Join the MNO Forum to meet the MNOs looking for newpartners. Innovate with the latest developments from MVNEs and hear fromthe industry’s leading analysts, consultants and lawyers, to learn how to getthe best from the contract and partnership.

NEW MVNO

roundtable

sessions –

network, discuss

and strategise

NEW Analyst

clinic – bring your

questions and

challenges to our

MVNO experts

NEW

Mock negotiation

between MVNO

and MNO

Extending the programme

- a full week of MVNO

networking and learning

NEW Focus on

Connected

Devices

NEW

NEW

The pre-conference workshop will provide strategy and focus for those who are looking to launch,or have recently launched MVNOs. The workshop will identify wholesale pricing structures,MVNO financials and examples of KPIs, and will feature case studies of MVNOs, both successfuland struggling.

Welcome/Introduction

• Examples of MVNO projects completed, client types and geographic reach

MVNO and Sub-branding Models, Wholesale Pricing Structures

• Options for mobile wholesale: Sub-branding (joint venture), light MVNO, full MVNO• Traditional and emerging target segments (e.g. ethnic, retail, media, discount)• Wholesale pricing components and structure• Wholesale pricing approach: cost=plus vs retail minus

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• Variations in financials by MVNO model and target segment• Worked example of an MVNO business case, demonstrating how variations in gross margins,

EBITDA margins and capex can impact payback

Case Studies of MVNOs – Successful and Struggling, Lessons Learnt and Critical Success Factors

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

13.30 Registration 14.00 Workshop Start 17.30 Workshop Close

Ceri Tinine, Manager,Analysys Mason

David Abecassis, Senior Manager, Analysys Mason

MAXIMISE YOUR ATTENDANCEAT MVNOS WORLD CONGRESS

PRE-CONFERENCE WORKSHOP - 7TH APRIL 2014YOU ONLY HAVE ONE CHANCE - LAUNCHING A SUCCESSFUL MVNO

This post-conference workshop will provide those seeking to set up or host MVNOs and B-Brandswith a comprehensive understanding of strategic, operational, legal and economic issues. Theworkshop will provide the unique opportunity to address any unanswered questions related to theset-up and successful management of MVNO businesses, as well as the opportunity to steer thecontent of the workshop. Prior to the workshop CSMG is inviting participants to feed in their keyquestions / themes they wish to address to ensure they maximise their value from the session.

MVNO Business Models and Commercial Negotiations

• What are the different business models and how are they evolving? • Which are the important business case drivers and their impact on the financials?• Open discussion on negotiation tactics – what has worked / doesn’t work

MVNO Operational Models

• What platform and capabilities does an MNO need to have in place to host MVNOs?• What network elements does an MVNO need to own or control, and why?• What are the key considerations when selecting the optimal MVNE or MVNO in a Box vendor?

Contractual and Regulatory Considerations

• What are the different regulatory regimes and associated implications for MVNO entrants?• What should the contractual provisions of the MVNO agreement be?• Real life examples of contract drafting, pain-points and negotiation tactics – how can MNOs

and MVNOs improve their respective positions?

Data Analytics

• How can MNOs and MVNOs best leverage data analytics capabilities?• What needs to be measured and what tangible commercial and operational benefits can be provided?• What capabilities should MNO and vendors provide to their MVNO customers?

Open Q&A

• What are concerns and challenges of the workshop participants?• Final burning questions left to address

09.00 Registration 09.30 Workshop Start 13.30 Workshop Close

Mike Greening, VP, CSMG

Michael Dargue,Principal, CSMG

POST-CONFERENCE WORKSHOP - 11TH APRIL 2014MVNO BUSINESS MODELS AND COMMERCIAL NEGOTIATIONS


YOUR MVNO WORLD CONGRESS JOURNEY

START

FINISH

your bags & travel to BerlinPack

NEWVENUE

1

Remember to register for your Conference Passin advance. To register and for more information visit:http://mvnosworldcongress.com/register

Check-in2

Attend the pre-conference workshopabout Launching a Successful MVNO

Pre-Conference Workshop3

and plan your way around the booths

what’s going on andyour thoughts #MVNOIS

View the floor plan 5

MVNOs Run – 3rd year ‘running’!

Speed Networkingin its purest form

Fit Start to the Day! 8

the first day conference keynotes starting

Meet the Newest MVNOsto launch at the MVNOs Start-upSession. Learn the latest fromthe Device Manufacturers in theConnected Devices keynote

Don’t be late 9

New Keynotes, New Speakers, New Sessions, New Focus at MVNOs World Congress 2014

which stream are you going to?

Check out the programme 10

Head to the Exhibition and takepart in the Speed Networking

Speed Networking11 is waiting for you inthe Exhibition Hall

Lunch12

Come and hear the new and potentialMVNOs in the next countries to launch orfind out how MVNOs are succeeding withnew business models.

Head back to theAfternoon Streams13

network and relax with a drink

14

for the MVNOs Party &Awards Ceremony!Are you amongthose nominated?

Get ready15

Coming back for the 4th year! The ultimate MVNOVIP Party is coming to Berlin! Join the visionariesof the MVNO industry at our Exclusive Venue!

Enjoy the Party! 16

and don’t be late, another insightful day ahead!

Get a Strong Coffee 17

it’s your turn to be heard

Don’t forget to take part19

Choose the Streamyou are going to

Choose20

Regulation, Quadplay andthe NEW Mock Negotiation!

