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From
The international business newsletter of Mobile Communications Markets
March 19, 2013 • Volume 20 / Issue 6
Global Mobile will be taking an editorial break. The next issue will be published April 16.

MEET OUR ANALYSTS
Paul Lambert, Senior Analyst
Paul has over eight years’ experience
covering the mobile sector. Paul’s areas of
focus are mobile operator strategy,
technology trends and regulation.
paul.lambert@informa.com
Matthew Reed, Principal Analyst
Matthew is head of Middle East and Africa
mobile research at Informa Telecoms &
Media. He is based in Dubai, travels
frequently in the region and is regularly
quoted in the international and regional
business press.
matthew.reed@informa.com
Mai Barakat, Senior Analyst
Mai is editor of MEAWA and a research
analyst with Informa Telecoms & Media.
She tracks and analyzes the progress of
the ICT industry in the Middle East and
North Africa with a particular focus on the
mobile and broadband sectors.
mai.barakat@informa.com
Thomas Wehmeier, Principal Analyst
Thomas Wehmeier is a principal analyst
in Informa Telecoms & Media’s Industry
Research division. His specialized interests
lie in analyzing mobile operator strategies,
in particular looking at the impact of technology,
competition and regulation
on operator business models.
thomas.wehmeier@informa.com
James Moore, Research Analyst
James is a member of the Data & Forecasting
team, focusing primarily on the World
Cellular Information Service. He maintains
and updates the Handset Database and
plays an integral role in the publication
of the quarterly World Cellular Handset
Tracker.
Dario Talmesio, Principal Analyst
Dario is a senior analyst for Informa’s Mobile
Operator Intelligence Centre. His main areas
of expertise include mobile broadband, the
mobile Internet, MVNOs and retail, mobile
operator strategies and business models.
dario.talmesio@informa.com
james.moore@informa.com
Informa Telecoms & Media analysts regularly attend industry conferences, either to deliver presentations, chair a session or simply to
research a specific topic. Below we list those events that our analysts are due to attend over the coming months.
Please e-mail the relevant analyst directly if you would like to set up a meeting at or around one of the conferences.
Event City, Country Date Website
Broadband MEA Dubai, UAE 19-20 Mar www.telecoms.com/www.broadbandmea.com
Cloud World Forum MENA Dubai, UAE 19-20 Mar www.cloudworldseries.com/mena
TV Connect 2013 London , UK 19-21 Mar www.tvconnectevent.com
Eurasia Com Istanbul, Turkey 26-27 Mar http://eurasia.comworldseries.com
Managed Services Growth Markets Dubai, UAE 4-5 Apr http://conference.managedservicesevent.com
Broadband & TV Connect Asia 2013 Hong Kong, China 9-10 Apr http://asia.broadbandworldforum.com
IMS World Forum Barcelona, Spain 12-14 Apr http://worldforum.imsvision.com
Telecom Cloud Services Summit 2013 London , UK 15-17 Apr http://telecomcloudservices.com
LTE Latin America Rio, Brazil 16-17 Apr http://latam.lteconference.com
Policy Control & Data Pricing Amsterdam, Netherlands 17-18 Apr http://policycontrolconference.com
TD LTE Summit Singapore, Singapore 23-24 Apr http://td-lte.lteconference.com
IMS 2.0 World Forum Barcelona, Spain 23-25 Apr http://worldforum.imsvision.com
Terabit San Francisco, US 23-24 Apr http://www.broadbandworldforum.com/terabit-2013
MVNOs World Congress Rome, Italy 23-25 Apr http://mvnosworldcongress.com
LTE MENA Dubai, UAE 13-14 May http://mena.lteconference.com
LTE World Summit Amsterdam , Netherlands 17-19th May http://ws.lteconference.com
WiFi Asia + Small Cells Asia Singapore 28 -29 May http://asia.smallcellsevent.com
www.informatandm.com
© 2013 Informa UK Ltd. All rights reserved.

Contents
Analysis
Emerging Asia operators market LTE to high-end users but need to evolve pricing
models to make a return on investment.........................................................................1
Data
Public WLAN hotspots to end-4Q12.............................................................................. 13
News
News.................................................................................................................................17
Comment
Operators revisit old concepts at MWC ‘13 to sketch out new objectives...................19
Country Subscriptions data, Western Europe, 4Q12
Western Europe subscriptions by country, 4Q12..........................................................20
www.informatm.com
© 2013 Informa Telecoms & Media

Emerging Asia operators market LTE
to high-end users but need to evolve
pricing models to make a return on
investment
Analysis
Anubhuti Belgaonkar
Executive summary
• Operators in emerging Asia are positioning LTE as a high-end data service aimed
predominantly at high-ARPU users willing to pay a premium for enhanced datatransmission
speeds.
• Even entry-level LTE is priced at a premium to 3G, with operators using high bundled
data limits in conjunction with higher speeds to encourage high-ARPU users to sign
up to LTE services.
• In terms of branding, operators have launched new campaigns with LTE logos
integrated with their own brand to leverage the strength of their brands while keeping
marketing expenses low.
• The early LTE operators in the region will need to evolve their pricing strategies to
expand their LTE user bases. Experience from other markets shows that operators that
don’t charge a significant premium for LTE have been the most successful in signing
up new users.
• Operators in emerging markets should aim to use LTE to increase the overall number of
postpaid data users rather than to “generate LTE revenues.” To do this, operators need
to isolate segments of their prepaid user bases they can target for 2G-to-LTE migration
by offering service plans at attractive prices that encourage usage, leveraging the
enhanced capacity characteristics of LTE over 3G.
• Experience from other markets, with both 3G and LTE, shows that operators with the
best-quality networks can gain a clear competitive advantage over rivals. Operators
that have rapidly expanded their LTE networks after launch have also been the most
successful in signing up new users. Because of the challenges to doing this in rural
areas and the likely returns on investment on LTE in these typically low-ARPU areas,
operators in emerging markets should instead focus on building widespread LTE
networks in major urban centers with excellent capacity, at least in the first phases of
rollout.
• LTE operators in emerging Asia will, if they execute their launches well, put pressure on
rivals to launch their own LTE services. Experience from more-developed LTE markets
shows that once an operator starts gaining traction with LTE subscriptions, it becomes
imperative for rivals to follow suit to prevent that operator from taking a strong lead
among high-end users.
• Emerging markets in Asia Pacific will see some new LTE-network launches in 2013. Sri
Lankan operators Dialog Axiata and Mobitel announced on Dec. 31, 2012, that their LTE
services were up and running. Maxis Malaysia launched LTE on Jan. 1, 2013, in some
parts of the Klang Valley region, and this year is likely to see many other launches from
other 2600MHz licensees. However, emerging-market LTE launches will be patchy,
with the majority of leading operators in these markets likely to launch LTE in 2014,
with smaller operators adopting a “wait and see” approach.
Market status
Although Asia Pacific is the leading region in terms of the rate of LTE subscription take-up,
because of early LTE launches in South Korea and Japan, the migration to LTE among emerging
markets in the region has, as expected, been comparatively slow. The main reason is that
emerging markets are not as ready for high-speed data services as more-developed markets,
with 3G serving the needs of the relatively small percentage of the market that is regularly
using mobile data. The number of 3G subscriptions is relatively low as a percentage of 2G
subscriptions in the majority of markets in the region (see fig. 1).
www.informatm.com © 2013 Informa Telecoms & Media 1

