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Optimising OPEX & CAPEX World Forum 2008
25-26 June 2008, Kingsway Hall Hotel, London, UK
Main Agenda
Day One
Registration and Coffee
Welcome Address and Speed Networking Session
- Adam Shaw, Conference Researcher, Telecoms OPEX & CAPEX World Forum 2008 Informa Telecoms & Media
Chairman’s Introduction
- Dan Kirk, Partner, Spectrum Value Partners, UK
Opening Plenary Session
DIFFERING APPROACHES TO DRIVING DOWN OPEX AND CAPEX FROM AROUND THE GLOBE
Reducing OPEX & CAPEX in an Already Mature Market
- Dealing with market saturation
- Are Hosted Services the way forward?
- How beneficial are operator partnerships?
- Where to go next: Will the market stagnate?
- Alexandre Westphalen, Vice President, Finance, EMEA & Latin America, BT, France
A Catalyst for Change, not just Cost Reduction
- Developing the vendor-operator role
- What matters most
- Major challenges
- Time to market
- Kenneth Kernen, Vice President, SME Business Control, Integrated Enterprise Solutions, TeliaSonera, Sweden
What Operators Require When Outsourcing in Emerging Markets
- Being first to market
- Rapidly increasing market share as soon as possible
- Confronting the limited support infrastructure in the host country
- Effectively making low cost operator models work
- Training staff to the required operator level
- Obtaining coverage in rural and underdeveloped areas
- Amyn Merchant, Chief Financial Officer, Warid Telecom, Bangladesh
Overcoming Key Stumbling Blocks in the Creation of a Healthy Managed Services Relationship
- The importance of surveying the customer prior to the outsourcing agreement
- Adequate governance: Managing the staff crossover
- Knowing what the operator can and cannot become involved with once contracts are signed
- Ensuring the vendor has an ample level of resources to fulfil customer demand
- Andreas Herzog, Vice President, Network Operation Solutions - Integration and Services Division, Alcatel-Lucent, Austria
Refreshments and Exhibition Visit
CREATING MUTUALLY BENEFICIAL SUCCESSFUL RELATIONSHIPS
Choosing the Right Outsourcing Partner to Ensure a Profi table Outcome
- Determining which approach is best, big bang or step by step
- How does an operator make the decision that’s best for their company?
- One partner or several? Benefits and disadvantages of both
- Assessing financial stability
- Thoroughly researching the vendor track record: What are you looking for?
- Other issues to consider
- Shyam Mardikar, Vice President, Network Services, Bharti, India
Utilising Operator Partnerships to Promote Value
- Changing business models: Why operators are now open to partnerships
- Benefits the partnerships can bring
- Confronting the same problems together
- The next step: Moving beyond network sharing
- Nigel Dye, Director, Business Development, BT Global Services, Germany
Panel Discussion
What Else Can I do Apart from Outsource? Differing Approaches to Driving Down
OPEX & CAPEX
- Why outsourcing is not the only way to reduce costs
- Analysing alternative methods
- Ease of use
- How popular are they amongst operators?
- Hallgeir Juliebø, CEO, ICT-Auction AS, Norway
- Magnus Lien, Partner, Procure IT Right, Sweden
- Magnus Forsbrand, CEO, Forsbrand Telecom, Sweden
Networking Lunch
How to Reduce OPEX & CAPEX in a Rapidly Developing Market
- Increasing revenue whilst maintaining innovation
- Overview of the current Brazilian market
- How the four main operators are cutting costs
- Contextualising the market within Latin America, how does Brazil compare?
- Eduardo Tude, President, Teleco, Brazil
How the Vendor Copes with Operator Pressure on OPEX and CAPEX Reduction
- Understanding the operator’s fi nancial pressure
- How to cope with the pressure as vendor
- Establishing win-win relationship between the vendor and operator
- Jeffrey Bei, Senior Analyst, Carrier Solutions, Huawei Technologies, Western Europe
Panel Discussion Ensuring Your Company Gets the Most Benefit from the Outsourcing Process
- Understanding current market trends
- How do these trends affect my business?
- What works best for me? Operator partnerships or vendor/operator partnerships
- How do I take care of the risks?
