To register please call +44 (0)20 7017 7483 or email registrations@iir-telecoms.com

www.iir-telecoms.com/profitability

92%Operator and Regulator

Attendance in 2010

5th - 8th December 2011 DoubleTree by Hilton West End, London

Strategic Revenue generation 2.0:developing effective costing andpricing models for maximisingprofitability and abiding regulation

Matthew Braovac Head of Public Policy,Fixed Services Vodafone Group

Latest insights and bestpractice from industry leadersand regulatory authorities:

debating cost modelling forfostering NGA investment

presenting their innovationswith NGN cost modelling

on the EC Recommendationfor NGN costs & pricing

evaluating pure-LRICimplementation to date

discussing cost andprofitability for Cloud Services

overcoming regulatory hurdlesfor NGN access pricing

calculating the cost and profitability of majorbusiness customers

exploring commercialprofitability in MENA

Hear from of the world’s leadingcost & profitability specialists including:

25+Rainer Schnepfleitner Policy and EconomicAffairs Head ictQATAR

Stephane Bliek Business Controller Verizon Europe

Safdar Imam Senior Costing Specialist Omantel

Gábor Földes Senior GroupControlling Manager Magyar Telekom

Robert Mery Senior Regulatory Manager Swisscom

Mark Falcon Head of Economic Regulation Three UK

Massimo Zinzi Director Wind Group

Ben Wreschner Head of RegulatoryEconomics Vodafone Group

Cosimo Fischietti Regulatory Policy &Market Analysis Specialist Fastweb

Yogesh Sharma Director ofRegulatory Economics Etisalat

Christina Kelaidi Head of Strategic Analysis& Regulatory Relations OTE

Astrid Karabek-Broich Senior Expert RegulatoryAffairs Deutsche Telekom

Laurence Kubiak Head of Economic Analysis BT

Paul van de Loo Partner Ernst & Young

Kjell Stordahl Senior Advisor Telenor Norway

7TH ANNUAL “Excellent insight into the cost & profitabilitychallenges faced by operators acrossdifferent geographical regions” MTS

Pre-conference workshopSilver Sponsor

Monday 5th December Developing Top down and Bottom up

costing models for NGN services led by Ernst & Young

Post-conference workshop

Thursday 8th December Evaluating wireless network economics

led by Informa Telecoms & Media

Now in its 7th year, EMEA’s most

established conference focusing on

telecoms cost modelling and profitability strategies, is the

ideal learning and networking environment for

operators and national regulatory authorities. This year we

have a more detailed coverage of the Middle East region

and a greater focus on the regulatory challenges facing

operators in their NGA investment plans. New topics for

2011 include a section on profitability and cost modelling

for Telecom Cloud Services, managing profitability

through a Customer Lifetime Value model, the

specificities of the Middle Eastern pricing environment

and mobile data yield management.

This signature event of the IIR Telecoms Costing series

features excellent and proven networking with leading

industry experts, academics and analysts primarily from

Europe and the Middle East. A highly interactive event

format includes an operator versus regulator interview,

thought-provoking masterclasses as well as learning-

intensive pre- and post- conference workshops.

To register please call +44 (0)20 7017 7483 or email registrations@iir-telecoms.com

What will you learn from attending Telecoms Cost & Profitability?

A very thorough update on currenttrends with excellent market analysis”JCRA“

Got a good overview on the actualstatus of costing discussions”EPT“

How to optimise cost modelling for fostering NGA investment

What level of co-investment is needed to fund fibre networks

The current impact of the 2010 EC recommendations forNGN costs & Pricing

The different levels of industry response to MTRs

How to create new cost saving streams through effectiveregulatory modelling and accounting processes

Methodologies for benchmarking the different costmodels from historic to LRIC

How ABC for Business Unit level costing can improve OPEXand benchmarking

How to capitalise and profit from telecoms cloud services

The ways of planning and managing profitability through aCLTV model

How to optimise the allocation of taxes in telecoms costingand profitability calculations

The pivotal role of pricing for boosting revenues

What the Middle East telecoms landscape looks like in theeyes of a cost & pricing specialist

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Pre-conference workshop

Media Partners

Silver Sponsor

Monday 5th December 2011

Developing Top down and Bottom upcosting models for NGN services led by Ernst & Young

Overview of the workshop

The workshop will provide a thorough overview of the economics behindcosting and profitability in the telecommunications sector. The acclaimedtelecoms Economics team of Ernst & Young will be leading an innovative,hands-on workshop that this year focuses on the methodology behind atelecom operators costing and profitability strategy. Through a variety ofcase studies delegates will learn about the benefits of using both top downand bottom up models for NGN. The workshop leaders will also provideanswers to the challenges for creating a top down NGN model as well asthe issues in creating the bottom up model. A methodological approach willbe given to discussing service demarcations and shared costs involved withNGN. The day will round up with a case-study based comparison of topdown and bottom up models for NGN services.

