Transforming countries and communities

through telecoms

Salience snapshot & credentials

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Salience introduction

Salience is an established 100% focused on telecom

telecom management regulators, operators, investors and
consulting and professional government ministries for strategic,
services organisation regulatory and technology excellence

Our Company Operational excellence increase our capability in delivering services to telecom
We believe sustainable growth is only achievable by regulators.
It is our pleasure to welcome you to Salience. Salience is operating a sound and efficient business. As we expand
a firm of senior management consultants with practical the scope of our expertise, the scale of our operations Going forward we remain focused on driving organic
telecom experience, having worked for major operators expansion, leveraging our regional know-how and solid
such as British Telecom and AT&T and regional operators becomes an asset. Salience is now in a position where we
can compete to win any telecom project in the MENA track record, and pursuing a long-term growth strategy.
such as Etisalat and MTN. The rich telecom background
of our consultants is complemented by successful region and beyond. Our emphasis on operational
consulting careers in companies such as BT Telconsult, PA excellence, higher utilisation rates, cost synergies and
We remain passionate about Salience’s future prospects
Consulting and PWC. cost control are all core drivers for this improvement.
and are working relentlessly to prepare the business for
Our core experience is backed up by a network of trusted the next phase of our evolution.
affiliate consultants and partners with a wide range of
Our People
specialist skills and capabilities. Our people are Salience’s greatest asset and the reason
our performance remains strong. We take pride in our
The success of our methodology is validated by Salience’s corporate culture.
growing regional reputation for bespoke solutions which
are locally-relevant, innovative and cost-efficient. We
remain committed to this approach and will continue to Going forward
adapt our business, services and advisory to best suit our Salience is continuously evolving. We are powering ahead
Ivan Skenderoski Graeme Lowther
clients’ needs. with our plans to expand into the telecom infrastructure
Founder Founder
sector, to grow our advisory business, and to further

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 Our strengths
We make World class experts Regional knowhow

things happen Senior executives and industry

veterans from international operators
and management consultancies
Our consultants have working knowledge
of successful delivery in MENA since 1991
- we understand the challenges,
including British Telecom, AT&T, PA opportunities and local culture.
Consulting, PwC
We transform countries
and communities Rich delivery record Vendor independent
through telecoms Having launched new operators,
Allows us to purely focus on developing
helped established regulatory bodies
going beyond strategic and driven economic growth through
the best solutions for our clients,
unhindered by vested interests.
national infrastructure investment
advisory and assuring
success by taking
ownership of execution.

Our delivery vehicles

Working with governments,
Managed Services
regulators, investors and
Advisory Managed Services
operators
Our delivery vehicles are We bring together the very best We then take it one step further
designed to nest together minds from around the world to
crystallise vision, develop realistic
by providing on-ground
management, programme
allowing clients to utilise our informed strategy and solve leaders and domain expertise for
services in a natural sequence today’s pressing telecom immediate impact and to ensure
challenges lasting results
that delivers continuity

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 Digital Operator

Leveraging our expert’s track-record in

Regulatory Practice transforming existing operators into agile,
digital operators, this new Practice fills a critical
We work with Government Ministries and market gap. With disruptive players launched
Telecom Regulators to safeguard free and within a matter of weeks, telecom operators
fair competition in our markets, whilst also must adapt and innovate quickly if they are to
supporting operators in compliance. succeed.

OUR • Digital assessment & roadmap

Operator Launch Practice

SERVICES
• Transformation & change management
• Regulatory economics
• Cost modeling
• Connected operations A Practice with proven credentials in the end
• Agile portfolio & partner ecosystem to end creation, launch and interim
• Towers permitting workflow systems
• Rapid time to market management of new entrant operators. We
• NBN policy and regulation
• Solutions capable sales believe this track record is unique as a
• Regulatory process and capacity
• Analytics & experience
• Digital regulation management consultancy, which truly drives
• Innovation centre & impact
• Operator regulatory compliance change in underserved markets.
Recent or live projects
Recent or live projects • Launch & interim management
• Saudi Arabia STC Specalised Safe Cities Services
• Kuwait CITRA • Organisation development
• Bahrain Tower Regulation • Finance, legal & regulation
Investment Practice Next Generation Networks • Marketing & sales
• Product management & PLM
• Operational systems, policy & process
Working with institutional, private and PPP Cross-continental, national and regional
• Customer care
investment vehicles, our economists and transformation is enabled through our NGN
financial experts enable crucial insights into the Practice. Successful delivery of strategic Recent or live projects
risks and likely outcomes of investment – all initiatives on this scale is thank to our world- • Oman Awasr (retail operator)
based on real-world pragmatism and telecom class experts in network innovation, including • Oman Broadband (wholesale)
experience. the pioneer of telecom fibre, Dr. Paul France.

