The Future of Mobile Roaming Helping mobile operators remain competitive in the evolving landscape

perspective JUNE 2014
The Future of
Mobile Roaming
Helping mobile
operators
remain
competitive
Colin Brooks, Etienne Piciocchi, Aditya Kandath, Isabelle Paradis and Steve Heap
in the evolving
landscape
in partnership with

The Future of Mobile Roaming
Helping mobile operators
remain competitive
in the evolving landscape
Published by
Value Partners Management Consulting Ltd
Kings Buildings, 7th Floor,
16 Smith Square, London SW1P 3HQ, UK
In partnership with
Hot Telecom
June 2014
Written and edited by:
Colin Brooks, Etienne Piciocchi, Aditya Kandath,
Isabelle Paradis and Steve Heap
If you would like an electronic copy
or more information on the issues
raised in the report please contact:
colinj.brooks@valuepartners.com
etienne.piciocchi@valuepartners.com
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CONTENTS
perspective the future of mobile roaming
in partnership with
introduction 5
What is roaming ? 6
Current state of the roaming market 7
Disruptions to the roaming market 9
Opportunities for operators 13
CONCLUSION 15
How Value Partners and HOT TELECOM can help 16
auth ors 18
About hot telecoM 19
About Value Partners 20

Roaming has been a high margin
business for mobile operators.
However, the high rates have led
many travellers to become silent
roamers, leaving a large untapped
market.
4 – 5

in partnership with
introduction
On the 3rd of April 2014, the members
of the European Parliament voted in
overwhelming majority to remove roam-ing
fees completely in the European
Union (EU) by December 2015.
The vote was a result of 5 years of regu-latory
price caps and changing attitudes
towards the high cost of roaming.
With the removal of the roaming rates
altogether the mobile operators in
Europe are predicted to lose 2% of their
annual revenue, representing about
€1.65bn ($2.29bn).1
This news acts as a reminder that both
regulatory developments and massive
technology changes are creating a
major impact on the roaming activity
of consumers and roaming revenue of
operators, and that real opportunities
are available to increase revenue in this
space.
Roaming fees have been a steady
source of income for mobile operators.
However, as a result of high roaming
charge rates, many travellers are silent
roamers (i.e. do not use their phone at
all when abroad) and many others are
very careful in how they use their serv-ice
while travelling. As a result, opera-tors
have left a latent market untapped.
In 2013, it was estimated that 70% to
80% of all roamers (depending on the
region) were silent mobile data roamers.
This latent demand equates to a loss of
10,500 TB/year in mobile roaming data
traffic in 2013, and represents a missed
revenue opportunity of over $3.0 billion2
in inter-operator payments alone.
In addition, mobile subscribers who do
use mobile data roaming, significantly
curb their data usage when abroad,
again due to the high price of data
roaming packages. If all current roamers
had a similar data usage pattern as they
do when at home (with the introduction
of all-you-can-eat data roaming plans
for example), the current data roaming
usage would increase 500 fold.
On the voice side, a similar situation is
occurring. It is estimated that around
50% of roamers do not use mobile voice
services while roaming, which equates
to a loss of 16 billion potential interna-tional
minutes and US$0.6 billion3 in
termination rates revenue.
Consistently high roaming fees com-bined
with the growth of smartphones
and tablets, the rising dependence on
social media and the ease of access to
the internet is prompting mobile users
to seek alternative services when roam-ing
such as WiFi, local sim cards, as well
as alternate roaming service providers.
These combined pressures on mobile
operators’ international business and
the advent of LTE, with the potential of
exponential traffic growth that it could
bring, are making it more urgent for
mobile operators to change their busi-ness
model and introduce new services
and packages to take advantage of the
upcoming explosion in data roaming
traffic and services.
1 European commission estimates
- This estimation is based on
the assumption of the following
domestic prices: mobile calls
0.103 €/min; SMS, 0.02 €/SMS;
data 0.01 €/MB.
2 HOT TELECOM estimates.
3 HOT TELECOM estimates.

