INTERNATIONAL CARRIER TO CARRIER

BUSINESS

SUDAN – JANUARY 2015

ABOUT CLARITY TELECOM

n  CLARITY TELECOM advises exclusively operators and Regulatory

Authorities of Africa and Middle East. CLARITY TELECOM is not an
operator and is fully independent from any.

n  CLARITY experts have trained people and managed teams of

incumbents and wholesale operators, which are now leaders in the
wholesale and arbitrage market.

n  CLARITY offer is based on its expertise on:

n  Training and management

n  Team building

n  International wholesale business, bilateral agreements, by-pass
issues
n  Regulatory Framework

n  Negotiation practice

n  Market deregulation and new services

www.clarity-conseil.com 2
CONSULTANT

Claire Audin: Having worked during 6 years in telecommunication

regulation, Claire joined France Telecom to develop and implement the
interconnection policy, the offers of international services proposed by
France Telecom to other national licensed operators. At the same time,
she was managing the team in charge of negotiation with incumbent
operators of 150 developing countries. Then she joined Interoute/
Wavecrest, one of the largest European wholesaler, and was elected as
CEO for the French operations from 2001 to 2004.

www.clarity-conseil.com 3
CONSULTANT

Antoine Barba: in 1996, he build France Telecom carrier

team in charge of negotiations with international and national
carriers for their international needs. Having build and trained
the team, he managed it from 1996 to 2000, being involved in
several international negotiations. In 2001 he joined Cegetel
to build its international strategy. From 2002 to 2004, he
restructured and managed Belgacom carrier-carrier
commercial team, developing offers to mobile operators.

www.clarity-conseil.com 4
1ST DAY: TOOL KIT FOR INTERNATIONAL CARRIER TO CARRIER
BUSINESS

n  Review the basics

n  Bilateral agreements

n  How to buy better and how to sell hubbing : the wholesale market and its trading
organization
n  SMS push and SMS pull : The international value added services business (also called
“audiotel”) will be presented.
n  Let’s Exercise: Analyze tariff list to buy better – Create your own “LCR” (Least cost routing)

n  Understand the carrier to carrier business’ players

n  Actors and strategy – A safari in the wholesale jungle

n  The conflicting interest of Net “senders” operators/countries and net receiver’s operators/
countries.

www.clarity-conseil.com 5
2D DAY: SET UP YOUR OBJECTIVES

n  Get the latest benchmark for international traffic termination and be aware of your
“SWOT”

n  Benchmark & SWOT analysis

n  Group organization

n  When the governments get involved

n  Who is setting the rules for international communications?

n  Why and how are the government and national regulatory body getting involved in
international traffic exchanges?

www.clarity-conseil.com 6
3D DAY : INTERNATIONAL BANDWIDTH

n  The “basics”

n  International bandwidth

•  International capacity: shared circuits, compression, VOIP, IP transit…submarine cable,
satellite…

n  Access to international capacities / Submarines cable business plans

n  The practice

n  How to optimize international bandwidth contracts?

n  Let’s play: Negotiate acquisition of International bandwidth

www.clarity-conseil.com 7
4TH DAY : REVENUE ASSURANCE

n  By-pass and frauds

n  By-pass on international incoming traffic

•  What is by-pass? What is its financial impact? How to spot it? How to stop it?
n  Let’s Exercise: Suspicion of by-pass
•  scenarios will be proposed for the attendees that will to have to detect abnormal traffic
patterns, reports extract, tariffs offers
n  Fighting against by-pass

n  Disputes and bad payers

n  Invoicing, disputes and bad-debt

n  Recap and Check list to avoid bad payers

www.clarity-conseil.com 8
5TH DAY : LET’S PRACTICE !

n  Negotiation is an “Art”

n  Negotiation preparation

n  Let’s Play (proposed scenarii)

n  Let’s play: Guess Who I am?

n  Let’s play: Negotiate a bilateral agreement with “GulfLand” Telecom
n  Let’s play: Negotiate a bad debt case

n  Let’s brainstorm

n  Choose your subject: Fight against fraud / International value added services / Access to
international bandwidth….

www.clarity-conseil.com 9
BE PARTICIPATIVE ! HAVE FUN

www.clarity-conseil.com 10