1) The document discusses a "two-sided" business model for telecom companies where they generate revenue from both upstream business customers and downstream end users. 2) It estimates that this two-sided platform approach could be worth over $250 billion annually for telecom companies in mature markets. 3) Implementing this new business model would require telecom companies to take a collaborative approach and make investments that utilize their network assets and user data to provide value-added services and reduce friction in the digital economy.

1. Two-sided Telecoms Business Models “ Is there $250bn in new ‘Two-Sided’ Business models?” Simon Torrance, Founder, Telco 2.0 TM Initiative [email_address] www.telco2.net

4. Let’s define core ‘Telco’ Telco Utility (pipes and cell towers) Systems Integrator Packaging Products (partners’) Products (own) Packets & Platters Plumbing

5. Today: a ‘one-sided’ business model $ $ Is this model sustainable? Suppliers = Costs End Users = Revenue Telco Content, Apps, Devices Network & Termination Interconnect & Storage Consumers Enterprises SMEs Multi-Nationals Products (partners’) Products (own) Packets & Platters

6. Our Survey* said: Pressure on core Voice & Data Services 2017 % of Total Mobile Voice Minutes, Europe 2007 2012 Traditional Telephony Enhanced Carrier Voice Private Voice Apps & Handsets Other Broadband Data (fixed/mobile ISP product) * Telco 2.0 Business Model Survey, Sept 07. 800 Respondents. See: www.telco2.net/blog

7. Our Survey said: Can we really be a media company? * Telco 2.0 Business Model Survey, Sept 07. 800 Respondents. See: www.telco2.net/blog

8. Our Survey* said: New Business Models needed ISP OK Triple or quad play OK New business model 20% 25% 55% * Telco 2.0 Business Model Survey, Sept 07. 800 Respondents. See: www.telco2.net/blog

9. Wouldn’t it be nice if… Upstream Players End-Users … telcos could reduce friction in the digital economy Telco $

10. Telcos: many valuable but latent assets (user data most important) Core customer data Name, Address, Gender, National ID, Profile & Preferences MY PERSONAL DATA Digital Lifestyle Aggregators & PIM Pictures, Videos, Bookmarks, History, Files ; Calendar, Address Book, To Do, Notes MY STUFF Identity and persona creation for user Number, address or ID provisioning; porting; avatars MY IDENTIFIERS Naming and tracking non-human resources .mobi domains, web browsing history, QR codes read MY INTERACTIONS Knowledge of personal and business interactions My bank, school, workplace, friends MY RELATIONSHIPS User real-time activity and environment Location, Motion, Temperature, On/Off, Roaming, In-call MY CONTEXT User ID linked to physical device or token; configuration SIM, USIM, SoftSIM, serial number, profile & settings MY DEVICES

11. Telcos: Opportunity to create a 2-sided platform-based business model $ $ Customers: Revenue Side 2 Customers: Revenue Side 1 B2B VAS Distribution Telco Platform Developers Retailers Government Brand Advertisers Content Owners Telco – Retail Millions of Customers Thousands of Segments

12. Richer wholesale aggregation will be a key enabler $ $ Customers: Revenue Side 1 Customers: Revenue Side 2 B2B VAS Distribution Channel Partners Telco Platform Developers Retailers Government Brand Advertisers Content Owners Telco – Retail Millions of Customers Thousands of Segments

13. New Value Proposition: ‘Logistics Services for Data’ 1. Distribution (multi-modal) Broadband… + Voice & Messaging + Broadcast + Content delivery networks + Edge caching 2. B2B Value Added Svcs Advert Insertion… + Identity & Authentication + DRM + Payments + Content controls + Vertical solutions … for data

14. Potential New Market* of $250bn +? (Mature Markets alone) * Telco 2.0 Future Broadband Business Models Report, Jan 2008. See: www.telco2.net

15. New Revenues (1): ‘New’ Wholesale and New Distribution Platform Re-mix telco assets with apps, content, and devices to enable value-based pricing, increased usage and higher margins. Video Data Voice “ Skype minutes” vs. “ Ordinary minutes” Content delivery networks for 3 rd parties “ Postage and packing included!” – for data

17. New research and major event interrogate this $250bn+ opportunity Event: www.telco2.net/event/april2008 Research: www.telco2.net

18. Two-sided Telecoms Business Models More on this topic: www.telco2.net/blog [email_address]