Join the 2ndDay ConferenceKeynote Sessions

18

Tweet7

starting with Retail & followed by the new Enterprise Focus

Join the pre-event Focus day 6

Remember to use the OnlineNetworking Tool to pre-bookmeetings

View your meetingsfor the day

4

go to your pre-set meetingwith the VIP Relations Manager

VIP Relations 21

Head back to the Exhibition!

Is the tank running low? 22

Innovation in a Changing DigitalWorld / LTE, Data & M2M

Attend the AfternoonPanel Discussions 23

Get an Early night inanother day to go

Sleep 25

Attend the post-conference workshop about MVNOBusiness Models and Commercial Negotiations

Post-ConferenceWorkshop26

Visit the Analyst Clinic withyour MVNO Challenges

Analyst Clinic 24

Retail Focus

KeynotesGlobal Review

Start-UpsConnected Devices

Keynotes Regulation - Quadplay

Venture CapitalMock Negotiation

MVNO BusinessModels andCommercialNegotiations

EnterpriseFocus

Launching aSuccessful

MVNOEmerging

GrowthOpportunities

New BusinessModels

InnovatingIn the

ChangingDigital

Landscape

LTE, DataAndM2M

11th AprilPost-Conference

Workshop

7th AprilPre-Conference

Workshop

8th April Focus Day

9th AprilConference Day One

10th AprilConference Day Two

FOCUS DAY - 8TH APRIL 201408.15 Registration, Networking and Refreshments

09.00 Introduction by Informa and Speed Networking

09.20 Chairman’s Opening RemarksWhitey Bluestein, Corporate Development and Mobile Strategy Advisor, Bluestein and Associates

09.25 Winning the Trust of Customers• How brand perception influences customers in their buying decision • Differentiation from the competition• Pricing trendsMaria Mehrens, Managing Director, Tchibo Mobil

09.45 Leveraging Post Office Capabilities to Launch Successful MVNOs• Why are Post Offices a good fit for an MVNO launch?• Leveraging key capabilities• Detailing PosteMobile successes• PosteMobile expansion plansRobert Giacchi, CEO, PosteMobile Italy

10.05 Adding Mobile to the Suite of Offerings• How does mobile complement the other services offered by Falabella?• Outlets for distribution• Results of the pilot• Expansion strategy going forwardJose Miguel Torres, CEO, Movil Falabella

10.25 Networking Break and Refreshments

11.15 Phones4U Interview: Key Learnings from the First 12 MonthsAlistair Firth, Director of LIFE Mobile, Phones4U, will be interviewed live on stage,providing delegates with key insight into the first 12 months of the Phones4UMVNO. How have they capitalised on the high street retail presence and existingcustomer base? How are staff incentivised? What has been the customer feedback one yearafter launch?

11.35 Selling Mobile to the Existing Customer Base• The benefits of working with an existing customer base and with existing brand.• Using your branded retail business to develop and launch MVNO• Light vs. full MVNO for a retailer• Targeted marketingRon Efraty, Business Manager, Rami Levy Communications

11.55 Networking Roundtable Discussions• Strategies for adding mobile to the core proposition• How best to leverage the key capabilities• Maximising the support from MNOs• Why it makes sense for retailers to launch as MVNOsDelegates will discuss the key strategies for success as a retail MVNO in small groups,enabling focussed discussion and networking

12.30 Lunch

RETAIL FOCUS

Chairman: Arun Dehiri, Managing Director, Red Dawn Consulting

13.50 Facilitating the Mobile Workforce – Integrating Services into the IT System• How is Firmtel differentiating its service offering?• Getting the pricing right• Benefits of integration with the IT systemCees Quirijns, CEO and Founding Partner, Firmtel

14.10 Panel Discussion: Developing Innovative Services for the Business Market• How can MVNOs innovate for the business customer• Leveraging the capability to target niche market segments• How can Enterprise-focussed MVNOs differentiate their services in a competitive market?Neil Hammerton, CEO, Natterbox Ceri Tinine, Manager, Analysys Mason Soren Mathiesen Hass, CEO, m-mobility

14.50 Targetted Services for the SME and SOHO Users• Why Dipper is targeting the SME and SOHO market• Offering low-cost flexible mobile services with enhanced capabilities• Differentiating – not contract tie-in, and fixed prices• Detailing the services offered• Increasing SME efficiency and growth with advanced business voice servicesCecilie Vanem, CEO, Dipper, Norway

15.10 Networking Break, Exhibition Visit and Refreshments

15.45 Putting the Business Traveller in Control • Detailing the proposition for business travellers roaming with data• How can customers enhance the package?• Offering a range of connectivity options• Removing bill shock for roaming subscribersNigel Bramwell, CEO, Voiamo

16.05 Growing the Business with a B2B Focus• Mapping the journey from small company to the 3rd largest mobile player in Norway• Developing B2B services• B2B Product innovation • Differentiation in a mature, fully penetrated marketRolf Paulsen, Director B2B, Network Norway

16.25 Networking Roundtable Discussions• Developing the proposition for enterprise customers• B2B marketing strategies• Pricing levels• Innovating for the business customerDelegates will discuss the key strategies for success as an enterprise MVNO, breaking intosmall groups to enable focussed discussion and networking

