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From the producers of the MVNOs series

Wholesale
Connectivity
Convention
In partnership with

14-16 November 2016
Sheraton Dallas
USA

Find out more at:
tmt.knect365.com/mvnos-na

ENABLING THE GROWTH OF
THE CONNECTED WORLD

2

Wholesale Connectivity Convention

JOIN THE WHOLESALERS COMMUNITY MEETING
We are pleased to announce that in partnership with MVNO Dynamics, we are expanding the scope of this year’s MVNOs
North America Congress. We have rebranded the event to the Wholesale Connectivity Convention to bring not only
MVNOs but also tier 1-4 carriers together.
The rapid growth of global connectivity services and solutions is irrevocably changing the way telecoms
providers operate globally. Tackling the challenges posed by market newcomers – e.g. device
manufacturers, OTT service providers, new roaming aggregators - who are taking over the markets
traditionally served by telcos, requires closer co-operation amongst tier 1-4 carriers and MVNOs.
Wholesale Connectivity Convention provides an opportunity for MVNOs, tier 1-4 carriers and
global connectivity providers to learn from each other and develop closer partnerships.

Wholesale Connectivity Convention

JOB TITLES

COUNTRIES IN ATTENDANCE

USA

CANADA
MEXICO

UK
GERMANY
NETHERLANDS
COLUMBIA
BRAZIL
PERU
COSTA RICA
VENEZUELA
CHILE

5G
North America

25+

Wholesale
Disruptors

25+

Wholesale
Innovators

60+ SPEAKERS

INDUSTRY
COMMENTATOR

BUSINESS
DEVELOPMENT

VICE PRESIDENT

CO-LOCATED WITH

HEAD OF MVNO/E/A/
WHOLESALE

40% 25% 20% 10% 5%
C-LEVEL

3

EXPECTED COMPANY TYPES

OUR EVENT IS GROWING
YEAR ON YEAR

Consultants/
Advisory

10%
Carrier
tier 1-4

2014: 2015:

170 280

2016:

400

30%

MVNOs

30%
30%

Solution
provider

4

Wholesale Connectivity Convention

WHY YOU CAN’T MISS WCC 2016?
We have witnessed extraordinary growth in the wholesale business (IoT/M2M, hosting, data connectivity
especially) around the world including Europe, Asia, LatAm and Africa. Hoever, the North American markets - the
US market in particular - grow at a slower rate. We are therefore bringing the key players to discuss how to
accelerate the North American wholesale market and take full advantage of the new growth areas:
Stay connected with your customers: Customers want to stay connected wherever
they are and whatever devices they use. Find out about the role of the new roaming
aggregators and the arising opportunities in the global connectivity space.
Think outside the box: “M2M/IoT is everywhere but they are not for everyone” - Is
that sentence still true? In a few years’ time there will be a necessity for all devices
to be connected. Will your company be a leader in this market?
Do business outside your comfort zone: Up until recently there were hardly any
crossovers between the car manufacturers, IT device manufacturers and utility
providers. IoT growth has changed all that. The most profitable business
partnerships might be found outside of your traditional business partners range.
Cut the costs: WiFi/Cloud/ Unified communications technologies are nothing new
hence their costs are getting lower and lower. To what extent are you using them
to lower your operational costs?
Stand out from the crowd: Are you innovative enough? Are you staying in touch
with your customers and their needs? Which Value added services you offer? How
developed is your customer experience management strategy? Have you got a
device strategy?
There is a whole world out there: The increased movement of people, more
affordable travel and globalization in general continues to generate new
opportunities for companies interested in global and regional expansion. The
LATAM market and Mexico in particular are encouraging enhanced competition
and innovation. Who is better connected with the LATAM market than the US
based companies?

5

Wholesale Connectivity Convention

+ TAILOR-MADE TOPICS
FOR MVNOS

+ TAILOR-MADE TOPICS
FOR WHOLESALERS

APPVNOS:

DATA CONNECTIVITY:

Is MVNO-OTT integration unavoidable in the high tech
world? What other hybrid business models should
MVNOs look at?