Fig. 1: Asia Pacific, 3G as % of total subscriptions, key markets, 3Q12
LTE launches have also been delayed because most countries have yet to release LTE-ready
spectrum, often because governments are still unclear about which spectrum band to allocate
for LTE. Analog-to-digital-TV migration has also affected the launch timelines, since the slow
migration has led to delays in the availability of digital-dividend spectrum. Moreover, in
countries where 3G services have yet to take off, such as Vietnam, regulators are reluctant
to give the go-ahead to LTE because of the difficulty many operators in the region are having
breaking even on their 3G investments.
Four markets in Asia Pacific have seen early LTE launches (see fig. 2).
Fig. 2: Asia Pacific, in-service and planned LTE networks, emerging markets
Despite the challenge of making a return on their investment in mobile broadband networks,
operators in two key emerging markets in the region – India and the Philippines – launched
LTE services in 2012. Although Smart Philippines has been upgrading and trialing LTE since
2011, India’s Bharti Airtel was the first to launch commercial LTE services, in April 2012. But it
had just 3,890 LTE subscribers at end-September 2012 (see fig. 3). Current LTE deployments in
these markets focus on urban centers, and none of the operators in these countries that have
launched LTE have announced plans to expand offerings to rural markets in the near future.
www.informatm.com © 2013 Informa Telecoms & Media 2

Fig. 3: Bharti Airtel, Smart, Globe, LTE subscriptions, 2Q12 and 3Q12
Targeting fixed-broadband users
Operators in India and the Philippines are marketing LTE services primarily to high-end
subscribers, a group that inevitably includes fixed-broadband users in urban markets. The LTE
speeds offered by these mobile operators, via USB modems, are typically much higher than
the fixed-broadband alternatives, giving them a clear advantage in terms of performance. To
attract fixed-broadband users, operators are promoting the superior speeds and the mobility
advantage of LTE among high-end users. And the increasing user affinity for smart devices,
compared with their desire for traditional PCs and laptops, is helping operators target LTE at
the broadband market in general. LTE is priced aggressively compared with fixed broadband,
though typically with much lower monthly data allowances (see fig. 4).
Fig. 4: India, LTE (Bharti Airtel) and DSL/FTTH (BSNL) price comparison
The LTE plans offered by Bharti Airtel provide speeds up to 40Mbps, compared with entrylevel
speeds of just 2Mbps offered by BSNL with its FTTH plan and of 16Mbps with its xDSL
plan. Although the costs per megabyte for entry-level LTE and FTTH plans are similar, the xDSL
plan offers significantly more data, resulting in the lowest cost-per-megabyte of the plans
compared. LTE entry-level and high-end plans are significantly cheaper on a monthly basis
than xDSL and FTTH plans.
However, unlike developed markets, such as Japan, where LTE has had a direct impact on
the number of fixed-broadband users, emerging countries are unlikely to see significant LTEdriven
cord-cutting in terms of subscriptions in the near term, largely because of the limited
availability of high-speed next-generation fixed-broadband services to begin with.
Market dynamics
The LTE strategies of Bharti Airtel, Smart and Globe are similar in terms of the market
segments they are targeting and the premium they charge for accessing higher speeds.
The operators are positioning LTE as a premium data service designed to provide quality
connectivity to higher-value users willing to pay additional data charges for higher download
and upload speeds. The three operators are only offering data services, focusing on data cards,
and do not offer voice-based services to their users on the LTE network.
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The operators have begun developing a clear strategy for differentiating LTE networks from 3G
in terms of exclusive service or content offerings: Bharti Airtel is focusing on exclusive content
for its LTE users, whereas the Filipino operators are exploring technology and device strategies.
LTE pricing strategies
Although basic service pricing, measured as cost per megabyte, is considerably lower than 3G
pricing, the monthly cost of bundles is significantly higher, because services are aimed largely
at high-end data users, with plans bundling much larger chunks of data limits compared with
3G plans.
India
Bharti Airtel’s LTE pricing strategy is clearly aimed at high-monthly-data users. The entry-level
LTE plan offers 6GB of data for US$18.40 a month, compared with US$13.80 for a 4GB 3G
plan and US$27.70 for a 10GB 3G plan. In terms of a comparable monthly gigabyte allowance,
Bharti offers 9GB of LTE data for US$25.80, compared with 10GB of 3G data for US$27.70 (see
fig. 5). This shows that Bharti has what can be termed a conservatively aggressive approach
to signing up LTE customers, given the premium it is charging for just 1GB of monthly data
on a 3G plan.
Fig. 5: Bharti Airtel India, LTE and 3G pricing comparison
Bharti Airtel’s cost per megabyte is lower for LTE services than for comparable 3G services
(see fig. 6). For instance, an entry-level LTE plan costs US$0.003 per megabyte, compared with
US$0.006 per megabyte for an entry-level 3G plan. Similarly, the high-end LTE plan costs US
$0.002 per megabyte, compared with US$0.003 for 3G. Although the lower cost per megabyte
of LTE data is not likely to be a significant deciding factor for subscribers looking at LTE, it will
enable operators to aggressively push 2G/3G-to-LTE migration because of the lower amount
it costs them to carry data over LTE networks compared with 2G/3G.
www.informatm.com © 2013 Informa Telecoms & Media 4

Fig. 6: Bharti Airtel, per-megabyte premium, 3G vs. LTE
In terms of overall package pricing, LTE is considerably more expensive on a monthly basis,
though data bundles come with a much higher proportion of free data. Bharti Airtel’s entrylevel
plan includes 6GB data for a monthly commitment of US$18.40, while the high-end plan
costs US$55.30 a month with a 30GB data-download limit, three times the volume bundled
with the high-end 3G data plan, which costs US$27.70.
Bharti Airtel offers LTE services for both prepaid and postpaid users, but the plans are identical
and have no lock-in period. Although it is offering a special limited-period price for the LTE
dongle, the devices are sold without subsidy and cost about INR8,000 (US$150) for both
prepaid and postpaid users. This again indicates that Bharti is adopting a conservatively
aggressive approach to signing up LTE users across its entire base, not just postpaid users.
Philippines
The Filipino operators offer LTE as a postpaid service with a two-year lock-in period. Both
operators bundle the LTE USB dongle free of charge, a feature made possible by the long
contract lock-in. The operators’ LTE pricing strategies clearly have similar goals: to sign up
high-monthly-gigabyte users to LTE, keeping 3G for low-monthly-data users (see fig. 7).
Fig. 7: Philippines, Smart and Globe LTE and 3G pricing, Dec-12
Smart’s two LTE plans offer standard download speeds up to 42Mbps, with the pricing varying
based on the amount of data in the bundle. Globe, on the other hand, offers differentiated
pricing based on both download speed and bundled data. Its entry-level plan offers 28Mbps
access speed, though users can increase it to 42Mbps by paying an extra PHP300 (US$7.35)
a month.
There is a significant disparity in cost per megabyte between LTE and 3G services (see fig. 8):
Smart’s entry-level LTE plan costs 91.4% less than its entry-level 3G plan, whereas Globe’s LTE
plan costs 92.6% less. For high-end plans, the difference declines somewhat, with the LTE plans
of both Globe and Smart over 66% cheaper than corresponding 3G plans.
www.informatm.com © 2013 Informa Telecoms & Media 5

