salience Transforming countries and communities through telecoms Salience snapshot & credentials consulting

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1 Transforming countries and communities through telecoms salience consulting Salience snapshot & credentials

2 Salience introduction Salience is an established telecom management consulting and professional services organisation 100% focused on telecom regulators, operators, investors and government ministries for strategic, regulatory and technology excellence Our Company It is our pleasure to welcome you to Salience. Salience is a firm of senior management consultants with practical telecom experience, having worked for major operators such as British Telecom and AT&T and regional operators such as Etisalat and MTN. The rich telecom background of our consultants is complemented by successful consulting careers in companies such as BT Telconsult, PA Consulting and PWC. Our core experience is backed up by a network of trusted affiliate consultants and partners with a wide range of specialist skills and capabilities. The success of our methodology is validated by Salience s growing regional reputation for bespoke solutions which are locally-relevant, innovative and cost-efficient. We remain committed to this approach and will continue to adapt our business, services and advisory to best suit our clients needs. Operational excellence We believe sustainable growth is only achievable by operating a sound and efficient business. As we expand the scope of our expertise, the scale of our operations becomes an asset. Salience is now in a position where we can compete to win any telecom project in the MENA region and beyond. Our emphasis on operational excellence, higher utilisation rates, cost synergies and cost control are all core drivers for this improvement. Our People Our people are Salience s greatest asset and the reason our performance remains strong. We take pride in our corporate culture. Going forward Salience is continuously evolving. We are powering ahead with our plans to expand into the telecom infrastructure sector, to grow our advisory business, and to further increase our capability in delivering services to telecom regulators. Going forward we remain focused on driving organic expansion, leveraging our regional know-how and solid track record, and pursuing a long-term growth strategy. We remain passionate about Salience s future prospects and are working relentlessly to prepare the business for the next phase of our evolution. Ivan Skenderoski Founder Graeme Lowther Founder 2

3 We make things happen We transform countries and communities through telecoms going beyond strategic advisory and assuring success by taking ownership of execution. Working with governments, regulators, investors and operators Our delivery vehicles are designed to nest together allowing clients to utilise our services in a natural sequence that delivers continuity 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 Managed Services Advisory We bring together the very best minds from around the world to crystallise vision, develop realistic informed strategy and solve today s pressing telecom challenges Our strengths Our delivery vehicles Regional knowhow Our consultants have working knowledge of successful delivery in MENA since we understand the challenges, opportunities and local culture. Vendor independent Allows us to purely focus on developing the best solutions for our clients, unhindered by vested interests. Managed Services We then take it one step further by providing on-ground management, programme leaders and domain expertise for immediate impact and to ensure lasting results

4 Recent or live Digital Projects: Saudi Arabia STC Specialised Safe Cities Services Our Services Recent or live regulatory projects: Kuwait CITRA Bahrain Tower Regulation Recent or live Operator Launch Projects: Oman Awasr (retail operator) Recent or live investor projects: World Bank EBRD Oman Broadband (wholesale) Recent or live investor projects: EBRD

5 Salience successes where we made it happen CREATED THE 1 st AND THE LAUNCHED THE 1st SUCCESSFUL FASTEST ALL FIBRE BROADBAND NATIONAL BROADBAND NETWORK INTERNET SERVICE PROVIDER IN PROVIDER IN THE MENA REGION MENA REGION DELIVERING THE 1st ONE-STOP FUNCTION FOR MAST PERMITTING AND PLANNING IN THE MENA REGION SUPORTED CREATION OF THE 1st PRIVATE REGIONAL SUBSEA WHOLESALE OPERATOR

6 Dubai, UAE Manama, Bahrain Salience Office Locations Recently Salience has expanded its presence from the founding location in the UAE to a satellite European location in Macedonia and two operational offices serving our project needs in Bahrain and Oman. Skopje, Macedonia Muscat, Oman Our team Salience employs 28 people across the four operating locations in addition to the 6 associate partners and the expanded team of contracting resources that support our individual projects.

7 Our market insight and thought leadership Salience generates thought leadership in the areas such as of national fibre strategies, regulatory policy and smart cities 7

8 Empowering communities 2017 walk in solidarity with the millions of children in developing countries who walk long distances every day to go to school. Walk the distance. Make a difference Salience working with Social Bite to build a village for homeless people, because everyone deserves a future. Transforming the learning experience Salience gives back to Macedonia by providing Wi-Fi for students living in dormitories. In the new technology era we understand the importance of having a fast and reliable wireless connection. IT Schools Africa In 2018 Salience will travel to a different corner of the world where we will join IT Schools Africa to create a positive impact and transform lives through access to e- learning. 8

9 Regulatory Practice Establishing an effective ICT regulator for Kuwait Tower rationalisation and permitting in Bahrain In support of the State of Kuwait s program of reform of the country s telecommunications sector, Salience has been engaged and is currently establishing the new regulatory body which will regulate, supervise and transform the telecommunications sector in Kuwait. The program involves both the creation of a regulatory framework and the development of CITRA as an institution: Creating an ICT licensing framework, spectrum policy and price regulation for retail and wholesale services Defining CITRA s management and organizational structure Setting terms and conditions for interconnection between networks and access to infrastructure Optimizing 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 Salience is delivering a comprehensive set of services as a Build Operate Transfer project to help the Bahrain TRA establish a new unit to track civil permits for radio towers. Salience delivered a full and detailed assessment of the scope of work to create a permitting functions, and delivered a detailed plan for implementing towers permitting: Six months feasibility study performed delivering a public consultation and a test of the automated workflow platform Five Year Build Operate Transfer (BOT) project is underway, including recruiting the local team, performing surveys of towers and establishing and operating a new business unit under the TRA as an interface between the operators and civil authorities. Software platform set-up within 6 months with automated workflow to obtain permissions from civil stakeholders including Civil Defense, Municipality, Health and Safety rules established and enforced by the system thus making Bahrain a safer place and rectifying or eliminating dangerous sites 9