Esim/Virtual Sim progress and application. How will the
virtualisation of SIM affect your business?

LIFELINE MVNOS:
How will your business be affected by the recent
changes to the LifeLine subsidies?

DEVICE STRATEGY:

QUADPLAY & FIXED MOBILE CONVERGENCE:
How to add mobile to business proposal. Develop platforms in
house, partner with an MVNO or become an MVNO?

NEW REVENUE OPPORTUNITIES FOR TELCOS IN DATA:

What are the equipment leasing & financing options?

Deep Packet Inspection, data analytics & sponsored data/zero
rated data

ENTERPRISE MARKET:

OPTIMIZING BANDWIDTH USAGE AND IMPROVING OPEX:

How should you develop your offering to tap into the
SMEs market?

Cloud migration, network virtualisation, WiFi offloading & digital
convergence

VAS:

MVNO HOSTING:

Which Value Added Services are in demand? Video,
music, games etc?

How does the MVNOs business operate? Who to partner with
and why?

WHO YOU WILL MEET
2600HZ • ACN • ALASKA COMMUNICATIONS SYSTEMS • ALLTEL • AMDOCS • AMIVOX • APPLE • ASPIDER-NGI • ASSIST WIRELESS • AT&T • AUDIOCODES
• AURIS • BLUEJAY WIRELESS • BLUESTEIN AND ASSOCIATES • BLUGEM • BT • BUENO CELL • C SPIRE WIRELESS • CENTURYLINK • CINCINNATI BELL
WIRELESS • CLEARLINE MOBILE • CLEARWIRE • COMCAST • COMFONE AG • CONSUMER CELLULAR • CRICKET COMMUNICATIONS • CUBA MOBILE •
FCC • FREEDOMPOP • GCI WIRELESS • GIGSKY • GOOGLE / GOOGLE FI • GREATCALL • HALO INVESTMENT PARTNERS • IMETRIK • I-NEW • INTEROP
TECHNOLOGIES • KAJEET • LIMITLESS • MAS MOVIL • MAST MOBILE • MAXCOM • METROPCS • MICROSOFT • MOTOROLA SOLUTIONS • MOVIDA
WIRELESS • MTS • NETWORKIP • NETZERO / UNITED ONLINE • NTELOS • ONSTAR • PCS WIRELESS • PINGER • PRIDE WIRELESS • QBOCEL • READY
WIRELESS • REDKNEE • REDPOCKET MOBILE • RINGPLUS MOBILE • ROGERS • SCRATCH WIRELESS • SIGMA SOFTWARE • SISTEER • SOUTHERNLINC •
SPRINT • SYNIVERSE • TELEFONICA MOVILES • TELEFONICA UK/LATAM • TELISPIRE • TELRITE CORP • TELUS • TEXTNOW • TING • T-MOBILE • TOTO
COMMUNICATIONS • TRACFONE WIRELESS • TRUCONNECT • TWEAKKER • ULTRA MOBILE • UROS • US CELLULAR • US.CELLULAR • UVA MOBILE • VCARE
TECHNOLOGY • VERIZON • VIRGIN MOBILE • WYLESS • XIUS • X-MOBILITY • YOU KARMA... AND MANY MORE

6

Wholesale Connectivity Convention

MEET THE RENOWNED SPEAKERS

WORKSHOPS
DAY 1
MONDAY, NOVEMBER 14
1.30 – 5.30

Why do regulations matter in valuations?