What is roaming ?
International roaming is a service that
allows customers of a mobile operator in
one country to obtain services from an
operator in another country using the same
handset, systems and approaches that
they use at home, facilitated by a common
technology and a wholesale inter-operator
tariff, the IOT, which is a bilateral agree-ment
6 – 7
between operators that defines the
pricing under which they provide services
for their respective roaming customers.4
Roaming was originally established for
voice calls, but expanded to messaging
and data roaming in the 2000s.
Authentication and approval
The starting point for roaming is an au-thentication
and approval step whereby
the visited network recognises the phone,
signals back to the home network, and
receives approval to allow different catego-ries
of roaming – from emergency calls only
through voice, messaging and full data ac-cess.
The visited network assigns a tempo-rary
roaming number to the customer.
Voice roaming
When a roaming customer makes a voice
call, the visited network is responsible for
establishing the call using its own network
and wholesale supplier relationships. Details
of the call are passed back to the home
network for billing and inter-carrier settle-ment.
Calls made to that roaming customer
are first routed to the home network, which
confirms that the customer is, in fact,
roaming, and originates a second call to the
temporary number that has been assigned
to them in the visited network. Finally, the
home network bills the customer at the
contracted roaming rate for any calls made
(or received) while roaming. These can also
include calls routed to voicemail.
Messaging roaming
Unlike the voice case, a message sent by
a customer while roaming is sent back
through international signalling net-works
to the home network for delivery
using their supplier arrangements. This
occurs even if the message is being sent
to someone in the visited country. This
outgoing text is billed to the customer
at the retail roaming rate. Incoming text
messages to a roaming customer are
generally not billed to that customer.
Data roaming
In a similar way to text messaging, data
roaming – providing internet access - is
currently returned, via a GRX (GPRS
Roaming exchange) or IPX (Internet
Protocol Exchange), back to the home
network for processing and routing to
the required server or website. In a data
roaming environment, three parties are
therefore normally involved from both a
technical and commercial perspective:
the visited network providing radio ac-cess
and initial data transport, the GRX/
IPX operator and the home network
handling the data and its routing into
the public internet. While not signifi-cantly
impacting the cost of the service,
this does result in the ‘tromboning’ of
the IP packets often back to servers
in the visited network to provide local
web-based information. The retail cost
to the end customer has traditionally
been high, and charged per MB of data
transferred to the handset. Wholesale
settlement between the operators is
based on the inter-operator contract
(IOT) and then the GRX/IPX generally
charges both networks based on port
usage.
4 International Roaming
Agreement OECD, 2013

Current state
of the roaming market
in partnership with
Historically roaming charges and fees
have been a very high margin business
for mobile operators. However high
roaming prices have dis-incentivised
customers, tarnished the reputations of
mobile operators, and resulted in a la-tent
market left untapped by operators.
Consumer’s usage is dis-incentivised
The high prices that mobile operators
have traditionally charged have been
deterring users from even turning on
the phone when roaming. Data roam-ing
costs represented the highest cost
to consumers when using their device
abroad and the lack of transparency
on how much data typical activities
consume has made most people very
wary of any usage. Around the world,
most roamers are silent and use WiFi or
other bypass methods (local SIMs that
provide access to the visited network at
local rates) when abroad.
A study done by the European Commis-sion
on roaming in the EU found that:
• 47% of customers never use mobile
internet in another EU country
• Only 1 in 10 customers use emails in
the same way abroad as they do at
home
• Around 70% of mobile users switch
off their data connection when roam-ing
The industry’s reputation is being
tarnished
The prices are reflecting badly on the
industry and mistrust toward mobile
operators is spreading. Regulatory
intervention has further weakened the
industry’s position, restricting them
to imposed structures. In addition,
the marketing of some smaller mobile
operators (e.g. T-Mobile in the USA)
have ridiculed the high roaming charges
of their competitors as a way to gain
market share.
Mobile operators may be missing
out on a latent market
Industry analysts and regulators esti-mate
that due to prevalent silent roam-ing,
telecoms companies are missing
out on a significant latent market.
The European Commission estimated
that in the EU 94% of travellers limit
their use of mobile phones in some way
or other because of current pricing
strategies.
This latent market is already partially
addressed by substitutes such as WiFi
offloading. However, with the estab-lishment
of commercial LTE roaming
agreements and appropriate pricing
structure, customers would be able to
obtain the same high capacity service
even while roaming and continue their
normal usage behaviour wherever they
are located.