Agenda

09.30 Registration and refreshments

10.00 Introduction and speed networking

10.15 Basic economic concepts behind costing and profitability in the telecommunications industry

10.45 Introduction on costing and the “raison d’être” of any company

11.15 Morning refreshments break

11.45 Challenges in building a Top down costing model for NGN services

12.45 Lunch

14.00 Challenges in building a Bottom up costing model for NGN services

15.00 Comparing results of Top Down versus Bottom up

15.30 A refreshed look upon NGN costing

16.00 End of pre-conference workshop

Your host

Ernst & Young is a global leader inassurance, tax, transaction andadvisory services. We aim to havea positive impact on businesses

and markets, as well as on society as a whole. Ernst & Young in theNetherlands has extensive experience in setting the pricing and costingframework for wholesale services as well as designing and implementingthe margin squeeze model, for all services (pre-NGN and NGN (fiber basedaccess) services. In the Far East they have developed a bottom up as welltop down model for all services.

Paul van de Loo Partner Ernst & Young

To register please call +44 (0)20 7017 7483 or email registrations@iir-telecoms.com

Conference Day 1 - Tuesday 6th December 2011 Very good overview of different models for cost allocation Telenor

“08.30 Registration and refreshments

08.50 Conference Welcome and Speed NetworkingGeorgios Kipouros, Senior Conference Producer, IIR Telecoms & Technology

09.00 Opening remarks from the ChairPaul van de Loo, Partner, Ernst & Young

09.10 Regulator VS Operator Debate: Optimising cost modelling for fostering NGA investment A debate-style interview assessing the progress and obstacles with NGNinvestment based on the current regulatory framework. A Middle Eastregulator and a European operator are called to offer their perspectives on:

• The advantages and disadvantages of implementing retail minus pricingmethodologies

• The impact of allowing an operator to set their own pricing for NGN retailand wholesale services

• If it is possible to stipulate and mandate certain technology investmentsfor NGN with the current costing regulatory framework?

• The way forward in developing a costing methodology for the access partof the network

• The costs of wholesale capacity during the transition from legacy to NGNAstrid Karabek-Broich, Senior Expert Regulatory Affairs, Deutsche TelekomRainer Schnepfleitner, Policy and Economic Affairs Head, ictQATAR

10.00 Co-Investment to fund fibre networks• How to bring operators and other investors together to build and fund a

single shared network• Evaluating the advantages of co-investment in terms of improving the

business case through wholesale demand aggregation and rapid copperswitch-off

• What is the impact on geographic scope, competition and regulatorytreatment?

• Overcoming challenges including how to choose co-investors, how tocrystalise investment and how to ensure long-term confidence in thebusiness / regulatory model

Matthew Braovac, Head of Public Policy, Fixed Services, Vodafone Group

10.30 Analysing Swisscom’s Next Generation Network costmodelling approach• Identifying the different cost models that can be used to allocate the costs

associated with Next Generation Networks• Examining the cost model that Swisscom adopted• Understanding why Swisscom adopted their chosen cost model• Determining how Swisscom overcame the challenges associated with using

this particular cost modelRobert Mery, Senior Regulatory Affairs Manager, Swisscom

11.00 Morning Refreshments Break

11.30 Evaluating the 2010 European recommendations for NGNcosts & pricing • Analysing the revised pricing considerations affecting wholesale and retail

revenue based on the EC recommendation• Evaluating the impact so far on • Investment• Revenues• Profitability

• How has risk premium and risk sharing in price been affected? • Discussing the new models of NG pricing that have emerged since the EC

recommendation • What are the next steps for the EC and national regulatory authorities? Giedrius Puras, Acting head of Price control and Statistics division,Communications Regulatory Authority of Lithuania

12.00 Interactive Masterclass: regulatory financial analysis –science, art or guesswork?• What are the key strengths and deficiencies in regulatory costing models?• Where are the bear traps and how to avoid them• How to recognise the key attributes of robust financial models• How to read, interpret, and act on regulatory financial information Gavin Greenfield, Former Principal Advisor, Ofcom & Independent Consultant

12.30 Overcoming regulatory hurdles for NGN access pricing • Outlining the different access forms to networks and their regulatory

framework• How does access to an NGN affect pre-existing regulatory strategies for

the operator? • Overcoming the challenges of regulating access relating to Quality of