REGULATORY BOOTCAMP
DAVID GLICKMAN

DANIEL NEAL

JOSHUA GORDON

DEREK TING

NATHAN JOHNSON

CEO, Ultra Mobile

CEO and Founder, Kajeet

CEO, RedPocket Mobile

CEO, TextNow and
Touch Mobile

Chairman, Truconnect

Part 1. Going from Agent/Reseller to Carrier
- A Quickstart Guide:
• A complete overview of the regulatory requirements of becoming
a carrier and maintaining control of regulatory affairs through
the growth stage
• Valuation Models and typical business casing
• Taxation through billing: How to absorb taxes through customer
billing strategies
• How to get taxes removed from your underlying carriers’ bills
Part 2. Go-to-Market Strategies
• Fastest ways to become your own carrier through third parties
• How to sell IoT through resellers and agents
• How to sell wholesale to resellers in a responsible way

MEHUL MERCHANT

ALOIS WIDMANN

BIRKIR MARTEINSSON

RICHARD NEVILLE

OLIVER ROZAY

CEO, UVA Mobile

CEO, iMetrik, Germany

CEO, Amivox

Vice President of Business
Development, GigSky

VP, Business Development
& Monetization, Pinger

Led by Matt LaHood, CEO and Managing Partner,
GSAssociates & Ray Hernandez, Managing Director,
W.G. Nielsen & Co

CONCEPTION, LIVE AND BEYOND
Strategic, Operational And Economic Requirements For Launching
A Telco Business

LIFELINE
Tackling the changes in the LifeLine business

FREDDIE FIGGERS

BORIS VELANDIA

ALEJANDRO LOMBARDO

ANDREI IVANOV

MATT LAHOOD

CEO, Figgers
Communications

Wholesale Business
Director, Telefonica
Moviles, Mexico

Corporate Development
and Strategic Planning
Director, Maxcom, Mexico

Wireless Application
Engineer, TELUS

CEO and Managing Partner,
GSAssociates

6.00

VIP & SPEAKER DRINKS

Meet & network with the industry makers and shakers

7

Wholesale Connectivity Convention
STREAM 1

DAY 2
TUESDAY, NOVEMBER 15
8:00

REGISTRATION OPENS

POWER PANEL
12:00

MVNO
Leaders Club

8:00

An exclusive meeting place for the MVNO Founders and
leaders to discuss the most burning issues under
Chatham House rules and help each other to grow the
MVNOs business. The meeting is modelled on the
entrepreneurs’ business breakfasts that are gaining
popularity across Europe. All participants will be
encouraged to share their recent endeavours and ask
their peers for recommendations or provide
recommendations to them.
9:00

POWER PANEL
9:20

12:45

1:05

11:00

How can new technologies enable IoT/M2M & MVNOs conversion

1:05

3:00

WORKING GROUPS

MVNO-OTT business model in practice
• How to guarantee network traffic as an OTT service provider?
• Monetizing the MVNO-OTT model: Is it necessary to offer some free service to sign
customers in?
• Preventing customer churn

How to use Value Added Services as a service differentiator
• How can MVNOs enrich their offerings though digital services?
• Which Value Added Services are in demand? Video, music, games etc?
• How to enable the platforms to build in new services and additional content?

The audience will split into four working groups to discuss in more details:

1 MULTI-IMSI

2 CLOUD

• Do Multi-IMSI MVNOs really make sense?
What is their value proposition?
• What are the advantages and
disadvantages of their business models?
• What is the impact on the domestic
network?
• Are there network delays in connecting to
the roaming network?

• What are the advantages of migrating
services to cloud? Scaling up the
business/launch time etc.
• Lowering operational costs through cloud
services
• A new dream for MVNOs Business Case:
a Shared Core network in the cloud
• Controlling your subscribers to enhance
your customers value
• How to deliver the right quality of service
on a carrier grade cloud infrastructure
• Providing a unique subscriber experience
through hybrid networks (3G, 4G, & Wi-Fi)

Why have multi-IMSI SIM cards not received
the expected support from the mobile market?

3 FIXED MOBILE CONVERGENCE
& UNIFIED COMMUNICATIONS

How can migration to cloud help to implement
the IoT/M2M services by tier II-IV operators?

