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Next Generation Mobile Partnerships '07
Joint Venture . MVNOS . Convergence
Optimising Customer Ownership and Long Term Profitability through Innovative Mobile partnerships
25-27 September 2007, Courtyard Boston Tremont Hotel, Boston, USA
Main Agenda
DAY ONE - Tuesday 25 September
Assessing Strategies for Mobilising Diverse Offerings
Registration and Refreshments
8:30
Welcome Address and Speed Networking
9:00
Opening Remarks by the Chair
9:20
Examining New Business and Partnership Models for Recent Players Entering the Wireless Market
9:30
Market Analysis
- Examining the different business models of new players entering the mobile space:
- Content providers - Device manufacturers
- Web portals - Quad play operators - Examining the different partnership options being exploited to access the mobile space:
- Co-branding - Licensing - Partnerships - Off-portal - Assessing the best partnership model for leveraging your particular offering and brand
- Discovering how carriers perceive diverse partnership options and determining how to build a win-win partnership agreement
- Comparing trends in MVNO business models to alternative partnership models
- Ranjan Mishra, Oliver Wyman
Licensing Business Models: Assessing the Different Strategies for Content Providers to get their Content Mobile
10:00
Content
- Evaluating the benefits of licensing compared to other mobile partnerships
- Assessing whether applications and content are ready for mobile form and how to work with mobile service providers to ensure your adapted product meets user needs
- How can a content provider structure a marketing agreement with their partner to promote new mobile offerings effectively and cost-efficiently?
- Surveying the current environment for licensing strategies and evaluating multiple approaches to licensing content to mobile
- How has the bursting of the MVNO bubble affected the negotiating position of companies looking to sign licensing agreements?
- Martez Moore, SVP Strategy and Business Development, BET Entertainment Networks
Making the MVNO Opportunity Universally Accessible: Assessing the Potential for Do-it-Yourself MVNOs
10:30
- Maximizing the market opportunity through micro-segmentation and a horizontal approach to partnerships
- Putting consumers in control with "do it yourself" wireless: case-study from a small community group
- Optimizing marketing spend by leveraging brand loyalty and going direct: Case study from an affinity-based community
- Making services seamless to the subscriber - strategies for successfully managing end-to-end partnerships
- Assessing the elements required for turning the wireless network into a development platform for third parties
- Juha Christensen, CEO, Sonopia
Coffee Break and Exhibition Visit
11:00
Evaluating Off-Deck as a Vehicle for Expanding your Offering in the Mobile Space
11:30
MVNO
- What are the advantages and disadvantages of using off-deck as your portal to mobile customers?
- Examining current attitudes on walled-garden v. open market approaches to content access
- Do MNO and MVNO attitudes towards off-deck differ? - Examining the key requirements for migrating to off-deck content offerings
- One year on: evaluating Amp'd's off-deck activity and assessing its impact on market acceptance of off-deck strategies
- Sundar Balasubramanian, Manager of Off-Deck Service and Integration, Amp'd Mobile
Panel Discussion. Enabling New Partnerships: How Can MVNEs Evolve from Offering End-to End Service to Supporting Tailor-Made Modularised Solutions?
12:00
- Tracking how the mobile partnership value chain is transforming
- Determining customer ownership in partnerships: Are mobile operators still on top?
- Identifying which trouble-spots will impact which new partnerships:
- Portals - Convergence - Devices - Content - What new technologies and applications are altering business models?
- Evaluating strategies for providing customer support in partnerships to ensure the quality of customer experience of mobile offerings is high
- John Green, Wireless Industry Partner, BusinessEdge Solutions
- Anand Acharya, Principal, Oliver Wyman
Networking Lunch
12:30
Monetizing Next Generation Partnerships
Examining the Case for Mobile Marketing to Ad-Sensitive Niche Markets: A Media Company Perspective of Adopting a Highly Personalised Advertisement Strategy that Subscribers Welcome
1:45
Content
- Examining how to generate revenue by adapting ads to suit your niche users' lifestyles
- How you can learn about each individual's lifestyle without creating hassle for customers?
- Assessing the maturity of business models for effectively integrating personalised advertising
- Evaluating the potential of location-based services in targeted advertising
- Solomon Masch, Director, Marketing and Advertising, MTV Mobile Media/ Digital Advertising
Exploring Partnerships to Effectively Monetise the Mobile Web: How Can Mobile Service Providers and Internet Companies Work Together to Maximize Revenue?
