Transatel MVNO - MVNO Dynamics

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Transatel MVNO - MVNO Dynamics
Customised MVNO solutions
January 2010
Key Contacts
[email protected]
[email protected]
[email protected]
Printing date: 19 January 2010
Confidential – No Reproduction
+33 66 44 222 90
+33 66 44 222 92
+33 66 40 405 55
[email protected]
[email protected]om
www.transatel-solutions.com
www.transatel-solutions.com
www.transatel.com
www.transatel.com
Transatel
„ Transatel is an European MVNE (Mobile Virtual Network Enabler)
z Founded in August 2000, 80+ employees
z Backed with institutional funds such as Natexis and Credit Agricole
z HQ in France with subsidiaries in UK, Belgium, Netherlands and Luxembourg
„ Serving MVNOs & GSM operators
z Established brands and businesses: turnkey solution to become MVNO
z GSM operators: infrastructure & services to easily integrate new MVNO and/or
build specific co-branded offer
z A innovative approach to mobile service differentiation and USP
z Transatel has its own MVNO offers on very specific niches, providing thus the endto–end MVNO experience (no conflict of interest)
„ Team & Infrastructure
z Dedicated team with know-how (business, regulatory, technical dev & op.)
z IT & Telecom platforms
„ Several MVNO launches in several countries
Confidential – No Reproduction
2
Transatel skills & operational capabilities
„
Telecom Business Plan set-up: Consulting
z
z
z
„
Relationship with GSM operators (MNO):
z
z
„
z
z
Order entry / Activation / Back office / Customer Management / Call centre
CDR mediation / Real-time IN control / Billing (post-paid & prepaid)
Fraud detection / Money collection / Bad debt Management
Value added services: Development & Operations (incl. « live » prototyping)
z
z
z
z
z
„
Airtime procurement in selected European countries
Support in negotiation
Mobile Service management: Development and Operations
z
„
Mobile offer definition & positioning, business plan
Interco model / cost structure / pricing
Regulatory issues
SIM cards management, personalisation and procurement
Voicemail, Unified Messaging, IVR, Follow-me
WISP over GPRS
Fixed / mobile convergence – Voice / data convergence – GSM / Wifi (VoIP convergence)
M2M secured connectivity
Pan-European footprint with centralised & mutualised platform
Turnkey solution for MVNOs in Europe
Confidential
– No Reproduction
from Marketing & Regulatory support
to Technical
Implementation & Operations
3
Service portfolio & Operations capabilities
Customer
Acquisition &
Order Entry
Provisioning
(activations,
portability)
IN based
based
IN
(3
(3rdrd party)
party)
CRM
CRM
system
system
Post-perso
Post-perso
process
process
for
for small
small
batches
batches
Value added
services
Customisation
Customisation &&
branding,
branding, call
call
mngt,
mngt, security
security
Switch
Switch &
&
Service
node
Service node
UMS,
UMS, follow-me,
follow-me,
call
call termination,
termination,
SMS-GW
SMS-GW
web
web enabled
enabled
for
for call-centre
call-centre
&& self
self care
care
Prepaid engine
engine
Prepaid
Logistics
Logistics
Post-paid, invoicing,
invoicing,
Post-paid,
balance management
management
balance
MNO,
MNO, service
service
platforms,
platforms,
billing
billing system
system
SIM cards
SIM
SIM applets
applets
Prepaid reload
reload
Prepaid
management
management
web
web enabled
enabled
for
for end-users,
end-users,
distributors
distributors
Prov.
Prov. &
&
workflow
workflow
Payment Collection
Payment
Collection
Revenue Assurance
Assurance
Revenue
OrderOrderentry
entry tool
tool
Customer
Care
& CRM
Billing
WISP
WISP
SIM
SIM profile
profile
definition
definition
for
for large
large
batches
batches
Call
Call centre
centre
(3
(3rdrd party)
party)
SIM
SIM mngt
mngt
&
OTA
& OTA
server
server
APN
APN for
for user
user
authentication
authentication &&
mobile
mobile portal
portal
mngt
mngt ++ WAP
WAP
gtway
gtway ++ MMS
MMS ++
remote
remote handset
handset
configuration
configuration
HLR
HLR // GMSC
GMSC
(roadmap)
(roadmap)
Marketing
Marketing // Business
Business // Regulatory
Regulatory support
support
(offer
(offer definition,
definition, economic
economic modelling,
modelling, business
business processes,
processes, regulatory
regulatory requirements)
requirements)
Confidential – No Reproduction
4
Transatel Service Portfolio
„
Billing & Subscriber Life-Cycle management
z
z
z
„
Real-time convergent billing
Various top-up mechanisms for prepaid
Automated subscriber life-cycle management
Voice services
z
z
z
Multi-lingual voicemail
Access to voicemail over the Internet / transfer of voice message as WAV/MP3 file
Fixed / Mobile convergent voicemail
–
z
„
Customised IVR
Data services
z
z
GPRS & 3G compliant (incl. prepaid)
Private APN with W-ISP architecture (AAA function)
–
„
Targeted to IP-Centrex providers becoming MVNOs to target SME and leverage on their existing
voicemail / centrex service
Support of Push e-mail / VPN access to corporate intranet / etc.
