Presentation on MVNO

( Mobile Virtual Network Operator)

Mobile virtual network operator

A Mobile Virtual Network Operator (MVNO)

is a company that provides mobile phone services

but does not have its own licensed frequency
allocation of radio spectrum, nor does it necessarily
have all of the infrastructure required to provide
mobile telephone service.

MVNO purchase wholesale mobile minutes and

resell to end-users.

MVNOs are roughly equivalent to the "switchless

resellers.

It works independently of the mobile network operator

and can set its own pricing structures, subject to the rates
agreed with the MNO.

They do not have their own SIM-cards and the services

provided by service providers depend on the services of

the hosting MNOs .

Background and history

The emergence of the MVNO model in a market is

often a result of two factors1) To lower the barriers for market entry and
ultimately increase competition.
2) A strategic decision by an MNO looking to extend its
existing operations and target niche or undeserved
segments through a second or perhaps multiple
brands.

The efficiency is obtained because an MVNO doesnt

incur the significant capital expenditure on spectrum

and infrastructure that an MNO.
The regulator forced Host Network Operators

(HNO's) to open their network & it created a

potential competitor for them. They were being
forced into a commercial relationship that would
eventually have a negative impact on its revenues.

Conversely and more recently many mobile network

operators believe that there is merit in operating a

wholesale MVNO business unit, to compliment their
retail model.
The first commercially successful MVNO in the UK

was Virgin Mobile UK, launched in the United

Kingdom in 1999 and now has over 4 million
customers in the UK. Virgin replicated its UK success
through its US operation Virgin Mobile USA.

Mobile operators and MVNOs

There are three primary motivations for mobile operators to

allow MVNOs on their networks. These are

Segmentation-driven strategies:

Mobile operators often find it difficult to

succeed in all customer segments. MVNOs are a way to
implement a more specific marketing mix, whether alone or
with partners and they can help attack specific, targeted
segments.
Network utilisation-driven strategies
Many mobile operators have capacity,
product and segment needs. An MVNO strategy can generate
economies of scale for better network utilisation.

Product-driven strategies :

MVNOs can help

mobile operators target customers with specialised
service requirements and get to customer niches that
mobile operators cannot get to.

Virgin-Tata Deal
Virgin Mobile is present in six countries the US,

the UK, France, South Africa, Australia and Canada.

Virgin Mobile India, a 50:50 joint-venture between
UKs Virgin Group and Tata Teleservices (TTSL)
It is based on co-branding/brand franchising model.
Tata Tele will pay Virgin a royalty for the use of its
brand and a share, per subscriber, of its future
revenue. Tata Tele will take care of billing and
customer care, refrain from selling airtime minutes
in bulk to Virgin, and retain its subscribers.

 What Virgin would do is bring its customer service

expertise to the table and help Tata Tele train its call
centre staff. This is a better way to enter into the
growing Indian telecom market. There is no capex
burden and the exit option is also easier.

The urban youth mobile services revenue is expected

to cross Rs 35,000 crore by 2010.

Controversy
The Cellular Operators Association of India pointed out

that the partnership between Virgin Group and Tata

Teleservices has taken place through the back door under
Mobile Virtual Network Operators (MVNO) route to
enter into the Indian telecommunication market.
The group further pointed out that the present Indian

telecommunication licensing agreement clauses prevents

buying of mobile capacity from an existing operator and
subsequent selling of mobile services under its name is
also prohibited under the law.

The authority of reallocation of spectrum lies with

the Indian Department of Telecommunication.

Pointing out that MVNOs definition worldwide

included two things buying of bulk air time under

contract from an operator & reselling of minutes as
well as customer ownership, Tata Teleservices said,
None of these are applicable or relevant to TTLs
launch of Virgin Mobile branded services.

As per the agreement, there would be two brands

Tata Indicomm and Virgin. While Tata Indicomm

would be positioned as a mass-market brand, Virgin
would be positioned as a youth brand.

Key Reasons for the deal

The surveys and reports showed that Tata were not

able to penetrate the youth segment as they had done

with other customer segments.

For the Tatas, the current move was an attempt to

gain ground as they had a market share of less than

10% ( around 7.1%).

The company had tied up with Virgin due to its

better recall value and positioning among youth

globally.

Advantages
This deal gives it a first-mover advantage. Whenever

regulations permit MVNOs to operate in India,

Virgin would already be a recognised brand.
When Tata Tele offer GSM services , the current
relationship can be easily tweaked for a GSM run. It's
a win-win situation for both sides.
The move will give Virgin Mobile instant access to
Pan-India network.
Tata Tele they will get a recognized brand with a
sound marketing plan to attract more subscribers.

Thus the operator gets to maximise returns on

spectrum while the foreign player rakes in revenues

without having to buy airtime.
The high churn rate (once number portability kicks

in) will also help them.

Indian Challenge
Countries like India or China, where consumers are

price-conscious, larger operators are in a better

position to offer competitive pricing due to
economies of scale.
That may be a (better) way to enter the market, but
they may have no significant market share at the end
of the day.
The profit margin of MVNOs rarely crosses 20%, and
with the prepaid segment being a low-paying market,
the business plan and positioning has to be right.

The brand hype will die after sometime, and then it

will all boil down to quality of service, pricing and

product suitability.

!!!!!! Thank You !!!!