Fig. 8: Globe and Smart, per-megabyte premium, 3G vs. LTE
Like Bharti Airtel, in terms of monthly commitment the entry-level LTE plans are even more
expensive than the high-end 3G options. In Smart’s case the disparity is about 76%, while in
Globe’s case it is just over 260%.
Additional data-usage management
Given that the LTE service aims to target heavy data users in both India and the Philippines, the
operators are offering add-on data-usage plans that users can subscribe to once their monthly
data-bundle limit is exhausted (see fig. 9).
Fig. 9: Bharti Airtel and Globe Telecom, additional LTE data-plan comparison
Globe and Smart are offering introductory promotions of unlimited browsing to attract new
users but plan to offer new add-on plans. Globe has already announced its pricing, while Smart
has not yet made its pricing public.
Bharti Airtel is also offering an LTE version of Smartbytes, a 3G plan that provides add-on data
for users who exhaust the monthly limit on their existing plans. The cost per megabyte for
these plans is slightly higher than the cost per megabyte for regular LTE plans but provides
a cushion to avoid bill shock. In Globe’s case, the cost per megabyte for add-on plans is lower
and provides users an incentive to increase data usage even beyond the bundled limit.
Branding differentiation
Like the majority of operators in other markets, with the exception of DoCoMo in Japan,
Bharti Airtel, Smart and Globe have not launched distinct brands to market their LTE services
but have instead initiated new campaigns with LTE logos integrated with their own brand,
highlighting both the “4G” and “LTE” aspects (see fig. 10). Using existing brands enables
operators to leverage the strength of their brands while keeping marketing expenses low.
www.informatm.com © 2013 Informa Telecoms & Media 6

Fig. 10: LTE Logos and branding
Device strategy
Because of the limited availability and high cost of LTE handsets, as well as the absence of any
LTE-based voice services, the three operators’ LTE strategies are to focus mainly on LTE dongles.
Each operator launched LTE with a USB data dongle and a Wi-Fi sharing device (see fig. 11).
But Globe was the first to launch LTE-compatible smartphones in the Philippines, soon after
the launch of its LTE service (see fig. 12).
Fig. 11: LTE devices offered by Bharti Airtel, Globe and Smart
Fig. 12: Globe Telecom’s LTE-smartphone portfolio
Service positioning
Bharti Airtel offers LTE-only content in a bid to encourage take-up of services, offering
exclusive services for its LTE users (see fig. 13).
www.informatm.com © 2013 Informa Telecoms & Media 7

Fig. 13: Bharti Airtel’s LTE value-added services
For instance, it offers 35 HD movies in collaboration with Bigflix, a movies-on-demand service,
with free access to 10 movies in the first month, followed by INR149 a month for unlimited
access.
Globe and Smart are focusing on offering plain-vanilla data access to their users, though
Informa Telecoms & Media does expect them to offer exclusive content and services for their
LTE users in 2013 to differentiate their offers. In the meantime, Smart has chosen to highlight
its triband LTE network, which enables it to cater to a larger geographic market and in the
future to a wider range of compatible handsets.
Market development
Emerging markets in Asia Pacific will see some new LTE-network launches in 2013, though
the pace and number are likely to be significantly lower than their developed counterparts.
New markets
A number of emerging markets in Asia Pacific are expected to see commercial LTE launches
in 2013 (see fig. 14).
Fig. 14: Asia Pacific, key LTE networks launched in/planned for 2013
Operators must implement effective LTE-migration strategies
With several LTE launches planned for 2013, emerging-market operators will need to start
outlining a clear strategy to drive service adoption, especially in light of the low 3Gsubscription
levels in markets in the region. Limiting themselves to targeting postpaid users
might be futile in these predominantly prepaid markets. Instead, operators should consider
migrating high-end prepaid data users to entry-level LTE postpaid plans to maximize the LTE
opportunity (see fig. 15).
www.informatm.com © 2013 Informa Telecoms & Media 8

Fig. 15: 2G-prepaid-to-LTE-postpaid migration plan
Smartphones
The availability of compatible smartphones will play a key role in driving the take-up of LTE
services in emerging Asia Pacific markets. Penetration of PCs and laptops is low in these
countries, limiting the potential of dongle-based LTE services. Take-up of smart devices, on
the other hand, is increasing rapidly, even in developing markets, and this is expected to drive
service take-up.
VoLTE
Although emerging-market operators are looking at LTE as a data/broadband service, they
would also have to offer voice service to improve the customer experience. 3G voice offload
is likely to be another reason to offer VoLTE, as operators look to manage 2G- and 3G-network
congestion. Whatever the individual reasons might be, operators in emerging countries will
have to adopt VoLTE services in the near future, and it will become a key parameter in
determining the value of their LTE offerings.
VoLTE services will also enable operators to offer new voice-based services, such as HD voice
and voice conferencing, helping them offset the decline in traditional voice revenues.
Subscription forecast
Informa forecasts that Asia Pacific will account for the largest percentage of LTE subscriptions
from 2014 onward. The launch of LTE services in China will play a key role, with the country
expected to have 144 million LTE subscriptions at end-2017 (see fig. 16).
www.informatm.com © 2013 Informa Telecoms & Media 9

Fig. 16: LTE subscription forecast by region, 2013-2017
The global LTE-subscription count is expected to reach 940.2 million by end-2017, of which
China and India are likely to account for about 26.7% (see fig. 17).
Fig. 17: Asia Pacific, LTE subscriptions by country, 2013-2017
Conclusions and recommendations
Conclusions
LTE services are targeting high-end data users
LTE services in India and the Philippines, where the availability of next-generation fixedbroadband
services is poor, are being marketed almost exclusively to high-end subscribers as a
substitute for high-speed fixed-line broadband services. The new services are targeted at highvalue
heavy data users who are willing to pay a premium for service availability, improved
service quality and mobility. The plans are designed with this in mind and all operators are
including significantly more data in these plans than in 3G plans, though Bharti Airtel is the
most aggressive in targeting midrange data users with attractively priced LTE plans, whether
prepaid or postpaid.
Smartphones key to driving service take-up
A limited selection of LTE-compatible smartphones and their steep pricing, in the context of
the overall markets, is a key challenge to driving the take-up of LTE services. Although LTE
dongles are offered by the operators, and are even subsidized to some extent, the fact that
the majority of mobile data usage is via smartphones in emerging markets will be a severe
near- and mid-term factor limiting the popularity of LTE services. Operators will need to focus
on offering a strong LTE-smartphone portfolio to ensure wider adoption of the service while
avoiding the heavy-subsidies route.
www.informatm.com © 2013 Informa Telecoms & Media 10