SIM card applets & Handset management
z
z
z
z
Branded menu / Xpress Top-up for prepaid / Roaming call-back / Mobile & PBX integration /
Multi-IMSI / IMEI tracker / etc.
OTA management of SIM applets
OTA of handset configuration (GPRS, WAP, MMS, etc.)
Mobile backup & restore (contact backup on the web)
Confidential – No Reproduction
5
Transatel interconnection with GSM operators
Confidential – No Reproduction
6
Transatel MVNE operating models
„
MVNE ASP model:
z
Direct airtime
procurement contract
between the MVNO
and the MNO
z
Transatel is the
technical service
provider of the MNO
and / or the MVNO.
„
MVNA
(Aggregator)
model:
z
Global interconnection
and wholesale deal
between Transatel and
the MNO
z
Transatel resells a
packaged MVNO
solution, including
airtime procurement
EE
XX
EE
M
M
PP
LL
EE
Confidential – No Reproduction
7
Some references
Confidential – No Reproduction
8
Transatel international reach
Roam Triple Wireless
Confidential – No Reproduction
9
Summary of Transatel Competitive Advantages
„
MVNE and MVNO
z
z
„
Strategy to develop a robust, and scalable pan-European MVNE platform
interconnected to multiple MNOs, serving multiple MVNOs in order to deliver:
z
z
z
„
Service differentiation
Time to market
Economies of scale
MVNE/MVNO = Transatel core business / Dedicated Team / Telecom culture
z
z
z
„
A to Z experience: Bus. plan Æ negotiation Æ set-up Æ operations Æ long term sustainability
“Better be an MVNO to know how to be a good MVNE”
Anticipation of technology evolutions
Regular scaling of Transatel MVNE infrastructure & increase in QoS
R&D program to bring new services such as GSM / WIFI (SIP) convergent services, Mobile
office solution…
Partnership with strong players that are committed behind Transatel
z
z
z
z
Amdocs on IN prepaid and convergent billing
Alcatel on FMC based on PBX
Gemalto, Orga on SIM cards
…
Confidential – No Reproduction
10
Appendix 1
Implementation challenges for MVNO
Printing date: 19 January 2010
Confidential – No Reproduction
[email protected]
[email protected]
www.transatel-solutions.com
www.transatel-solutions.com
www.transatel.com
www.transatel.com
MVNO / MVNE / MNO responsibility matrix
„
Control of offer & customer base / Operational excellence / cost optimisation
Network &
Interconnect
Services &
operations
Provisioning &
Billing
Customer Life
Cycle mngmt
Customer
Service
Contractual responsibility of MNO
Host
Host MNO
MNO
zz
zz
zz
zz
GSM
GSM infrastruct.
infrastruct.
Wholesale
Wholesale airtime
airtime
Core
Services
Core Services
–– SIM
SIM
procurement
procurement
–– Provisioning
Provisioning
–– CDR
CDR flow
flow
–– Voicemail
Voicemail
–– Fraud
Fraud
monitoring
monitoring
–– Etc.
Etc.
Legal
Legal intercept
intercept
zz
zz
zz
zz
Distribution
Contractual responsibility of MVNO
MVNE
MVNE function
function
zz
Marketing
Activation,
Activation, billing
billing and
and customer
customer
management
management processes
processes
Level
Level 22 support
support to
to call
call centre
centre //
customer
care
customer care
IN
IN for
for real-time
real-time charging
charging and
and lifelifecycle
cycle control
control
Handset
Handset validation
validation &
& procurement
procurement
Infra
Infra for
for value
value added
added services
services
–– SIM
SIM personalisation
personalisation
–– Mobile
Mobile portal
portal management
management
–– Handset
Handset OTA
OTA configuration
configuration
–– Extended
Voicemail
Extended Voicemail
–– Fixed
Fixed // mobile
mobile convergence
convergence
–– Etc.
