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Day One - 6/3/2006 | Day Two - 7/3/2006 | Day Three - 8/3/2006
DAY ONE: BUILDING A PROFITABLE MVNO/RESELLER MODEL
| MONDAY MARCH 6 |
| 8.30 | Registration and coffee |
| 9.00 | Welcome address and speed networking |
| 9.15 | Opening remarks by chair:
Tammy Parker, Editor and Principal Analyst - North America, INFORMA TELECOMS & MEDIA
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EXAMINING THE EVOLUTION OF THE CARRIER-MVNO PARTNERSHIP
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| KEYNOTE |
9.30
carrier | MVNO Evaluation: How to judge whether an MVNO's
business model is sound from a carrier's perspective
- Maintaining Differentiation: Evaluating MVNO target market segments
- What are the key criteria to determine whether to partner with MVNO
- What is the role of the MVNE in building an efficient back office operation?
- How is the MVNO market likely to grow and how will business models evolve?
Maurice Thompson, Associate Director - Wholesale Distribution, VERIZON
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10.00
mvno/
mvne | Approaching carriers with the right proposition to build a strong partnership
- Establishing the strategic objectives of launching an MVNO for the entering company
- Who to approach first with an MVNO proposal and should an MVNO partner with several carriers?
- What wholesale options exist in addition to direct carrier relationships?
- Negotiating wholesale prices with the carrier: how does it work, and how important is it in the MVNO process?
- Building a partnership with the carrier: ensuring the business plan is mutually beneficial
- Managing the partnership with the carrier in the long term: can the MVNO re-negotiate the conditions of the carrier partnership?
- Once airtime is secured, what are the critical enablement elements necessary to ensure success?
Laren Whiddon, COO, DBS COMMUNICATIONS
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| 10.30 | Pure MVNO, hybrid MVNO, private label, branded reseller: which model for which target markets?
- What are the differences between the various MVNO/reseller models?
- What are the risk-reward profiles of these models?
- What is the most suitable model for different MVNO candidates and carriers?
- What are the partnership requirements in these models?
Hamilton Sekino, Telecommunications Industry Partner, DIAMOND CLUSTER INTERNATIONAL
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| 11.00 | Coffee break |
11.30
mvne | Can MVNEs facilitate the carrier negotiation process and the launch of an MVNO?
- What it the place of MVNEs in the MVNO value chain?
- Do MVNEs play a part in the carrier negotiation process?
- Determining which aspects of the MVNO model to outsource to an MVNE and other solution providers?
- Which potential MVNOs benefit most from outsourcing the operational side of the business?
- How is the MVNEs' role in the MVNO market likely to evolve?
Eric Anderson, VP MVNO Business Development, ERICSSON INC
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| PANEL DISCUSSION |
| 12.00 | What are the next steps for MVNOs once the contract with the carrier is signed?
- Building a business plan that facilitates implementation
- Timing the launch of the MVNO: what are the key considerations to ensure optimum planning?
- Organising the back office support and technologies to enable the MVNO's operations
Eric Anderson, VP MVNO Business Development, ERICSSON INC
Mark Sloan, Vice President, Professional Services, CONVERGYS CORPORATION
John Caddell, VP of Strategic Markets, MVNGO
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| 12.45 | Lunch |
| 2.00 | Examining the operational and technical requirements of launching an MVNO: Amp’d Mobile Case Study (• tbc)
- Examining how Amp’d Mobile developed its operational model to offer VAS to its target segment
- What is the role of the MVNE in reducing time to market?
- Maximising ROI: how to reduce capital investment without limiting the MVNO’s offering
- Choosing the MVNO’s operational model: examining the benefits of pre-integrated solutions that span the customer lifecycle
- Managing the partnership between the MVNO and the MVNE to ensure the MVNO’s evolving needs are met
Ersin Galioglu, Vice President & General Manager, bcgi
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OPTIMISING MARKET SEGMENT STRATEGIES
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2.30
mvno | Understanding your market segment to deliver a differentiated offer in the long term
- Choosing a market segment to target and sizing it to build a relevant strategy
- Understanding your target segment's behaviour to develop a mobile offer that suits their tastes and lifestyles
- Ensuring the long-term appeal of the MVNO's offer to the target segment
- Determining whether to follow your customers or constantly renew them
- Adjusting the offer to the evolution of the market segment
Steve Stanford, CEO, VOCE
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3.00
mvno | Case study: Can an MVNO successfully address the small business market with innovative applications?
- Understanding the communication needs of the small business market
- Is there a place for MVNOs in a market which is already served by the main carriers?
- What type of value-added services are small business customers looking for?
- How to differentiate the offer and avoid cannibalisation of the host carrier's customers
- Can an MVNO offer be easily customized to a small business' needs?
Brooks Robinson, CMO, CBEYOND
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| 3.30 | Coffee break |
| 4.00 |
Identifying the critical success factors for MVNOs targeting specific market segments – including MVNO case study
- Identifying new service offerings that serve the demographic group, meet profitability objectives, and help to build a sustainable competitive advantage
- Determining when redefining and serving a new market segment can provide a first-mover advantage
- Using the brand to create strong market awareness within the targeted demographic
- Building a customer management system that provides the appropriate metrics for managing customer relationships and growing the business
- What special back-office support is needed to manage a demographically specific market segment?
Matt Johnson, CEO, VISAGE MOBILE
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| PANEL DISCUSSION |
| 4.30 | Identifying underserved market segments to address with a targeted MVNO offer
- Which market segments are usually underserved by carriers?
- How to size the market segments to consider whether to develop a mobile offer for them?