17.00 Close of Focus day

ENTERPRISE FOCUS

MVNO

MVNO

MVNO

MVNO

MVNO

MNO

MVNO

MVNO

MVNO

MVNO


Chair: Michael Hunt, Managing Director, Mobile Technology Consulting

12.40 Short-Circuiting the Route to new MVNO Deployments – Europe-wide Experience• Launching new European MVNOs – who are you going to be?• Results from MVNO due diligence – what worked, what didn’t and key insights• Approaching MNOs – finding the right engagement balance for shared success • Developing in-house ‘MVNE capability’ or outsourcing – platform and suppliers• Building an MVNO – timescales, people, culture and overcoming obstacles • Sub-branding for commercial impact – going deeper than just the technology • Building a sustainable business model – what lies ahead with LTEAlex Bennett, Vice President, Product, ACN Europe

13.00 P2P Communication Apps and Mobile Numbers Hitting Sweet Spot• Hybrid OTT services: leveraging existing assets• M(V)NO in the cloud services: When SIM Cards go virtual• Uncovering the benefits and market potential of virtual numbers• Increasing traffic opportunities with SMS-based 2FA (2-factor authentication)/OTPs (One-

Time Passwords)José Garcia, Vice President Sales & Carrier Relations, tyntec

13.25 Lunch

14.40 MVNE/Os: Cloud and Other Disruption Issues • Retail offerings within wholesale • Cloud: constraining or liberating• Multi-Line Of Business - expanding horizonsWolfe Harris, Head of Global Sales, NBU, Amdocs

15.00 Assessing the Business Models - Giving MVNOs a Competitive Edge andDifferentiating the Service 4 MVNOs will each give a 15 minute case study on their innovative business model – explainhow the financials work, and report on subscriber interest

STREAM B: New Business Models and Partnerships

16.00 Networking Break, Refreshments and Exhibition Visit

16.30 White Label Partnership for Prepaid AirtimeReinhold M. Sigler, Managing Director, Peaches Group

16.50 MNO Forum: Making it Easier for the MVNO• How do MNOs really want to work with MVNOs?• How could the end-to-end process be simplified?• Competition from a partner MVNO is preferable to competition from a new MNO• What are MNOs Looking for from an MVNO Business Model?• Are MNOs maximising the opportunities to increase market share with MVNOs?Panel Moderator:Whitey Bluestein, Corporate Development and Mobile Strategy Advisor,Bluestein and AssociatesPanellists: Neeraj Bhatia, Business Head – Europe, AirtelYasser Redha Al Lawati, Manager, National Accounts - Wholesale Business Unit, OmantelFreddy Lundmark, MVNO Products & Service Delivery Manager, Telenor SwedenJean-Pierre Bienaime, SVP Strategy and Communications, Wholesale, OrangePeter Hoffmann, Vice President, International Mobile Wholesale, Deutsche Telekom

Using Hyper-Local Marketing toSubsidise the Core Mobile Offering• subsidising the offering without a

contract• how does the model work?• impact on the consumer• outlining the hyper-local marketingDariush Zand, CEO, Ovivo Mobile

Collaborative Economy Concept • The collaborative economy: just

another trend or the future?• Building a community around the

MVNO• The MVNO 3.0 approach• Some lessons learnedJaime Pla, Founder, Suop Spain

Using Data Allowance as Currency • offering free mobile broadband - how

does it work?• how does the model differ from previous,

ad-funded models?• customer education• customer feedbackBen Atherton, CEO, Samba Mobile

Bandwidth Sharing: a Unique Social Model • Sharing WiFi made ready for the masses.• No more contracts. No more subscriptions.• How sharing WiFi impacts data consumption.• A device and carrier agnostic platformends roaming feesSteven van Wel, CEO and Co-founder,Karma Mobility

CONGRESS DAY ONE - 9TH APRIL 2014

MVNO VIP Party!The unmissable MVNOs VIP Party coming back for the 4th year, taking placeon the evening of the first congress day on the 9th April 2014.The MVNO VIP Party is not only a great opportunity to join the visionaries ofthe MVNO industry, but will offer you a taste of Germany! Don't miss out! Prost!

MVNOs Run - 3rd year 'running'! Speed Networking in its purest form

MVNO

MVNO

MVNO

MVNO

MVNO

Chair: Frankie Spagnolo, Founder and Director, iMVNOx Association

Addressing the new markets opening up to MVNOs and introducing case studies and growthopportunities

12.40 China – The Next Big Opportunity!• How have regulators opened up the market for MVNOs?• Where do opportunities lie for MVNOs?• What is the target market for Funtalk?• Lessons from the MNO partnership negotiationJack Zhao, SVP and President MVNOs, Funtalk

13.00 Saudi Arabia Focus• Update on the status of MVNO licenses in Saudi Arabia• Focus on key market segments• Detailing process to launch phase• Future direction for Saudi MVNOs Mikkel Vinter, CEO, Virgin Mobile Middle East and South Africa Faisal Al Bannai, CEO, Axiom Telecom Yasser Alobaidan, CEO, JawraaMazen Aldawood, Director Carrier Marketing, MVNO and 3rd Party, Mobily Irfan Malik, Advisor to the President, STC

13.40 Lunch

15.00 Tunisia: MVNO Status and Projections• What is the status of the mobile market in Tunisia?• What are the plans for MVNO licensing?• Detailing the interested parties• Identifying the opportunities and next stepsHabib Dababi, Senior Adviser, Cabinet of the Minister, Tunisian Ministry of ICT

