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2016


Cover of Worldwide MVNO Directory 2014-2015 published July 2014 with e-mail addresses

February 2016

T.O.C. MVNO Business Plan: December 2015

Overview | Order

Mobile Virtual Network Operator (MVNO) Business Plan

1. EXECUTIVE SUMMARY 4

A. THE BUSINESS 4

B. THE STRATEGY 4

C. THE MARKET 5

D. THE MANAGEMENT 6

E. THE FINANCIALS 6

F. THE COMPANY MISSION 7

G. THE CRITERIA OF MVNO 7

H. EXCEPTIONS 8

2. THE BUSINESS 8

A. REQUIREMENT ANALYSIS 8

B. DESCRIPTION OF SERVICES 9

C. TARGET MARKET 9

D. SERVICES OFFERED – PRIMARY REVENUE DRIVERS 11

E. POTENTIAL FUTURE SERVICES – ALTERNATIVE REVENUE SOURCES 12

F. DISTRIBUTION, PURCHASING AND REFILLS 13

G. STARTER PACKAGE 15

H. HANDSETS AND HARDWARE 15

I. GSM SYSTEM AND THE SIM-CARD 16

J. THE WEB-SITE AND CUSTOMER INTERFACE 17

K. SCOPE FOR ENHANCEMENTS AND FUTURE TECHNOLOGY 4G/LTE 17

L. BACK-OFFICE AND CUSTOMER CARE 18

M. THE NETWORK OPERATOR 18

N. REGULATORY 19

O. CHURN 19

3. THE OPPORTUNITY 21

A. OPPORTUNITY 21

B. STRATEGY 21

C. PROVISIONING AND MANAGEMENT 24

D. INFRASTRUCTURE 24

E. MULTI-IMSI APPROACH. 26

F. MULTI-NETWORK VPN 26

G. SECURITY AND CONTROL 27

H. FORECAST 28

4. THE MARKET 29

A. US WIRELESS MARKET 29

B. PREPAID MARKETS 29

C. WHOLESALE 29

D. NEGOTIATION VECTORS 30

E. ANALYSIS ON SETUP COST 31

F. TERMINAL USAGE AND CONTROL 34

G. NETWORK USAGE AND CONTROL 34

5. MARKETING PLAN 36

A. GENERAL OVERVIEW 36

B. MARKETING IDEAS 37

C. INITIAL MARKET SEGMENTS AND STRATEGIC CONSIDERATIONS 39

D. PARTNERING AND CO-BRANDING 42

E. LOYALTY PROGRAM 42

F. MIGRATION STRATEGY 43

6. FINANCIAL OVERVIEW 44

A. REVENUE STREAMS & COST CONSIDERATIONS 44

B. REVENUE GROWTH 44

C. FINANCIAL PROJECTIONS 45

D. FUNDING 46

E. EXIT STRATEGY 47

7. EXTENSIONS AND UPGRADES 48

A. SELECTION CRITERIA 49

B. TECHNICAL REQUIREMENTS 50

C. OTHER FACTORS 51

8. POTENTIAL MARKET SEGMENTS (AD. 1) 52

9. THE MANAGEMENT TEAM AND PARTNERS (AD. 2) 57

A. MANAGEMENT 57

B. BOARD OF ADVISORS AND PARTNERS 57

A. PARTNERS 59

10. COMPETITION (AD. 3) 61

A. GENERAL OVERVIEW 61

B. PREPAID PLAYERS 62

B. SWOT ANALYSIS 63

C. PREPAID COMPETITION ANALYSIS 65

EUROPE VS. UNITED STATES (AD. 4) 65

C. GENERAL OVERVIEW 65

11. THE MOBILE VIRTUAL NETWORK OPERATOR MARKET & GROWTH OVERVIEW (AD. 5) 70

A. GENERAL OVERVIEW 70

B. GLOBAL OVERVIEW AND FORECAST 73

C. MVNO DRIVE IN EUROPE 74

D. MVNO DRIVE IN AMERICA 77

E. MVNO DRIVE IN MIDDLE EAST 78

F. MVNO DRIVE IN ASIA PACIFIC 79

12. CASE STUDIES (AD. 6) 80

13. CONCLUSIONS 97

14. APPENDIX 97

A. CELLULAR OPERATOR ORGANIZATION STRUCTURE 97

B. INITIATING CONTACT WITH MNOS 103

C. ESTABLISHING A STRATEGY 104

MVNO Operational Cost Planning: Modelling and Negotiation Strategies for Contracting with Host Mobile Network Operators

INTRODUCTION 5

1.1. The MVNO Landscape 5

1.2. MVNO Background 5

1.3. MVNO Technology Options 7

2. WHOLESALE MODELS 10

2.1. Cost Plus Model 10

2.1.1. Cost Plus Rate Sheet 12

2.2. Retail Minus Model 15

2.2.1. Straight Retail Minus 16

2.2.2. Benchmark Retail Minus 17

2.2.3. Retail Minus Rate Sheet 19

2.3. Interconnect 20

2.4. Wholesale Incentives 22

3. INVOICING AND RECONCILIATION 24

3.1. Invoice Dispute Process 25

3.1.1. Sample Invoice 27

4. ENVIRONMENTAL CONSIDERATIONS 29

4.1. Macro Environmental Analysis 29

4.2. Micro Environment Analysis 30

5. RECOMMENDATIONS 31

5.1.1. Knowledge and Expertise 31

5.1.2. Technology Solution 31

5.1.3. HNO MVNO Rate Structure 31

5.1.4. HNO Services List 32

6. NEGOTIATION TACTICS 33

6.1.1. Tell them What they Want to Hear 33

6.1.2. Start High 33

6.1.3. Contract Clauses 34

7. CONCLUSIONS 35

FIGURES

Figure 1- MVNO Technology Options 8

Figure 2 – Wholesale Charges for Network Activity using the Cost Plus Model 11

Figure 3- Segments Diagram 13

Figure 4- Wholesale Charges for Network Activity using the Retail Minus Model 15

Figure 5 – Calculating the straight Retail Minus 16

Figure 6 - Calculating the Benchmark Retail Rate 17

Figure 7- Calculation for Wholesale Rate 18

Figure 8- Interconnect Charging 21

Figure 9 – Wholesale Rate Variance Calculation with Interconnect Consideration 21

Figure 10 - Example MNO MVNO Commercial Relationship 24

Figure 11- Sample Wholesale Invoice Page One 27

Figure 12 - Sample Wholesale Invoice Page Two 28

MVNO, MVNE and MNO Service Level Agreement (SLA)

INTRODUCTION 4

WHAT IS A SERVICE LEVEL AGREEMENT (SLA) 4

WHY IS IT IMPORTANT TO HAVE AN SLA? 6

SLA’S IN THE MVNO WORLD 9

SAMPLE SERVICE LEVEL AGREEMENT (SLA) 9

MVNO Billing through Wholesale Line Rental 13

1. Review 14

2. Dispute Resolution 14

3. Metrics 14

4. Definitions 14

4.5. Unconfirmed Clear 14

4.7. Confirmed Clear Permanent 15

4.8. Parked Time 15

4.9. Establishment of Contact Points 15

4.10. Reoccurring faults 15

4.11. Fault escalation 15

5. Fault Escalation Process 16

6. SLA Schedule 17

Appendix 1- Exclusions 25

Appendix 2- Guidelines for Payment of Penalty Credits 26

Appendix 3 - Parked Time 27

Appendix 4 - General Dispute Process 28

Appendix 5 - Wholesale Usage Invoicing & dispute process 29

front cover for MVNO Business Plan with financial planning spreadshett November 2013

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