Daniel Preiskel ran a successful MVNO workshop with telecoms consultants CSMG in Paris at an IIR MVNO conference on 22nd and 23rd November. The workshop was full to capacity and there was a great deal of audience inter-action in discussing a range of important legal and strategic MVNO related issues. More information on the MVNO/MVNA conference can be found at http://www.iir-telecoms.com/event/mvno
The actual details of the workshop Daniel presented alongside telecoms consultants CSMG were:
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