salienceconsulting

Salience snapshot &

credentials

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Salience is an established telecom management consulting

and professional services organisation

100% focused on MENA’s telecom regulators, operators, investors and government ministries for strategic, regulatory and technology excellence

Our resolute industry focus has cemented Salience as the go-to advisor and on-ground implementer of telecommunications knowhow, entrusted by:

Salience introduction

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We transform countries and

communities through telecoms

going beyond strategic advisory

and assuring success by taking

ownership of execution. Put simply;

we make things happen

World class experts

Senior executives and industry veterans

from international operators and

management consultancies including

British Telecom, AT&T, PA Consulting, PwC

Rich delivery record

Having launched new operators, helped

established regulatory bodies and driven

economic growth through national

infrastructure investment

Vendor independent

Allows us to purely focus on developing

the best solutions for our clients,

unhindered by vested interests.

Regional knowhow

Our consultants have working knowledge

of successful delivery in MENA since 1991

- we understand the challenges,

opportunities and local culture.

Our value propositionEnd to end enablement

Our strengths

TELECOM REGULATORS& regulatory functions

TELECOM INVESTORSInstitutional, private, public, PPP

TELECOM OPERATORSFixed, Mobile, MVNO, Public Safety/Mission Critical

Regulatory Investment Next Generation Networks Operator Launch & Enablement Digital Operator

Regulatory economics

Cost modelling

NBN policy and regulation

Market definition & competition

Regulatory process and capacity

Digital regulation

Operator regulatory compliance

Litigation support

Market analysis & feasibility

Investment business case

Preliminary valuations

Funding & investor connect

Financial and cost modelling

New entrant planning

M&A sell/buy advisory

Operator investment governance

Subsea transit & capacity

Terrestrial core network

National Broadband Network (NBN)

Fibre to the Home (FTTH)

Radio Networks (3G/4/5G)

Public safety & mission critical

Regional Wi-Fi (WiMax)

Narrow Band IoT

Launch & interim management

Organisation development

Finance, legal & regulation

Technology & engineering

Marketing & Sales

Product management & PLM

Operational systems, policy & process

Customer care

Digital assessment & roadmap

Transformation & change management

Connected operations

Agile portfolio & partner ecosystem

Rapid time to market

Solutions capable sales

Analytics & experience

Innovation centre & impact

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Graeme LowtherManaging Partner

Ivan SkenderoskiManaging Partner

Richard GuzovichManaging Partner

Leadership Team

Dominique ReverdyPartner

Erik WhitlockAssociate Partner

Mohamed El-MadhounAssociate Partner

Rohan GleesonAssociate Partner

Dr. Paul FranceAssociate Partner

Jonathan SmithAssociate Partner

Dr. Jonathan SmithPrincipal Consultant

Andrew DaviesManaging Consultant

Hanif Mohamed Lalani, OBE

Ian Sanders

Ghassan Hasbani

Advisory Board

Abeer HassanFinance Analytics

Lead

Maria McCourtCustomer Care

Lead

Garry LewisOperations

Delivery Lead

Data Sharan MishraTechnology

Specialist Lead

Partners and Associates

Grazvydas TamasauskasAnalytics

Lead

Regional & Subject Matter Leads

Our People

Phil ThompsonRegional Director,

Asia Pacific

Keith MillerPrincipal Consultant

Myriam AyadaRegulatory

Analytics Lead

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Our market insight and thought leadership

Salience generates thought leadership in the areas such as of national fibre strategies, regulatory policy and smart cities

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Salience regional & sector credentials

Qatar National Broadband Network CompanyPMO and supervision of national FTTH network rollout and provision of interim management

Serbia – Ministry of Telecommunications Commission by EBRD, currently delivering costing, feasibility study and implementation planning for NBN

Kuwait - CITRACurrently advising the new telecom regulator on transformation of the fixed telecom sector

United Arab Emirates - ExpressoM&A analysis of the viability for acquiring Etisalat subsidiary Canay Telecom

Middle East - Gulf Bridge International Development of a 5-year business plan & review of market demand assumptions and revenue forecasting

Oman Broadband CompanyDevelop company strategy, business model and financial case. Support for project funding and launch.