15.20 Brazil• What makes Brazil an attractive investment opportunity for MVNOs?• How is the government incentivising MVNO growth?• what are the forecasts for MVNOs in Brazil?• what were the drivers for Tesa’s launch?• who is the target market?• Feedback on the deploymentRoberto Miranda, President, Tesa Telecom

15.40 Africa• Are MVNOs set to take-off in Africa?• What has been holding things back?• Where are the opportunities for MVNOs in Africa?Christian Mhlanga, Senior Manager, Markets and Competition, ICASA

16.00 Networking Break, Refreshments and Exhibition Visit

16.40 Czech RepublicMVNOs are proving popular in the Czech Republic. Retailers, publishers, brands and cablecompanies are among those who have either launched or are about to launch MVNOs.• What is the status of MVNOs in the Czech Republic?• What is the target market for LAMA Mobile?• What were the key drivers for launch?• Deployment strategy and challenges• Marketing plans

17.00 Networking Discussion Tables • What differentiation strategies are working? • How can a newly launched MVNO set themselves apart from the competition? • Customer acquisition strategies. • Leveraging the expertise and capabilities of the host operator

STREAM A: Emerging Growth Opportunities

19.30 Party Time!

17.30 Enjoy a drink in the exhibition, and network withspeakers, delegates and invited guests from theMVNO community before the MVNO VIP Party

MVNO

MVNO

REG

ULA

TOR

REG

ULA

TOR

MVNO/M

NO

19.30 Party Time!

Featuring the2nd Annual

MVNOIndustrySummitAwards

08.30 Registration, Networking and Refreshments

09.00 Introduction by Informa and Speed Networking

09.15 Chairman’s IntroductionDario Talmesio, Principal Analyst, Informa Telecoms and Media

09.30 MVNOs Industry OutlookDaniele Cozza, Senior Business Consulting, Huawei

09.45 Connected Devices- Enabling Affordable Content andCommunication Anywhere in the WorldLynda Burton, Director of Wholesale, Three presenting with a Devices Partner

10.10 MVNOs Start-up SessionWe welcome the newest MVNOs to the stage to answeraudience questions on wholesale SLA’s, funding,marketing, launch and gaining those vital subscribers!MVNO Start-ups include:Kushal Shah, Head of Commercial and Retail Telecoms, SSEZbynek Linhart, Managing Director, Quadruple,Czech Republic

10.40 Enabling MVNO Business – State of the Art andShowcases• Enriching the range of telecom solutions offered to MVNOs• Leveraging European success case• Looking to the future: from BSS (Business Support

System) to BES (Business Enablement Suite)Daniele Cozza, Senior Business Consulting, Huawei

11.00 The International MVNOx Association: “Join theConversation”Frankie Spagnolo, Founder and Director, iMVNOx Association


Hear from theNewest MVNOs


CONGRESS DAY TWO - 10TH APRIL 201408.15 Breakfast Briefing

What it Really Takes to Launch and Grow a Successful MVNOAfter more than a decade of talking to more than 100 asprining MVNOs, mostly in the US but many in the UK/EU and Australia, reflections and takeawaysWhitey Bluestein, Corporate Development and International Mobile Strategist, Bluestein Associates

Chair: Christian Borrman, Director, Virtuser

12.15 NRJ Experience of LTE Deployment• LTE – bringing more choice for businesses and consumers• Increasing opportunities for remote working, exciting content and new services with 4G• Building on existing connectivity to offer mobile services• Bringing LTE to the market – challenges and successesJerome Birba, CEO, NRJ Mobile

12.35 MVNO 2.0 : Killing Two Birds By Leveraging LTE• Is it possible for MVNOs to survive in the most LTE deployed market?• How to win against MNOs in the LTE market• Ways to avoid price competition against other MVNOs• Culture Mobile with two track strategyJong Ryul Kim, Vice President, CJ HelloVision

12.55 How BYOD Strategies are Attracting New LTE Subscribers for MVNOsJames Gentry, COO, Chit Chat Mobile USA

13.15 Lunch

14.30 Panel Discussion: Maximising Opportunities for MVNOs with LTE• wholesale agreements and contract negotiation• pricing strategies• deployment scenarios• customer educationPanel Moderator: Jacques Bonifay, EAFM and CEO TransatelPanellists include:Eugen Comendant, Head of MVNO Development, ACN Europe Mark Brunwin, Managing Director, Donate Mobile

15.00 Panel Discussion – How are MVNOs Innovating with Data?• Attracting new customers with innovative data strategies• Viral campaigns• Educating the customer• Capping mobile surfing costs• Introducing more options and better control• Where are the future opportunities for Data MVNOs?Panellists include: Adam Holt, General Manager, Tuenti Movil

15.30 M2M Panel Discussion – How Are MVNOs Adding Value in Vertical Markets?• adding value to the customer proposition• connectivity business models – MNO partnerships• why MVNOs are well-positioned for M2M• growth potentialTiago Galli, General Manager, Porto Seguro Conecta Nigel Chadwick, Owner, Stream Communications Blanca Escribano, Partner, Olswang Daniele Cozza, Senior Business Consulting, Huawei

16.00 Networking Roundtable Discussion Delegates will split into small groups for discussion about the opportunities available to them with LTE, Data and M2M

16.30 Close of Congress

Post-Conference Workshop, 11th April: MVNO BUSINESS MODELS AND COMMERCIAL NEGOTIATIONS