Service• Is it possible to maintain cost causality for regulating access prices? Christina Kelaidi, Head of Strategic Analysis & Regulatory Relations, OTE

13.00 Networking Lunch

14.15 Evaluating the industry response to Mobile TerminationRates regulation • Presenting a mid-term evaluation of the EC’s MTR recommendation• Examining the global waterbed effect deriving from European MTR

regulation• Discussing pivotal marginal subscriber issues • Is the ex-ante tariff intervention decision by the ICTA feasible for the

mobile retail market? Mark Falcon, Head of Economic Regulation, Three UK

14.45 Detecting 'margin squeeze' practices through price testing• Discussing main price test methodologies• Which reference network architectures to consider for the test (ULL,

Bitstream, WLR, NGN)• DCF price test: how to evaluate revenues, costs, relevant period and WACC• What are the Effects of seasonal promotions on price test results• Discussing Agcom's own price test: main specs and open issue• Presenting the Wind price testMassimo Zinzi, Regulatory Accounting Director, Wind Group

15.15 Understanding and benchmarking the cost models:Bottom up, Top down, historic cost accounting, ABC,LRIC, FAC• Understanding the advantages and disadvantages of each model according

to different scenarios• What are the criteria to help match an operator to the right model?• Sharing best practice: what is the model that your telco uses and why has it

been selected?Gábor Földes, Senior Group Controlling Manager, Magyar Telekom

15.45 Afternoon Refreshments Break

16.15 Creating a model for making the most out of telecomCloud Computing • Assessing the potential business opportunities• Discussing relevant profitability models • Exploring how cloud computing costing decisions affect pricing possibilities • What is the way forward in capitalising and profiting from telecoms cloud? Laurence Kubiak, Head of Economic Analysis, BT

16.45 Interactive Masterclass: The benefits and challenges tobuild and manage a Customer Lifetime Value model• Is it possible to plan and manage profitability by using a CLTV model?• Evaluating the main challenges and lessons learned for an operator’s

building a CLTV model• What are the most impacting factors of CLTV for telecom operators?• Is there any relationship between CLTV and loyalty?• How to include handset support and network costs into the CLTV equation• What are the benefits from building a CLTV model?Julio Puschel, Head of Mobile Research, Informa TMMilena Konecna, Financial Data Analyst, Informa TM

17.30 End of Conference Day 1 and Drinks Reception

Next Generation Cost & Profitability

Regulatory Challenges

Models for maximising Profitability

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I benefitted by learning about the new structure of NGN” CITC“

To register please call +44 (0)20 7017 7483 or email registrations@iir-telecoms.com

Conference Day 2- Wednesday 7th December 2011 Great knowledge sharing and very rich ideas Anacom

“08.50 Registration and refreshments

09.00 Opening remarks from the Chair

09.10 Developing profitable pricing schemes and strategies fornew products and services • Ensuring accurate cost allocation and using the information for optimising

new product and service pricing• An examination of the key elements of a cost model required to develop

effective pricing strategies including development, deployment andmarketing costs

• Should an incremental or a total cost view be adopted to accuratelydetermine pricing strategies and maximise revenue generation?

Nikhil Shrivastava, Director of Networks, MTS India

09.40 The experience of implementing Pure-LRIC MTRs to date• Discussing the status of implementation with case studies • What are the different approaches adopted and main inconsistencies• Examining the impact of Pure-LRIC on competition• Have the consumers really profited? Ben Wreschner, Head of Regulatory Economics, Vodafone Group

10.10 Interactive Masterclass: Evaluating and deconstructingthe key indicators of robust service costing solutions In the form of an engaging exercise, the experienced consulting team ofErnst & Young will invite delegates to reflect on the following issues• When does a costing system achieve objective and fair cost allocations? • What happens when the underlying data is weak or non-existent in the

case of a new service? • How can you differentiate the cost stacks of similar products?• Are extensive retail cost allocation systems necessary if ex-ante regulatory

obligations relate to wholesale activities? Paul van de Loo, Partner, Ernst & Young

10.45 Morning Refreshments Break

11.15 Traffic forecasting and access evolution for mobile/fixedbroadband profitability • Understanding the overall traffic growth potential of mobile/fixed broadband• Evaluating the importance of traffic and subscriptions forecasts • Why the forecasts of total volumes are fundamental for operational costs • How to combine tariff with traffic and subscription forecasts to develop

profitability forecastsKjell Stordahl, Senior Advisor, Telenor Norway

11.45 Workshop: How to develop accurate profitability modelsfor mobile broadband• Outlining the key prerequisites for developing long –term subscription

forecasts for mobile broadband services• How to connect traffic evolution with profitability modelling• What is the impact of the regulatory intervention on mobile broadband? • Examining success stories in profitability modelling for mobile broadband Ian Streule, Senior Manager, Analysys Mason