Etc.
Call
Call centre
centre
zz
zz
Confidential – No Reproduction
Order
Order entry
entry
Customer
Customer
support
support
MVNO
MVNO
zz
zz
zz
zz
Marketing
Marketing mix
mix definition
definition
Distribution
Distribution
Communication
Communication
Responsibility
Responsibility over
over
customer
customer base
base
–– Acquisition
Acquisition
–– Revenues
Revenues
–– Bad
Bad debt
debt
–– Enquiries
Enquiries &
& disputes
disputes
–– Etc.
Etc.
12
Responsibility for the Enabling layer
Pros
Cons
MNO in full control
(coherent with a “retail minus” approach)
High impact on IT (unless very standard offer)
Generates complexity when multiplying MVNOs
Less innovation for MVNO offer / more
cannibalisation risk for MNO
MVNO
MVNO gets most freedom
(e.g. Tele2 full MVNO model)
Complex and outside core competence
Business case may not fly due to higher investment
MVNE
Shared investment / Integration done once
Reduce complexity & upfront risk for MNO & MVNO
Time to market / Focused innovation
MNO / MVNO strategy depends on external partner
(joint venture being a possible solution)
Requirement for
differentiation
MNO
HIGH
¨ The Enabling layer can be a Key Success Factor
to maximise value both for MVNO & MNO
MVNE
Let the MVNO differentiate in order to increase
attractiveness of his offer and minimise cannibalisation
on MNO customer base
z Provide a turnkey solution to minimise costs and
effort to integrate and retain new MVNOs
z
MVNO
LOW
MNO
NO
YES
MVNO already operates a
Telecom activity ?
Confidential – No Reproduction
13
Appendix 2
Some references & Case Studies
Printing date: 19 January 2010
Confidential – No Reproduction
[email protected]
[email protected]
www.transatel-solutions.com
www.transatel-solutions.com
www.transatel.com
www.transatel.com
Some references (1/3) – Prepaid solution for ethnic
communities
Confidential – No Reproduction
15
Some references (2/3) – Postpaid solution for SMEs & B2B
Service Providers
Confidential – No Reproduction
16
Some references (3/3) – Other niche offers
Confidential – No Reproduction
17
EasyBorder - Case Study : Transatel offer for frequent travellers &
cross- border population (FR, BE, NL, LU)
www.transatel.com
www.transatel.com
„ Dedicated offer for high roamers
z 30% to 100% price reduction on roaming
z Better continuity & dedicated services
„ Commercialised in FR, BE, NL, LUX
„ Niche marketing
z Direct marketing
z Flyers & billboards in int’l train stations
z Advertising in targeted newspapers & websites
z Active referral program
z Partnership with frequent traveller programs
„ Sales: telesales & web
Confidential – No Reproduction
18
Transatel solution for SMEs - Case Study
„
Marketed by B2B Telecom Service
Providers
z
z
z
„
Transatel SME solution in FR and BE
z
z
z
z
„
Offer internet and fixed telephony
Target SMEs (up to 500 employees)
Interested in becoming MVNO to offer
convergent services
25+ signed MVNOs
Low setup and operating costs
Time to market < 2 months
Dedicated team and IT systems
Transatel services
z
z
z
z
Provisioning and Billing
SIM card customisation
2nd level support to MVNOs
Valued Added Services (Push Mail,
Unified Messaging, FMC …)
Confidential – No Reproduction
19
Appendix 3
Transatel Infrastructure
Printing date: 19 January 2010
Confidential – No Reproduction
[email protected]
[email protected]
www.transatel-solutions.com
www.transatel-solutions.com
www.transatel.com
www.transatel.com
Transatel platform
Base
Base (BE)
(BE)
Bouygtel
Bouygtel
(FR)
(FR)
Mobistar
Mobistar (BE)
(BE)
Orange
Orange (FR)
(FR)
Orange
Orange (UK)
(UK)
Orange
Orange (CH)
(CH)
Connectivity
Connectivity with
with
GSM
GSM operators
operators
•• IMSI
IMSI
procurement
procurement
•• NSS
NSS connection
connection
•• SMS
SMS connection
connection
•• APN
APN for
for GPRS
GPRS
•• Activation
Activation
•• Billing
Billing // CDR