Enhancing mobile voice and data service
through the mobilisation of existing onpremise PBX installations through a hybrid
VoIP/GSM core
• Integrating mobile and fixed networks
• Offering four mobile partner models:
Dealer, Wholesale Agent, Wholesale
Premium and MVNO
• How to offer unique features, enable the
ability to link two numbers to one SIM card,
deliver an efficient real-time ordering process
for the channel (Operator Online), and provide
self-service smart routing capabilities for
mobile workers and customers

OPEN DEBATE
4:00

• What is the business case for adding
mobile to your service offering?
• Wholesale access to MVNO: moving from
fixed line to Quad Play
• How to use service bundling to reduce
customer churn?
• Quad Play as an MVNO strategy. How to
integrate your MVNO?

OPEN DEBATE

How to choose a device management strategy






7:30

4 DIFFERENTIATING THROUGH QUAD
PLAY SERVICES

AFTERNOON BREAK

3:45

How can global connectivity demand drive
growth?

MORNING BREAK & SPEED NETWORKING

Six representatives of the MVNOs sector will present their views on the topic above in the
Oxford Debate style. Three of them will present their arguments supporting that statement
and three of them will present the arguments against. Each of them will have three minutes to
highlight the key issues. The audience will choose the winning team at the end of the session
12:45

Six representatives from various parts of the
telecommunications sector will share their views. The
audience will be able to participate in the discussion at
any point, with questions for the speakers.

• Will all the devices be connected in the next three to
five years?
• What trends do you see in terms of the demand for
data services?
• What advantages do MVNOs have over other
operators in providing global connectivity services to
device manufacturers?
• How to develop business models focused on
connected devices?

• AppVNOs are the only way forward in the mature MVNO markets as every company needs
to have their own Apps – agree or disagree?
• Developing value added services is necessary to address the ever-growing customer needs
• MVNO-OTT integration is unavoidable in the high tech world

• The impact of the e-SIM initiative on the MVNOs market
• What are the opportunities for operators and customers if the embedded SIM is introduced in
the coming years?
• What issues still need to be addressed?
• How can eSIM change the competitive landscape in the world?

LUNCH BREAK

Wholesale
Innovators

Will APPVNOS take over the MVNOs Market?

12:00

Expanding global wholesale business through embedded SIM

1:30

• What are the current market trends? Where do you
see the largest growth?
• Does the current regulatory environment provide a
sufficient framework for competition in the telecoms
sector?
• What would be the benefits of enhanced
competition?
• What do the smaller telco players need to compete
and grow? Bringing more competition to the market
by mandatory capacity agreements and network
sharing regulations – analysing pros and cons

10:20

OXFORD STYLE DEBATE

• Implementing network technology upgrades
• What is the rationale behind using data analytics
• Creating value from network openness

What is the state of the telecoms market in
North America?

POWER PANEL

DIFFERENTIATING THROUGH INNOVATION

Connected cars/homes/cities: How can Telco’s tap into those ever growing markets?

OPENING THOUGHT-LEADERS
TELCOS AS GLOBAL CONNECTIVITY PROVIDERS
CHAIRMAN’S OPENING REMARKS
Cultivating the carrier relations and post contract
management

Wholesale
Disruptors

• To what extent can M2M/IoT services complement the existing telco business and when they
need to be launched as a separate business unit?
• Integrating IoT/M2M technologies and existing platforms
• Developing business partnerships with car and device manufacturers and utility providers
interested in entering the mobile market

BUSINESS BREAKFAST FOR THE
MVNO LEADERSHIP CLUB
INVITATIONS ONLY – MVNOS ONLY

STREAM 2

TAKING ADVANTAGE OF THE
IOT/M2M GROWTH

What are the opportunities provided by no contract subscriptions?
What are the equipment leasing & financing options?
BYOD Brainstorm: The effects of the growing support for the no contract era
How will device unlocking impact smaller carriers?
The relevance of smartphones to MVNOs: Do MVNOs need a handset strategy to survive
and grow?

WCC PARTY

5:00

Which path to choose to stand out from the crowd? Quad-Play/VAS/Customer
experience management?




