Shaping the Digital Future

Do we enter a golden eSIM era or are we

celebrating the last party on the Titanic?

Shaping the Digital Future

Presentation by Axel Meiling

MVNOs World Congress 2016

Amsterdam, April 12th 2016

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Copyright

Distribution is only permitted without any changes or omissions – publication, in

whole or in parts, requires prior written consent by MÜCKE, STURM & COMPANY

and correct citation of sources.

The herein published texts and graphics were used by MÜCKE, STURM & COMPANY

in the context of a presentation; they themselves do not represent the presentation in

its entirety.

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With major companies driving eSIM standardization and the strong growth of connected devices, the eSIM is coming. eSIM Breakthrough

1 Estimation on Wi-Fi or cellularly connected devices in bn (BI Intelligence 2015)

Growth Potential for eSIM Through Connected Devices

connected

devices

in bn1

2015 2016 2017 2018 2019 2020

Stakeholders Driving eSIM Standardization

And others from various industries

Source: Mücke, Sturm & Company

10 13

16

21

27

34

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The eSIM introduction and decrease in operator switching costs will have positive effects on your bargaining power towards MNOs. How does eSIM change your competitive landscape?

Today

MNO MVNO

MNO MVNO

Tomorrow

Source: Mücke, Sturm & Company

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However, switching barriers for consumers are reduced, too. This will increase MVNO competition and outweigh the gain in bargaining power towards MNOs. How does eSIM change your competitive landscape?

Source: Mücke, Sturm & Company

Today

MVNO

A

MVNO

B

Tomorrow

MVNO

A

MVNO

B

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In addition, your core business voice and data will become a commodity.

What is the impact on your core business voice and data?

Source: Mücke, Sturm & Company

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In addition, your core business voice and data will become a commodity.

What is the impact on your core business voice and data?

1 4G network quality (OpenSignal)

Source: Mücke, Sturm & Company

1

8

OR OR

Remain as you are

To stay competitive, you have to react… you have to add value.

What is the impact on your core business voice and data?

Offer added value

Source: Mücke, Sturm & Company

Differentiate by pricing

$

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MS&C uses the Digital Customer Journey to develop value added services for a long-term customer relationship. How to create added value beyond today’s telco propositions?

?

Advocate

Experience

Evaluate

Consider Buy

Bond

Consider

Evaluate

Buy

1 MoT: Moment of Truth

Source: Mücke, Sturm & Company

Experience

Advocate

Bond

o

o

o

Traditional MVNO

Price Differentiation

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Mila‘s crowd service platform shows an innovative customer service creating a sustainable, value adding feature. How to create added value beyond today’s telco propositions?

Consider: Support need

Evaluate: Price, quality & personality

Buy: On demand booking

Experience: Individual peer-to-peer service

Advocate: Service quality rating

Bond: Community spirit

Source: Mücke, Sturm & Company

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The Digital Customer Journey is your key to create added value for a golden eSIM era. Differentiation is possible at every touchpoint. Selected Differentiation Opportunities

1 MoT: Moment of Truth

Source: Mücke, Sturm & Company

Ecosystems for

individually

connected devices

?

Advocate

Experience

Evaluate

Consider Buy

Bond

Real time

transactions

known from

e-commerce

Connectivity

sampling via

QR-codes

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Please get in touch to discuss the impact on your business.

Expertise

Digitalization trends in telecommunications:

customers, technology, business models

Definition of added value services in

telecommunications

Development and implementation of strategies

and new business models in

telecommunications

Optimizing customer experience management

and customer value management

Axel Meiling Associate Partner

a.meiling@muecke-sturm.de

+49 151 58243390

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