Eugene Louppov People’s Mobile Telephone Chairman Vladimir Shulga People’s Mobile Telephone

Prospects of the utilization of MVNO business model in the development and commercialization of the 3G mobile services Eugene Louppov People’s Mobile Telephone Chairman Vladimir Shulga People’s Mobile Telephone Director General

Contents: • MVNO definition and classification. • Brief overview of MVNO business in the world. • Experience in the implementation of MVNO business model in Russia • Prospects in the development and commercialization of the new services within the framework of MVNO business model and 3G host operator networks of UMTS and WiMax standards • MVNO business regulation in the market of mobile telecom services • Infocommunication Union plans to implement MVNO business models in Russia

Definition of Mobile Virtual Network Operator (MVNO) OFTEL’s definition (OFTEL - British regulator in the field of telecommunication) MVNO– is the operator that offers subscription to the mobile services and the services themselves but does not own radio-frequency resources that are necessary for this purpose

MVNO classification by criteria of the central infrastructure availability • Level 1 MVNOs Have no central infrastructure at all (innovative operators or service providers) • Level 2 MVNOs Have some central infrastructure of their own (at least, the billing), market the services under their own brand • Level 3 MVNOs Have substantial central infrastructure (comparable to the classic mobile operator except for the base stations) – full MVNOs or the operators of the “ classic type”

Host operator network elements (MSC, HLR,MNC, billing ect .) Host operator radio infrastructure MVNO operator network elements (MSC, HLR, MNC, billing etc) - full MVNOs Host operator subscribers MVNO subscribers Options for the mobile telecom services provisioning

Business model of the classic mobile operator Operator of the public networks Operator – international partner Operator – provider of services Operator – international partner Subscribers – users of services Content providers

Business model of the 1-st and 2-nd level MVNO Host operator MVNO – Provider of services Subscribers – users of services Content-providers

Business model of the 3rd (high) level MVNO operator Host operator of standard А network Operators of the public networks Host operator of standard B network Operator – international partner MVNO – Provider of services Operator – national partner Subscribers – users of services Content providers

Options for the reimbursement of the host operator services provided to MVNO Option 1 : Direct reimbursement of expenses - reimbursement of expenses of the host operator for the MVNO network support combined with the certain remuneration as the fixed fee non-related to MVNO revenue Option 2 : Reverse reimbursement of expenses - reimbursement of expenses of the host operator for the MVNO network support combined with the certain remuneration as the percentage of the revenue generated by the sales of services

Major characteristics of MVNO • License (permit) to utilize the radio-frequency spectrum is not required • Commercial agreement with at least one acting host mobile operator is required • Simultaneous operation with several host operators (of the same or different standard) is feasible • As a rule, the provided services are complimentary (additional) to the services of the acting host operators • Activity is centered on marketing, sales, billing and customer service • In the hierarchy of the mobile operators find the place nearest to the end users

Number of MVNOs in the world, August 2006 Source: J’son & Partners

Number of MVNO customers in the world (mln), August 2006 Source: J’son & Partners

Business model of the 3rd (high) level MVNO operator lamented at the Pilot Zone of People’s Mobile Telephone in Russia Host operator of the standard A network Operators of the public networks Host operator of the standard B network Operator – international partner MVNO – Provider of services Operator – national partner Operator EPSS Local operator of the fixed services ISP Subscribers – users of services Content providers

Approbation of the new VAS at the pilot zone of PMT

Value added services of MVNO on the basis of EPPSS Purchase of goods at the point of sale, Purchase of goods at the automated trade kiosk, Payment of the transportation services or other standard services, Payment of parking, Purchase of gas (petrol), Household services payment, Purchase of tickets, Payment of Road police penalties and other state agencies penalties, Bank services, express mini loans, Lotteries, award games, gambling, Enforcement of mobile content sales