What is the most successful way of differencing your service? Which one is the easiest
to implement?
Costs vs returns – How to assess the impact of the investment on churn prevention
Innovating in-house or working with external partners?

8

Wholesale Connectivity Convention

STREAM 1

DAY 3

12:10

WEDNESDAY, NOVEMBER 16
STREAM 2

How to take advantage of the wide Wi-Fi coverage?
Implementing hybrid solutions using 3G, 4G and Wi-Fi
How can you use Wi-Fi to reduce the cost of data access?
Using Wi-Fi as a way of offering services beyond
data access
• Who profits from Wi-Fi offloading?
• Deploying wireless access infrastructure quickly and
cost effectively

Wholesale
Innovators

09:00

STREAM 1

09:10

CHAIRMAN’S OPENING REMARKS

09:10

New revenue opportunities for Telco’s in data

PANEL DISCUSSION
• Understanding your core network structure and
customer base to generate new revenue streams
• Developing partnerships with OTT service providers
• How to bundle services?
• Applying profitable mobile propositions that generate
recurring revenue
09:55

09:30

Deep Packet Inspection – How to use
customer data efficiently?

EXPLORING GROWTH MARKETS FOR MVNOs

Sponsored data/zero rated data best practices:

10:35

• Finding the right balance: How much of their privacy
are customers willing to exchange for free service?
• Customer profile: Who will subscribe to free data
services in exchange of watching the sponsors’ ads?
• Partnership development with social media platforms

11:00

MORNING BREAK

11:50

MEXICO: PANEL DISCUSSION: Benefiting from
the rapidly opening MVNO markets in Mexico

Assessing the market changes in the
LATAM region outside of Mexico

How can operators embrace Network
Functions Virtualization (NFV) to enhance their
service offerings?
• Reducing time to market
• Enhancing network performance
• Congestion management solution-FIXED/deep
packet solution on mobile

13:10

Leveraging the MVNO ability to differentiate by
attractive pricing, target products and tailormade services





Offering transparent pricing and tailor-made services
Implementing pay-as-you-go models
Removing penalties and improving transparency
Enhancing customer care

LUNCH BREAK
EXPLORING OPPORTUNITIES IN THE ROAMING MARKET: GLOBAL ROAMING EXCHANGES/INTERNET
PROTOCOL EXCHANGE

14:30

Addressing the changes in the roaming market





What are the new types of roaming aggregators and their role in the telecoms market?
How to use Global roaming and internet protocol exchanges to enhance your value proposal
Advantages of data roaming
GRX and IPX opportunities while addressing enterprise customers: Service innovation capabilities & customer experience enhancement

BOOT CAMP
15:15

16:15

GROWTH CAMP

This new feature welcomes companies to the
stage to answer audience’s questions on:






15:15

Wholesale SLA’s
Funding
Marketing strategies
Launching and gaining first subscribers
Startup Strategy 101: Surviving the early days

ROUNDTABLE DISCUSSIONS






Looking further afield: Expanding business globally
• What is the business case for going global? Risks
and rewards
• To what extent can you replicate go-to-market,
distribution & marketing strategies around the globe?
• Assessing the ARPU in different regions and
adjusting your value proposition accordingly
• Do you have to internationalise to survive today’s
market?

Using data analytics to improve customer
experience management

What is stopping telcos from grabbing a slice of
the lucrative enterprise mobility market today?
• Monetising the growth in data creation and
consumption to offset the inevitable decline in voice
services
• Pursuing new service offerings such as Machine-toMachine (M2M), Cloud Services, and real-time insight
from the cellular network
• Providing infrastructure and technology services that
offer flexibility and economies of scale, allowing
enterprises to focus on exploring new technologies
instead of maintaining and managing existing ones.

Why use data analytics?

13:30

OPEN DEBATE
11:50

12:50

• How to measure customer experience?
• What are the current market trends? What do
customers really want from a service provider?
• Responding timely to the customers’ needs to
prevent their churn

• Following the changes in the MVNO market in Chile,
Columbia and Venezuela
• What are the predictions in the coming years?
• How can the US based companies take advantage of
their links with the LATAM region though their links to
the Hispanic communities?

