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Gary Bhomer
Director, Telstra Wholesale
How can an operator innovate quickly?
What services are in demand? What are customers looking for now?
Developing stronger partnerships with MVNOs
1
2
3 Leveraging the strengths of the leading MNO in Australia to enable service differentiation for MVNOs
TOPIC
ENABLING MVNO INNOVATION
MVNO World Congress | Gary Bhomer | April 2016 Page 2
AGENDA
About Telstra Corporation
Mobile Market in Australia and Key players
About Telstra Wholesale
Wholesale Products and Services
Telstra Wholesale Powering Possibilities
MVNO World Congress | Gary Bhomer | April 2016 Page 3
What services are in demand?
ABOUT TELSTRA CORPORATION
40,000 employees across over 20 countries
1.4 million shareholders
One of Australia’s largest
shareholder bases
16 million global Wi-Fi hotspots
2 million in Australia by 2020
16.7 million domestic
retail mobile services
6.0 million fixed voice
retail services
3.1 million fixed data
retail services
Australia’s largest fully integrated IP network
Our Purpose: To create a brilliant connected future for everyone
MVNO World Congress | Gary Bhomer | April 2016 Page 5
TELSTRA IS AUSTRALIA’S LEADING TELECOMMUNICATIONS AND
TECHNOLOGY COMPANY
Telstra - Most Trusted Brand MSI Global Alliance 2016 Survey
with more than 40,000 staff in more than 20 countries,
interests in 20 cable systems and 3 Satellite Earth Stations
TELSTRA HAS A GLOBAL PRESENCE
TELSTRA CABLES TELSTRA’S GLOBAL PRESENCE
MOBILE MARKET IN AUSTRALIA AND KEY PLAYERS
Page 9
24%
16%
MVNO base
51%
MVNO A
13% MVNO B
10%
MVNO C
8%
MVNO D
6%
MVNO E
23% Others
40%
9%
Australian retail mobile
subscriber share (Estimated)
MVNO World Congress | Gary Bhomer | April 2016
AUSTRALIAN MVNO COMPARED TO TOTAL MARKET
MVNO World Congress | Gary Bhomer | April 2016 Page 10
MOBILE VIRTUAL NETWORK OPERATORS (MVNO’S) AND RESELLERS
MVNO World Congress | Gary Bhomer | April 2016 Page 11
MOBILE VIRTUAL NETWORK OPERATORS (MVNO’S) AND RESELLERS
ABOUT TELSTRA WHOLESALE
Customers
> 200 Employees
> 500 Turnover
> $2 Bn
Our customer promise: we care
Personalised
Service
We know our customers as individuals
1 2 Total Confidence
We keep our customers informed
Best
Wholesale products and services
We deliver quality products with the broadest reach
3
We Listen and respond to our customers
Build Strong relationship
Care About our customers
Page 13 MVNO World Congress | Gary Bhomer | April 2016
Our pillars
OUR COMMITMENT – STRONGER PARTNERSHIPS
Best
Wholesale products and services
We deliver quality products with the broadest reach
3 Best
Wholesale products and services
We deliver quality products with the broadest reach
3 2015
Industry awards Recognition through industry honours for
Telstra Wholesale’s products and services
The Asia Communication Awards recognise
outstanding performance and innovation
from leading Asian telecoms carriers,
service providers, operators and vendors
Wholesale Operator of the Year
Asia Communication Awards
MVNO World Congress | Gary Bhomer | April 2016 Page 14
WHAT SERVICES ARE IN DEMAND?
WHAT ARE CUSTOMERS LOOKING FOR
NOW?
MVNO World Congress | Gary Bhomer | April 2016 Page 15
Shared by global MVNOs for 2016/17
Insight: Know your opportunities in order to grow
39% 9%
19% 33%
Add innovative products/
services bundles
Enter a new geography
Enter adjacent markets (e.g. travel, insurance
and advertising)
Address new segments of the market
TOP FOUR REVENUE OPPORTUNITIES
Source: Ovum, MVNOs Business Development Survey, 2015 (n=440)
MVNO World Congress | Gary Bhomer | April 2016 Page 16
Youth/ Media and
Entertainment
Retail Brand Extender
Social Network/
Community- Based
Ethnic/ International
Consumer Electronics/
M2M
Business/ Enterprise/
Vertical
FMC/ FMS, Fixed/
Rural Brand Extender
38% 32% 29% 29% 29% 15% 11%
GROWTH SEGMENTS FOR MVNOs
Shared by global MVNOs for 2016/17 Survey respondents chose multiple answers
Source: Ovum, MVNOs Business Development Survey, 2015 (n=440)
Insight: Focus on your segment - Tailor and target
MVNO World Congress | Gary Bhomer | April 2016 Page 17
Selling PAYG and airtime Selling monthly,
at-rate, recurring services
Low maintenance / Low touch customer service
High maintenance / High touch customer service
No serious competition from MNOs
Increasing competition from MNOs
Lowering prices to compete Adding services to compete
Premise-based, standalone service delivery platforms
Cloud services
Then Now
Insight: New products, services and bundles are needed
Budget conscious users Value-conscious users
Source: Ovum, MVNOs Business Development Survey, 2015 (n=440)
THE ADAPTING MVNO MARKETPLACE: THEN AND NOW
WHOLESALE PRODUCTS AND SERVICES
MVNO World Congress | Gary Bhomer | April 2016 Page 19
TELSTRA WHOLESALE PRODUCT OVERVIEW
Voice
Broadband
Data and IP
Facilities
Mobile
MVNO World Congress | Gary Bhomer | April 2016 Page 20
TELSTRA WHOLESALE
WHAT SETS US APART
FROM THE REST MOBILE
SOLUTION
End user relationship
Marketing
Commercial contract with Telstra Wholesale
You focus on marketing your business and customers
USIM and Handset Logistics
Payment gateway and credit scoring
Connectivity and B2B integration
Mobile Apps and Customer portal
Call centre and 1st level operational customer support
Real time rating system
Convergent platform for billing and provisioning
Managed service
API solution
3rd and 4th level operational customer support
Telstra Mobile core network
Telstra’s Radio access network
Wholesale customer relationship
2nd level operational customer support
USIM sourcing
Telstra Wholesale
Wholesale Customer
(MVNO)
Your Enabler/ Vendor (MVNE)
Ericsson
MVNO World Congress | Gary Bhomer | April 2016 Page 21
MVNO World Congress | Gary Bhomer | April 2016 Page 22
