CASE STUDIES

The value we deliver.

Providing strategic insight & recommendations

Piran Partners has provided global operators with strategic insight into specific vertical markets as well as enabling them to develop their commercial, contractual and operating models.

Capability: Strategy
Country / Region: Europe
Clients include: Vodafone, T-Mobile International, Telefonica and Sierra Wireless.
Sector : Telecoms, Media & Technology >

Due diligence & analysis

Piran Partners undertook the technical and commercial due diligence on Telsim on behalf of a Turkish conglomerate and private equity firms prior to the government’s auction. The team included commercial, technical, marketing, logistics, billing and IT experts.

We also provided due diligence on behalf of Mizuho and its Japanese client seeking to acquire a key supplier in the European mobile value chain. Piran Partners undertook a comprehensive review of the market, the opportunities and an assessment of the strategic fit with our client’s requirements of the short-listed companies.

Capability: Due Diligence
Country / Region: Turkey, Japan
Clients include: Telsim, Mizuho
Sector : Private Equity >

Telecommunications regulatory input

Piran Partners created Zain’s formal response to the National Regulatory Authority’s intent to license MVNOs in Saudi Arabia, and subsequent development of Zain’s virtual network operational capability and commercial framework.

Piran Partners undertook a strategic study of how Zain could monetise its national LTE infrastructure ranging from site sharing through to full national roaming with the country’s other two operators: STC & Mobily.

Capability: Strategy, Economic Modelling
Country / Region: Saudi Arabia
Client: Zain
Sector: Telecoms, Media & Technology >

Programme delivery & interim management

Piran Partners provided the interim Programme Management support for Truphone’s global activities. Role included strategic programme management working closely with the executive management team, plus the day-to-day management of B/OSS development, customer care, operations and project management teams.

Piran Partners acted as the Technical Design Authority and Programme Director for Airwave Solutions £450 million 10-year managed services TETRA voice and data contract for the UK’s Ambulance Services

Capability: Programme Management
Country / Region: UK, USA, Australia, Hong Kong, Netherlands, Spain
Clients include: Truphone, Airwave Solutions
Sector: MVNO, Aggregators & Enablers >

Creating new propositions

Piran Partners led the proposition development for Colt’s business-to-business focused fixed, mobile and unified communications offer including tariff development, profitability analysis and associated technology / operational requirements definition. Plus subsequent commercial negotiations with European mobile operators.

Capability: Proposition Development, Commercial Negotiations
Country / Region: UK, France, Spain, Italy, Netherlands & Germany
Client: Colt Technology Services
Sector: Telecoms, Media & Technology >

Securing Lebara’s agreement with Vodafone

Piran Partners originated and negotiated the partnership between Lebara Mobile and Vodafone. We communicated Lebara’s proposition to the mobile network operators, managed competitive offers, negotiated the heads of terms and the final contract on Lebara’s behalf.

Within 12 months this became the most successful MVNO partnership for Vodafone UK, exceeding their partnerships with Asda (WalMart) and BT. Both Lebara and Vodafone acknowledge Piran Partners’ significant role in setting solid foundations upon which this partnership has flourished.

Capability: MVNO: Negotiations, Economic Modelling, Proposition Development
Country / Region: UK, Spain
Client: Lebara
Sector: VPP >

Negotiating a strategic partnership

Piran Partners undertook a comprehensive MVNO tender process with the UK mobile network operators and a full MVNO vendor evaluation and selection. Together with the client a number of potential propositions were identified and modelled and a detailed economic model and business case developed for Board approval

Piran Partners supported the client’s senior management team throughout the joint venture negotiation process with Vodafone providing commercial, strategic and operational advice.

Capability: MVNO: Operator Negotiations, Proposition Development
Country / Region: UK
Client: Mobile by Sainsbury’s
Sector : Retailing >

Launching new MVNEs and MVNAs

As MVNO markets mature and opportunities get smaller, the benefits of an aggregator become compelling to mobile operators. Piran Partners has structured three MVNA deals in the UK with T-Mobile, Vodafone and Three on behalf of clients. And helped establish Zain’s wholesale enablement platform.

We have also advised numerous clients on the commercial and technical challenges of building a successful aggregation business.