SPEED NETWORKING SESSION

OPTIMIZING THE BANDWIDTH USAGE AND
IMPROVING OPEX

13:10

Differentiating by expanding the B2C offer to
the B2B market
• How to address the SMEs market?
• What strategies developed in the B2C market can be
applied to the B2B market?
• Developing go-to-market and advertising strategies
appropriate to this market

• Using the data-centric models to overcome high
voice wholesale prices
• Developing a data-centric model – data bundles vs
unlimited data offerings
• How to control costs and customer data usage?
• What investment is needed to implement data
analytics? Will the benefits overshadow the costs?

• Winning new business in Mexico
• Update on the Red Compartida project which will
enable access to the network infrastructure without
co-operating with the existing operators in Mexico
• Is the local presence needed to succeed?

• How to merge billing platforms?
• Monetizing subscription and usage-based service in
real-time
• Delivering better customer service
• Revenue share with partners and business networks
10:35

12:30

PANEL DISCUSSION
09:50

New generation billing platforms:
Digital Convergence in practice:

Running a successful Lifeline MVNO:

12:30

OPEN DEBATE

• What are the minimum service standards timeline for
voice and data?
• Interacting with the national Lifeline eligibility verifier
• Improving handset offerings: using apps and
improved functionality to drive lower churn and
higher ARPU
• Lifeline audits and enforcement

• How can deep packet inspection help to increase
your revenues and decrease your customers’
operational costs?
• Developing mission critical applications
• Using the new information for marketing purposes
and churn prevention
10:15

HOW CAN DATA ANALYTICS IMPROVE
YOUR BUSINESS?

Micro- and macroeconomic impact of the
changes to the Lifeline subsidies
• What has changed in the Lifeline regulations?
Complying with federal and state privacy, data
security, and telemarketing laws
• What do the new changes mean to the Lifeline
MVNOs? The role of National Lifeline broadband
providers and the new designation
• How does the regulator see the Lifeline subsidies in
the coming years?
• What will be the long term impact? Will we see more
consolidation in the market or more new players?

OPPORTUNITIES IN DATA CONNECTIVITY
09:00

CHAIRMAN’S OPENING REMARKS

UNLOCKING THE ENTERPRISE MARKET POTENTIAL

Lowering the service costs via Wi-Fi offloading





STAYING RELEVANT IN A NICHE MARKET

Wholesale
Disruptors

STREAM 2

This new feature welcomes companies to the
stage to answer audience’s questions on:
• Reality Check: 5 of the biggest myths about growing
your business
• Thoughts and advice on how to land your first customers!
• Product Thinking: building it right
• Know your customer, vet your supplier

What factors will influence the telco business in the coming years the most?

New technologies including M2M/IoT
New players in the MVNO business including device manufacturers?
Embedded Sim?
Value Added Services
Regulations?

The audience will be divided into five working groups
each focusing on one of the topics in question. At
the end of the session the group leaders will present
the teams’ findings to the audience.

CLOSING PANEL
16:45

What is the future of the telco market?
• What are the key takeaways from the event?
• Which wholesale opportunities are prime revenue
generators?

• Which technologies/services should be
invested in now?
• What is the role of the new players in the telco
business including device manufacturers? Will they
be game changers?

9

Wholesale Connectivity Convention

THANK YOU TO OUR SPONSORS AND EXHIBITORS:

MEET THE SPEAKERS, VIP'S & SPONSORS THROUGH:

2X

SPEED NETWORKING
SESSIONS

3X

WORKSHOPS

4X

450+

350+

4X

WORKING GROUPS

WCC PARTY

1-2-1 MEETINGS

OPEN DEBATES

2X

POWER PANELS

GROWTH CAMP

8X

ROUNDTABLES

BOOT CAMP

2X Business
breakfast
MVNO
Leaders Club


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