2:15
Internet Giant
- Reviewing Google's approach:
- Determining optimal user experience to maximise usage
- Examining partnership actions to drive user demand - Structuring revenue sharing agreements to capitalize on ad-generated revenue
- Exploring location and demographic segment targeted ads
- Determining what steps carriers and major internet companies can take to drive increased uptake and increased revenue from data services
- Leveraging Google's brand
Dilip Venkatachari, Product Management Director, Google Towards Converged Solutions
Refreshments
2:45
Evaluating the Partnerships that will Enable Triple Play and Quad Play Offerings
3:15
MVNO
- Evaluating what carriers look for when partnering with companies to enable triple play and quad play
- What role does the MVNO business model play in the future of convergence in North America?
- Assessing the impact of bundled services on customer acquisition and retention
- Determining how VoIP can enhance the offering and evaluating customer experience and QoS challenges
- Assessing strategies to overcome the complex customer support requirements when bundled services are offered through partnership models
- Jay Wright, Chairman and CEO, MobilePro
Assessing Voice Over Wifi and WiMax Technology: Will this become the Key Differentiator in a Converged Offering?
3:45
MVNO
- Identifying and overcoming the obstacles of triple play providers offering content to users on wifi
- Assessing whether wireless VoIP is the next platform for MVNOs
- Examining the options available to MVNOs to access convergence technology
- cable - ISP - carrier - Outlining the challenges of achieving a coherent bundled offer for the consumer across different organizations
- Leo Chan, Director of Next-Generation Services, Powernet Global Communications
How do Cable Companies view the Wireless Business Model? A Business Focused Discussion
4:15
Cable Operator
- What makes customers adopt their cable/ internet provider's wireless service?
- Examining strategies for selling wireless offerings and the importance of brand
- How does bundled billing impact customer relationship?
- What is the role of content and data products in bundled offers?
- Integrating new services into existing infrastructure
- How will Cable/Wireless strategies evolve?
- John Green, Wireless Industry Partner, BusinessEdge Solutions
- Mike Roudi, VP Wireless, Time Warner
Delivering Converged Solutions: Determining Strategies for Overcoming CRM Challenges to Offering Enticing Bundled Services
4:45
- What makes customers choose the cable operator's wireless service and why do they remain with it?
- Examining strategies for selling wireless offerings and the importance of brand
- How does bundled billing impact customer relationships?
- What is the role of content and data products in bundled offers?
- Assessing the challenges of integrating new services into existing infrastructure
- How will Cable/Wireless strategies evolve?
- Camilla Dahlen, President, Highdeal
Closing Remarks by Chair
5:15
End of Conference Day One and Drinks Reception
5:20
DAY TWO - Wednesday 26 September
Evolving Together: Building Stronger Carrier and MVNO Relationships
Registration and Refreshments
8:45
Chair's Opening Remarks
9:15
- John Caddell, Caddell Insight Group
Fine-Tuning Carrier- MVNO Relationships: Evaluating the Mobile Environment from a Carrier's Perspective
9:30
Carrier
- Discovering what carriers see as benefits to MVNO wholesale partnerships
- Determining how MVNOs and carriers can establish complementary marketing and distribution strategies
- Assessing the importance of cannibalisation and ways to avoid it: Where is cannibalisation the greatest threat?
- Looking at post-paid/pre-paid MVNOs and their impact on carrier retail
- Understanding how carriers are impacted by MVNO business propositions and how they perceive the risks of hosting an MVNO
- Mark Thompson, Associate Director- Wholesale Business Solutions, Verizon Wireless
Renegotiating a Win-Win Contract: How to Overcome Carrier Concerns about MVNOs as Partnerships Mature
10:00
MVNO
- Assessing how inter-carrier competition affects wholesale contract negotiation
- Reassessing the perception of brand power by carriers
- How can MVNOs communicate core concerns to encourage terms that allow for parallel growth
- Identifying how market changes since negotiation will impact specific terms of the contract
- Marketing provisions
- Content and VAS
- Pricing structures - Evaluating opportunities for improving your negotiation position
- What will the implications of the deal you make today have for the future growth of your MVNO?
- Alex Brisbourne, COO, Kore Wireless, Canada
Coffee Break and Exhibition Visit
10:30
Why Do European Operators Embrace Good MVNO Propositions: MVNOs as a Competitive Advantage in Operators' Customer Acquisition and Retention
11:00
Carrier
- Examining European operators' integration of MVNOs into their business models
- What is the role of regulation in creating operator interest in MVNOs?
- How does the number of operators in a market change MVNO dynamics?
- What impact does MVNO innovation in Europe have on operator acceptance?
