1. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 1 Eugene Louppov People’s Mobile Telephone Chairman Vladimir Shulga People’s Mobile Telephone Director General Prospects of the utilization of MVNO business model in the development and commercialization of the 3G mobile services

2. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 2 Contents: 1.MVNO definition and classification. 2.Brief overview of MVNO business in the world. 3.Experience in the implementation of MVNO business model in Russia 4.Prospects in the development and commercialization of the new services within the framework of MVNO business model and 3G host operator networks of UMTS and WiMax standards 5.MVNO business regulation in the market of mobile telecom services 6.Infocommunication Union plans to implement MVNO business models in Russia

3. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 3 Definition of Mobile Virtual Network Operator (MVNO) OFTEL’s definition (OFTEL - British regulator in the field of telecommunication) MVNO – is the operator that offers subscription to the mobile services and the services themselves but does not own radio-frequency resources that are necessary for this purpose

4. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 4 MVNO classification by criteria of the central infrastructure availability Level 1 MVNOs Have no central infrastructure at all (innovative operators or service providers) Level 2 MVNOs Have some central infrastructure of their own (at least, the billing), market the services under their own brand Level 3 MVNOs Have substantial central infrastructure (comparable to the classic mobile operator except for the base stations) – full MVNOs or the operators of the “ classic type”

5. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 5 Options for the mobile telecom services provisioning Host operator radio infrastructure Host operator network elements (MSC, HLR, MNC, billing ect.) MVNO operator network elements (MSC, HLR, MNC, billing etc) - full MVNOs MVNO subscribers Host operator subscribers

6. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 6 Operator – provider of services Subscribers – users of services Content providers Operator – international partner Operator – international partner Operator of the public networks Business model of the classic mobile operator

7. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 7 MVNO – Provider of services Subscribers – users of services Content-providers Host operator Business model of the 1-st and 2-nd level MVNO

8. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 8 MVNO – Provider of services Subscribers – users of services Content providers Operator – national partner Operator – international partner Host operator of standard А network Host operator of standard B network Operators of the public networks Business model of the 3rd (high) level MVNO operator

9. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 9 Options for the reimbursement of the host operator services provided to MVNO Option 1 : Direct reimbursement of expenses - reimbursement of expenses of the host operator for the MVNO network support combined with the certain remuneration as the fixed fee non- related to MVNO revenue Option 2 : Reverse reimbursement of expenses - reimbursement of expenses of the host operator for the MVNO network support combined with the certain remuneration as the percentage of the revenue generated by the sales of services

10. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 10 Major characteristics of MVNO 1.License (permit) to utilize the radio-frequency spectrum is not required 2.Commercial agreement with at least one acting host mobile operator is required 3.Simultaneous operation with several host operators (of the same or different standard) is feasible 4.As a rule, the provided services are complimentary (additional) to the services of the acting host operators 5.Activity is centered on marketing, sales, billing and customer service 6.In the hierarchy of the mobile operators find the place nearest to the end users

11. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 11 Number of MVNOs in the world, August 2006 Source: J’son & Partners

12. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 12 Number of MVNOs in the world, August 2006 Source: J’son & Partners

13. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 13 Number of MVNO customers in the world (mln), August 2006 Source: J’son & Partners

14. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 14

15. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 15 MVNO – Provider of services Subscribers – users of services Content providers Operator – national partner Operator – international partner Host operator of the standard A network Host operator of the standard B network Operators of the public networks Local operator of the fixed services ISP Operator EPSS Business model of the 3rd (high) level MVNO operator lamented at the Pilot Zone of People’s Mobile Telephone in Russia

16. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 16 Approbation of the new VAS at the pilot zone of PMT

17. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 17 Value added services of MVNO on the basis of EPPSS Purchase of goods at the point of sale, Purchase of goods at the automated trade kiosk, Payment of the transportation services or other standard services, Payment of parking, Purchase of gas (petrol), Household services payment, Purchase of tickets, Payment of Road police penalties and other state agencies penalties, Bank services, express mini loans, Lotteries, award games, gambling, Enforcement of mobile content sales

18. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 18 Conclusions based on the international MVNO experience and the results of the pilot zone research of PMT Establishment of MVNOs enables the growth of competition and the development and implementation of the new services (in parallel with the decrease of the prices for these services) MVNO of the 1st and 2nd level are the most popular but the MVNOs of the 3rd (high) level are the least dependent of the host operators The activity of MVNOs is primarily focused at the provisioning of the value added services Legal framework existing in Russia today could be applied to regulate the activity of the high level MVNOs (with the full central infrastructure)

19. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 19 MVNO cooperation with interstandart host networks. MVNO based on GSM, EDGE radio access networks: Goals - VAS, unique services MVNO based on 3G radio access networks: Goals – capacity sensitive services: Mobile TV, Mobile games and ect. All market players can use common radio-frequency resource. MVNO based on WiMAX networks: Goals – Voice and Internet services at countryside, Voice over IP, medicine services, advertising services Packet - Switched network Circuit- switched network Other cellular operator UMTS core network (MSC, HLR, SGSN, GGSN WCDMA/HSDPA Other, WiMAX, WLAN MVNO core MSC/HLR, GGSN, billing, VAD services platform, service broker Radio Access network Core network External network GSM/EDGE

20. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 20 Acting mobile operator Acquisition of the license for MVNO activity and utilization of the host operator network Acquisition of the license for MVNO activity and utilization of the specialized 3G network Options for the evolution of the acting mobile operators to the 3G services on the basis of MVNO business model

21. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 21 Major characteristics of the specialized 3G radio access network 1.Has the permit to utilize the frequencies in the UMTS range to install the base station all over the country 2.Has the license to provide the radio access services to MVNO operators all over the country but has no license to provide 3G services directly to the end users 3.Main business - to provide the radio access services to MVNO operators 4.Operator’s revenue is generated by means of providing the radio access services to MVNO operators

22. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 22 Two stage technological process of providing mobile services of the 3rd generation First stage (preliminary business process) To make feasible the radio access of the end user’s terminal to the public network Second stage (final business process) To implement the full scope of business processes to provide directly the mobile services of the 3rd generation by means of the MVNO operators

23. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 23 The advantages to the MVNOs of the scenario of the utilization of the specialized 3G radio access network 1.Lack of difficulties to connect MVNO to the host network (the operator of the specialized network of 3G radio access does not provide directly the mobile services and must connect MVNO to the host network). 2.Opportunity to connect many MVNOs across the country becomes available 3.MVNOs can participate in the rollout of the network in their local area on the basis of the agreement with the operator of the specialized 3G radio access network 4.Opportunity to build a combined network (MNO- GSM and MVNO – UMTS) becomes available. The existing code of the network (MNC) and numbering could be maintained

24. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 24 Stages of the implementation of the scenario of using for MVNO of the specialized 3G radio access network First stage: set up of the operator company to utilize and maintain the specialized 3G radio access network Second stage: Regulator’s approval for the set up of the pilot zone for the specialized 3G radio access network including the fragment of the network of the regional MVNO operator. Implementation of the pilot zone and tests Third stage: participation in the contest of the Regulator to obtain 3G license and frequencies to implement the specialized 3G radio access network Fourth stage: acquisition (by the regional operators) of the licenses to act as an MVNO services and execution of the agreement to be connected to the specialized 3G radio access network

25. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 25 Plans of the Infocommunications Union and People’s Mobile Telephone, Ltd. to implement high level MVNO business model in Russia on the basis of UMTS and Wi-MAX host networks First stage: work with the Regulator to define and approve the legal grounds for the operation of high level MVNO operators in Russia Second stage: Extension and upgrade of the MVNO pilot zone of People’s Mobile Telephone, Ltd. to implement the tests of MVNO interaction with UMTS and Wi-Max host networks Third stage: Commercial operation of MVNOs to provide mobile services of the third generation on the basis of UMTS and Wi-Max host networks Fourth stage: Foreign mobile services markets entry on the basis of high level MVNO business model

26. АССОЦИАЦИЯ ОПЕРАТОРОВ СЕТЕЙ СВЯЗИ ТРЕТЬЕГО ПОКОЛЕНИЯ 3G PMT – Mobile Monday Ukraine –Kiev- March, 2007. Infocommunication Union Telecommunication Networks Operators Union 26 Thank you for your attention! Тел. +7 (095) 330-32-11, +7 (095) 500-54-98 E-mail: Vladimir.Shulga@vita-service.ru