Focus on urban markets continues
The LTE networks deployed by emerging-market players focus on urban centers. This is the
right approach, given the pricing and premium associated with the positioning of LTE services
in these countries. It is unlikely that the deployments would be expanded to cover rural
markets in the medium term. Operators are instead likely to expand their 3G coverage to
semiurban and rural markets while keeping LTE as a premium service for urban areas with
high demand for data services and high customer willingness to pay a premium for service
quality.
LTE price competition will accelerate
Although the sample size for LTE services in emerging Asian markets is small for now, the
competitive offers launched by the Filipino operators provide a view of the price competition
that is likely with LTE services.
Recommendations
Operators need to adopt more-innovative pricing
Operators will have to introduce lower-priced LTE services before mass-market adoption
takes place. Despite the high-end target segment, offering the LTE experience with small
amounts of data per month can help encourage take-up, since even many high-end users
might not be willing to subscribe to expensive and data-heavy services without first trying
them out. Moreover, as the competition increases, operators will also have to move beyond
just a basic volume/pricing game to offer more innovative services to differentiate their LTE
offers. They could look at examples of innovative pricing from developed-market peers, such
as NTT DoCoMo, which charges customers who add a second LTE device to their original LTE
subscription a reduced amount, driving LTE usage and revenues.
Offer attractive additional data plans for high-end customers
There is a stark contrast between the Indian and Filipino operators when it comes to the price
of data for users who have reached their monthly bundled limit. Globe’s cost per megabyte
for add-on usage is lower than the calculated cost per megabyte of bundled data, which
works as a good strategy to encourage even higher usage among its subscribers. Bharti Airtel,
on the other hand, charges more per megabyte for add-on usage. Such pricing discourages
heavy users from going beyond their bundled data, limiting the service’s revenue-generating
potential.
Provide value-added services
Building a clear value proposition for LTE is essential for the growth of LTE services. Operators
need to highlight the quality differences between 3G and LTE so that end-users understand
the perceptible value of the service. A key part of this will be offering exclusive LTE services
to attract new users and retain existing ones. Services might focus on exclusive content, such
as that provided by CSL in Hong Kong, or on voice-based services, such as the VoLTE service
offered by the South Korean operators.
Hone the marketing message to increase LTE take-up
LTE operators must decide which segments of the market they are targeting for LTE and
determine marketing messages that clearly communicate to those users the benefits of LTE.
Operators in markets that have launched LTE successfully have clearly highlighted the speed
advantages LTE offers over 3G, an advantage that has been well received by a broad base of
users. Although communicating speed advantages can be a challenge, what has proved to be
successful is communicating how much faster LTE is over 3G in the context of using popular
services, such as downloading or streaming media.
Define a clear and profitable 2G/3G-to-LTE migration strategy
Operators need to determine which of their users they can most profitably migrate to LTE. LTE
is not for every user, and operators shouldn’t fall into the trap of aiming for LTE-subscription
growth for the sake of it. Rather, operators need to isolate their most profitable users and
find ways through existing CRM channels to migrate them to more-valuable LTE plans. More
valuable to the operator should mean offering LTE plans with little or no additional cost to the
end-user to ensure longer contract tie-ins, such as over 24 months. This will be a challenge
for operators with predominantly prepaid user bases, but operators need to carefully segment
prepaid users and target those who would most benefit from an LTE plan. LTE can be a way
to significantly increase the number of postpaid users an operator has rather than a way to
generate “LTE revenues.”
Expand coverage outside major urban centers
Although operators are focusing on deployment in urban centers, it’s essential to expand
coverage to other areas to drive LTE take-up in all markets over the longer terms. Emerging-
www.informatm.com © 2013 Informa Telecoms & Media 11

market players are likely to use 3G to cater to relatively price-sensitive semiurban and rural
markets while using LTE to cater to affluent subscribers in urban areas. However, such a
strategy will restrict the service’s potential over the long haul, since rural markets account for
a substantial portion of the population in most of these countries, and there is a good business
case to be made for using LTE in these areas because of the lack of fixed broadband options.
Smartphone subsidies will help drive subscription growth but must be well-targeted
Operator-driven device subsidies are rare in emerging Asia Pacific markets because of the
predominantly prepaid base, which makes it almost impossible for an operator to ensure that
subscribers taking advantage of the subsidy will remain on its network for the entire lockin
period. However, for LTE services, the high-end user base represents a viable segment for
such deals, potentially in conjunction with handset-financing approaches that are gaining
popularity in some markets in Europe. The premium charged for LTE services compared with
3G can be justified by offering heavily subsidized LTE handsets. This will not just increase
smartphone penetration but also drive usage, since LTE access on smartphones will find a
wider potential user base than dongle-based access, given the low penetration of laptops and
PCs in these markets. Most high-end, affluent users would be willing to agree to a fixed lockin
period in exchange for larger direct handset subsidies.
Work closely with device manufacturers to offer competitively priced LTE devices
Operators in emerging markets should work closely with LTE-device makers to produce
devices specific to their markets. This strategy could be particularly effective in increasing
LTE take-up if vendors produce low-end and midrange devices that meet the needs of lowto
medium-data-usage subscribers. 2014, rather than 2013, is a realistic time frame in which
to do so. Operators might be able to work together through the regional operator alliances to
achieve these goals.
www.informatm.com © 2013 Informa Telecoms & Media 12