12.20 Commercial profitability and the Middle East telecomslandscape• Discussing the telco market trends in the past decade and their future

evolution• Exploring factors impacting returns including prices, net neutrality, fair

usage, technology effects (BBM vs SMS, Facebook, Video Messaging )• Prices and Cost changes over time and the impact of broadband • Dealing with the main challenges in the ME market:• pressure to cut costs - transformation (retail to wholesale)• competition evolution• regulatory impacts on commercial returns

• Comparing the Middle East to the European telecoms landscapeYogesh Sharma, Director Regulatory Economics, Etisalat

12.50 Networking Lunch

14.00 Data Yield Management: managing the profitability of Mobile• Examining best practice on decreasing the cost of providing data • How to ameliorate your data management strategy to increasing customer

revenues• What is the role of pricing for boosting revenues? • Network sharing or WiFi offloading? Thomas Wehmeier, Principal Analyst, Informa TM

14.30 Optimising allocation of taxes in telecoms costing andprofitability calculations• Discussing the different approaches to modelling telecoms-specific taxes• How to treat taxes apparently linked to provision of telecoms services, with

the example from MENA region• Examining how to treat taxes linked to real estate using examples from

Western Europe• Discussing the analytical approaches for assessing the impact of taxes on

retail and wholesale unit costsGraham Johnson, Partner, Aetha Consulting

15.00 Analysing the impact of IP interconnect on wholesalecost and profitability analysis • Do existing interconnect costing and pricing mechanisms hold good in IP

interconnection?• Discussing the impact of IP interconnect on charging and pricing models for

voice and data services• Investigating alternative business models for interconnection including

peering agreements • A look at the impact on regulatory cost accounting requirements Cosimo Fischietti, Regulatory Policy & Market Analysis Specialist,Fastweb

15.30 Afternoon Refreshments Break

16.00 Securing accurate cost and profitability forecasts fornew products and services• How to allocate incremental costs associated with new product and

services in every stage, from product planning and deployment toconsumer usage

• How can you forecast the profitability of new products/services withouthistorical data?

• Evaluating strategies for incorporating market intelligence into your costmodels and revenue forecasts

• Scrutinising tested techniques of optimising your revenues forecastreporting

Safdar Imam, Senior Costing Specialist, Omantel

16.30 Making the most of the best: how to calculate the costand profitability of major business customers • Tracking the network-related costs of managing a major business customer,

especially over the last mile• Ensuring clarity in attributing direct and indirect revenues to a specific

customer• Developing clear breakdowns of cost elements and identifying the costs

and revenues generated by specific customer business units • How to determine the optimum practical frequency of profitability and cost

calculations for major customersStephane Bliek, Business Controller-Europe, Verizon Europe

17.00 Using ABC (Activity-Based Costing) for Business Unit level costing to improve OPEX control andbenchmarking• Increasing transparency by separating cost allocation within each business

unit (BUs)• How to use ABC for BU level costing to assist when comparing OPEX

spends with international benchmarks• Ensuring appropriate cost reallocation among BUs to create clear cost and

profitability data at cost object levels • What value can ABC and benchmarking add to a classical cost account

approach and how can this be an effective tool when setting targets?Rui Cardoso, Planning & Business Support Specialist, Vodafone Portugal

17.30 End of Conference

Service Costing & Pricing Solutions

Cost & Profitability of Broadband Services

Managing and Reporting Profitability

Corporate Segment Profitability

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Kept up to date with what is new in the field“ Mobinil“

To register please call +44 (0)20 7017 7483 or email registrations@iir-telecoms.com

Post-conference workshop Who will you meet?