- Evaluating how MVNOs can capture customers for the operator and reduce over all churn levels
- Examining how MVNOs can help operators generate revenue even in markets with 100% penetration
- Nils Ulrik Grove, Business Director, TDC Mobil, Denmark
Assessing the Success of MVNO Partnerships in Europe: What Relationships and Strategies have led to MVNO Growth?
11:30
MVNO
- Overview of the MVNO environment as perceived by a European MVNO
- Assessing how MVNOs effectively add value to the host MNO and what MNOs are the best partners for different MVNO business models
- Evaluating differentiation strategies in a competitive market: focus on lowcost and niche market business models
- What distribution strategies have enabled success among European populations?
- Milind Kangle, CEO, Lycamobile, UK
Networking Lunch
12:00
Evaluating the No-Frills Post-Paid Wireless Opportunity: How to Create a Profitable Low Budget Post-Paid Offer to target Non-Users and graduate Prepaid Subscribers?
1:15
- Is the low-budget post-paid opportunity being exploited, and how big is the opportunity?
- How can a no-frills offer targeting low usage subscribers be profitable? What are the risks of launching a post-paid no-frills offer?
- Who is best positioned to launch a no-frills offer, MNOs or MVNOs?
- Comparing the post-paid low cost opportunity with other revenue drivers: What role for content?
- Hamilton Sekino, Partner, Diamond Management & Technology Consultants
MVNO Consolidation: M&A Solutions for a Crowded Market
1:45
- Evaluating phases in the evolution of the MVNO market and assessing the MVNO lifecycle
- Examining tools and strategies for consolidation for diverse MVNO business models, including how to leverage:
- brand strength
- core competencies
- pricing structure and billing procedures - Analyzing multiple consolidation scenarios, including carrier/MVNO, MVNO/MVNE and MVNO/MVNO consolidation models
- Determining how to best demonstrate the value of your business to ensure an optimal acquisition offer
- Assessing the technical and legal processes involved in consolidation
- Alex Besen, Founder and Managing Consultant, The Besen Group
Panel Discussion. Evolving Together: How Can Carriers and MVNOs Continue to Cooperate and Capitalise on New Opportunities As Target Markets and Business Models Evolve
2:15
- Are there ways for MVNOs to keep subscribers when they move out of the target demographic without triggering losses in host carrier subscriptions?
- Assessing how to address carrier concerns when migrating from prepaid to post-paid or hybrid models
- Understanding why MVNO VAS are contentious for the host carrier
- Debating how to structure mutually beneficial VAS agreements that allow carrier and MVNO to respond to market demand
- Dennis Henderson, President, Ready Mobile LLC
- Mark Thompson, Associate Director- Wholesale Business Solutions, Verizon Wireless
- Alex Brisbourne, COO, Kore Wireless
- Alex Heien, Managing Partner, MCR Consulting
Social Afternoon in Boston
2:50
DAY THREE - Thursday 27 September
Devices and Distribution: Delivering Your Offering to the Hands of Users
Registration and Refreshments
8:45
Chair's Remarks
9:15
Forging Stronger Access Deals with Handset Vendors: Ensuring an Attractive Handset Offering for Customers
9:00
MVNO
- Evaluating current challenges to MVNO relationships with handset manufacturers
- Exploring strategies for smaller scale MVNOs to overcome size and to access better phones at affordable rates
- Evaluating whether your MVNO brand can bring added value to the maker's device
- Assessing the handset manufacturer's view of customised handset propositions
- Joshua Gordon, COO, Red Pocket Mobile
Evaluating Retailer-MVNO Relations: Assessing Retailer Attitudes and Reviewing Successful Strategies for Building a Strong Retailer Partnership
9:40
MVNO
- To what extent are mobile phone shelves at large retailers saturated?
- Has direct access to retail purchasing managers been over-emphasised in MVNO strategy to retailers?
- How can you best leverage your position when partnering with
- Large retailers?
- Independent retailers?
- Retailers that market to your target demographic? - Identifying key flaws in how MVNOs approach retailers and looking at ways to overcome common challenges
- Determining realistic expectations in revenue sharing and understanding retailer priorities
- Mapping out innovative ways to increase revenue for you and the retailer
- Joe Gensheimer, COO, Movida
Achieving Cost-Effective Retail Distribution
10:10
MVNO
- Evaluating the cost-benefit trade-off for MVNOs looking to diversify from a solely non physical retail strategy into retail distribution
- Examining the role of retail presence in
- Customer acquisition - Customer Retention - Increased ARPU - How can an MVNO find and choose partners who are the best fit for their offering?