Exhibit 1
European Commission regulated wholesale rates evolution (euro per unit)
wholesale price caps JULY 2011 july 2013 july 2013 july 2014
data (per mb) 50 cents 30 cents 20 cents 10 cents
voice (per minute) 18 cents 14 cents 10 cents 6 cents
sms (per sms) 4 cents 3 cents 3 cents 2 cents
Exhibit 2
Cap on retail roaming charges in the European Union 2012 –2014 in Euro Cents
Source: European Commission, Value Partners analysis
8 – 9
DATA
(PER MB)
VOICE CALLS MADE
(PER MINUTE)
VOICE CALLS RECEIVED
(PER MINUTE)
2012 2013 2014
SMS
(PER MESSAGE)
70
29
8 9
45
24
7 8
20 19
5 6

Disruptions
to the roaming market
in partnership with
The situation in the roaming market is
changing due to regulatory changes,
technology developments and the
arrival of substitutes. These evolutions
threaten the profitable roaming busi-ness
of mobile operators.
Regulatory environment
The worldwide mobile telecommunica-tions
industry is a key enabler to global
economic growth and hence regulators
in many countries have acted to lower
pricing when it is judged to be exces-sive
and in order to stimulate increased
competition.
European Union
The European Commission has been at
the forefront, introducing regulations
that set maximum prices for both retail
and wholesale roaming services and
also increase competitive pressures
by permitting users to choose alterna-tive
roaming providers and to directly
access the services of the operator in
a visited network via a direct relation-ship,
without changing the SIM card
or smartphone. The European Commis-sion
has regulated the wholesale (as per
Exhibit 1) and retail price caps.
Furthermore, the European Commis-sion,
voted to completely remove
roaming charges within the EU starting
in December 2015, stating that mobile
users will pay the same rate as they
would if using their phone in their home
network.
The roaming charges in the European
Union have been constantly reduc-ing
from the introduction of roaming
caps for the last few years (Exhibit 2).
Despite this, the European Commission
has still been concerned about the loss
of business across the community as a
result of high roaming rates and hence
recently voted in the European Parlia-ment
to remove roaming charges.
Worldwide
Other countries are taking similar
actions, while a group of more protec-tive
countries are looking to charge
or restrict access to applications that
could allow the bypass of the services
of the mobile operators – e.g. Skype,
WhatsApp etc.
Similarly, given the increasing impor-tance
of data services, the Gulf Cooper-ation
Council is now looking at roaming
charges with a view to developing an
appropriate price cap5. Roaming is also
a concern in Australia, New Zealand,
Asia Pacific and Latin America with all
three regions making moves towards
increasing price transparency.6
5 International Roaming
Agreement OECD, 2013
6 Wiki consult workshop on
Regulatory and Economic
Aspects of Roaming, 2013
Recent regulatory and
technology changes in the
market are also forcing mobile
operators to re-evaluate their
business model.

Technology developments and
challenges
Penetration of smartphones and tablets
The world of mobility has seen two
upheavals in the space of a just a few
years. The first was the launch of the
iPhone and then the iPad, followed
closely by the wide range of Android
based smartphones and tablets.
These powerful devices with high resolu-tion
screens and cameras have given
consumers access to content, applica-tions,
videos and entertainment wher-ever
they are, and in most developed
countries, have rapidly taken the lion’s
share of the market.
Deployment of LTE networks
In parallel, the mobile industry has
been finalising and launching LTE in the
radio network, paving the way for much
higher speed downloads and the poten-tial
for quality segregation of services all
the way from the source to the handset.
The rapid rollout of the new networks,
coupled with the smartphone’s abil-ity
to seamlessly choose a local WiFi
network when available, has resulted
in an increase in data usage – without
consumers being aware of the scale of
that usage. Some networks launched
LTE with “all you can eat” data plans,
further reducing consumer interest in
monitoring their LTE usage or even car-ing
whether they are on LTE as distinct
from a local WiFi network.
10 – 11
Roaming on LTE is not yet deployed
at scale, and the current perception
(and reality in many cases) of high data
roaming charges means that roaming
consumers have significantly altered
their home behaviour when travelling,
seeking out WiFi hotspots and restrict-ing
any 3G activity to a minimum. The
combination of growth in data usage
domestically but lack of appetite to
data roam whilst traveling abroad
indicates a growing latent demand and
potential loss of consumer utility.
Other developments
New applications that provide video
conferencing to the smartphone, bridg-ing
different standards together, are
being deployed, consumption of video
entertainment via the smartphone and
cutting the “cord” to traditional TV
are all occurring and the expectation
that this behaviour will continue when
travelling will be hard to stop.
As we have seen, regulators are ap-plying
pressure at both retail and
wholesale price levels, but competitive
pressure between operators is also
creating change – for example with the
offer from T-Mobile US to drop roaming
charges altogether for data and mes-saging
in a range of countries.
Finally, service integration of automatic
WiFi authentication and connection
to distant networks when in a roam-ing
country will also enable this same
seamless environment that consumers
see at home, but without some of the
network costs currently incurred. All of
these pricing and technology changes
will result in a significant expansion of
usage in a roaming environment.

