developing our business the mobile way - telenor · developing our business the mobile way arve...
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Developing our business the Mobile WayArve Johansen, Deputy CEO Telenor and Head ofTelenor International Mobile
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Strong group-wide governance
Agility and competence
Simplicity & focus
Group commitment
Key Success Factors
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
ProcurementPrioritized areasin the Mobile Way
Competitive advantage through the Mobile Way
3
Competitive advantage through the Mobile Way
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
ProcurementPrioritized areasin the Mobile Way
4
Investment optimisation
Mobile business model profitable in new segments Key drivers– Large group-wide procurement
savings
– Exploiting opportunities in existing technology
– Benchmarking and best practice sharing
– Efficient network operations
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
5
Competitive advantage through the Mobile Way
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
ProcurementPrioritized areasin the Mobile Way
6
The Mobile Way management principles
IntegrityPassion for businessChange and constant renewalEmpower PeopleOperational excellence
Telenor in key positions in all companiesManagement rotationSuccession planning for all critical positionsBonus and incentives on important value drivers
Management philosophy
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
Implementation
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Competitive advantage through the Mobile Way
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
ProcurementPrioritized areasin the Mobile Way
8
Seamless availability of customer services when roaming
Leverage scale in selected procurement activities
Improved services to multi-national clients
Group cooperation in roaming
58 mill. subscribers
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
9
Competitive advantage through the Mobile Way
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
ProcurementPrioritized areasin the Mobile Way
10
Creating local competitive advantage
Common service framework
Common marketing framework
Common segment go-to-market strategies
Mobile Way tools
Local responsivenessLocal responsiveness
Best practice & Idea sharingFormal & Virtual networks
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
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Building the djuice brand
Tailor- made and bundle of services
Sponsorships and Loyalty Activities
Phone + Reasonable Price plan
Brand & Communicationwith Attitude
djuice “offers more” Value Proposition
Brand & Community with Attitude
Tasty sugar water Something Extra SponsorshipsAnd Loyalty Activities
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
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Time
Handset and Price importantto gain critical mass
Services, Partnerships, Eventsimportant to develop (ARPU) and retain customers (Churn)
€
Subs / Revenues
Building the revenue baseHuman
Resources& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
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Hungary, Subs: 340 000
Sweden, Subs: 100 000
djuice under Telenor leadership
Strategy - market leadership within youth segment
Reduced time-to-market securing strong segment positioning
Positive impact on the mother brand
Ukraine, Subs: 2 350 000
Norway, Subs: 820 000
Bangladesh
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
14
Profitability in low-ARPU segments
Volumes and margins matter more than ARPU
– Tailored pricing strategies
– Manage acquisition costs
– Optimise network costs
– New distribution solutions
– Fill the networks with traffic!
TnMob
il
Sonofo
n
Panno
nDiGi
Kyivsta
r
GrameenP
hone
ProMon
te
ARPU (NOK)
EBITDA margin
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
15
Strong group-wide governance
Agility and competence
Simplicity & focus
Group commitment
Key Success Factors
Human Resources& Management
Common segmentstrategies
AlliancesRoaming
Common ProductDevelopment
InfrastructureManagement
Procurement
Prioritized areasin the Mobile Way
Competitive advantage through the Mobile Way
16
Pakistan – Deploying the Mobile Way from day one Pakistan – Deploying the Mobile Way from day one
Full-scale industrialisation– Management– Positioning– Network rollout– Business processes
Leveraging Telenor’s greenfieldand emerging market expertise– Record speed rollout and launch– Fast subscriber uptake– ”Quality operator” position
conquered
Human Resources
& Management
Common segmentstrategies
AlliancesRoaming
Common Product
Development
InfrastructureManagement
Procurement
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