This document provides definitions and information about different types of mobile network operators: - Mobile Network Operator (MNO) owns its own network infrastructure and spectrum - Mobile Virtual Network Operator (MVNO) does not own spectrum but contracts with an MNO for bulk access to the MNO's network at wholesale rates. The MVNO then sets its own retail prices and services. - Mobile Virtual Network Aggregator (MVNA) purchases airtime wholesale from an MNO and then resells it to multiple MVNOs. - Mobile Virtual Network Enabler (MVNE) provides infrastructure and services to MNOs and MVNOs to enable MVNOs to offer services over an MNO's network.

1. CORPORATE
INFORMATION
MVNO
SERVICE 2017
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www.Yozzo.com

2. MOBILE NETWORK OPERATOR or HNO - HOST NETWORK OPERATOR
Is a Mobile Network Operator which owns its own network infrastructure and allocated spectrum.
A MNO is also referred to as a HNO – Host Network Operator, when it is hosting MVNOs on its network.
MOBILE VIRTUAL NETWORK OPERATOR
Is an organization, which offers mobile services similar to a MNO, however the MVNO does not have its own spectrum. Instead it enters into an
agreement with either a MNO or MVNA to buy bulk access to the MNOs network at wholesale rates, and then sets its retail prices and service
independently. The MVNO may use its own operational components, OSS/BSS - or employ the services of a MVNE.
MOBILE VIRTUAL NETWORK AGGREGATOR
Is an entity, which purchases mobile airtime in bulk from the partner MNO, and then wholesales this airtime and service to multiple MVNOs, who
each in turn resells the mobile service to its customers.
MOBILE VIRTUAL NETWORK ENABLER
It is an entity, which provides infrastructure and services to both MNOs and MVNOs, which enables MVNOs to offer their services via the MNOs
network, while leaving the back-end enablement to the MVNE. The MVNE provides services, such as billing, business workflow, product setup,
service delivery, customer care, fraud management, web services, reporting, sale platforms, etc.
MVNE
MVNO
MVNA
MVNE
MNO
DEFINITIONS USED THROUGHOUT THIS DOCUMENT

3. CORPORATE INFORMATION
WHAT WE DO
We assist private and public sector clients in their decision making through market
insights, experience and technical skills. Our clients includes: MVNOs, Telecom
operators, Governments, Regulators, Investment firms, Device manufacturers, Service
providers, Media & Broadcasting companies.
HOW WE DO IT
We approach consultancy engagements from a commercial perspective, with the aim
of adding significant value to your business by identifying and pursuing: growth
opportunities, create products, services, and businesses that improve the efficiency,
productivity, and profitability of your business.
WHAT WE DON’T DO
We don’t promise what we cannot deliver. Our focus is within our core competencies.
YOZZO COMPANY LIMITED
Yozzo is an experienced consulting firm based in
Bangkok, Thailand. We provide consultancy service
for MVNO's, Telecom Operators, Broadcasters,
Governments, and Investment firms.
Founded: 2005
Office: Bangkok, Thailand
Company Type: Company Limited
Managing Director: Allan Rasmussen
Geographic Scope: Worldwide

4. OUR FOCUS IS HELPING MVNOS WORK SMOOTHLY AND PROFITABLE WITH MNOS AND VICE VERSA
MNO MVNO EXPERIENCE SUCCESS
In our experience, companies who wish to extend their brand, service or
customer base into offering mobile services as an MVNO, are often blocked
by the challenges on how to set up and successfully operate an MVNO.
On the other hand, mobile network operators, understand that they can
gain profitable growth by adding valuable traffic to their network through
MVNOs, but are challenged with how to implement this practically.
WE BRIDGE THE GAP AND
CREATE A TRUE WIN-WIN
THE KEY TO YOUR MVNO SUCCESS

5. A. ENTRY STRATEGY
 ANALYSIS OF THE MARKET
• Regulatory environment,
• Legal compliance
• Market trend,
• Competitors,
• Segments
 CREATING THE MVNO ENTRY STRATEGY
• Segments to be served,
• Value proposition,
• Stakeholders (MNO, partners),
• Commercial offer (service, pricing)
 DEFINING THE MVNO OPERATIONAL
MODEL TO BE IMPLEMENTED,
ACCORDING TO THE ENTRY STRATEGY
 ASSESSING THE ASSOCIATED RISKS AND
KEY SUCCESS FACTORS FOR THE PROJECT
B. MVNO BUSINESS CASE
 DEVELOPMENT OF THE BUSINESS CASE
• Revenue model,
• Traffic cost,
• Subscriber acquisition cost (SAC),
• Operating expense (OPEX)
 CAPITAL EXPENDITURE (CAPEX)
• IT Systems/Platform,
• Network,
• Distribution channels
 FINANCIALS
• Sensitivity scenarios with the main variables
 FINANCIAL ASSESSMENT OF KEY
PERFORMANCE INDICATORS
• (NPV, IRR, Peak funding, Risk Analysis)
GO / NO GO DECISION >>
C. MNO NEGOTIATIONS
 INFORMATION PACK TO BE DELIVERED
TO THE MNOS
• Full value proposition to the market,
• Full value proposition to the MNO
 CREATING THE NEGOTIATION SUPPORT
TOOLS BASED ON THE INTERNAL
BUSINESS CASE
 COMPARING MNO WHOLESALE
QUOTATIONS (Technical and Economic)
 MoU TO BE SIGNED WITH SELECTED
MNO
 CONTRACT PREPARATION
• Documents (Main contract, annexes),
• Price Review mechanism,
• KPIs and SLAs
REACH MNO AGREEMENT >>
PHASE 1 – ANALYSING THE OPPORTUNITY, DEFINE THE BUSINESS BASE, AND MNO CONTRACT NEGOTIATION