STREAM B: LTE, Data and M2MMVNO

MVNO

MVNO

MVNO

MVNO

Chair: Mike Greening, VP, CSMG

12.15 Using the Power of the Community• investing in the user to get more from the power of the database• knowing the customers – “members”• target customers with relevant products• rewards for attracting new subscribers• open business modelFrank Bekkers, CEO, Mobile Vikings

12.35 Empowering MVNOs to Enhance the Customer Experience Through Cloud-based Billingand Customer Care• Taking control of capital and operational costs through a low risk investment strategy • Tools to harness the entire customer lifecycle and fast time to market to launch new services • How to provide a better user experience by creating personalized data services andpromotions to up-sell and bundle trough social media channels, such as Facebook and Twitter

• Alleviating customer support pressure and costs by enabling customers to effectivelymanage their services

• Assessing the effect of family, friends and group plans using web self-care and self-caretools with real-time usage visibility

Grzegorz Chmielewski, Product Line Manager, Redknee

12.55 Interview with glo glu: Offering Compelling VAS in a Digital Era• targeting the young youth market globally• gamification and mobile• leveraging big data capabilities• wearable devices – Quantify self phenomenon• incremental revenue streams that enhance the consumer propositionSacha Visram, Founder, glo glu

13.15 Lunch

14.30 Strategies for Addressing Customer Satisfaction • Focus on a niche segment • Ways to client satisfactionMeinrad Spenger, CEO, Masmovil, Spain

14.50 Adapting the Strategy as Market Dynamics Change• Changing the focus to avoid cannibalisation by the MNO – selecting niche segments that

don't currently have distinct offerings• Moving from youth focus to seniors and baby-boomers• Developing special offers for the new focus segments• Re-thinking the USP, when a budget offering is no longer relevant in a competitive market

with low pricing• Building more value into the current packages and prices• Integrating news ideas under one brandArturs Freimanis, Chairman of the Board, Zetcom

15.10 Panel Discussion: Delivering and Marketing a Compelling Value PropositionWhich MVNOs are coming to market with an innovative proposition? Who is offering morethan just a low-cost service? What more can MVNOs do to be different and add value to themarket? Are the most successful MVNOs those that target niche markets, have a distinctivemessage or a strong brand?Panellists include:Hakan Demir, Managing Director, Fenercell Marie Julie le Guen, Euokeitai

15.40 Enhancing the Customer Experience and Generating Loyalty• New products, new services, keeping the customer engaged• Detailing Ting's future plans and expansion strategies• What works well with the Ting customer base?Scott Allan, Director, Ting

16.00 Networking Roundtable Discussion Delegates will split into small groups for discussion about the opportunities available to them with new innovative strategies. What will work well for their own business and how will the implement the changes?

16.30 Close of Congress

STREAM A: Innovating in the Changing Digital Landscape

MVNO

MVNO

MVNO

MVNO

MVNO

MVNO

Create knowledge sharingand networking platform withrelevant industry participants.”First National Bank

Excellent fornetworking andrelationship.”Vodafone

09.15 Chairman’s Opening RemarksDario Talmesio, Principal Analyst, Informa Telecoms and Media

09.20 Regulatory Discussion – Opening up New Opportunities for the MVNO Ecosystem• Regulatory developments for global bodies• Detailing Regulation around Roaming and the impact on MVNOs• What regulation has especially encouraged MVNO growth?• How are MNOs responding to regulation?• What are regulators doing to increase MVNO growth and maintain a sustainable number of

players in the market?Christian Mhlanga, Senior Manager: Markets and Competition, ICASAVesa Terava, Head of Unit, European CommissionJean Gottschalk, President, Telecom North AmericaBlanca Escribano, Partner, Olswang

09.50 Investment and Valuation Panel• Defining the hot areas for investment• What is driving valuation and how can the valuation be optimised?• What should investors look for and what will hold value?• Why it is important to think about valuation at the contract signing stage• Fuelling MVNO growthJason Nicolay, VP, Media Venture PartnersCeri Tinine, Manager, Analysys MasonMike Conradi, Partner, DLA Piper

10.20 Enabling the MVNO to be a market leader by providing services thorough acomprehensive telecommunications eco system• Sharing the understanding of the MVNX market trends• Envisioning the building of an E2E value chain for MVNX • Enabling the offering of creative services to lead MVNOs to emerge

as market leadersCuijun, Director of WEU Hosting Business Department, Huawei

10.40 Mock Negotiation Between MVNOs and MNOsSee the negotiation process live in action! Steve Holmes will moderate the contractnegotiation process, adding his advice and tips for a successful partnership. Take away key negotiating skills and top tips to ensure your agreement is secureModerator: Steve Holmes, Partner, Baker McKenzie


NEW!

An exceptional opportunity to share and challengein highly interactive and informative sessions.”3D Consulting


WHAT’S IN IT FOR YOU?