- Dan Kirk, Partner, Spectrum Value Partners, UK
- Andrew Scott, Consultant, PA Consulting, UK
- John Strand, CEO, StrandConsult, Denmark
Refreshments and Exhibition Visit
NEW APPROACHES TO THE OPERATOR-VENDOR RELATIONSHIP
Brand New Approaches to the Vendor-Operator Relationship
- Creating a mutually benefi cial, respectful relationship
- Understanding the market
- Improving the response to market trends
- Increasing fi nancial performance
- Excelling in operational performance
- Stephen Rose, Vice President, LCC Europe, UK
Speed Dating to Choose the Right Outsourcing Partner
- How can I accelerate the outsourcing process whilst maintaining quality?
- How do I choose a sustainable relationship?
- What can i do about preventing an acrimonious divorce?
- What sort of pre-nuptial should I have in place, just in case?
- Andrew Scott, Managing Consultant, PA Consulting, UK
EXPLAINING LEGAL REQUIREMENTS
Renewing or Retendering the Contract, What to do on Expiration
- Advantages of renewing the contract rather than seeking out alternatives
- Effective exit management plans
- How to retender successfully
- Watertight clauses that secure a seamless transition
- Michael Chissick, Partner, Field Fisher Waterhouse, UK
Closing Remarks from the Chair
WORKSHOP A 11.30-13.10
Handing over the Planning, Building Integration and Operation of a Network to a Single Equipment Vendor Vs Multiple Vendors
Session 1- Implementing the transition Plan in a Multivendor Environment
- Transferring existing end-to-end network operation processes either partially or fully
- Optimisation of organizations according to newly introduced operations and processes
- Evolvement of existing infrastructure and implementation of new network technology
Session 2- Alignment of Cost Structure and Business Growth
- Managed Services business models can drive significant growth in market capitalization
- Achieving cost effi ciency and increased service quality simultaneously through KPI management
- Technology evolution planning to accelerate revenue growth and plan for scalability and ability to add new services
Session 3- Achieving Ongoing Innovation and Implementing Decisions Quickly
- Focusing on mutual business outcomes in a multivendor environment to achieve maximum value
- Utilising a peer-to-peer framework that defi nes processes to allow for clear accountability and quick decision making
- Using a balanced scorecard to measure success and ROI
- Your Workshop Leader
Kevin O’Neill, Vice President, Alcatel-Lucent, Network Operations BD, Europe & North.
Kevin O’Neill has 20 years experience in the Telecoms Services industry, having started his career as a graduate engineer with STC he has since held various management positions in Maintenance, Technical Support, Product
Development, Operations, Sales and Business Development. He spent 10 years with Nortel prior to joining Lucent (now Alcatel-Lucent) in 1999.
WORKSHOP B 14.10-15.50
Next Generation Services & Sourcing
Session 1- How NGN Infrastructures Relate to Telco Business Models
- NGN OPEX + CAPEX implications
- Service platforms
- New business model opportunities
Session 2- Next Generation Sourcing to Maximise ROI
- Mixed service portfolios
- Managed services
- Hybrid services
Session 3 - Next Generation Services
- Growth strategies
- Churn implications
- Self-service
A Case Study on a Managed VoIP Environment
Your Workshop Leader
Nigel Dye, Director, Business Development, BT Global Services, Germany Nigel has been involved in many successful projects in BT in both the Corporate and Telecom sectors. His experience is truly global with a track record of successful projects in China, Asia, Latin America, US and Europe.
WORKSHOP C 16.20-17.50
Why Active Asset Recovery Comes Before and After Outsourcing
- Examining the real value of operators' idle equipment and how to achieve direct Capex savings
- How to deal with equipment pricing (book value vs. market value)
- Re-using equipment internally and corporate wide
- How to link Asset Recovery to Outsourcing
- Explanations on how to comply with the Sarbanes-Oxley Act (SOX) reporting requirements
- The Human side: skills needed, developing local "champions"
- How does long term Asset Recovery processes prove their monetary value?