Oman - AwasrNew entrant strategy, financial case, fixed operator build, launch, management and now MVNO launch

Bahrain –Telecommunications Regulatory AuthorityBusiness case, audit and legalisation of mobile towers and masts across the country

OPERATOR LAUNCH REGULATORY

Sudan - SudatelImplementation planning and business case for new enterprise services

Going beyond product launch, Salience for one of the few management consultancies to have launch operators end to end

EXTENDED HIGHLIGHTS

Saudi Arabia –Ministry of InteriorDesign and strategic analysis for a secure national network & TETRA supply-chain procurement for 800 TETRA towers

Saudi Arabia - Saudi Telecom Company Broadband strategy, technology mix analysis, business case and implementation support

Global – British TelecomSalience provided subject matter expertise to BT for large consulting projects

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End to end fibre broadband operator launch in Oman

Case study highlights fixed retail operator launchAwasr, Oman

Salience delivered a comprehensive set of services to help AWASR define their strategy,

mission and vision, followed by the establishment and launch of the new organisation

including long-term experts in operations, commercial, customer care and technology.

Key facts:

• Three months feasibility study performed to analyse the market

potential and create business case

• Defined the operational basis for AWASR and the launch plan, including

budgets, technology specification, partner selection, organisational

design, marketing mix, sales enablement, operational policies and

procedures.

• Two years management outsource contract based on specific objectives

and milestones

• Trial set-up within 6 months

with first consumer and

enterprise customers connected!

Enabled rapid launchwith core team

deployment within weeks

Live operator within 6-9 months

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Case study highlights NBN operator launch OBC, Oman

Salience delivered a comprehensive set of strategic and technical services to help create

OBC. Key tasks were to define OBC’s, strategy, mission and vision, organisational structure

and technology framework and to create a detailed business model.

Key facts:

• Defined strategy, mission and vision

• Delivered detailed budget forecasts and budget planning

• Prepared business model and financial model

• Defined operating framework and company structure

• Managed asset transfer for Haya fibre optic network

• Prepared broadband network deployment plans in conjunction with

utility companies

• Provided long-term experts for hands-on management of finance,

strategy and projects.

Provided a complete

definition for starting-up the new company

Reliable forecasts for revenues and

costs

National Broadband Network launch in Oman

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National Broadband Network launch in Qatar

Case study highlights NBN operator launch QNBN, Qatar

Salience delivered a comprehensive set of services to help QNBNC define their strategy,

mission and vision and operating model, delivered as part of a consortium of consultancies

to launch Qatar’s NBN wholesale operator.

Reduced rollout timeframe and costs through

rationalised design

Delivered$3m savings in

service management procurment

Key facts:

• Delivered network master planning, optimisation, rollout and implementation planning, with calculated CapEx, revenue and NPV calculations for each rollout-zone in Qatar

• Provided vendor management programme, project reporting, and procurement controls

• Provided implementation advice based on a detailed business model

• Set criteria and selection of suitable sites for Central Offices

• Hands-on implementation including activities such as defining and negotiating placement of POPs in electrical substations

• Assistance given with benefits management and delivery of a comprehensive system for capturing and reporting the benefits delivered by its own service.

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Strategy and organisational development

Case study subsea operator strategy & developmentGulf Bridge International, UAE

Provided advisory on the original

organisational design

Delivered 5 year strategic plan and

forecasting of operational costs

Key facts:

• Feasibility & Business planning: Delivered a five year strategic plan to

better focus the organization towards a common objective with

forecasts for future operational costs.

• Organisational transformation: Executive advisory on the

organisational design for GBI, KPIs and selection of key staff including

C-level executives.

• Processes overhaul: Conducted audit of the existing processes within

the company across commercial and operations, and provided

implementation timeline and methodology for introduction of new

processes

Salience delivered a five year strategic plan for GBI’s senior management to refocus the organization towards common objectives and to update the shareholders on the company’s current market, demand outlook and future operational cost forecasts. Salience also supported GBI with C-level selection, KPIs, organisational design and advisory across all commercial processes.