CDR
flow
flow
•• Fraud
Fraud alert
alert
Tango
Tango (LU)
(LU)
Telfort
Telfort (NL)
(NL)
GSM
operators
Transatel Core
competencies
Service
Service
Platform
Platform
•• SIM
SIM cards
cards
•• Service
Service Node
Node
•• MMS-C
MMS-C
•• OTA
OTA platform
platform
•• AAA
AAA // Radius
Radius
•• Handsets
Handsets
Transatel
Transatel as
as
an
an MVNO
MVNO
Unified
Unified Messaging
Messaging
&
& F/M
F/M Convergence
Convergence
Fixed
Fixed and/or
and/or
Mobile
Mobile Telcos
Telcos
and/or
and/or ISP
ISP
Mobile
Mobile Office*
Office* &
&
Intranet
Intranet connectivity
connectivity
M2M
M2M toolbox
toolbox
Distributors
Distributors //
Consumer
Consumer
brands
brands
Wifi–GSM
Wifi–GSM
Convergent
Convergent services
services
M2M
M2M // Car
Car
manufacturer
manufacturer
M-Commerce*
M-Commerce*
Call
Call Centre*
Centre*
Financial
Financial
institutions
institutions //
Corporate
Corporate
brands
brands
Logistics*
Logistics*
B-to-E,
B-to-E, …
…
In-house applications
or 3rd parties*
MVNO
Customers
Billing
Billing &
& CRM
CRM
platform
platform
Fun
Fun &
& Downloads*
Downloads*
•• CDR
CDR mediation
mediation
•• Postpaid
Postpaid billing
billing
•• Prepaid
Prepaid (IN)
(IN)
•• CRM
CRM
Transatel proprietary infrastructure
& processes
Frequent
Frequent Traveller
Traveller
Enhanced
Enhanced Roaming
Roaming
Confidential – No Reproduction
21
IT systems to support CRM & billing
(sales &
mkt)
API
(O/E & C/S)
WWW
Customers
Distributors
MVNO back-office
IVR
SMS
PDF email
WWW
print-shop
Billing
Transatel
MVNE scope
Accounting reports
Account
Account
Status
Status
&&
Network
Network
features
features
Trouble
Trouble
ticketing
ticketing
MNO
interface
Web
Front
End
Other P/F &
systems
Subscribers
Resources
Subscribers Resources
&&
(SIM
(SIM &&
Catalogue
MSISDN)
MSISDN)
Catalogue
Provisioning
Order-entry /
Customer service
Customer Management
CRM
IN P/F
Service P/F
3rd parties, etc.
IT interface
GSM
network
Prepaid
top-up
mngmt
IN callcontrol
INAP / CAMEL
Real-time
rating
Post-paid
mngmt &
invoicing
Bank
interface
CDR
mediation
CDR files from 3rd parties
Reporting &
data w/h
Confidential – No Reproduction
22
Transatel Service infrastructure
Confidential – No Reproduction
23
Transatel Service Portfolio
„
Billing & Subscriber Life-Cycle management
z
z
z
„
Real-time convergent billing
Various top-up mechanisms for prepaid
Automated subscriber life-cycle management
Voice services
z
z
z
Multi-lingual voicemail
Access to voicemail over the Internet / transfer of voice message as WAV/MP3 file
Fixed / Mobile convergent voicemail
–
z
„
Customised IVR
Data services
z
z
GPRS & 3G compliant (incl. prepaid)
Private APN with W-ISP architecture (AAA function)
–
„
Targeted to IP-Centrex providers becoming MVNOs to target SME and leverage on their existing
voicemail / centrex service
Support of Push e-mail / VPN access to corporate intranet / etc.
SIM card applets & Handset management
z
z
z
z
Branded menu / Xpress Top-up for prepaid / Roaming call-back / Mobile & PBX integration /
Multi-IMSI / IMEI tracker / etc.
OTA management of SIM applets
OTA of handset configuration (GPRS, WAP, MMS, etc.)
Mobile backup & restore (contact backup on the web)
Confidential – No Reproduction
24
Technical partners & suppliers
Core
Coreinfra
infra&&services
services
Logistics
Logistics&&Call
CallCentre
Centre
Connectivity
Connectivity&&Hosting
Hosting
„ Telehouse 2 Paris (TH2)
z 20m² private room / 12 Racks
z Main production site
–
–
–
–
SIM
SIMcards
cards
Integrators
Integrators
Telecom platform (VMS, ACD, IVR …)
Prepaid IN platform
All IT platforms
Web services (HTTP, Mail, DNS, FTP/sFTP, NTP)
Payment
Paymentsolutions
solutions
Confidential – No Reproduction
25
www.transatel.com
www.transatel-solutions.com
[email protected]
Confidential – No Reproduction
26

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