- Operator case studies
Hallgeir Juliebø, CEO, ICT-Auction AS, Norway
Mr. Hallgeir Juliebø has 20 years of experience from project management, service operations, consulting, product sales, business management and senior management positions within major Norwegian and International IT and Telecom companies, such as Digital Equipment Corporation and Telenor. He has also been engaged as advisor for leading telecom operators and OEM's.
Day Two
Chairman’s Introductions
- Morning Chairman: Stephen Rose, Vice President, LCC Europe, UK
REDUCING OPEX & CAPEX WITHOUT RESTRICTING YOUR COMPANY
Reducing CAPEX Whilst Increasing Growth and Market Share
- Redefi ning purchasing processes
- Controlling commercial costs
- Assessing technology and network costs
- Reducing time to market
- Murat Kirkgöz, Director, Finance, Budget & Control, Avea, Turkey
Minimizing OPEX & CAPEX Whilst Increasing Revenue through Hosted Services in the International Carrier Domain
- What is the business case for service hosting?
- What makes it so attractive?
- Accelerating time to market
- Tackling risk through hosted services
- Reducing the pay back period
- Gilbert Relou, Vice President, Global Mobile Sales, iBasis (a KPN affiliate), Holland
EXTENDED PANEL DISCUSSION
What and What Not to Outsource
- How do you determine what to choose?
- What are low-risk elements to outsource
- Are there elements that should defi nitely not be outsourced?
- Where is outsourcing heading? What is next to be outsourced?
- How do you measure the effectiveness of outsourcing?
- Alexandre Westphalen, Vice President, Finance, EMEA & Latin America, BT, France
- Kenneth Kernen, Vice President, SME Business Control, Integrated Enterprise Solutions, TeliaSonera, Sweden
- Murat Kirkgöz, Director, Finance, Budget & Control, Avea, Turkey
- Amyn Merchant, Chief Financial Officer, Warid Telecom, Bangladesh
- Ronald Goseco, Head, Logistics and Administration, Globe Telecom, Philippines
- Nigel Dye, Director, Business Development, BT Global Services, Germany
- Ibrahim Musa Umar, Senior Manager, Call Centre Operations, MTN, Nigeria
Refreshments and Exhibition Visit
Technical Aspects to Consider When looking for a Partner
- Thoroughly understanding relevant expertise
- Checking the talent pool available
- How to check compatibility with the operator systems
- What options are available to the operator and what should be chosen?
- K. Siva Balendra, Vice President, Technology Planning & Engineering, Essar Teleholdings Limited, India
Reducing the Risk Factor- Effective Risk Sharing Strategies
- Identifying any possible risks
- Determining risk mitigation strategies from the offset
- Assessing your partner’s capability to handle risks
- Offl oading risk whilst maintaining operational control
- Ronald Goseco, Head, Logistics and Administration, Globe Telecom, Philippines
Reducing OPEX & CAPEX Through Active Asset Recovery
- The value of idle and redundant infrastructure equipment
- Re-usage of infrastructure equipment in order to lower CAPEX
- How to ensure compliance with Sarbanes-Oxley Act (SOX) reporting requirements: recycling, reusage or sale of equipment
- Possible OPEX constraints
- Manpower implications
- The link to outsourcing
- How long term Asset Recovery processes prove their monetary value
- How to get started?
- Hallgeir Juliebø, CEO, ICT-Auction AS, Norway
Networking Lunch
Partnerships for the Future: How a Change in Strategy can Generate an Increase in Revenue and Ability
- How to tackle slimmer margins and create better growth opportunities
- Finding your Core Business- Learning how to do what you do best and how to delegate the rest
- From network to services and product management: Current trends in telecom and what we can learn
- Reacting to a change in business models and partnerships: How to implement an Open Innovation model
- Mobilizing the enterprise market
- Magnus Forsbrand, CEO, Forsbrand Telecom, Sweden
Tactics to Ensure Compliance Throughout the Contract Duration
- Securing implementation and continuity of negotiated agreements
- Verifying your agreements are still competitive and in line with best practice
- Creating an effi cient day-to-day business relation with suppliers
- Ensuring a proper communication between the operator and supplier
- Magnus Lien, Partner, Procure IT Right, Sweden
Panel Discussion: Is The Telecoms Market Still a Place that Attracts Investment?