Capability: MVNE/A: Negotiations
Country / Region: UK, Middle East
Clients include: Cognatel, Viacloud, Gamma Telecom
Sector : MVNO, Aggregators & Enablers >

Delivering triple & quad-play success

Piran Partners were retained to launch a major media company’s new mobile offering. We developed the dual, triple and triple play propositions and associated pricing strategies. Piran Partners negotiated a service provider-type (retail-minus) economic model with the network operator and associated virtual network operator enabler.

Capability: Proposition Development (Dual, Triple & Quad-play)
Country / Region: Europe
Client: Major Media Company
Sector : Telecoms, Media & Technology >

Public Sector Investments

Development of HM Treasury & DfT Transport Case to invest £53.1m Network Rail penalty into improving on-train mobile communications, working with key industry stakeholders to undertake options analysis and economic and financial impact assessment.

Capability: Public Sector
Country / Region: UK
Client: Department of Transport
Sector : Public Sector >

Launching the world’s most significant mobile payments service

Responsible for the full customer launch of the world’s most significant industry-wide mobile payments service, Paym. Piran Partners translated the customer insight into key proposition features, got agreement across 9 launch banks and building societies, established a name and brand and delivered a full, multi-million pound, above-the-line customer communication programme that resulted in 46% awareness, over 300 million opportunities to see and over 1.4 million registered customers.

Capability: Marketing, Programme Delivery, Payments
Country / Region: UK
Clients include: Payments Council, Pay m
Sector : Finance >

Driving transformational process change

The challenge facing 6DG – a managed telecoms service providers – was two-fold. First how to differentiate its service and the customer experience from the competition, and second how following multiple acquisitions to mesh existing products, systems, processes and organisational structures into one cohesive unit.

Piran Partners has facilitated the change management programme: identifying current and future end-state customer journey, provisioning and support models; identifying KPIs and the data required to deliver these, and; defining appropriate organisation structures and roles to drive a customer, rather than product, focus.

Capability: Business Processes Improvements
Country / Region: UK
Client: 6DG
Sector : Telecoms, Media & Technology >

Benchmarking wholesale agreements

With the advent of 4G and the likely 10-fold growth in data consumption, MVNOs’ commercials are under pressure like never before.

These clients, and others, have called upon Piran Partners’ unparalleled experience of the wholesale market to benchmark their existing customer profitability, and the potential benefits arising from improving their underlying wholesale commercial and operating agreements with their mobile operator partners.

Capability: Commercial Benchmarking
Country / Region: UK
Clients include: Talk Talk, Life Mobile, Gamma Telecom
Sector : MVNO, Aggregators & Enablers >

Assessing the impact of quad-play and market moves by BT

The advent of quad-play, new spectrum owners and aggressive moves into television and sports rights by traditional fixed line players is changing the competitive landscape. Our client asked Piran Partners to undertake a review of the market, the likely impact on their current triple play economics and potential strategic responses.

Capability: Market Insight, Commercial Modelling, Strategy
Country / Region: UK
Client: BSkyB
Sector : Telecoms, Media & Technology >

Re-invigorating the proposition

Working with the UK’s largest business-focused MVNO BT Mobile, Piran Partners liaised closely with key customers to better understand their mobile needs. In conjunction with our own extensive knowledge of this sector, feedback from customers and a close liaison with the product and sales teams, Piran Partners were able to challenge and build on our client’s own existing propositions.

Our approach enabled us to improve those propositions, launch a new outbound channel and add 19,000 new post-paid customers in 3 months.

Capability: Proposition Development, Marketing
Country / Region: UK
Client: BT, BT Mobile
Sector : Telecoms, Media & Technology >

Developing the blueprint for a new telecoms category

Working closely with our client, Piran Partners developed the business case and delivery plan for investing in new store-within-store formats to drive the client’s telecoms and mobile categories, and driving non-food revenues.

Based on detailed analysis of the existing branded and own-brand pay-as-you-go sales, comparable offers from competitors and external and internal factors, we created a comprehensive plan to roll-out new stores, recruit colleagues, integrate point of sales systems and actively manage the category to re-position our client as a specialist telecoms retailer.

Capability: Strategy, Economic Modelling, Retail Strategy
Country / Region: UK, USA
Client: Asda-Walmart
Sector : Retailing >