DOING BUSINESS WITH TELECOMS

PARTNERSHIP & MONETIZATION OPORTUNITIES

27 October 2011

Agenda
The change in the business model The relationship overview Operator and the Clients Partners and the Operator Selecting the business model The integration logic How it actually happens Practical advices

The business model evolution

Operator Partner Partner

B2C Model

B2B2C Model

B2B Model

Core Telecom Market /operator products/ Huge client base Market saturation Commoditization

Adjacent Markets /co-branded products/

Other Markets /partner products/

Best of both Reinventing biz. model Target telco market

Smart enabling Cost reduction New touch points

Telecom Vision For The Future

PEOPLES BEHAVIOUR EVOLUTION

TECHNOLOGY EVOLUTION
Source: Booz & Company analysis

The relationship overview

Partners Operator Clients

Communication I-net Access Multimedia Business and lot more

Operator Client
relation specifics
XX Million Operator
Fixed Network

The Relationship Mobility & Coverage Community Telco needs fulfillment Innovation & Technology Billing & CRM Reliability & Thrust

Communication I-net Access

Mobile Network (2G)

Multimedia Business

and lot more

Mobile Network (3/4G)

Operator Partner
relation specifics
B2C Services Partners
Operator Branding Operator Management Operator Portfolio Risk covered by the Operator

Operator

Communication I-net Access Multimedia Business and lot more

B2B2C
Dual Branding Shared management Operator portfolio Shared risks

B2B
Partner branding Partner management Not in Operator portfolio Risks covered by partner

!! The key to success:

Set of APIs to the network Smooth integration process Devices capabilities

Decision on the business model

The Q&A

The things you have to consider: Who is your client What is the value proposition Fit to telecom profile Marketing & Branding Sales & Distribution Who takes the risks

The integration logic

And the value generation
Revenue Share

Added Value
Telecom APIs & instruments Messaging Voice, Video Billing Device info & management Localization Traffic management Telecom APIs & instruments Service 1 Service 2 Service N

Limitation:
Not all APIs are real-time Some APIs have limited capacity Not all instruments are available of all partners

The realization
Step by step model
The homework Service Description Business model Realization instruments Preparation Realization

Proposal Analysis Decision on integration type Go for direct integration Go for integrator Realization Plan

Technical Setup Interfaces configuration Development Acceptance Go to market

Business Proposal

Practical Advices (1/2)

Customer Experience

Practical Advices (2/2)

Guiding principles
Individual service experience We have already defined 11 mag Service Experience Principles which should guide the design of individual mag mm ofering
Reminder

1. Make services appropriate for mobile 1

Start simple

2
Foster quick interactions

3
Provide value at every step

2. Encourage usage 4
Make everything actionable and shareable

5
Make people feel safe

6
Enable seamless flow

7
Assist discovery

3. Fit into peoples lives 8

Enable personalization

9
Leverage local

10
Enhance socializing

11

Integrate what people are already using

Oliver Wyman www.oliverwyman.com

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For further questions: Krasen Hinkov Director Products & Services Mobiltel EAD k.hinkov@mobiltel.bg