Who should attend? The Conference is specifically designed to address the needs of industryand institutional experts with the following job titles:

Source: Telecoms Cost & Profitability 2010

• Accounting Unit Specialist• Analyst Strategic Planning• Audit Partner• Budget Expert• Controlling Manager• Cost Account Supervision• Cost Accounting Manager• Cost Analyst• Cost Competence Centre Manager• Director of Strategic Analysis & Regulatory

Relations• Director Regulatory Economics• Economic Advisor• Economic Regulations Advisor• Economist• Financial Controlling & Planning Director• Financial Manager• Financial Reporting Director• GM Accounting• Head of Competition & Economic Affairs• Head of Cost Accounting• Head of Cost Control Department

• Head of Economics & Regulation• Head of Finance Information Management

Department• Head of Marketing Audit & Forecasting• Head of Regulatory Financial Project• Head of Wholesale Services Costing Unit• Market Research Officer• Principal Economics Advisor• Product Manager• Project Manager• Regulator & Cost Accountant• Regulatory Affairs Manager• Regulatory Analyst• Regulatory Finance Manager• Senior Analyst InnovationHead of Advisory

Services• Senior Business Strategy Analyst• Senior Expert for Finance/Economics• Senior Financial Analyst• Senior Pricing Analyst• Telecom Economic Analyst• Wholesale Regulation Manager

Geographical Background Thursday 8th December 2011

Evaluating wireless network economics led by Informa Telecoms & Media

Background

Over the last few years we have seen an explosion in the growth of mobiledata traffic due to significant improvements in user experience. Thisincreased demand for bandwidth has firmly placed network economics onthe industry agenda as operators deliberate over when, where and how todeploy cost effective solutions to optimise the use of their scarce resources.At Informa we have developed our own independent Network EconomicsTool (NET) to help companies assess the impact of the vast array ofdifferent network solutions available. From when to launch LTE to where toadd carriers and optimise traffic, the tool helps decision makers answerthese and many other important questions by providing detailed technicaland financial information through an interactive, easy-to use dashboard.

Overview of the workshop

The evaluating wireless network economics workshop is aimed attelecom professionals who have an interest in understanding the majorissues affecting future network investment. The programme includes anoverview of the challenges facing wireless operators and their partnersalong with a detailed breakdown of how NET helps to address many ofthese issues. We will share with you the assumptions and methodologythat we used in NET as well as highlighting some best practices to helpmodelling in such a dynamic industry. We will also present some real-lifecase studies that we have conducted and give attendees theopportunity to create their own analyses using the tool.

Agenda

8.30 Registration and refreshments

9.00 Understanding the key challenges facing wireless networkoperators and their partners

We will provide an overview of the current state of the WirelessIndustry paying particular attention to the strategic issuesaffecting both operators and their partners.

• The capacity crunch – is there really a problem?• Collaboration of expertise• The changing face of WiFi

9.30 Introduction to Network Economics and cost modelling

In this session we will present an overview of the keycomponents associated with network economics and highlightsome of the challenges we faced when trying to model such adynamic industry

• Identifying the key cost drivers and understanding cost behaviour• How to optimise revenue from scarce resources through

yield management• Modelling best practices

10.15 Morning refreshments

10.45 Introduction to NET (Network Economic Tool)

We will provide a detailed breakdown of the model that we havedeveloped, highlighting assumptions and demonstrating how itcan be used to simulate real-life investment decisions

11.30 Case study examples

We will present our findings for a number of market scenariosaround LTE rollout, Wi-Fi offload, policy management andnetwork sharing

12.00 Interactive modelling session

Attendees will be able to use the model to create their ownanalyses and have the opportunity to discuss their findings withthe group

13.00 Lunch

14.00 End of post-conference workshop

Your hosts

Very satisfied, met most of myexpectations and objectives”Qtel“

Dimitris Mavrakis Senior Analyst Informa Telecoms & Media

Gareth Sims Head of Forecasting Informa Telecoms & Media

Industry Breakdown

IIR TELECOMS SUPPORT

Télécoms Sans Frontières was created in 1998 and is now the leading NGO specialised in emergencytelecommunications. With bases in France, Thailand and Nicaragua, TSF is ready to respond to breakingemergencies anywhere in the world within 48 hours. Since its creation, the NGO has intervened in over55 countries, serving millions of victims and over 500 NGOs and UN agencies. A member of theEmergency Telecommunications Cluster, TSF is a designated “First Emergency Telecoms Responder”,and is supported by some of the biggest telecommunications companies and foundations worldwide.

To stay up to date with the eventdetails and network with otherspeakers and attendees, register withthe ‘IIR Telecoms-Cost Modelling Series’group page on Linkedin

Follow IIR Telecoms &Technology on Twitter

@IIRTMobile

If you are interested in speaking opportunities available please contact:

Georgios Kipouros at gkipouros@iir-telecoms.com or call +44 (0)20 7017 7985

For further details on sponsorship andexhibition opportunities, please contact:

Sean Morrison at smorrison@iir-telecoms.com or call +44 (0)20 7017 7371

Sponsorship and Speaking opportunities

I32XV CWX

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