- Understanding what type of companies and brands are best placed to address them
Fedor Smith, Atlantic ACM
Laren Whiddon, COO, DBS Communications
Jim Hayden, Vice President - Business Intelligence, VIBRANT SOLUTIONS
Samvit Raina,VP Global Delivery, Patni Inc
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| 5.15 | End of day 1 and Network Drinks Reception |
Day One - 6/3/2006 | Day Two - 7/3/2006 | Day Three - 8/3/2006
DAY TWO: PRACTICAL STRATEGIES TO MAXIMIZE DIFFERENTIATION AND GENERATE PROFITS
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TUESDAY MARCH 7
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| 8.30 | Registration and coffee |
| 9.00 | Opening remarks by chair:
Whitey Bluestein, Strategic Business Development, BLUESTEIN & ASSOCIATES
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HANDSET STRATEGIES TO OPTIMISE DIFFERENTIATION
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9.15
mvno
case study | Developing handsets and features to suit the MVNOs’ target market
- Understanding what the target customers want from mobile devices to develop the right design
- How to use the handset to optimize the MVNO’s branding
- How to adapt handset features to the MVNO’s services to increase usage?
- ESPN Mobile case study:
- working with handset manufacturers to develop a handset portfolio
- developing handsets to increase data usage and maximize ARPU
DP Venkatesh, CEO and Founder, MPORTAL, INC., and
Daniel Torras, Sr. Director of Research, MOBILE ESPN
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| PANEL DISCUSSION
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| 9.45 | How important is the handset strategy in the success of an MVNO?
- How to choose a handset portfolio to market mobile services to a specific market?
- How can the MVNO customize the handset interface?
- Choosing the right features for the right end-users
- How can handset manufacturers and MVNOs work together to develop a targeted offer?
- Should MVNOs subsidise handsets and how to manage the addition customer acquisition cost of subsidies?
Amy Miller, Director, Sales - MVNO strategy, KYOCERA
Olivier Bartholot, Director of Product Managment, OPENWAVE SYSTEMS
Richard R. Makaras, Business Development Manager, BRIGHTSTAR
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| 10.30 | Coffee break |
maximizing REVENUES WITH VALUE ADDED SERVICES
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11.00
mvno | Developing innovative value-added services that make brand sense and can actually drive revenue
- How Value Added Services can add value to an MVNO’s offer
- When everyone has the same old same old – how you can stand out?
- Does technology make services slicker and sexier?
- What can drive downloads? And how do you keep them doing it?
- How can a small MVNO team compete with the big guys?
- Employing the right service development strategy: in-house team vs. outsiders
- Making content providers get what is really needed
Nathan Rosenberg, Chief Marketing Officer, VIRGIN MOBILE CANADA
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11.30
content
provider | Managing the partnership between the content provider and the MVNO
- Determining which content services and VAS to offer for the target segment
- Negotiating content product availability and prices with the content provider
- Is the host carrier involved in the partnership between the content provider and the MVNO?
- What is the role of the content provider in designing services targeted to the MVNO’s segment?
Leo Chan, Director of Strategy & Business Development, HAWAIIAN TELCOM
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| 12.00 | Implementing a cost-efficient data strategy for accelerated service creation and effective subscriber management
- Understanding the challenges of providing a data service portfolio for MVNOs:
- variety of subscriber data sources
- variety of software applications
- Examining how the provision of new services to customers can be improved by an efficient management of subscriber data
- Virgin Mobile case study: a data management solution that helps roll out services faster and more cost-efficiently while enhancing subscriber support.
Leonard Pesheck, LUCENT TECHNOLOGIES, and MVNO representative |
| 12.30 | Lunch |
| 2.15 |
Using the MVNO model as a value-added service to leverage a brand’s offering and maximize customer loyalty
- Determining whether offering mobile services to its customers will benefit the brand
- Which services should the MVNO offer to add value for the customer: voice, data, branded content, special offers on the brand’s other products
- Using mobile services to develop customer management strategies and loyalty programmes
- How to market the new services to the brand’s customers?
- What type of revenues can the brand expect from an MVNO product: can it be a significant part of a company’s earnings?
Craig McNeil, Senior Manager, ACCENTURE
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| PANEL DISCUSSION
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| 2.45 | How to develop content and data services to maximize the MVNO’s differentiation?
- What are the key criteria to develop innovative data services: technology, content, marketing
- Ensuring the right data services are targeted at the right segment
- Is customization a key differentiator for MVNOs?
- Developing innovative pricing offers to maximise data usage
Ranjan Mishra, Senior Partner, MERCER MANAGEMENT CONSULTING
Stephan Ouaknine, CEO, BLUESLICE NETWORKS
Jayanthi Rangarajan, CEO, NOVARRA
Todd Barber, VP of Sales, COMVERSE
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| 3.30 | Coffee break |
DISTRIBUTION STRATEGIES
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4.00
retailer | Developing a retail distribution model to reach your target market
- Understanding the lifestyle and purchasing habits of your target customers to determine which distribution channel is most suitable
- Making the most of the partnership with the retailer to develop customized packages
- What are the retailer’s criteria to partner with new brands/products?
- Understanding the economics of retail floor space and how new entrants can use them
- What are the criteria to ensure your product is sold efficiently by the retailer’s sales force?
Alex Paskoff, Vice President, Marketing and Business Development, BRIGHTPOINT |
| 4.30 | Can the internet-based distribution model work in the American market?
- How does the internet-based MVNO model work?
- Best practices in internet-based MVNO distribution: examples from Europe
- Does this distribution model only apply to low-cost, voice-centered MVNOs?
- Can the model work for American demographics and which segments should it target?
Mads Peter Møller, Partnerships and Alliances, XPONCARD |
| 5.00 | End of day 2 |
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