Public WLAN hotspots to end-4Q12
Data
Operator Type Commercial PWLAN End-3Q11 End-4Q11 End-1Q12 End-2Q12 End-3Q12 End-4Q12 Selected roaming agreements
launch
Asia Pacific
Australia
Internode Startup 2004 283 281 286 286 290 287 Citylan
DoCoMo interTouch Startup 37712 250 250 250 250 250 250 iPass, Boingo
Telstra Fixed/mobile 37803 49 21 21 0 0 0 WBA*, iPass
Azure Wireless Startup 37530 0 0 0 0 0 0 Acquired by DoCoMo
InterTouch
China
China Mobile Mobile 37681 1,800,000 2,200,000 2,250,000 2,300,000 2,340,000 2,380,000 Swisscom, NTT
Communications, Boingo
China Telecom Fixed Jun-05 450,000 600,000 700,000 800,000 850,000 900,000 Chunghwa, Boingo
China Unicom
Fixed Nov-01 105,000 105000 105000 110000 110000 110000 WBA*, Swisscom, Boingo
(Netcom)
Homg Kong
PCCW Fixed Apr-02 2,639 2,564 2,438 2,460 2,499 2,820 Chunghwa, iPass
Y5Zone Startup 2003 748 765 786 820 880 901 Chunghwa, iPass, Boingo,
Airpath
India
Aircel Mobile Jan-11 637 773 773 773 773 773 Spectranet
O-zone Networks ISP Jul-07 468 468 707 707 707 701 Airtel, iPass, Boingo, Comfone
Tata/VSNL Fixed Nov-03 499 499 499 499 499 499 WBA*
Spectranet ISP Jun-10 236 404 404 404 404 404 Aircel, iPass, Boingo
BSNL Fixed/mobile 38565 350 350 350 350 350 350 Dishnet
Airtel Mobile 38264 112 112 112 112 112 112 None
Sify ISP Oct-03 107 107 107 107 107 107 Pronto Networks
Microsense Startup Jun-05 23 23 23 48 48 48 None
Indonesia
Indosat M2 ISP Aug-04 146 146 146 146 146 146 WBA*, Boingo
Japan
Softbank Telecom ISP Jun-05 140000 200000 250000 270000 295000 320000 T-Systems, Boingo, iPass,
WeRoam
KDDI Mobile Jun-11 30,000 55,000 81,800 120,000 200,000 220,000 iPass
NTT DoCoMo Mobile Jul-02 3,266 3,266 4,640 14,200 56,700 66,000 NTT West, NTT Com,
TeliaSonera, iPass, Boingo
NTT West Fixed Jun-02 4,011 4,082 4,085 4,104 4,119 4,121 NTT Com, NTT DoCoMo
NTT Communications Fixed 37377 1,395 1,395 1,395 1,350 1,319 1,319 WBA*, NTT West, China Mobile,
iPass
Malaysia
TM Net ISP 37926 2,720 2,735 2,735 2,735 2,735 2,735 None
Airzed Startup Aug-02 202 202 202 202 202 202 None
Maxis Fixed/mobile Mar-03 111 111 111 111 111 111 WBA*, Boingo
New Zealand
CafeNET/CityLink Startup Jun-05 175 175 171 171 171 171 None
Telecom New Zealand Fixed/mobile Jul-04 364 364 364 101 101 101 iPass
Philippines
Smart Bro (Airborne) Startup NA 483 483 483 483 483 483 None
GlobeQUEST Startup May-03 88 88 88 88 88 88 None
Singapore
SingTel Fixed/mobile Sep-02 718 718 718 718 718 718 iCell, QMax, iPass, Airpath
Qmax/M1 Startup Jan-07 684 684 684 684 684 684 SingTel, iCell
iCell/PC Connect Startup NA 491 491 491 491 491 491 SingTel, QMax, StarHub,
Bluengine, NetRoam
StarHub Fixed/mobile Aug-02 104 104 104 104 104 104 WBA*, Bluengine, iCell
South Korea
KT Olleh Fixed/mobile Feb-02 69,372 83,399 83,406 83,420 83,450 83,450 WBA*, NTT Communications,
iPass, Boingo
SK Telecom Fixed/mobile Jun-10 51,000 60,000 70,000 75,000 77,000 80,000 iPass, Boingo
Hanaro Fixed Feb-02 184 184 184 184 184 184 iPass
Taiwan
Q-Ware/WiFly Startup 38687 6,712 6,712 6,715 6,720 6,721 6,721 Boingo
Chunghwa Fixed/mobile 37408 969 969 969 969 969 969 PCCW, Y5Zone, China Telecom,
Boingo
www.informatm.com © 2013 Informa Telecoms & Media 13

Operator Type Commercial PWLAN End-3Q11 End-4Q11 End-1Q12 End-2Q12 End-3Q12 End-4Q12 Selected roaming agreements
launch
Taiwan (Cont'd)
Yaw Jenq/Easy-up ISP 37681 546 546 546 546 546 546 None
Thailand
TRUE Corp Fixed/mobile Nov-04 419 419 419 419 419 419 WBA*, KSC
KSC Startup NA 137 137 137 151 151 151 TRUE Corp
MilCom/WLANNet Startup Jun-05 57 57 57 57 57 57 Boingo
North America
Canada
Bell Mobility Fixed/mobile Jun-05 2,100 2,100 2,100 2,100 2,100 2,100 Telus, Rogers Wireless,
Microcell
Rogers Wireless Mobile Oct-04 339 339 339 339 338 338 Telus, Bell Canada, Microcell
FatPort Startup Mar-02 90 90 90 90 90 90 Airpath, Surf and Sip, BBX,
Boingo, iPass, WeRoam
Telus Fixed/mobile Oct-03 0 0 0 0 0 0 Rogers Wireless, Microcell, Bell
Canada
U.S.
CableWiFi Fixed Jul-05 10,000 20,000 30,000 40,000 50,000 60,000 Time Warner, Cox, Comcast,
Bright House Networks,
Cablevision
AT&T Fixed/mobile Sep-03 28,476 32,152 29,633 29,700 29,777 30,328 Wayport, Sprint Nextel,
Airpath, iPass, Boingo
Ethostream Startup 2001 2360 2360 2360 2360 2360 2360 None
Airpath Startup Sep-01 1,922 1,922 1,922 1,922 1,922 1,922 Sprint Nextel, AT&T, Fatport,
BT, PCCW, SingTel, iPass
T-Mobile USA Mobile Jan-02 1,175 1,163 1,160 1,131 1,109 1,073 T-Mobile Europe, WBA*
Tengo Internet Startup Jun-05 950 950 950 1,000 1,000 1,000 Acquired Nomad ISP Dec-09
STSN/iBAHN Startup Mar-03 877 877 877 877 877 877 Boingo, iPass
InnFlux Startup Jun-05 243 243 243 243 243 243 None
WiFiFee (Deep Blue) Startup Mar-02 95 95 95 95 95 95 iPass, Boingo, Pronto
ICOA Startup Oct-03 85 85 85 85 85 85 AT&T, Boingo, iPass
Western Europe
Austria
T-Mobile/Metronet Mobile 37561 179 179 179 179 179 179 WBA*
Vorarlberg Online ISP 2002 52 52 52 52 52 53 None
Swisscom Startup Mar-03 28 28 28 28 28 28 TeliaSonera, iPass, O2 Germany
Belgium
Telenet Startup Jul-03 1,063 1,075 1,088 1,110 1,149 1,212 BT, iPass, Boingo
Belgacom Fixed/mobile 37773 793 793 793 793 793 793 None
Orange Mobile 2005 53 53 53 53 53 53 WBA*, Bouygues, TeliaSonera,
Kubi, WeRoam
Swisscom Startup 37681 33 33 33 33 33 33 TeliaSonera, iPass, O2 Germany
TDC Fixed/mobile 37469 630 630 630 524 524 509 None
Denmark
TeliaSonera Mobile 2005 209 209 209 187 187 187 Swisscom, Orange, BT, Portugal
Telecom, NTT DoCoMo, Boingo
The Cloud Startup Jun-05 135 135 135 135 135 135 O2, Telenor, iPass, Boingo,
WeRoam, PicoPoint
Finland
TeliaSonera Fixed/mobile Jun-00 218 218 218 164 164 164 Swisscom, Orange, BT, Portugal
Telecom, NTT DoCoMo, Boingo
The Cloud Startup Jun-05 78 78 78 78 78 78 O2, Telenor, iPass, Boingo,
WeRoam, PicoPoint
DNA/Wayport Mobile May-03 77 77 77 77 77 77 Kubi, Monzoon
eService Bar Startup Sep-03 13 13 13 13 13 13 None
France
Orange France Mobile 37653 14,540 14,540 14,538 14,538 14,538 14,538 WBA*, Wifirst, SFR, Bouygues,
WeRoam
Adael Wireless Startup Jun-03 604 604 882 882 882 882 SFR, Boingo, iPass
Meteor Networks Startup Jul-03 917 917 654 654 654 654 Boingo, iPass, WeRoam,
RoamPoint, Excilan, T-Systems
SFR Mobile 37653 380 380 380 380 380 380 Orange, Meteor Networks, All
Telecom, Adael, Boingo
Swisscom Startup Mar-03 213 213 213 213 213 213 TeliaSonera, iPass, O2 Germany
Daclem Startup 37561 57 57 57 57 57 57 Orange, SFR, Meteor Networks,
All Telecom, Bouygues
Germany
T-Mobile/T-Com Mobile Nov-02 9,476 9,996 9,996 10,057 10,057 10,057 WBA*
www.informatm.com © 2013 Informa Telecoms & Media 14

