MIA Awards Submission

Mobile Industry Awards 2020 Outstanding contribution to the mobile industry

Confidential – March 2020

Arun Dehiri, MD at

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Arun has dedicated his career to help shape innovations in the UK mobile industry for almost 30 years.

He has worked across dozens of telco players, and is a trusted adviser to mobile pioneers and regulators.

Š 2020 confidential

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30 years of contribution to the UK mobile industry Marketing strategist

Chartered accountant

1991

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1994

Recommended innovative control improvements to Telcos

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Investor relations Head of revenue

1997

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2000

• Supported finance raise: £1.6bn

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2003

• Instrumental in launching first prepay service

• Pioneered innovative international roaming tariffs • Developed revenue boosting initiatives

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2006

• COO at Ministry of Sound Mobile

• Built launch • Designed Orange’s strategy for Virgin most successful • Mobile tariff of its time: • Negotiated Everyday 50 airtime, built • Implemented data proposition for warehouse • Tesco Mobile

Managed UK’s first Pay-perview event • Awarded one of – Bruno vs Orange’s top 10 Tyson performers

Founder & MD

Vice President

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• • •

Designed & launched tariff refresh of Vodafone

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Board member

2009

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• Led telco consulting team

• Head of Channel for BT

• Negotiated multiple Launched Ono agreements & for Telenet Developed secured full mobile: re-used telematic MVNO status architecture for solutions for GM for Lycamobile UK market OnStar • Advised • Developed Helped launch regulator on blueprint Blackberry on O2 competition MVNO contract Built Disney • Advised Ofcom used by UK mobile strategy on possible networks mobile futures Built 5 year • Negotiated for next 5 years strategy for multiple SMS Orange routes for Mblox (now CLX)

2012

Founder & MD

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• Commercial director at Colt: built enterprise mobile strategy leading a 35 member team

2015

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• • CCO at Teleena: Mobile enablement platform – sold to • Tata Communications • Pioneered BSS + • MVNE architecture for MVNOs • Designed tariff propositions for Virgin mobile • Chairman of international MVNO association

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2018

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2020

• Awarded most inspirational & Developed influential wholesale mobile strategy & executive (Carrier loyalty program Community 2018) for Barclays • Developed Mobile Developed payments strategy mobile strategy for ACI for Tata UK • Developed rollout & Mobile acquisitions plan for application Nokia IoT strategy for SLA • Developed strategy mobile for device IoT architected manufacturer STK platform strategy • Member of advisory & negotiated board for Terrapin airtime for Wireless Logic • TM forum influencer

• Advised on Three • acquisition of 5G spectrum from UK broadband

Trainer/ mentor for less privileged to promote careers in mobile

• Advised DCMS on 5G strategy

© 2020 confidential

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A respected thought leader building visions for a bright mobile future

Arun is invited as keynote speaker at multiple events and as a judge of major award bodies.

Arun is a thought leader across emerging technologies Managing Director Red Dawn Consulting www.reddawnconsulting.com

Cloud & virtualisation | IoT | Fintech | Ecommerce | Digital security & identity | Enterprise solutions | SDN | NFV Virtual & augmented reality | Artificial Intelligence | Blockchain

Š 2020 confidential

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Arun has build a rich toolkit of growth strategies for the mobile industry…

RDC Growth GridTM Sales acceleration

Pricing strategy

Portfolio development

Loyalty

Wholesale & MVNO

SERVICES

PLATFORM

M&A

New market entry Solutions architecture

Customer segmentation

INFRASTRUCTURE

LOCATIONS

PROPOSITIONS

SEGMENTS

…which is used to on multiple projects matching technical solutions to customer demand © 2020 confidential

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Arun’s contribution extends to many areas of the mobile industry. He has… … Developed numerous thought leadership papers

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…Participated in telco events & judging panels

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…Advised governments & regulators on mobile competition

…Developed a rich database of the entire ecosystem A constantly updated database of all the players in the ecosystem contains 100s of datapoints per company

Report

Operators

DCMS example: Advised on 5G strategy

Ofcom example: 5-year future services vision for regulatory considerations

MVNOs

BSS/OSS MVNEs

© 2020 confidential

VAS innovators

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Serving a global client portfolio of industry leaders Infrastructure

Platforms

Services

Delivering growth expertise to the TMT industry Š 2020 confidential

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Arun has developed toolkits that evolve with every project…

Platforms

Services

How can networks avoid their value being stripped out to adjacent players?

How can platforms evolve to digital disruptors and access converged networks?

How do services behave as ‘applications’, agnostic to platforms and infrastructure?

Client project examples

Infrastructure

Developed a flexible wholesale platform to launch sub-brands and MVNOs

Developed network core. Negotiated global wholesale deals

Developed service roadmap aimed at new segments

Supported acquisition of network and platform assets

Helping innovators adapt to adjacent players, giving rise to new ‘over the top’ and ‘as a service’ business models © 2020 confidential

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Examples of robust methodologies Arun has developed for the mobile sector Supply vs Demand market driver analysis

Segmentation strategies

Mobile vendor roadmaps

Service offerings – ARPU vs. Cost to serve

An emerging service roadmap for client

Data Ethnic IoT

Generation X

Long term roadmap

Family unit

Phase Two

Large

Women

Business

Medium term roadmap

Proposition Breadth

Millennials

Corporate

Small

Government SME Football fans

Large

Small Cost to Serve

Partnerships

Short term deliverable

Loyalty Accelerate

by DOB Advertising

$Tariff innovation

Global to USA USA entry Local (target globally)

Up to 6 mo.

Note: Size of bubble is c ontribution to profit for

Modular MVNO engine

M-Commerce Subbranding

Phase One

ARPU

Social

Discount

Platform Architecture

Global Data

Up to 12 mo.

Up to 18 mo.

Geographic reach

Social media campaign design

Consumer loyalty proposition build

Favorites from social network APIs

1. Promotional concert offer sent

Social network integration

5. Promoted to Snapchat Friends virally

4. Friends like the Drake Song & Filter

Offer engine Social media integration

2. Customer buys the concert tickets & uses new Snapchat Filter

M-Commerce offer engine, direct operator billing

3. Stream album using sponsored data tariff

Reward value

Social media integration, Deep packet inspection

Š 2020 confidential

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“With this award, I promise to deliver on my vision that mobile innovations should be shaped with customer interests at heart and will help create a fair, safe and open environment for a hyper-connected future.”

© 2020 confidential