MVNO MNOSOLUTIONPROVIDER

SOLD

SOLD

SOLD

SOLD

SOLDRESERVEDRESERVED

RESERVED

SOLD

SOLD

SOLD

SOLD

Delegate Lunch &Refreshment Area

Press &Content Zone

• I am an MVNO• Meet with the solution providers who can helpme grow my business

• Presentations from 30+ MVNO CEOs• Innovation Session - 12:15 10th April• New Business Models -12:40 9th April • Map your future strategy with keynote expertise• Go to the Analyst Clinic

• I am an MNO• Meet with MVNOs• Engage in Wholesale Discussions• MNO Forum - 16:50 9th April• Hear from the newest, and potential MVNOs • Attend the mock negotiation - 11:00 10th April

• I am a Solution Provider• Meet with 270+ MNOs andMVNOs

• Hear what the MVNOs wantfrom their solution providers

• Attend the MVNO Start-upsession - 10:15 9th April

• What are your competitorspresenting? A fully equipped press zone will allow

you to maximise your PR opportunities.You can organise meetings with key

industry journalists.

--kø @Thanks to #MVNOIS for a greatMVNO WC in Rome! Aboveexpectations. see you all againnext year. #MVNO

Netsize Corporate@NetsizeCorpThanks to #MVNOIS for a greatMVNO World Congress 2013!Our PCS team are alreadylooking forward to meet you allagain next year. #MVNO

@telecomstweetTwitter Updates from MVNOsWorld Congress – Day 2#MVNOIShttp://fb.me/2gJ3iIFYnITM SoftwareServices �

Jinny Software @JinnySoftware Enjoyed the networking event at#MVNOIS this morning. See aquick picture here. Paulpic.twitter.com/XtK6Et9w95

M2M Telefónica@m2mtelefonicaFollow what happens at #at theofficial blog of the event:http://goo.gl/Hs4oX

Tweakker @TweakkerWe're at #MVNOIS and today'stheme is retail & brands, a goodour work with LIFE Mobile:http://mvnoseriesblog.wordpress.com/2013/04/18/life-in-the-cloud/ …

@tyntec First impressions of the MVNOsWorld Congress in Romehttp://instagram.com/p/YZ0rFJDuvy/# #MVNOIS

Freddy Lundmark@FreddyLundmark I like the KPN approach tobranded resellers. The brand isonly a brand...but it makes sense#mvnoispic.twitter.com/e9IZjQYGwg

Voiceworks B.V. @voiceworksnl Voiceworks is Event Supporterof the #MVNOIS in Rome.pic.twitter.com/e9F3nicbrw

Amdocs @AmdocsIf you're at MVNO WorldCongress, visit us at the Amdocsbooth! More on our MVNO/Eoffering at http://bit.ly/ZDWlep#MVNOIS

#MVNOIS

This is absolutely the flagship and "must-be" event in the MVNOWorld. Everyone that is doing somethingin this industry is present.”Telenor Sweden

Huawei:Huawei Technologies is a leading globalinformation and communications technology(ICT) solutions provider. Through our dedicationto customer-centric innovation and strongpartnerships, we have established end-to-endadvantages in telecom networks, devices andcloud computing. We are committed to creatingmaximum value for telecom operators,enterprises and consumers by providingcompetitive solutions and services. Our productsand solutions have been deployed in over 140countries, serving more than one third of theworld’s population. Huawei's vision is to enrich lifethrough communication. By leveraging ourexperience and expertise in the ICT sector, wehelp bridge the digital divide by providingopportunities to enjoy broadband services,regardless of geographic location. Contributingto the sustainable development of the society,economy, and the environment, Huawei createsgreen solutions that enable customers to reducepower consumption, carbon emissions andresource costs. Huawei Carrier Software & CoreNetwork Business Unit (Abbr. as CSC BU), thesubsidiary corporation of Huawei TechnologiesCo., Ltd, is dedicated to the application, businessoperation and vertical industry to help the Carrierincrease revenue and improve efficiency, andultimately achieve business success through anopen application environment, an intelligentoperation platform, and rapid professionalservices. CSC BU provides end-to-end solutionsto better serve our customers such as: BSS & OSSsolution, Digital Home solution, RCS, MBB-VGS,SingleCORE, SingleSDB, SmartPCC, SmartCare,Server, Storage, cloud IDC, Desktop Cloud, Cloud

Host, Enterprise Communication Suit, andManaged Service of ICT and VAS transformation.

For more information about Huawei, pleasevisit http://www.huawei.com

Tata Consultancy Services is an IT services,consulting and business solutions organisationthat delivers real results to global business,ensuring a level of certainty no other firm canmatch. TCS offers a consulting-led, integratedportfolio of IT, BPO, infrastructure, engineeringand assurance services. This is delivered throughits unique Global Network Delivery Model™,recognised as the benchmark of excellence insoftware development. A part of the Tata group,India’s largest industrial conglomerate, TCS hasover 290,000 of the world’s best-trainedconsultants in 44 countries. The companygenerated consolidated revenues of US $11.6billion for year ended March 31, 2013 and islisted on the National Stock Exchange andBombay Stock Exchange in India. For moreinformation, visit us at HYPERLINK"http://www.tcs.com/" www.tcs.com.

tyntec: is a mobile interaction specialist, enablingbusinesses to integrate mobile telecom servicesfor a wide range of uses – from enterprisemission-critical applications to internet services.As the company of choice for the largest web,social networking and OTT players, tyntec

handles a substantial amount of global SMS andvoice traffic. For the last decade, tyntec has beenfacilitating mutually beneficial relationshipsbetween operators and internet companies on aglobal scale. Founded in 2002, and with morethan 150 staff in six offices around the globe,tyntec works with 500+ businesses and 50+operator partners worldwide. tyntec is a memberof GSMA and ITU and holds several patents.

www.tyntec.com

For 30 years, Amdocs has ensured serviceproviders’ success and embraced their biggestchallenges. To win in the connected world,CSPs, MVNEs, and MVNOs, rely on Amdocs tosimplify the customer experience, harness thedata explosion, stay ahead with new servicesand improve operational efficiency. Amdocs’offering for MVNOs and MVNEs provide realtime BSS and service delivery capabilities, whichare successfully operational at over 50MVNE/Os worldwide. The global companyuniquely combines a market-leading BSS, OSSand network control product portfolio withvalue-driven professional services and managedservices operations. With revenue of over $3.2billion in fiscal 2012, Amdocs and itsapproximately 20,000 employees servecustomers in more than 60 countries.