Operator Type Commercial PWLAN End-3Q11 End-4Q11 End-1Q12 End-2Q12 End-3Q12 End-4Q12 Selected roaming agreements
launch
Germany (Cont'd)
The Cloud Startup Jun-03 781 781 781 780 780 780 Vodafone D2, E-Plus, WeRoam,
iPass, Boingo
Vodafone D2 Mobile Mar-03 366 366 366 366 366 366 O2 Germany, The Cloud
M3 Connect Startup Jun-02 349 349 349 349 349 349 T-Mobile/T-Com, iPass
Hotspot Deutschland Startup May-04 316 316 316 316 316 316 None
Swisscom Startup 37681 287 287 287 287 287 287 O2 Germany, TeliaSonera, iPass
Greece
FORTHnet ISP Jun-05 364 365 365 398 398 398 Portugal Telecom, WINGS,
Boingo
Ireland
eircom Fixed Feb-04 682 652 737 1,400 1,490 1,650 None
BitBuzz Startup Jan-04 223 251 325 330 338 357 WeRoam, iPass, Boingo
Esat BT Fixed Feb-03 60 67 69 42 42 34 WBA*, TeliaSonera, iPass
Italy
Linkem Startup 37773 570 571 571 580 600 600 Telecom Italia, TeliaSonera,
Kubi, iPass
Swisscom Startup Jan-04 216 216 216 216 216 216 TeliaSonera, iPass, O2 Germany
Micso Startup Jun-05 99 93 93 93 93 93 Portugal Telecom, WINGS
Telecom Italia Fixed/mobile Oct-03 194 88 88 88 88 88 WBA*
Hiport Startup 2002 75 86 86 28 28 28 None
Netherlands
KPN HubHop Fixed/mobile 37742 974 986 1,007 1,360 1,490 1,530 Portugal Telecom, Picopoint,
Boingo, iPass
T-Mobile Mobile 38047 523 789 779 828 828 828 WBA*
Swisscom Startup Mar-03 102 102 102 102 102 102 TeliaSonera, iPass, O2 Germany
Norway
Telenor Fixed/mobile 36923 330 330 330 330 330 330 The Cloud, Swisscom, Wayport
Wayport (NetPower) Startup 37712 56 56 56 56 56 56 Telenor, TeliaSonera, iPass/
GoRemote
TeliaSonera Fixed/mobile Oct-99 111 111 25 25 25 25 Swisscom, Orange, BT,
Megabeam, Portugal Telecom,
NetPower, Kubi, NTT DoCoMo,
YesIHotspot, Boingo
The Cloud Startup Jun-05 25 25 25 25 25 25 O2, Telenor, iPass, Boingo,
WeRoam, PicoPoint
Portugal Telecom
Portugal Telecom Fixed/mobile Jun-05 1,588 1,574 1,574 1,574 1,574 1,478 WBA*
Vodafone Portugal Mobile Oct-03 120 120 120 120 120 120 Swisscom, SFR
Spain
Telefonica Fixed/mobile Jun-03 1,913 1,925 1,915 1,915 1,915 1,915 WBA*
Kubi Wireless Startup Feb-02 255 255 255 258 258 258 TeliaSonera, Orange, Fatport,
Monzoon, Boingo, iPass
AWA Hotspot Startup Jun-05 219 205 196 200 203 201 WeRoam, Trustive, Boingo
Swisscom Fixed/mobile Jul-03 153 153 153 153 153 153 TeliaSonera, iPass, O2 Germany
Sweden
TeliaSonera Fixed/mobile Oct-99 670 670 523 523 523 463 Swisscom, Orange, BT, Portugal
Telecom, NTT DoCoMo, Boingo
The Cloud Startup Nov-04 382 382 382 382 382 382 O2, Telenor, iPass, Boingo,
WeRoam, PicoPoint
Switzerland
Swisscom Mobile Mobile Dec-02 1,297 1,297 1,297 1,297 1,297 1,297 WBA*
Monzoon Startup Aug-01 952 942 971 971 990 1,061 sunrise, Kubi, BT, WeRoam,
iPass, Boingo
The Net ISP Oct-02 127 127 127 127 127 127 None
Turkey
TTNet ISP NA 7,500 7,250 7,039 7,039 7,039 7,039 iPass
U.K.
O2 Mobile Jan-11 2,500 3,400 5,000 6,300 6,700 6,808 BT Openzone
BT Openzone Fixed/mobile Aug-02 3,515 3,565 4,095 4,100 4,107 4,341 WBA*
The Cloud Startup May-03 4,068 4,044 4,044 4,043 4,043 4,043 O2, Orange, Boingo, WeRoam,
PicoPoint, iPass
Spectrum Startup 37469 2,000 2,100 2,100 2,100 2,100 2,100 BT Openzone
iBAHN Startup 2002 235 235 235 235 235 235 BT Openzone
Swisscom Fixed/mobile Mar-03 466 466 466 466 466 175 TeliaSonera, O2 Germany, iPass
Orange Mobile Dec-05 70 70 70 70 70 70 WBA*
T-Mobile UK Mobile Aug-02 327 327 327 327 56 56 WBA*
Source: Informa Telecoms & Media
www.informatm.com © 2013 Informa Telecoms & Media 15