in partnership with
Roaming alternatives
The transient roaming market, consist-ing
of substitute services which allow
travellers to avoid roaming fees, is
estimated to be worth US$17bn7.
There are several substitutes for con-sumers,
ranging from simply connecting
to the local WiFi network to Crow-dRoaming,
an application which allows
subscribers to use other members’
unlimited or unused data in their mobile
package when travelling outside their
own network. These alternatives have
the potential to place a downward pres-sure
on international roaming revenue
and, more significantly, develop an
international roaming market no longer
dominated by domestic operators.
The impact of substitutes on interna-tional
roaming is evolving continuously
with developing technologies.
The ability of these substitutes to re-place
demand for international roaming
is dependent on how ‘perfect’ these
substitutes are8 and currently many so-lutions
are only for the technically savvy.
As accessibility and coverage dominate
consumer decisions, the desire for con-tinued
access when travelling can only
increase, growing this already large and
relatively untapped market
International roaming alternatives
can be broadly divided into two main
categories; SIM-based technologies and
Network-based technologies.
SIM-based technologies
• Local SIM cards: an attractive option
for placing local calls abroad. A user
obtains a different number and the
phone must be unlocked.
• Dual SIM cards: Most relevant if the
user is a frequent visitor to one coun-try.
Users must subscribe to a second
service and the phone must support
dual SIM cards.
• Global SIM cards: Multi-IMSI technol-ogy
offering worldwide connectivity
at local rates. This will also cover
‘Global MVNOs’9: Companies that
have obtained access to the local
mobile and fixed networks in several
countries at local wholesale prices
and can connect to local mobile net-work
operators. They usually provide
local numbers to clients in each of
the visited countries.
Examples of companies operat-ing
in this arena include Gentay (UK
based), HolidayPhone (Europe focus),
FlexiRoam (USA, Canada, Australia and
South-East Asia offering) and Roam-line
(global). Among these Interfone
(global) offers a chip-based solution.
The chip must be installed on top of
the existing SIM card. Every time an
international number is dialled, the call
handling is directed through Interfone’s
server so a local charge is incurred.
Another example is TravelSIM (Austral-ia),
which supplies customers a prepaid
SIM with a single number valid for 190
countries. The user receives free calls
in 115 countries. Users can divert calls
to their home mobile number to the
TravelSIM service so they also receive
these calls, for a charge.
7 Syniverse Transient roamer
potential was based on expert
insights into average roaming
volumes, end-user roaming
habits, and third-party travel and
roaming reports (2012 end-user
spending estimates $8.7bn spent
on hotel WiFi, $3.9bn on paid
WiFi hotspots, $225m on in-flight
WiFi, and $4.8bn on local SIMs).
8 GSR 2012 Discussion Paper
9 International Mobile Roaming
Services ITU report