- How do niche MVNOs manage the challenge of a geographically heterogeneous target demographic?
- Reviewing how a strong distribution strategy can be leveraged to demonstrate the value of the MVNO model to prepare for potential acquisition
- Dennis Henderson, SVP Distribution, Ready Mobile LLC
Coffee Break and Exhibition Visit
10:40
Harnessing the Potential of Non-Traditional Retail Channels to Target Your Market: Examining the Potential for Marketing Handsets as Accessories
11:10
MVNO
- How do you evaluate what channels are best for your offering?
- Examining the challenges of approaching a retailer with limited electronic expertise
- Looking at specific strategies for integrating your offering into the retailer's operations to capitalise on your market's spending patterns
- What marketing is required to make the target market aware of new distribution channels?
- Utilising discounts to increase consumer spending for the MVNO and the retailer
- Evaluating which demographic segments will buy from non-traditional retail channels
- Andrew Lowenstein, VP Business Development, Firefly Mobile
Panel Discussion. Handset Strategy: A Viable Long-Term Method to Differentiate or an Unhealthy Fixation?
11:40
- Examining different cases where handsets are a differentiation factor and why they have worked:
- Simplicity- Jitterbug
- Family and Collectors- Disney and Firefly
- Premium- Voce, Helio and Amp'd - Examining the effectiveness of handset offers in terms of both customer acquisition and retention
- Assessing handset-based differentiation as compared with other factors of differentiation
- Examining how differentiated handsets enable custom VAS
- Assessing the conditions that make acquiring custom handsets possible
- Andrew Lowenstein, VP Business Development, Firefly
- DP Venkatesh, CEO, mPortal
Differentiation Strategies:VAS, Content and Pricing
Has the North American Market for Mobile Data Services Matured? Recap and Evaluation of Recent Evolutions in Data Services Demand
12:10
MVNO
- What data services and applications are currently being adopted in North America, and what is the level of demand for increasingly sophisticated VAS?
- Examining data service demand within the different demographic groups
- Assessing the data and content capabilities of devices on the market
- Identifying market leaders in VAS in the North American market
- How have pricing structures impacted uptake of data-services?
- Robert Hubbard, Former CTO, Xeromobile
Networking Lunch
12:40
Facilitating VAS Discovery and Adoption: Assessing the Business Case for Offering Promotional and Creative Data Packages to Attract Casual Data Users
2:00
- Assessing how to convert non-users of data services into users by providing adapted content offerings
- Exploring "try before you buy" approaches to data: encouraging data adoption and changing the mobile experience by allowing content previews
- What pricing structures and user platforms will enable casual users to discover content?
- Studying the business case for enabling casual user discovery: How long before you realise significant ROI?
- Assessing push v. pull content discovery approaches: Showing the user their content possibilities v. self-prompted discovery
- What forms of partnerships are necessary for implementing cost-effective discovery strategies?
- DP Venkatesh, Founder and CEO, mPortal
Finding Innovative Services to Differentiate Your Mobile Brand
2:30
MVNO
- Assessing how MVNOs have identified and implemented innovative services: What are the factors of success?
- Examining the importance of VAS in successfully leveraging brands and capabilities: Gauging the assets and weaknesses of existing propositions including
- Targeted and quality additional services
- Informational Services
- International Services
- Pricing Structure
- Sustainable Advantages - How can a MVNO make branding and differentiation part of its strategy without depending on it?
- Evaluating how to leverage new services to secure and boost distribution
- Assessing the business models for differentiation: How can new services help create an attractive business model?
- Alex Heien, Managing Partner, MCR Partners LLC
- Senior Representative: Client
Refreshments and Exhibition Visit
3:00
Creating Attractive Services for Foreign Nationals: Case Study of a Filipino-Targeted MVNO in the Hong Kong and Singaporean Markets
3:20
MVNO
- Examining trends in offering mobile services for emigrant populations world-wide
- Assessing how to develop an attractive offering by determining which services and long distance plans best fit your market
- Evaluating strategies for increasing loyalty internationally and leveraging networks to stimulate customer acquisition
- Alfredo Panlilio, CEO, PLDT Global, Hong Kong
Building Billing Solutions Relationships that Optimize Customer Satisfaction
3:50
- Assessing existing billing structures in the market: what impact does pricing have on the MVNO offer?
- Assessing migration strategies from pre-paid or post-paid
- Examining hybrid models for migrating into post-and pre-paid offerings
- Examining the customer's experience with billing and how it impacts overall satisfaction
- What billing strategies can help reduce churn?
- Senior Representative, bcgi
Closing Remarks
4:20