Establishment of MVNOs enables the growth of competition and the development and implementation of the new services (in parallel with the decrease of the prices for these services) MVNO of the 1st and 2nd level are the most popular but the MVNOs of the 3rd (high) level are the least dependent of the host operators The activity of MVNOs is primarily focused at the provisioning of the value added services Legal framework existing in Russia today could be applied to regulate the activity of the high level MVNOs (with the full central infrastructure) Conclusions based on the international MVNO experience and the results of the pilot zone research of PMT

MVNO cooperation with interstandart host networks. • MVNO based on GSM, EDGE radio access networks: Goals - VAS, unique services • MVNO based on 3G radio access networks: Goals – capacity sensitive services: Mobile TV, Mobile games and ect. All market players can use common radio-frequency resource. • MVNO based on WiMAX networks: Goals – Voice and Internet services at countryside, Voice over IP, medicine services, advertising services MVNO core MSC/HLR, GGSN, billing, VADservices platform, service broker GSM/EDGE Packet - Switched network UMTS core network (MSC, HLR, SGSN, GGSN WCDMA/HSDPA Circuit- switched network Other, WiMAX, WLAN Other cellular operator Core network Radio Access network External network

Options for the evolution of the acting mobile operators to the 3G services on the basis of MVNO business model Acting mobile operator Acquisition of the license for MVNO activity and utilization of the host operator network Acquisition of the license for MVNO activity and utilization of the specialized 3G network

Major characteristics of the specialized 3G radio access network • Has the permit to utilize the frequencies in the UMTS range to install the base station all over the country • Has the license to provide the radio access services to MVNO operators all over the country but has no license to provide 3G services directly to the end users • Main business - to provide the radio access services to MVNO operators • Operator’s revenue is generated by means of providing the radio access services to MVNO operators

First stage (preliminary business process) To make feasible the radio access of the end user’s terminal to the public network Second stage (final business process) To implement the full scope of business processes to provide directly the mobile services of the 3rd generation by means of the MVNO operators Two stage technological process of providing mobile services of the 3rd generation

The advantages to the MVNOs of the scenario of the utilization of the specialized 3G radio access network • Lack of difficulties to connect MVNO to the host network (the operator of the specialized network of 3G radio access does not provide directly the mobile services and must connect MVNO to the host network). • Opportunity to connect many MVNOs across the country becomes available • MVNOs can participate in the rollout of the network in their local area on the basis of the agreement with the operator of the specialized 3G radio access network • Opportunity to build a combined network (MNO- GSM and MVNO – UMTS) becomes available. The existing code of the network (MNC) and numbering could be maintained

First stage: set up of the operator company to utilize and maintain the specialized 3G radio access network Second stage: Regulator’s approval for the set up of the pilot zone for the specialized 3G radio access network including the fragment of the network of the regional MVNO operator. Implementation of the pilot zone and tests Third stage: participation in the contest of the Regulator to obtain 3G license and frequencies to implement the specialized 3G radio access network Fourth stage: acquisition (by the regional operators) of the licenses to act as an MVNO services and execution of the agreement to be connected to the specialized 3G radio access network Stages of the implementation of the scenario of using for MVNO of the specialized 3G radio access network

Plans of the Infocommunications Union and People’s Mobile Telephone, Ltd. to implement high level MVNO business model in Russia on the basis of UMTS and Wi-MAX host networks • First stage: work with the Regulator to define and approve the legal grounds for the operation of high level MVNO operators in Russia • Second stage: Extension and upgrade of the MVNO pilot zone of People’s Mobile Telephone, Ltd. to implement the tests of MVNO interaction with UMTS and Wi-Max host networks • Third stage: Commercial operation of MVNOs to provide mobile services of the third generation on the basis of UMTS and Wi-Max host networks • Fourth stage: Foreign mobile services markets entry on the basis of high level MVNO business model

Thank you for your attention! Тел. +7 (095) 330-32-11, +7 (095) 500-54-98 E-mail: Vladimir.Shulga@vita-service.ru

Eugene Louppov People’s Mobile Telephone Chairman Vladimir Shulga People’s Mobile Telephone