MVNO - The New Deal



Table of Contents

Published November 2006. 100 Pages
1 - MVNO: definition and business models

1.1 Background

1.2 Operation and value chain
• MVNO: a mobile operator with no frequency spectrum
• MVNE: MVNOs’ technical service provider
• MVNOs’ positioning in the mobile value chain

1.3 The three different types of MVNO
• The central question of how to choose between computer infrastructures and telecom networks

1.3 The business model

2 - MVNOs’ development in the mobile industry

2.1 Current state of mobile
• Concentration in the different mobile markets (Western Europe, North America, Asia)
• Niche opportunities not addressed
• Opportunities for value-added services
- 3G
- Media/entertainment companies’ and equipment manufacturers’ involvement in the market
- Converging services
• The state of regulation
• Regulatory leverage
- mobile number portability
- contract life spans
- simlock
- handset subsidies

2.2 Weight and scope of the MVNO phenomenon
• Framework data, by continent (North America, Western Europe, Asia)
• Measuring the MVNO phenomenon
- State of competition
- Number of vendors per continent
• MVNO/ESP and SP market share – Subscriber numbers
• ARPU (Average Revenue Per User)
- Case studies: Germany, Denmark, the UK
• Retail pricing
- Case studies: Belgium, Denmark, France

2.3 Framework data by country
• France
• Germany
• Italy
• Spain
• The UK
• USA

3 - MVNOs’ strategy


3.1 Financial strategy and key indicators
• Turnover
• EBITDA margin
• CAPEX; tangible and intangible investments

3.2 Growth strategies
• Pan-European development: negotiating power and economies of scale
• Regional development: tailored to target

3.3 Strategy of the offer
• Low-cost MVNO: distinction through pricing in a mass market
• Niche MVNO: distinction through value-added services
- community aspect: ethnicity, sport, age, social network…
- business
- corporate
• Handset subsidies
• Opening up access: driving an upheaval of media’s business model?

3.4 Pricing strategies
• Low-cost MVNO: it’s all about the price
• Niche MVNO: bulls eyes

3.5 Marketing strategies
• Brand’s role in marketing campaigns
• Budget

3.6 Distribution strategies

4 - Potential MVNOs’ strategies

4.1 Telcos

4.2 Fixed telcos

4.3 ISP – WISP

4.4 Internet companies

4.5 Other players

• Media and entertainment groups
• Retailers/retail chains
• Financial institutions
• Other: public utilities, car-makers, airlines…

5 - MNOs’ strategies


5.1 MNOs’ responses to the rise of MVNO/ESP/SP
• Multibranding
• Acquiring expertise
• Wholesale
• Fixed-mobile convergence

5.2 Impact on MNOs
• Paid strategy
• Structural shifts

6 - Growth scenarios


6.1 General framework
• Threats and opportunities/incentives and challenges

6.2 Situation by geographical zone
• North America, Western Europe, Asia

6.3 Scenarios
• Scenario 1: Consolidation and development through basic services
• Scenario 2: Shift towards data MVNO
• Scenario 3: Limited growth or confined to pockets
For each of the three scenarios:
- Regulation
- Organization and competition
- Services and content
- ARPU


Key Players examined:
  • 7-eleven
  • Amp'd mobile
  • Boost Mobile
  • Breizh mobile
  • Debitel
  • Disney mobile
  • Easy Mobile
  • Ello mobile
  • Extreme Mobile
  • Futur Telecom
  • Gaymobile
  • Helio
  • Jitterbug
  • M6 Mobile
  • Mobile ESPN
  • Movida
  • OnStar
  • Primus
  • Qwest
  • Saunalahti Group
  • Tele2
  • Telmore
  • Tesco Mobile
  • Transatel
  • Virgin Mobile
  • Wyless


Countries and markets examined
  • Belgium
  • Denmark
  • Canada
  • France
  • Germany
  • Italy
  • Spain
  • UK
  • USA



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