6. D. LAUNCH ROADMAP
 DEFINITION OF THE MAIN ACTION ITEMS
AND THE PROJECT PLAN FOR THE
LAUNCH
 CONFIGURATION OF THE PROJECT
MANAGEMENT OFFICE AND KEY TASKS
FOR THE LAUNCH
 SELECTION OF THE MAIN RESOURCES
NECESSARIES FOR THE LAUNCH
• Partnership strategy,
• Screening of Support Providers,
• Headcount,
• Channel alliances
 TECHNICAL IMPLEMENTATION PLAN
E. IMPLEMENTATION
 DEFINITION OF THE MVNO ENTRY
STRATEGY
• Detailed Market segmentation,
• Product and Services Roadmap,
• Pricing Strategy,
• Value Proposition for every market
segment,
• Channel strategy,
• Alliances
 PROJECT SUPERVISION AND
COORDINATION
 PRE-LAUNCH CAMPAIGN
 LAUNCHING OF THE COMMERCIAL
ACTIVITIES
PHASE 2 – MVNO LAUNCH PREPARATION AND IMPLEMENTATION

7. SERVICE EXAMPLES -1/2 PROJECT SCOPE AND DELIVERABLES
MVNO/MNO NEGOTIATIONS
 Negotiation of MVNO wholesale agreement
 Negotiation of additional terms
 Contract review and advice
PRODUCT & SALES PLANNING
 Product/Service Planning
 Market Segmentation and data
 Market forecasts and modelling
 Marketing Planning and costing
DEVELOPMENT OF BUSINESS PLAN
 Corporate Strategy
 Financial planning and modelling
 Investment analysis
 Operation planning
 Product and Marketing
LICENSE APPLICATION
 Advise and experience in relation to submitting for MVNO license
 Business planning and modelling with a focus on the application
 Preparation of License Application documentation as required by the telecom regulator.
This example project assumes that the objective is a comprehensive launch and operation of a profitable full MVNO, but that the
actual launch, after a successful win of the license and wholesale agreement, as well as the ongoing operation of the MVNO, are
subject to separate consultancy proposals. Hence, a project example scope and deliverables can be outlined, as follows:
EXAMPLE

8. SERVICE EXAMPLES - 2/2 PHASES
PHASE 1
• Initial advice to determine opportunities and strategies
• Commence business planning
• Support on MNO negotiations
• Initial marketing plan analysis
PHASE 2
• Finalization of MNO negotiations (at least sufficient to support the license application and other financial planning)
• Identify and arrange for a suitable technical platform provider with high level international experience from similar projects
• Identify missing or desired extended features
• Commence the development of a high level marketing plan
PHASE 3
• Technical planning
• Finalization of high level marketing plans and costing
• Finalization of agreement with technical platform provider
• Finalization of operations plans and costing
• Finalization of financial plans and models – license and operational
• Develop deployment plan
• Finalization of all other business planning
• License application inputs
PHASE 4
• Advise and experience in relation to finalization of all Application documentation for submission to the telecom regulator
• Detailed preparation of License Application to the telecom regulator
Following the Project Scope and Deliverables outlined in the previous section, a sequence of natural phases can be
identified and below is illustrated for each phase the activities where Yozzo will pay special attention in its advice and
support. This provides transparency into the project and relates the budget into parts for internal budget management.
EXAMPLE

9. SERVICE EXAMPLES - WORKSHOP
THE MVNO MARKET AND TRENDS
 What trends are driving the development of the MVNO market?
 What are the major growth segments in MVNO?
MVNO BUSINESS AND OPERATIONAL MODELS
 What are the different types of business and operational models, and how do they differ?
 How are these models evolving, and which is the most appropriate?
 What network elements does an MVNO need to own or control, and why?
MVNO ECONOMICS AND COMMERCIAL NEGOTIATIONS
 How can the MVNO operation be kept lean?
 What is involved in structuring tariffs and bundles?
 What makes a winning MVNO / MNO partnership?
CONTRACTUAL AND REGULATORY CONSIDERATIONS
 What licenses are needed to operate an MVNO?
 What should the contractual provisions of the MVNO agreement be?
 What are the key regulatory issues?
MANAGING ARPU GROWTH AND RETENTION
 How many and what kinds of partner should an MVNO have?
 What makes a winning proposition, and how segmented should it be?
EXAMPLE

10. ALLAN RASMUSSEN
MANAGING DIRECTOR
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MVNO
SERVICE