deutsche telekom ag - mobilepath

11th of May 20102010-05-11 - MVNO Summit Barcelona - Deutsche Telekom.ppt 1

Deutsche Telekom AG Working with MVNOs in mature next generation markets

Barcelona, 11th

of May 2010, MVNOs Industry Summit informaPeter Hoffmann

Deutsche Telekom, a Global Player


Albania AMC (via Cosmote)Bulgaria Globul (via Cosmote)Germany Deutsche TelekomGreece OTE, Cosmote (via OTE)United Kingdom T-Mobile UKCroatia T-Hrvatski Telekom

FYROM Makedonski Telekom (via Magyar Telekom), T-Mobile MK (via MakTel)

Montenegro Crnogorski Telekom (via Magyar Telekom)Netherlands T-Mobile NetherlandsAustria T-Mobile AustriaPoland Polska Telefonia Cyfrowa (PTC)

Romania Romtelecom (via OTE), Cosmote Romania

(via Cosmote)

Serbia Telecom Srbija (via OTE)

Slovakia Slovak Telekom, T-Mobile Slovensko (via Slovak Telekom)

Czech Republic T-Mobile Czech Republic

Hungary Magyar Telekom, T-Mobile Hungary (via Magyar Telekom)

USA T-Mobile USA

Deutsche Telekom, a Global Player. The only global operator with seamless transatlantic mobile communication services

Main emphasis: mobile communications

(majority shareholdings)

Integrated markets (majority shareholdings)

* Selected international subsidiaries and shareholdings

MVNOs and Wholesale Business Models at Deutsche Telekom


MVNOs with Deutsche Telekom. We are the leading mobile wholesale provider in Europe and we create mutual benefits.

Textbox Headline

Textbox HeadlineTelcos & Enablers Textbox HeadlineData only & M2M

Consumer & Business Customers


Our Mobile Wholesale Business Models. Business model support along the whole mobile value chain

HLR/

AuC

GMSCService

Delivery

Charging

& Billing

Customer

Care

Con-

tract

Pri-

cing

Bran-

ding

Distri-bution

Access Core

MSCAccess

Networks

CustomerService & Platform

MNO

„Full“

MVNO

Owned and controlled by MNO Shared ownership/control possible Owned/controlled by partner

Direct/

Indirect

MVNO “Light”

Branded SP

Classic SP

MNO2nd brand

Direct/

Indirect

Branded

Reseller (BRS)

Extended perspective on Wholesale

T-Mobile

Examples

Lead on Strengths for successful partnerships


Proposition and Pricing

Scale

Financials

Customers

Deutsche Telekom(T-Mobile)

Fit with T-Mobile brand

Limited deployment efforts

Attractive business case

Complementary base

Complementary services; avoid disruptive pricing

Our Partner

USP

Critical mass

Healthy financials

Attractive brand

DistributionComplementary

channelsExtensive reach and execution excellence

Strong growth of loyal customers

Brand

Checklist for successful and sustainable mobile wholesale partnerships

It’s a

ll in

the

mix

Partner Checklist. Focus on sustainable mobile wholesale partnerships.


Successful MVNOs. Lead on Strengths

Triple Play Service Bundle

Strong Distribution

Ethnic Mobile Calling

..but don’t neglect the other mix components

Emotional Value Proposition

Portable Location Service

Selected Case studies of focused MVNO offers

Connected Drive Service

http://images.google.nl/imgres?imgurl=http://upload.wikimedia.org/wikipedia/en/thumb/f/f9/BMW_Logo.svg/160px-BMW_Logo.svg.png&imgrefurl=http://www.nationmaster.com/encyclopedia/BMW&h=160&w=160&sz=22&hl=nl&start=16&usg=__wh8DMoG92qVflKWJB-gUxVT7tl0=&tbnid=PU3gFXELpVkICM:&tbnh=98&tbnw=98&prev=/images%3Fq%3Dbwm%2Blogo%26gbv%3D2%26hl%3Dnl


Tele2 in the Netherlands. Compelling FMC services through wholesale partnership with T-Mobile.

Background:

-

Swedish telco offering all whole portfolio of telco services in several European countries.

-

T-Mobile partnership in the Netherlands based on excellent experience with T-Mobile in Croatia.

Business model:

National Roaming

Launched in:

September 2009

Proposition:

Full range of telco services –

now enhanced

by mobile broadband

Tele2 –

Leading alternative FMC service provider.

http://www.tele2.nl/


Background:

-

Connected Drive services offered world wide on T-Mobile embedded SIM solution.

-

“BMW Online”

and BMW Assist”

include emergency

calls, traffic information, travel service breakdown calls, hotel and restaurant search.

Business model:

M2M

Launched in:

May 2005

Proposition:

Online connected drive service

BMW –

Connected Drive Services.

BMW Group Worldwide. Innovation via T-Mobile embedded SIM solution.


Background:

Navigon offers an automotive-centric device with integrated real-time services based on a embedded T-Mobile SIM card. Additionally, T-Mobile iPhone users get free-of-charge access to the full version of Navigon’s MobileNavigator.

Business model:

M2M

Launch date:

October 2009

Proposition:

Mobile navigation and information services

NAVIGON Connected PND: Launch in more than 15 countries.

Navigon in Europe. Mobile navigation enhanced by information services

The role of enablers


Spread of enablers driven by fragmentation of business models and smaller partners.

Enablers help MNOs and MVNOs to focus. Leverage the benefits of a multi-partner setup

Mobile operators increasingly target smaller MVNOs via Mobile Virtual Network Enablers (MVNEs) and Aggregators (MVNAs).

Wholesale business models become more sophisticated; “telco-me-too”models don’t add sustainable benefits in mature markets.

Enablers / Aggregators


MVNOs at Deutsche Telekom. MVNOs as business engine are an essential element of our growth.

We have one dedicated Wholesale Unit on an international basis for all your needs.

We have a transatlantic footprint and strong Wholesale operations in Europe and the US.

We bring different players of the value chain together into MVNO partnerships.

We offer fixed and mobile wholesale services and solutions.

We are the first point of contact for anybody interested in the MVNO business.

Leverage the potentials of MVNO business with Deutsche Telekom


Deutsche Telekom AGPeter HoffmannVice President International Mobile Wholesale eMail: [email protected]

Questions welcome

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