BackChat Mobile (Australia) offers a
similar service. Regionally, alternatives
are particularly active at targeting users
in Europe, Australia and the US, where
outgoing travel is high and international
roaming well-publicised as expensive.
The inherent global nature of the tel-ecoms
12 – 13
industry means no one opera-tor
is unaffected by these substitutes,
although it is the domestic provider
of international roaming in Europe or
Australia that stands to lose the most.
In response to this loss, operators are
offering more competitive roaming
packages. For example Vodafone Eu-rotraveller
allows users to use their UK
contract allowance in Europe for £3 per
day. Operators also offer the option to
buy data allowances for a daily rate (e.g.
£6.67 for 100MB). EE offers customers
voice, SMS or data packages e.g. £35
for 200MB for 30 days roaming data
in Europe (voice and SMS are monthly
contract packages). No frills mobile
operator Frogmobile (Europe) offers
users prepaid 24 hour or 7 day roam-ing
data passes, a service activated for
all prepaid subscribers. Users send an
SMS to activate the pass (unlimited data
costs €15 for 1 week).
Network-based technologies
• Local WiFi: by definition not a truly
mobile substitute. Usage of WiFi
combined with IP telephony boosts
the usefulness of this substitution.
• Alternative data roaming providers
and local break-out: From July 2014
EU regulations will give users the
option to sign up to an alternative
roaming provider separate from their
domestic provider. This will allow a
company in the visited country to
offer data roaming services, separate
from any arrangement with the home
operator.
• Sharing applications: CrowdRoaming
(Europe) is an application that allows
users with unlimited data access
at home to automatically access
locals’ WiFi hotspots when travelling
abroad. In return, when these travel-lers
get back home, they themselves
open their mobile WiFi hotspot to
visiting users. Cell Buddy (targeting
medium-sized corporations) enables
users to purchase a SIM card in the
marketplace (carriers, MVNOs and
resellers put their SIMs up for sale).
The SIM is then downloaded to their
phone without the need to switch
SIMs. When abroad this SIM will
act as a local SIM and no roaming
charges are incurred.
The breadth of alternatives to interna-tional
roaming is wide and continues to
expand. There may be some develop-ments
that restrict the choices for con-sumers
such as sponsored data, which
provides free access to the services of
just one company or content provider
as they pay for wireless broadband to
give a user access to their services.
Overall, the industry is in a nascent
stage; however, this does not reduce
the significance of activity in this new
alternatives market and the potential
to capture consumer demand, thereby
shifting a growth market away from
traditional operators.

Opportunities
for operators
in partnership with
Faced with declining roaming revenues,
some mobile operators have started
reacting by increasing their domestic
pricing plans or increasing the cost of
roaming outside the area of regulation
(particularly in the EU once roaming
charges in the EU are removed).
This might not be the best strategy.
Instead operators should adopt new
pricing roaming structures, and develop
alternative sources of revenues by capi-talising
on this significant latent demand
for services.
Change/adopt new roaming pricing
structures
Mobile operators should restructure
their roaming pricing plans in order
to address the latent demand. Some
mobile operators have already started
doing so:
• A number of operators waive roam-ing
charges as an add on incentive
for its subscribers like 3 and Orange
Spain and T-Mobile US
• Other operators like Orange in
France offer waiving of roaming
charges for its subscribers if they
spend over a certain limit
• In Germany, E-Plus, owned by Dutch
group KPN NV, lets customers pur-chase
a no-roaming-fee plan for a flat
rate of €3 a month. Vodafone PLC
has a similar deal
• In many cases, budget operators
such as Sweden’s Comviq, VikingCo
NV’s Mobile Vikings and Iliad SA’s
Free of France are leading the no-fee
push, forcing larger rivals like Orange
to follow suit in a market already
caught up in price wars
• Comviq, the low-cost brand of
Sweden’s Tele2 AB, offers Swedish
subscribers unlimited calls, messag-ing,
and one gigabyte of data traffic
in all EU countries, for €55 a month.
Comviq thinks it can make up
revenue on additional usage, once
customers stop worrying about
roaming fees.
Faced with declining roaming
revenues, rather than simply
increasing the prices of
their other services, mobile
operators should adopt new
pricing roaming structures,
and develop alternative
sources of revenues by
capitalising on this significant
latent demand for services.