BICS delivers best-in-class internationalwholesale solutions to any communicationservice provider worldwide. Through its Mosaicportfolio, a comprehensive, flexible andinnovative suite of solutions designed to beused individually, or collectively, BICS meets the

existing and future requirements of the globaltelecoms industry. Our passionate and creativeteams located in Brussels, Bern, Dubai,Singapore and New York, continuously strive toprovide our customers with the highest levels ofquality, reliability and interoperability enablingthem to maximise their end-user value. With oursuccessful consolidation strategy, and acontinuing focus on technological advancementand innovation, we have achieved a world-leading position in the international Voice andMobile Data markets.

Giesecke & Devrient (G&D) is a leadinginternational technology providerheadquartered in Munich, Germany. With aworkforce of over 10,500 employees, the Groupgenerated sales of EUR 1.6 billion in fiscal 2011.Founded in 1852, G&D is a global market leaderand pioneering innovator in banknoteproduction and processing, security documents,and identification systems. It suppliescommercial banks, business enterprises, networkoperators, and public transportation companieswith innovative hardware, comprehensivesoftware and services, and end-to-end solutionsfor mobile security applications. 58 subsidiariesand joint ventures in 32 countries ensurecustomer proximity worldwide.

For more information, please visit: www.gi-de.com

Peaches: B2B White Label Partnership forPrepaid Services via App (iOS, Android,Blackberry, Windows Phone 8, Firefox OS),mobile Web and Internet

The German Peaches Group provides prepaidtop-up services and runs an in-house prepaidservice platform under the prelado prepaidanytime & anywhere brand, which offers users areal-time mobile telephone top-up service thatcan be accessed via app, the mobile web, andthe internet. A free, provider-neutral prepaidcurrent balance display is also available via anapp. This prepaid service is available as a whitelabel solution for interested partners. The full-service offering, including airtime, paymentprocessing, and a payment guarantee, is runwholly in the partner's CI/CD. The operativecountries of the showcase prelado are Germanyand UK is coming in 2014.

The Peaches Group includes PEACHES AG,PEACHES Systems GmbH, PEACHES MobileGmbH, REA Mobile GmbH and PEACHESMobile Limited.

Redknee is a leading global provider of real-time converged billing and customer caresoftware for service providers around the globe.We serve over 200 network operators in morethan 90 countries, and our solutions includeadvanced converged billing, rating, charging,policy, and wholesale settlement for allsubscriber types across any communicationplatform, including mobile, landline, broadband,cable and satellite.

Redknee's award-winning solutions bill for alltypes of transactions, including content, data,voice, and enables service providers to monetizethe value of each subscriber transaction whilepersonalizing the user experience to meetmainstream, niche and individual marketsegment requirements.

DIAMOND SPONSOR

SILVER SPONSOR

ASSOCIATE SPONSORS

NETWORKING TOOL SPONSOR

GOLD SPONSOR


We utilise our established background in the MVNO Industry, uniting the ever-growing community through high-level debate and discussion.

Over 12 years in the market means we have the knowledge and expertise to makethe most of every opportunity – and we can help you do the same.

Whether your target market is regional or global, the 6 MVNO Industry Summitsallow you to segment your campaign and focus specifically on your growthprospects.

Sponsoring provides essential brand awareness – aligning your company withthought leadership, and taking the stage as a cutting-edge innovator.

Combining Sponsorship with an Exhibit booth secures the visibility required to takeconversations to the next level. Running demos, space for private meetings, andshowcasing your latest solutions and services.

Network with your customers and peers. 1 on 1 meetings, assistance in makingintroductions, and our pre-event networking tool enables you to make the most ofyour event.

Marketing support which goes the extra mile. Sponsors & Exhibitors gain access toour specialist marketing team, have input on mailings and a variety of social mediaactivities. Get involved and Make it YOUR marketing campaign.

CAN YOU SEE YOUR COMPANY AS A SPONSOR/EXHIBITOR?

How does that sound?

Contact us to find out more: Daniel PitchfordE: [email protected]: +44 20 7017 7115

SOLD

SOLD

SOLD

SOLD

SOLDRESERVEDRESERVED

RESERVED

SOLD

SOLD

SOLD

SOLD

Delegate Lunch &Refreshment Area

Press &Content Zone

SPEED NETWORKINGSpeed Networking takes place duringthe morning refreshment break on the9th April, lasting approximately 20minutes. During the session, each three minute intervalbetween operators and vendors allow you to make ashort pitch and exchange business cards beforemoving to speak the next participant. With anextensive number of CxO level representatives alreadyconfirmed on the conference programme – our SpeedNetworking is a unique opportunity to get in front onthe World’s most influential MVNO/MNO executives.

