TADSummit EMEA Americas 2021 A multi sided marketplace platform for telco enabled products Werner Eriksen, CTO WorkingGroupTwo Why has there been so much more innovation in the web- and mobile than other industries? One reason is that the internet and the two major mobile platforms have been great at enabling third party developers to build a wide range of products, as well as offering a great distribution channel towards end-users. We believe this multi sided marketplace approach is the next step for the telecom industry as well. WGTWO has created a programmable mobile core network, built as a platform, API’ed and delivered as-a-service, along with marketplaces where operators, developers and end-users interact. This enables 3rd party developers to create great products that people love – helping operators to start using and redistributing these products – and allowing subscribers to find, add, and manage extra products on top of their price plans.Making this a reality is not straightforward. Let us share our journey, where we started – where we are right now – and the direction we are heading.

1. Creating Value
with
Mobile Networks
-
Programmability is not Enough
TADSummit EMEA/Americas 2021
Werner Eriksen, CTO, werner@wgtwo.com

2. Agenda
● The Mobile Core Network
● (Missed) Opportunities
● Our proposal / how we do it
● Programmability is not enough

3. The amazing things about the Mobile Core Network
- Voice and Messaging services
- Any subscriber can reach any another subscriber on any network
- Bring your own identity (number portability)
- = the world’s largest social network (without the tracking…)
- Internet access (connectivity for all those nice Apps…)
- Emergency and location based services (911/112)
- Seamless service mobility across network(s)
- in country
- when roaming
- Secure access to the network

4. The not so amazing things about the Mobile Core Network
- Complex (think IMS)
- Features innovated by committee (think RCS)
- Strict division between who builds, and who operates the networks
- Conservative (changes every new G / 10 years
- Closed - few / no APIs

5. Value is created elsewhere based on assets that (Mobile) Carriers have...
Twilio and Sinch are examples of companies that have built their business on what operators see as a commodity
Enterprise value, USD billion
Producing connectivity
and communication
services for their own
customers
Making connectivity and
communication services
programmable to
“anyone”/developers
Source: Enterprise values from Yahoo finance, 22.10.21

6. The inspiration/challenge...
Mobile Carrier Product Enablers
?
Mobile App Enablers
● Rich set of APIs for Innovators to use
● A distribution channel for products
● The ability for Innovators to capture value from
their products

7. The inspiration/challenge...
Key Mobile Carrier Product
Statistics
?
Key Mobile App Statistics
● Mobile apps are expected to generate over
$935 billion in revenue by 2023.
● The Apple App Store has 1.96 million apps
available for download.
● There are 2.87 million apps available for
download on the Google Play Store.
● 21% of Millennials open an app 50+ times per
day.
● 49% of people open an app 11+ times each day.
● 69% of all US digital media time comes from
mobile apps.
● The average smartphone owner uses 10 apps
per day and 30 apps each month.
Source https://buildfire.com/app-statistics/

8. Subscribers ...
● Would like more relevant services beyond data bundles
and lower prices
● Would like more personalised services
● Are willing to pay for relevant services

9. Innovators ...
● Can create new or integrate existing products
○ Some are great
○ Most are not
○ Are willing to take the risk and iterate to find greatness
● Look for distribution of their products
● Expect a share of the pie if value is created

10. Mobile carriers...
● Would like to serve their users with more relevant services
● Are not great product innovators
○ Mostly compete on basics like coverage, price
○ Lack technical competencies to build new products
and services
○ Slow to iterate
○ Not great at establishing relationships with innovators

11. What we want to enable is ...
● For Subscribers to
○ Get access to more and relevant services
● For Innovators to
○ Create features and products, and capture some of the
of the value created
● For Mobile Carriers to
○ Offer a suite of products and services to drive revenue
and/or loyalty with their subscribers

12. What we do to enable this ...
● Rebuild the mobile core network
○ to provide access to the assets in the network
○ through a wide set of APIs

13. What we do to enable this ...
● Rebuild the mobile core network
○ to provide access to the assets in the network
○ through a wide set of APIs
● Build the foundations for an Ecosystem so that
○ Subscribers gets access to a wider selection of products
and services
○ Innovators deliver products that they can generate
revenue from
○ Carriers can offer more better user experiences
NO
T
ENO
UGH!

14. Need to solve:
Pricing/Payments/Value sharing
● What’s the cut?
● Who invoices?
● How much are subscribers willing to pay?
● What will motivate carriers to participate without a cut?
● Bundling on price plans vs paying for specific products?

15. Need to solve:
Support
● Who provides support and when?
● Who trains the operator to give support?
● Will subscribers be comfortable in contacting the innovator or WG2 for support?
● How will the innovator know when operators provide support?

16. Need to solve:
Feature requests
● Who will subscribers communicate feature requests to?
● Who will operators communicate feature requests to - WG2 or innovators?
● How will innovators know which operators are best suited for their features?
● How can innovators test out their features with subscribers before releasing?

17. Need to solve:
Product marketing/awareness
● How will the Carrier market the product?
● How do Subscribers learn about the product?
● Can the Carrier white list the product?
● What restrictions does the Innovator have on whitelisting?
● Will operators actively market the Storefront by
relinquishing control of their subscribers’ experience?
● Will subscribers trust the Storefront enough to buy products
from it?

18. Innovators entrypoint
Anyone can sign up to become a developer
Sign up on https://developer.wgtwo.com/ to become a developer.
It’s easy to develop new products
Quick, simple, and developer friendly access to the core network on
https://docs.wgtwo.com/ with APIs for:
● Authentication
● Events
● Data
● Subscription profiles
● Messaging
● Voice
Two categories of products
Create a product for for operators to enable as a default feature for
everyone/everything, or create a product for individuals:
● “Subscriber products”: The operator redistributes products, and individual subscribers
choose to use it.
● “Operator products”: The operator enable the product for everyone by default, no
individual consent needed.

19. Subscriber products
For subscribers to add products
Let your subscribers add products when buying a SIM, and/or let
them add more products later through “storefront”
https://storefront.wgtwo.com/
Increase ARPU and retention
Let your subscribers self service on products
● Increase ARPU with paid products
● Increase retention with sticky products
A ready made distribution channel
Distribute products through a low friction interface, continuously
improved by wgtwo.

20. Carrier Control
Every operator on our platform
Log in on https://console.wgtwo.com/ to find, buy, distribute and use
products.
An ecosystem of products at your disposal
Find the mix that works best for you
● Find and buy “operator products” to enable for all your subscribers.
● And set up your product portfolio to distribute through storefront so your subscribers
can add even more products.
A turn key solution
All products are verified by wgtwo, and fully manageable for
marketing people, support agents and business owners.

21. About Working Group Two
2014
Born inside Telenor Group in 2014
Oct. 2017
Spun off in 2017
Backed up by Industry Leaders
Mar. 2018
First Network integration
Vimla (Scandinavia’s fastest growing
MVNO) across 2G, 3G and 4G with voice,
messaging and data.
May 2018
WG2 powering fastest growing
MVNE in Scandinavia (eRate)
2019
Vimla voted best operator of the
year in 2018 and 2019
Differentiating products and
services
2020...
Expansion and Partner Ecosystem

22. Thank you!
www.wgtwo.com