- Is the Telecoms market in uncertain times?
- Can the current situation be viewed as an area of opportunity
- What profiles of OPEX & CAPEX mix are more likely to be backed, and why
- View of private equity houses
- View of buyout investors
- Panel Moderator: John Yeomans, Director, FirstCapital, UK
- Peter Gardner, Founder, Gardner Innovations, UK
- Rod Hall, Vice President, J P Morgan, UK
- Mike Reid, Director, 3i, UK
Break and Exhibition Visit
How to Effectively Prepare for Outsourcing
- Don’t panic!
- Understanding what you want to achieve and how to effectively convey that to the vendor
- What happens if it all goes wrong?
- Creating a contingency plan
- William Barrar, Consulting Director, Ovum, UK
Winning Low Cost MNO Strategies
- The mobile market today - its about being cost efficient
- Lower CAPEX and OPEX - the road to success
- New business models for MNO’s
- The 3 ways to a low cost MNO strategy
- The ideal operator
- Case Study: Three operators with a low cost strategy
- John Strand, CEO, StrandConsult, Denmark
Setting Up Incentives to Deliver the Best Vendor
- How the use of incentives can work in your favour
- The creation of a risk reward mechanism
- What should the mechanism contain?
- Selecting incentives that really appeal
- Paul Graham, Legal Director, The National Outsourcing Association (NOA), UK
Chairman’s Closing Remarks and Close of Conference
WORKSHOP D 11.30-13.00
Low Cost Strategies in the Future Mobile Market
This workshop is designed for those acting in a market where an increasing number of players are implementing a low cost strategy. The focus is to reduce OPEX and CAPEX without compromising the experiences the customers get in the moment of truth. Based in a number of case studies we will see how to become successful as an MNO, infrastructure provider or service supplier in a competitive market. Participants will understand the changing mobile value chain and the ramifications for their current situation, and learn how to deal with the new telecoms paradigm shifts taking place.
- The mobile market today - its about being cost efficient
- How to ensure the customers receive what they are expecting
- Lower OPEX and CAPEX - the road to success
- The 3 ways to a low cost strategy - operator and supplier perspective
- Case Study: Three operators with a low cost strategy
- Case Study: This is how a concrete operator can change their business
Your Workshop Leader
John Strand is one of the best-known consultants in the business. Anyone who has met John knows that he always voices his opinion and this has become his trademark, even when it means being controversial or treading on someone's toes
WORKSHOP E 14.00-15.40
Low Cost Strategies in the Future Mobile Market
Operators are under frequent pressure to be seen to act in a greener, environmentfriendly way. Whilst the industry is striving to improve its green credentials this is often seen as a costly exercise. This workshop will not only advise attendees on how to become greener, but how they can drive down costs at the same time to deal with the new telecoms paradigm shifts taking place.
- Creating a more efficient network
- Reducing the maintenance costs
- Other strategies
- Ways to convey this to the customer
WORKSHOP F 16.10-17.40
What Questions to Ask and What Answers to Expect Prior to Agreeing Outsourcing Terms
Thorough research into the capabilities of vendor companies is vital if an operator is to establish a successful and beneficial working relationship. This workshop will give attendees an overview into what are the most crucial aspects of the vendor company to consider and what the most successful responses are in order to ensure success.
Session 1- What the Operator Should Consider Prior to Approaching Vendor Companies
- How aware is your company of the latest technology and market trends?
- What exactly does your company want to achieve, and how much control are you willing to relinquish
- How do you want your organization to work with the vendor company?
- How much does your company want to spend, and what will be your biggest expenses?
Session 2- Alignment of Cost Structure and Business Growth
- What past history does the vendor company have with similar agreements?
- How do you ensure that the vendor company is the right one for your requirements?
- How much will this cost your company and what returns do you need to see?
- What risk sharing strategies will be in place?
Your Workshop Leader
Magnus Lien, Partner, Procure IT Right, Sweden
Magnus has a long experience from several positions within supply chain management, procurement and sales of advanced systems and solutions.
He has headed numerous successful procurements and board level negotiations on behalf of telecom operators worldwide where substantial capex and opex savings as well as significantly reduced risks have been achieved.