CDRator creates market-leading solutions for MNO,MVNE and MVNO service providers that manage andsupport high-volume subscriber bases. For the past 11years we have become one of the fastest-growingcompanies in the billing industry, creating one success storyafter another for 38 global partners. Our uniquelyaffordable, end-to-end solutions automate billing andcustomer care to help our customers increase profits andcustomer satisfaction

Daring Star: Daring Star is an international companybased in Athens which provides systems integrationservices for telecommunication businesses around theglobe. Partnering with some of the most well-establishedtelecoms product vendors, Daring Star has built a solidreputation for integrating large and complex BSS projectsin telecom operators across Europe, the Middle East andAfrica.

Exacaster is a data-rich workspace where marketingmanagers can easily access customer data, generateprofit-making ideas, test them via campaigns, and thenschedule the best ones for automation. We fuse 3concepts: customer-oriented data warehouse, predictivemodeling and campaign management systems – into asingle software suite designed for marketers, by marketersand available as a simple to use monthly subscriptionservice. Exacaster takes you from "I guess" to "Hm, that'sinteresting" to "Let's change it" and helps you gainincreased profits, sales and customer loyalty.

Gintel delivers a range of value-added services toMVNOs, MVNEs and MNOs that generate revenue,profit and offer rapid return on investment. Oursolutions enable our customers to offer a range ofcloud-based services to enterprise, SME, and consumersubscribers. These services include enterpriseapplications such as Mobile Unified Communications,Mobile PBX, IP Centrex, and Virtual Contact Centres; andconsumer-focused applications such as Parental Control,Home Zone and Family Calling Packages. Members ofthe leading operator groups from around the world suchas Telenor, Orange, Tele2, Axiata and others have chosenGintel’s expertise and experience to drive revenue, profitand growth.

EVENT SUPPORTERS & EXHIBITORS

jBilling: Established in 2002, jBilling is the world’sleading open source billing solutions provider. Weoffer advanced billing solutions that are robust,

flexible and easy to use. Our goal of providing innovative solutions ledus to successfully adapt our product to the modern needs of MVNOs ofall sizes.

JSC INGENIUM is a Telecommunicationsengineering company specialized in CORENETWORK technology for Mobile Operators -MNOsand MVNOs-. With offices in four countries, itcurrently has operational deployments in more than

ten countries from which it offers services to more than 40 different MVNOsworldwide. It offers a full range of 3G and 4G Core Network Infrastructure,adding a suite of NGN Service Enablers for smooth coexistence and stepby step migration from 3G to 4G technologies. JSC INGENIUM’s offer alsoincludes BSS solutions to deploy turn-key solutions for its customers.Extending the Mobile Core. www.jscingenium.com

Mosaik Solutions builds world-class desktop andmobile applications backed by comprehensivetelecom network intelligence. We have developedthe largest mobile network coverage database in

the world, evaluated and updated on a quarterly basis. As an agile team ofresearchers, creatives and mapping experts, we help operators and MVNOsattract and retain more customers with interactive coverage mappingsolutions. We also help our clients better strategic and tactical decisionswith accurate datasets, flexible software and responsive professionalservices.

Symsoft offers MVNO solutions thatinclude all functionality needed tocreate value-added mobile services in

one integrated platform. 20 years of experience in online charging andmessaging solutions has created a versatile solution that enables MVNOsand MVNEs to offer a broad range of mobile services and quickly adapt andcapitalize on changing market conditions. Symsoft customers includeestablished MVNOs and MVNEs such as Simfonics and Mobile One as wellas mobile operators.

Teleena is an innovative mobile services providerand one of EMEA’s fastest growing technologycompanies (Deloitte Technology Fast 500 2013.)We offer managed mobile solutions to MNO’s,

Cable Companies, MVNO’s and other enterprises around the globe wishingto launch a new or improved mobile proposition to their client base quickly,effectively and with a reduced total cost of ownership. Teleena’s own mobileplatform capability effectively enables our customers to offer exceptionalservices to their clients and delivers significant competitive advantages fortheir businesses.

Source: MVNOs World Congress '13

INDUSTRY BREAKDOWN� Industry Commentators ..........7%� MVNOs ................................45%� MNOs ..................................21%� MVNEs ..................................24%� Other ......................................3%

GLOBAL ATTENDANCE� Europe ..................................59%� ME ........................................13%� Asia ......................................11%� North America ......................10%� LAtam......................................7%

JOB TITLE BREAKDOWN:� CxO level ..............................30%� Director ................................25%� Manager................................24%� Specialist ..............................13%� Other ......................................8%

VIP RELATIONSFACE TO FACE OPERATOR &ENTERPRISE INTRODUCTIONS FORYOUR COMPANY

Our dedicated VIP Relations Manager builds relationshipswith all the CxOs from the companies vital to yourbusiness. The VIP Relations Manager works with you tocreate a bespoke wish-list of who you want to meet at theevent. Then he uses our extensive database of personalcontacts to ensure the key people who you want to meetattend the event and are disposed to meeting sponsors inexclusive one-to-one introductions on-site.

Contact details – send your details shortly

Contact: Daniel WoodE: [email protected]: +44 (20) 337 73919

It was a very focused conferencewith excellent speakers and a greatopportunity for networking.”Medion AG

you only have one facilitating business · pdf file5 d ay a g e n da 4 5 0 + a t e n d e e s...

Documents