Develop alternative sources of revenue
• Some mobile operators might be
interested in setting up roaming hubs
or networks (IPX) to provide high
quality access to their networks for a
fee. The operators that are part of a
commercial group are perhaps in the
best position to do this. IPX hubbing
makes the process of supporting
roaming for multiple IP-based ser-vices
14 – 15
much simpler and cheaper.
• Technical evolutions such as LTE and
Voice over LTE (VoLTE) can support
local access to services rather than
the tromboning approach described
earlier. This reduction in costs by
using local breakouts can enabled
higher usage packages at lower cost.
• Enabling global access to WiFi net-works
using authentication controlled
by the home mobile network can
ease access to high speed connec-tions
when travelling and maintain
control and revenue for the mobile
operator.
• LTE roaming usage growth is ex-pected
to drive a range of different
services like data usage monitor,
premium data connectivity quality,
Rich Communications Suite (RCS)/
messaging, video streaming, HD
voice, video calling, social networking
and location-based services. This will
increase value of low ARPU custom-ers,
combat high value customer loss,
raise commitment level of customers
and capitalise on apps.
• Real Time Intelligence/Big Data is
another avenue where Wholesalers
can offer tools which allow MNOs to
access retail oriented and actionable
information, using the wholesale raw
data coming from Signalling and
Roaming (GTP, info from Data clear-ing
House DCH). These tools can help
to stimulate retail usage by helping
customer sub-segmentation
• Some large service providers (e.g.
Facebook) have suggested that some
elements of internet access should
be provided to all their customers
and may be willing to sponsor that
access in some way. Similarly, large
providers of online content, e.g. Net-flix,
may be willing to pay for guar-anteed
high quality access to mobile
smartphones to permit video viewing
both at home and when traveling.
Such deals could provide an interest-ing
and valuable additional revenue
stream to mobile operators and IPXs
interconnecting them.

in partnership with
CONCLUSION
Mobile operators face many challenges
in the next few years with accelerat-ing
technology changes, regulatory
activities and changing user behaviour
all impacting the way their services are
used and their financial health. At worst,
a do-nothing scenario in addressing
these changes will inevitably move them
down the value chain towards wireless
transport providers.
The mobile industry has one massive
advantage compared to many other ap-plication
providers – the ability to use a
globally recognised addressing scheme
– the telephone number – and to seam-lessly
use those services wherever the
customer happens to be. Traditional
roaming pricing has discouraged the ad-vantage
in the minds of many consum-ers
and they have sought alternatives to
meet their needs.
Refocusing efforts on creating eas-ily
used and simply priced services
that persuade the customer that their
mobile service is the default service
wherever they are could pay dividends
in generating incremental revenue and
customer satisfaction, while remov-ing
the need for regulatory action on
pricing in the future. In addition, mobile
operators could also seek to develop
alternate revenue generating services
and adapt to the changing landscape.

How Value Partners
and HOT TELECOM can help
With our extensive experience in this
sector, Value Partners and HOT TELE-COM
believe we can help mobile opera-tors
develop the right strategy in order
to position themselves successfully in
the future roaming market.
Our expertise is also greatly supple-mented
16 – 17
by the fact that we have access
to roaming statistics and data world-wide
that will be essential to conduct
meaningful analyses and develop effec-tive
strategies for mobile operators.
Potential voice and data roaming
revenue and traffic forecasts
• Our team of experts can help mobile
operators, carriers and regulators
define potential roaming revenue and
traffic, taking into consideration the
latent demand and the growth of the
demand over the next 5 years
• The model derives its input from
interviews with mobile operators in
different regions, discussions with
industry experts, regulators and mo-bile
data hubs as well as market data
developed during past projects
• Forecasts are developed by region
and technology (2G/3G and LTE).
Roaming elasticity analysis
• Our team of experts can help you
understand the performance of past
roaming propositions by mobile
operators around the world
• Our assessment of the pricing elastic-ity
is presented using cases studies
as well as an elasticity models
• Typical case studies include pro-files
of mobile operators (company
overview, services offered, number
of subscribers, technology used),
pricing package offered (structure,
timeline), and impact of pricing pack-age/
structure on traffic evolution.
The elasticity model includes, for
example, variation of demand gener-ated
by the variation in price, and
the review of the optimal pricing to
maximise revenue
• This data is provided by region
• A qualitative evaluation of the differ-ence
in demand elasticity for 2G/3G
and LTE can also be analysed.