10 Investments Practice Reducing the broadband gap between urban and rural areas Internet access for all Salience delivered a full and detailed assessment of the scope of work to create a permitting functions, and delivered a detailed plan for implementing towers permitting: Our analysis will help inform regulatory policy changes. The main objective of the publication is to help the World Bank make better investment decisions. Salience was selected to deliver the creation of a National Broadband Plan, consistent with the European Union s Digital Agenda, including the design of the network, the business case based upon a detailed demand analysis, and to deliver recommendations for improvements in government policy. Identify different incentives for investment and growth of fiber and identifying government initiatives to promote use by SME and enterprises. Enabling infrastructure supply legalization and clarity in wholesale markets and developing a viable investment framework covering all areas including underserved 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 fiber networks Enable efficient sharing of all relevant infrastructure Develop and deliver a proof of concept plan to verify the assumptions behind the recommended concept Delivered financial analysis of the available options to determine on a detailed area by area basis exactly which fixed and mobile broadband technology to deploy to maximize the STC market coverage at the most efficient financial spend. Prepared detailed financial models to demonstrate the most effective roll-out strategy and the proper technology to use in a given scenario. The World bank selected Salience and our partner TMG, to deliver an analysis of that will be used to help regulators implement better policy decisions to stimulate investment for rural internet access. This high-profile analysis will be published by the World Bank. Cross-border and national fiber-optic network business models are being created to show the economics of sharing national infrastructure across borders. Spectrum re-farming and the digital dividend will demonstrate the best way of re-using spectrum and allocation bands for rural coverage. Recommendations and guidelines are being prepared that will be used to help regulators around the world implement more effective spectrum policy. Landscape overview of relevant and emerging global trends on spectrum policy and planning to identify how spectrum allocation can be optimized for rural access. 10

11 Next Generation Networks Subsea Strategy Connecting Middle East to the World National Broadband Network launch in Qatar 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 performed a high-level analysis on the operational expenditure of the company and extrapolated a five-year cost forecast based on historical opex spending trends. This was combined with the additional expenditure that was needed to secure and deliver sales targets. Feasibility & Business planning: Delivered a five year strategic plan to better focus the organization towards a common objective with forecasts for future operational costs. Organizational transformation: Executive advisory on the organizational 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 consultants worked to develop the Service Management framework, developing schemas and processes for systems and tools. Salience led the negotiations with Kahramaa and Ashghal to identify locations for central office sites and to build central offices inside electrical substation compounds. 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 Delivered network master planning, optimization, 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. 11

12 Investments Practice National Broadband Network Launch in Oman End to end Retail Fibre Operator launch in Oman Salience delivered a comprehensive set of strategic and technical services to help create and launch OBC. We provided a complete definition for starting-up the new wholesale operator, supported by reliable forecasts for budgets, revenues and costs. Salience defined OB s, strategy, mission and vision, organizational structure and technology framework to create a detailed business model and launch plan. The work done by Salience included: Definition of OB s strategy, mission and vision Delivery of a detailed budget forecasts and budget planning Preparation of a business model and financial model Definition of a operating framework and company structure Managing the asset transfer of fiber optic network from Haya Water Preparing broadband network deployment plans in conjunction with utility companies Providing long-term experts for hands-on management of finance, strategy and projects. To enable a Gigabit society in Oman, Salience conceived, developed, launched and provided interim management to run a new, award winning fixed broadband operator in Oman. Salience provided Awasr with a clear feasibility analysis and roadmap for launch, based upon a detailed business case that provided reliable forecasts for sales, revenues and costs. We then managed a successful public launch event and Awasr began commercial operations only 9 months from the project start date. Seconded experts were then provided by Salience to lead in operations, commercial, customer care and technology to assure growth success. Three months feasibility study performed to analyze the market potential and create detailed business case Defined the operational basis for AWASR and the launch plan, including budgets, technology specification, partner selection, organizational 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! 2017 Speed Test Award Winner, fastest network in Oman (fastest network in MENA). 12

13 Digital Operator Bridging Public Safety and Digital Innovation to Save Lives The Mission Critical arm of Saudia Arabia s incumbent operator and second largest operator in the Middle East, STC, has been mandated to become the Kingdom s trusted Critical Communications Provider. To support their transitional phase, Salience provided subject matter expertise to assure network capability and commercial launch of innovative, life saving services. Cross functional subject matter expertise provided: CEO Advisory Holistic assessment of capability and high impact recommendations for transition to a Mission Criticalgrade operator Technology Expert Support - Subject matter expertise and interim Technology PMO provided to assure network readiness of TETRA Services Marketing Development - Expertise and support in establishing the marketing foundations for growth and scale in terms of marketing strategy planning, execution and ongoing governance, with knowledge transfer for long term benefit TETRA Go to Market - Interim Commercial PMO for successful TETRA service launch, whilst building internal launch capability through coaching & training Business Development & Innovation Partner ecosystem development mission critical grade solutions in Safe Cities and Public safety including IoT, Big Data Analytics, Ground to Air Comm and Connected Vehicle technologies 13

14 salience consulting Salience Consulting 2407 Mazaya Business Avenue AA1 Jumeirah Lake Towers Dubai United Arab Emirates Tel: