The presentation covers case studies based on recent BSS implementations for mobile operators in Western Europe solely serving business/enterprise customers. Each case study will include a basic description of the business model, services offered and information regarding how an enterprise web self-service solution can affect business relationships.

1. Enterprise - a customer or partner? How self service billing can turn business relationships upside down P awel Lamik , Krzysztof Kwiatkowski VanillaPlus Webinar 20/01/2010

3. T-Mobile Austria and Germany; O2 Germany GmbH & Co. OHG, Germany; Vodafone Group ; Polkomtel SA , Poland; TPSA – Polish Telecom (FT Group), Poland; E-Plus Germany; Bouygues Telecom , France; Auchan, France; Vistream, Germany; PTC / Era (T-Mobile Group), Poland; Orange, Poland; Bite Latvia and Lithuania; Vivacom (BTC Group), Bulgaria; Crnogorski Telekom, Montenegro; Tele Yemen, Yemen; Sample Customers :

7. Corporate customers treated more as partners

8. Corporate Mobile communications costs are growing out of control

9. Corporate customers demand even more MORE FREEDOM

12. The wall between ...is cracking! operators enterprise customers

15. Business model - real life MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

16. Sales process: customer = partner = provider Reseller level 2 MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO : A Dutch MNO Price schedule: -------------

17. Charge process: wholesale / on behalf MNO: MNO Nederland NV Price schedule: ------------- 6GMobile Reseller level 2 Customer level Reseller level 1 Reseller: A Dutch MNO Price schedule: 01_RSPS_SIM Only_20090330 (TW) 02_RSPS_SIM Only_20090330 (AT) End-customer: A Dutch MNO, own personnel Price schedule: 01_MNO inmo_PS_SIM only_20090330 End-customer: 6GMobile BV Price schedule: 02_MNO inmo_PS_SIM only_20090330 ( MNO inmo own usage and bus. Development) Reseller: TIT BV Price schedule: 01_PL_Wholesale SIM Only_20090330 (MNO NL to TIT BV) End-customer: All applicable TW customers Price schedule: 01_TW to DR Customer pricelist (30-03-2009) Reseller: AT Price schedule: 02_PL_Wholesale SIM Only_20090330(MNO NL to AT) Activation date: End-customer: All applicable AT customers Contact person: Price schedule: AT customer price plan. Later AT will do own billing Reseller: CT Price schedule: 01_MNO inmo Reseller PL_Wholesale SIM Only_20090330 (CT) End-customer: All CT customers Price schedule: N/A; CT receives unrated CDRs and has own billing MNO: A Dutch MNO Price schedule: -------------

18. Self Service via B2B gateway IT systems of partners Integration platform IT systems of 6gmobile

25. Customer as a partner Two sided wholesale/on behalf/self billing model Open billing Customer self-ordering, account hierarchy changes. Direct influence on billing account structure. Self Care Customer decides about guiding – prefixes (also time and place) - split billing in BSS Making a call Customer - an ‘operator’ - split billing in BSS Private Outdoor Customers sharing tariff plan, sites, products, accounts moving - customer hierarchies in BSS Customer groups Customer assumes part of operator’s risk related to investment in CPE - commitment calc in BSS Sites Individual tariff plans - rating modifiers on customer level in BSS Price setup Transformation enablers in billing & self service Aspect

27. Opening billing via self service pays

28. Questions? [email_address] +48 12 646 14 44 +48 691 464 106 Thank you!