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
TELSTRA WHOLESALE MOBILE SOLUTION What sets us apart
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
MVNO World Congress | Gary Bhomer | April 2016 Page 23
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
MVNO World Congress | Gary Bhomer | April 2016 Page 24
4G uses a combination
of 1800MHz / 700MHz for coverage with 2600MHz added for capacity in selected areas
The TW coverage footprint is underpinned by over 4800 4G and 7000 3G sites
3G uses 850Mhz for
coverage with 2100MHz added for capacity in selected areas
2G uses 900 MHz
(Note the 2G network will be exited in December 2016)
MVNO World Congress | Gary Bhomer | April 2016 Page 25
Combined network coverage
million square
kilometres 1.3
Combined total coverage of at least
98.8% of the population
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
MVNO World Congress | Gary Bhomer | April 2016 Page 26
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
The Mobile Solution built with Ericsson is an incredibly important platform for Telstra Wholesale as we continue to focus on growing our Mobile business in Australia
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Intelligent network platform
Including voicemail, RVA, Call control, balance management and SMS notifications
Support systems
Service provisioning, MNP transactions, CDR delivery, usage history etc
Interface types
Integrated Mobile Manager (B2B) API connection
Customer management system
Customer relationship management (CRM) or other system options
Our end to end solution The diagram below conceptually summarises the end-to-end service delivery
Mobile references
Telstra Wholesale: Mobile Network
Telstra Wholesale: Mobile Platform
IN platform and support systems
Your customer management system
CRM system
Wholesale customer responsibility
Interfaces
Integrated mobile manager
CDR
MVNO World Congress | Gary Bhomer | April 2016 Page 27
EVOLVING TECHNOLOGIES AND CUSTOMER EXPECTATIONS CREATING NEW OPPORTUNITIES
Real time Charging HLR SMSC
Real time
Policy NGW MMSC
Wholesale
Billing MNP VM
Investments in dedicated infrastructure to enable market requirements of our customers
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
MVNO World Congress | Gary Bhomer | April 2016 Page 28
The Mobile Solution built with Ericsson is an incredibly important platform for Telstra Wholesale as we continue to focus on growing our Mobile business in Australia
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
MVNO World Congress | Gary Bhomer | April 2016 Page 29
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
High quality mobile network
Our Mobile Solution is built on our high-quality, reliable mobile network with extensive coverage supported by a cutting edge intelligent network platform and online systems
Your branding
Market your own branded 3G or 4G mobile and/or mobile broadband offerings to leverage your brand and increase your market presence
Single platform
Convergent platform and billing supports Pre-Paid, Post-Paid and Broadband services on a single platform. The flexibility to move customers from Pre-Paid to Post-Paid. Streamlined operational efficiencies that come with managing a single platform interface
Your plans
Supports a range of plan options – Pay As You Go (PAYG), Non PAYG, Bolt-on, Standalone data
Real-time information
Manage your customers and their accounts in real time with notifications to minimise bill shock for your customers
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
MVNO World Congress | Gary Bhomer | April 2016 Page 30
We support you
Be supported by an experienced Telstra Wholesale team throughout onboarding and any future plan changes to enable the successful launch of your mobile products to market
This presents new opportunities and challenges for our customers
Higher customer expectation for speed, innovation and real time service
MVNO World Congress | Gary Bhomer | April 2016 Page 31
EVOLVING TECHNOLOGIES AND CUSTOMER EXPECTATIONS CREATING NEW OPPORTUNITIES
Telstra has a significant role to play to enable the wholesale market to effectively grow and create highly valued customer interactions and improve speed to market
Disruptive technology is changing the market place, presenting challenges and opportunities
Needing to manage evolving technology
to support growth
MVNO World Congress | Gary Bhomer | April 2016 Page 32
Expertise Flexible and innovative solutions
High-performing network
Customise for stronger brand presence and efficient customer management in real time
• Customise branding and elements of the service for your target market
• Range of wholesale billing options to support your retail plans
• State-of-the art intelligent network platform and support systems for real -time billing and charging (converged capability)
• Integrated business to business system interface providing efficient, seamless online tools for service and real-time account balance management
Spend less time worrying about network issues and more time focussing on sales and marketing
• Coverage depth and breadth
• High data speed available across our coverage footprint, consistent network capability
• High quality and high capacity Ethernet-enabled backhaul
• 24x7x365 network health monitoring and proactive capacity management
Confidence in being supported by highly skilled people with extensive mobile experience
• Industry’s largest workforce – network management and operational support
• Strong expertise in managing wireless networks
• Proven ongoing, dedicated account and business operation management
TELSTRA WHOLESALE POWERING POSSIBILITIES
MVNO World Congress | Gary Bhomer | April 2016 Page 34
• video
THANK YOU