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Design and strategic analysis for a secure national network & TETRA supply-chain

Case study highlights TETRA strategic & technical analysisMinistry of Interior, Kingdom of Saudi Arabia

The ministry of interior needed help deploying a national TETRA network was running behind

schedule. The objective of the project was to identify the causes of delay, assess the quality of

design and delivery by the vendors and to provide recommendations for immediate and long-

term improvements for the deployment.

Key facts:

• Salience provided procurement and radio subject matter experts

working on network and operational modernizations of the MOI.

• High level audit of the existing MOI TETRA network and systems

and progress reporting and measures review, incl. across 800 towers.

• Contracts review to identify of the causes of delay with a focus on the

payment milestone plans and a gaps between the existing contractual

requirements and the current state of deployment.

• Detailed supply-chain analysis and technology assessment of the network

design and handset specifications. Create new vendor management plan

and procurement strategy.

• Detailed assessment of how the network architecture could be improved

Improved implementation

plan for the network including

transmission, handsets and data

services. Contract and

payment terms also renegotiated

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Analysis, costing, feasibility study and implementation planning for NBN

Case study highlights national broadband programme European Bank & Republic of Serbia

The Republic of Serbia has embarked on program of significantly expanding broadband

infrastructure to reduce the broadband development gap between urban and rural areas

Consistent with the European Union’s Digital Agenda, Salience are currently delivering against

the following the programme goals:

• Identify different incentives for investment and growth of fibre and

identifying government initiatives to promote use by SME and

enterprises.

• Enabling infrastructure supply legalisation and clarity in wholesale

markets and developing a viable investment framework covering all

areas including under-served and rural areas (white spots)

• Evaluating options for better use of available infrastructure and

recommendation on a viable model for use of utility and municipality

fibre networks

• Enable efficient sharing of all relevant infrastructure

• Develop and deliver a proof of concept plan to verify the assumptions

behind the recommended concept

Extensive stakeholder engagement

• Government & potential investors

• Utilities & other infrastructure owners

• 6 operators

• Municipalities and commissions

• Ministry of construction, traffic and infrastructure

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Legal inception, policy framework, organisational design and implementation

Case study highlights establishing an effective ICT regulatorCommunication and Information Technology Regulatory Authority (CITRA), Kuwait

The State of Kuwait is undertaking a program of reform of the country’s telecommunications

sector by establishing an ICT regulator. The program involves both the creation of a regulatory

framework and the development of CITRA as an institution.

Salience are currently delivering against the following

programme goals:

• Creating an ICT licensing framework, spectrum policy and price regulation

for retail and wholesale services

• Defining CITRA’s management and organisational structure

• Setting terms and conditions for interconnection between networks and access

to infrastructure

• Optimising ICT competitive dynamics and defining consumer protection

provisions

• Defining ICT and telecommunication products and services, technical

terminology and standards

• Defining CITRA’s policy for the regulation and monitoring of private networks

and unlicensed ICT product / service operation

• Creating CITRA’s financing model & commercial framework

Establishment of the regulatory body

which will regulate, supervise and transform the

telecommunications sector in Kuwait

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Independent

Salience is entirely vendor independent, which will allow us to focus purely on developing best solution for our clients, unhindered by vested interests or preconceptions

World class experts

Our flexible resourcing model ensures that we cherry pick the best consultants for individual projects. Our team are world-recognized subject matter experts with broad international experience.

Practical operator background

Our consultants have practical knowledge and proven solutions for your problems having worked directly for telecom operators. We don’t preach theory, we know because we have done it before.

Regional and international knowledge

All our consultants have experience working with telecom operators in the region, so we understand the market, the issues and the local culture.stand out

Thank you

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Salience Consulting2407 Mazaya Business Avenue AA1Jumeirah Lake TowersDubaiUnited Arab EmiratesTel: +971 4 438 7041

www.salience.ae

salienceconsulting