www.informatm.com © 2013 Informa Telecoms & Media 16

News
News
Americas
Colombia launches LTE spectrum auction
Colombian ICT ministry Mintic and the national spectrum agency ANE have launched the LTE
spectrum auction in the AWS and 2.5GHz bands. The process will consist of a single auction,
and will offer seven 4G licenses, with two reserved for new entrants to the market, while Claro
will only be allowed to participate in the 2.5GHz spectrum auction. There will be a condition
attached that will require coverage in at least 50% of the county’s municipalities by the middle
of 2014. The tender is due to take place 26 June.
T-Mobile Metro PCS merger passes DOJ
The proposed merger between T-Mobile USA and Metro PCS passed a hurdle in the approval
process when the U.S. Department of Justice made no objections to it during the waiting
period required by U.S. antitrust laws. Next the companies must gain approval from the
Federal Communications Commission, as well as the Committee on Foreign Investment and
Metro PCS shareholders.
Canada timetables 700MHz 4G auction, paves way for new entrants
Industry Canada set a November 19 start date for the country’s delayed 700 MHz 4G auction.
The auction was delayed as the government sought to amend foreign ownership rules ahead
of the auction. New loosened foreign ownership rules allow for small carriers, with less than
10% revenue market share, to be 100% foreign owned. The government wants at least four
companies to get spectrum in each license area, which means at least one block of prime
spectrum in each market will be reserved for a new entrant or regional operator. There will
also be build-out requirements aimed at enhancing rural mobile broadband coverage.
Asia Pacific
Bharti increases stake in Airtel Nigeria
The Indian telecom group Bharti Airtel had increased its stake in Airtel Nigeria by acquiring
13.36% stake in addition to its current holding which stands at 65.70%, bringing its total new
interest in Airtel Nigeria to 79.06%. Airtel is the third largest operator in Nigeria’s crowded
mobile market, with over 23 million active subscriptions and a market share of 20.5% at the
end of 2012.
MTS India wins 800MHz spectrum in eight service areas
MTS India has won 800MHz spectrum in eight services areas in the 2G auctions held on
March 11 2013. It was the sole bidder and won spectrum in Delhi, Kolkata, Gujarat, Karnataka,
Tamil Nadu, Kerala, Uttar Pradesh (West) and West Bengal service areas. Its footprint already
includes Rajasthan service areas where its license wasn’t cancelled by the Supreme Court
verdict in February 2012. It will pay US$665 million for 3.75 MHz (in three slots of 1.25 MHz
each) of 800 MHz spectrum covering 40% of country’s population. However, it will be closing
its operations in Mumbai, Maharashtra and Uttar Pradesh (East) service areas where it didn’t
bid for spectrum due to spectrum cost, competition and future data potential.
Uninor launches "Rocket Recharge" in India
Uninor has launched "Rocket Recharge" in Andhra Pradesh circle in India with plans to
expand to five other operating circles within a month. As part of "Rocket Recharge", Uninor’s
automated systems track and identify usage patterns and accordingly recommend ideal
recharge amounts to individual users. Subscribers can use USSD code *234# to see these
tailored recharge options that may include free additional talk time, SMSs and discounted VAS.
According to Uninor, the pilot of the recharge has received positive response from 740,000
users in Andhra Pradesh circle.
Europe
Telenor acquires digital coupons and loyalty cards provider
Pan-European telecoms operating group, Telenor, has acquired Norwegian headquartered
digital coupons and loyalty cards provider, Liquid Barcodes. Telenor says that Liquid Barcodes
is Norway’s biggest provider of mobile coupons. Liquid Barcodes also delivers loyalty models
and concepts for retail companies. Telenor aims to be the leading mobile coupon operator in
Norway and says that its acquisition of Liquid bar codes will give it valuable expertise and
experience to develop mobile loyalty concepts even more for brands and retailers.
www.informatm.com © 2013 Informa Telecoms & Media 17

O2 Germany introduces world data roaming package
German operator O2 has introduced a new data roaming package for customers travelling
outside of the EU. Data Pack World costs Eur11.99 (US$15.59) and can be used to browse the
internet or download emails in countries such as Turkey, the US, Thailand and Egypt. On
arrival, customers receive a text from O2, and if they respond they receive 6MB to be used
within 24 hours. When this volume is used up, the customer gets another text message to
order more, up to a statutory cost limit of Eur60. The package will be available from 2 April.
Middle East & Africa
Universal and Samsung launch Pan-Africa online music service
Universal Music has announced the launch of a web-streamed music service, targeting
audience across African countries. The users of the service, named Kleek, will have access to
a library of African and international titles. The service is said to be optimised for Samsung
smartphones.
Vodacom and Samsung partner for enterprise business
Samsung Electronics South Africa has partnered with Vodacom Business services, the
business arm of South Africa’s giant mobile operator group Vodacom to collaborate on various
business enterprise programmes in South Africa. Through the partnership, the two firms
aim to accelerate access to enterprise mobility turn-key solutions by businesses through the
development of a centralised all-round technology partnership based on their infrastructural
needs. The initial phase of the agreement is focused on mobile solutions for enterprise but
will be extended to other multimedia devices based on customer requirements. Both firms
plan to use a combination of operator offering, Samsung devices and horizontal and vertical
enterprise solutions to provide new and premium services to business organisations.
www.informatm.com © 2013 Informa Telecoms & Media 18

Operators revisit old concepts at MWC
‘13 to sketch out new objectives
Comment
Paul Lambert
Those expecting major announcements from operators on new approaches they’ve devised to
react to the fast-changing landscape of the telecoms industry would have been disappointed
at MWC ’13. But despite the absence of a major announcement from any of the big operating
groups, something that has come to be a hallmark of MWC, some of the major players did
provide some detailed insight into their broad strategic near-term goals. Telefonica, Vodafone
and DoCoMo this week each communicated how they see their businesses evolving to meet
the new challenges they face in identifying new capabilities and opportunities, and how they
are reviewing their core businesses. But how much of it was new thinking?
Cesar Alierta, CEO of Telefonica, kicked the MWC week off by saying that the mobile industry
needs to re-position in the mobile services value chain. On the face of it, these comments
would no doubt have been met with another roll of the eyes by companies that have created
the services people want to use on their smartphones, using what Alierta referred to as an
unlevel playing field. Alierta’s comments could have been made any time in the past five
years, and his suggestions that operators should now focus on offering enhanced connectivity
embodies a strategy that has been emerging among telcos during this time.
Looking more closely, that Alierta suggested operators should focus on offering simplified
tariffs built around an “enhanced customer experience”, which actually shows how far
operators have already gone in losing the battle to provide services consumers want to
use. The fact is that mobile operators have already sunk significant resources into building
applications and environments for mobile consumers, who have overwhelmingly chosen not
to use them. Twitter, Facebook, Google’s suite of services, the Android and Apple app stores
are probably some of the main reasons people actually buy smartphones – not for any service
developed by telecoms operators.
So what’s operators’ latest thinking on how to meet these challenges? Operators, Alierta says,
now need to compete by offering the best quality experience of services. So the question
that arises is: when will the mobile industry listen to Alierta’s often-sounded battle cry? The
answer is, it’s already happening. Some operators, including Telefonica with its Telefonica
Digital unit, are well advanced into looking at how they can use their networks in new ways
to differentiate and add value to end users, a strategy based around new organizational
structures that is gradually finding favor with other major telcos.
Indeed, Vodafone and DoCoMo made announcements that heeded Alierta’s call for operators
to focus on core assets at least as much as trying to beat Internet companies at their own game
in services. In comments similar to Alierta’s, Vodafone CEO Vittorio Colao and NTT DoCoMo
CEO Kaoru Kato each said this week that they plan to focus on core telecoms services as a
platform for new services to grow revenues. In the case of Vodafone, this is offering unified
services – fixed and mobile services – in core European markets, making acquisitions where
necessary. And for DoCoMo, it is opening up its networks to allow partners to develop services
within eight core vertical markets, and again, making acquisitions where necessary to fill the
gaps.
Whether these strategic goals, none of which are new, actually bear fruit depends, as always,
on how companies execute on them. New core telecoms services, opening up the network to
partners to leverage core network assets, and making acquisitions to plug gaps in capability
have all been around for several years. Whether operators can actually now make good on
these goals will require them first to change their corporate mentalities – before anything else,
becoming organizationally more aligned and nimble to realising these new opportunities. In
the absence of this top-level strategic thinking, we can expect more strategic announcements
with a strong echo of what we heard this year, rather than evidence of success of initiatives
underway, in subsequent MWCs.
www.informatm.com © 2013 Informa Telecoms & Media 19