in partnership with
Competitor analysis and identification
of disruptive offerings
• Our team of experts can generate a
detailed analysis of the competitive
landscape highlighting examples of
innovative organisations in the data
roaming market, showcasing their
business models and performance
• The analysis is framed around several
areas of innovation and opportu-nity
in the roaming market, drawing
examples from each (including local
SIM cards, global SIM cards and
Apps).
LTE roaming strategy
• Our team of experts can support
you in developing your LTE roaming
strategy, whether in terms of roaming
hubs, partners and pricing to ensure
optimal quality and return on invest-ment
• Our knowledge of the Interna-tional
carrier segment enables us to
provide an up-to-date view of who
is offering what, when it comes to
roaming support, and what solution
and provider would best meet your
objectives
• This type of project can also include
workshops on IPX and how it can
help you offer the best customer
experience to your LTE subscribers
when roaming while optimising your
revenue.
With extensive experience in
this sector, Value Partners and
Hot Telecom can help mobile
operators develop the right
strategy in order to position
themselves successfully in the
future roaming market.

18 – 19
AUTHORS
colin Brooks
Managing Partner, London Office
colinj.brooks@valuepartners.com
Isabelle Paradis
President, Hot Telecom
paradis@hottelecoms.com
Etienne Piciocchi
Engagement Manager, London Office
etienne.piciocchi@valuepartners.com
Steve Heap
CTO, Hot Telecom
steveheap@hottelecoms.com
Aditya Kandath
Business Analyst, London Office
aditya.kandath@valuepartners.com

in partnership with
About
HOT TELECOM
Hot Telecom is a leading telecommu-nication
research company provid-ing
premier quality telecom research
and services to the International
telecom community. Hot Telecom’s
team is composed of International
telecom experts based in America,
Europe and Asia, giving it a unique
insight into the global telecom
market.
In over 11 years, Hot Telecom has
served 200+ of the industry’s lead-ing
operators, consulting firms and
governments globally, providing
them with telecom analysis and
reports, training and consulting
services across a wide range of
subject areas.
We have extensive and unrivalled
international experience working on
data roaming from both a technical
and commercial perspective.
Our projects include:
• Development of a comprehensive
model of international voice,
messaging and data traffic and
revenue - This has been extended
with a detailed regional analysis
of roaming of those services
coupled with assessments of the
impact of changing technology,
particularly LTE, on the roaming
volumes and revenue
• Detailed financial analysis to
support an actionable plan for a
major voice wholesale company
– Our client was looking to
expand into the support of mobile
international interconnect and
roaming services
• Detailed report on carrier and
mobile operator IP migration,
advanced service launch and IPX
deployment plans - we developed
the report from comprehensive
interviews with key players and a
global survey of the industry
For more information on the issues
raised in this note please contact
the authors.
Find all the contact details on
hottelecom.com

Copyright © Value Partners
Management Consulting Limited
All rights reserved
About
Value Partners
Value Partners is a leading interna-tional
strategy consultancy focused
on the converging industries of
telecommunication, media and infor-mation
technology.
Founded in Milan in 1993, Value
Partners’ rapid growth testifies the
value it has created for clients over
time. Today it draws on 25 partners
and 250 professionals from 23 na-tions,
working out of offices in Milan,
London, Istanbul, Dubai, São Paulo,
Buenos Aires, Beijing, Shanghai,
Hong Kong and Singapore.
Value Partners has built a portfo-lio
of more than 350 international
clients – from the original 10 in 1993
– with a worldwide revenue mix.
Our clients include the world’s lead-ing
operators, vendors, financiers,
policy makers and regulators.
We work across corporate and
commercial strategy, economic and
financial advisory support, licensing,
regulation, rights management,
organisational change and opera-tional
improvement.
In particular, we have deep expertise
in carrying out projects related
to data roaming and regulation.
Some of our projects include
the business model evaluation
in the roaming market, evaluation
and development of a new
business model for the Multinational
Companies (MNCs) segment,
and the assessment of roaming
market - we supported a mobile
roaming start-up client in gaining
investment for a multiple-number
based roaming solution.
For more information on the issues
raised in this note please contact
the authors.
Find all the contact details on
valuepartners.com
Milan
London
Istanbul
Dubai
São Paulo
Buenos Aires
Beijing
Shanghai
Hong Kong
Singapore

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