Country Subscriptions data, Western Europe, 4Q12
Western Europe subscriptions by country, 4Q12
Country 4Q11 1Q12 2Q12 3Q12 4Q12
Andorra 65,040 64,800 64,340 63,335 62,330
Austria 12,827,900 12,995,000 13,060,300 13,204,800 13,381,400
Belgium 12,540,610 12,597,710 12,799,230 12,429,700 12,408,000
Cyprus 1,685,100 1,702,000 1,729,700 1,756,900 1,780,400
Denmark 7,570,910 7,621,860 7,715,370 7,718,270 7,694,910
Faroe Islands 58,480 58,390 58,280 58,080 58,700
Finland 9,189,500 9,267,900 9,384,200 9,524,500 9,580,500
France 65,639,000 66,312,000 66,670,000 67,733,000 68,912,600
Germany 108,321,800 107,270,800 107,689,200 108,296,300 107,429,900
Gibraltar 33,700 33,100 32,000 31,900 31,500
Greece 15,170,620 15,171,080 15,295,100 15,206,620 15,203,740
Greenland 59,040 60,155 58,724 57,293 55,862
Guernsey 70,230 70,480 70,730 70,960 71,130
Iceland 388,220 391,060 393,300 394,630 403,679
Ireland 5,367,230 5,306,960 5,273,790 5,205,500 5,336,430
Isle of Man 92,000 93,450 94,890 96,240 96,000
Israel 9,754,700 9,767,300 9,675,800 9,601,634 9,396,491
Italy 86,343,030 86,607,060 86,401,420 86,551,383 94,520,566
Jersey 174,000 173,190 172,200 171,290 179,200
Liechtenstein 32,500 32,690 33,070 33,370 33,900
Luxembourg 765,230 770,880 781,170 791,782 802,920
Malta 521,730 521,200 535,500 549,600 519,610
Monaco 28,400 28,900 29,100 29,400 29,500
Netherlands 19,259,000 19,194,000 19,137,000 19,256,000 19,245,000
Norway 6,120,900 6,128,000 6,196,900 6,225,800 6,238,622
Portugal 17,301,400 17,232,900 17,084,000 17,219,300 17,227,600
Spain 57,034,390 54,572,590 54,114,040 53,428,280 53,421,900
Sweden 13,716,200 13,814,800 14,002,400 14,223,520 14,351,480
Switzerland 9,779,000 9,824,900 9,879,800 9,943,400 10,010,000
Turkey 65,291,000 65,647,000 66,052,000 67,113,000 68,174,000
UK 77,612,500 77,547,400 77,875,070 78,383,100 79,543,910
Total 602,813,360 600,879,555 602,358,624 605,368,887 616,201,780
Informa
Telecoms &
Media
www.informatm.com © 2013 Informa Telecoms & Media 20

LEAD ANALYST
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FOCUS DAY
PRE-CONFERENCE FOCUS DAY :Retail and Brand * Roaming
FOR MVNOS, RETAILERS AND RETAIL BRANDS*!
22 ND - 24 TH APRIL 2013 | Radisson Blu, Rome
THE ONLY EVENT DEDICATED TO THE GLOBAL
MVNO MARKET – ONE WORLD, UNDER ONE ROOF
MAXIMISE
YOUR MVNO
POTENTIAL
Learn from the experts –
80+ innovative speakers,
34 MVNOs - 25 at CEO/MD
level - and 12 MNOs
The Latest Analysis – from
the leading authorities on
MVNOs
Comprehensive Insight –
with a multi-streamed,
interactive, broad-scope
agenda
LEVERAGE
NETWORKING
OPPORTUNITIES
Meet your next business
partner
Over 300 delegates –
2/3 MVNO and MNO
Extensive Exhibition –
extended networking and
the MVNOs Pool Party!
Network with top level
MVNO board members -
25 MVNO CEOs confirmed
as speakers
CELEBRATE
SUCCESS
Introducing the
MVNO Industry
Awards – Nominate
Your Company and Join
the Leading MVNOs,
MVNEs, MVNAs and
Wholesale Operators
Celebrate the success
of the MVNO Industry
at the 1st
International Awards
FOCUS
ON WHAT MATTERS
Dedicated Streams – CEM
and Partnerships; M2M; Data,
LTE and WiFi
Focus Day – Retail and Brand;
Roaming
Keynote Insights –
Opportunities for
International MVNOs
Optimising the MVNO/MNO
Proposition
NEW VENUE!
ROME, ITALY
80+ SPEAKERS 34+ MVNO SPEAKERS 25+ MVNO CEOs/MDs
Covering Every MVNO Growth Opportunity
by Sector, Strategy, and Region!
NEW TO
MARKET GLOBAL
EXPERTISE
NEW
NEW
NEW
NEW
Andy Taylor,
CEO,
Yatango
Andrea Perocchi,
President,
Noitel Italia Mobile
Ryan Wuerch,
CEO,
Solavei
Krstian Myrup,
CEO and President
Virgin Mobile CEE
NEW
NEW
NEW
NEW
Milind Kangle,
CEO,
Lycatel
John Mardini,
CEO,
Voyager Mobile
Hakan Demir,
General Manager,
Fenercell
Joost van der Plas,
CEO,
*bliep
REGIONAL CASE
STUDIES RETAIL AND
NEW
NEW
NEW
Mikkel Vinter,
CEO, Virgin Mobile
Middle East and
Africa
Peter O’Connell,
Chairman,
Amaysim
Ammar Qaffar,
Chief Commercial
Officer, My Evolution
Alex Franks,
CEO,
The People’s
Operator
BRAND LEADERS WIFI AND DATA
INNOVATORS
NEW
NEW
Roberto Giacchi,
CEO,
Poste Mobile, Italy
Maria Mehrens,
Managing Director,
Tchibo Mobile
Michel Dupont,
SVP General Manager,
Belgium, MTV
Paul Walsh,
Head of Operations
Tesco Mobile Ireland
NEW
NEW
NEW
NEW
Adam Holt,
General Manager,
Tuenti Móvil
Nigel Chadwick,
Director/Owner,
Stream
Communications
Mikko Uusitalo,
CEO,
UkkoMobile
Frank Bekkers,
CEO,
Mobile Vikings
SPONSORS
Diamond Sponsor Gold Sponsor Silver Sponsor Associate Sponsors Event Guide Sponsor Wholesale Partner
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