• Market analysis & feasibility • Subsea transit & capacity

• Investment business case • Terrestrial core network
• Preliminary valuations • National Broadband Network (NBN)
• Funding & investor connect • Fibre to the Home (FTTH)
• Financial and cost modelling • Radio Networks (3G/4G/5G)
• New entrant planning • Public safety & mission critical
• M&A sell/buy advisory • Regional Wi-Fi (WiMax)
• Operator investment governance • Narrow Band IoT

Recent or live projects Recent or live projects

• World Bank • EBRD
• EBRD
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 Salience successes
where we made it happen

LAUNCHED THE 1st SUCCESSFUL

CREATED THE 1st AND THE
NATIONAL BROADBAND NETWORK
FASTEST ALL FIBRE BROADBAND
PROVIDER IN THE MENA REGION
INTERNET SERVICE PROVIDER IN
MENA REGION

DELIVERING THE 1st ONE-STOP SUPORTED CREATION OF THE 1st

FUNCTION FOR MAST PERMITTING PRIVATE REGIONAL SUBSEA

AND PLANNING IN THE MENA WHOLESALE OPERATOR

REGION

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 Dubai, UAE Manama, Bahrain

Salience Office Locations

Salience has expanded its

physical presence from the
founding location in the United
Arab Emirates to a satellite
European location in Macedonia
and two operational offices
Skopje, Macedonia Muscat, Oman
serving our project needs in
Bahrain and Oman. Recent
addition is the new entity in the
United Kingdom to strengthen
the European base.

Our team

Salience employs people

across the four operating
locations in addition to
the associate partners
and the expanded team
of contracting resources
that support our
individual projects.

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Our market insight and thought leadership

Salience generates
thought leadership
in the areas such as
of national fibre
strategies,
regulatory policy
and smart cities

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Empowering
communities

2017 walk in solidarity with the millions of children in Salience working with Social Bite to build a village for Transforming the learning experience
developing countries who walk long distances every homeless people, because everyone deserves a Salience gives back to Macedonia by providing Wi-Fi
day to go to school. future . for students living in dormitories. In the new
Walk the distance. Make a difference technology era we understand the importance of
having a fast and reliable wireless connection.

IT Schools Africa
In 2018 Salience will travel to a different corner of the
world where we will join IT Schools Africa to create a
positive impact and transform lives through access to e-
learning.

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 Regulatory Practice

Establishing an effective ICT regulator for Kuwait Tower rationalisation and permitting in Bahrain

The program involves both the creation of Salience delivered a full and detailed
a regulatory framework and the assessment of the scope of work to create a
development of CITRA as an institution: permitting functions, and delivered a detailed
plan for implementing towers permitting:
• Creating an ICT licensing framework, spectrum
policy and price regulation for retail and wholesale
services • Six months feasibility study performed delivering a public
consultation and a test of the automated workflow platform
• Defining CITRA’s management and organizational
structure • Five Year Build Operate Transfer (BOT) project is underway,
including recruiting the local team, performing surveys of
• Setting terms and conditions for interconnection
towers and establishing and operating a new business unit
In support of the State of Kuwait’s between networks and access to infrastructure Salience is delivering a under the TRA as an interface between the operators and
program of reform of the • Optimizing ICT competitive dynamics and defining comprehensive set of services as a civil authorities.
consumer protection provisions
country’s telecommunications Build Operate Transfer project to • Software platform set-up within 6 months with automated
sector, Salience has been engaged • Defining ICT and telecommunication products and help the Bahrain TRA establish a workflow to obtain permissions from civil stakeholders
services, technical terminology and standards including Civil Defense, Municipality,
and is currently establishing the new unit to track civil permits for
• Defining CITRA’s policy for the regulation and
new regulatory body which will monitoring of private networks and unlicensed ICT radio towers. • Health and Safety rules established and enforced by the
product / service operation system thus making Bahrain a safer place and rectifying or
regulate, supervise and transform eliminating dangerous sites
the telecommunications sector in • Creating CITRA’s financing model & commercial
framework
Kuwait.

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 Investments Practice

Reducing the broadband gap between urban and rural areas Internet access for all

Salience delivered a full

and detailed assessment Our analysis will help inform regulatory
of the scope of work to create a permitting policy changes. The main objective of the
functions, and delivered a detailed plan for publication is to help the World Bank make
implementing towers permitting: better investment decisions.
• Identify different incentives for investment and growth of fiber and identifying
government initiatives to promote use by SME and enterprises. • Cross-border and national fiber-optic network
business models are being created to show the
• Enabling infrastructure supply legalization and clarity in wholesale markets and
developing a viable investment framework covering all areas including under- economics of sharing national infrastructure across
served and rural areas (white spots) borders.
• Evaluating options for better use of available infrastructure and • Spectrum re-farming and the digital dividend will
Salience was selected to deliver the recommendation on a viable model for use of utility and municipality fiber The World bank selected Salience demonstrate the best way of re-using spectrum and
creation of a National Broadband networks allocation bands for rural coverage.
and our partner TMG, to deliver
Plan, consistent with the European • Enable efficient sharing of all relevant infrastructure
an analysis of that will be used to • Recommendations and guidelines are being
Union’s Digital Agenda, including • Develop and deliver a proof of concept plan to verify the assumptions behind prepared that will be used to help regulators
the recommended concept help regulators implement better around the world implement more effective
the design of the network, the spectrum policy.
business case based upon a detailed • Delivered financial analysis of the available options to determine on a detailed policy decisions to stimulate
area by area basis exactly which fixed and mobile broadband technology to • Landscape overview of relevant and emerging
demand analysis, and to deliver deploy to maximize the STC market coverage at the most efficient financial investment for rural internet
global trends on spectrum policy and planning to
recommendations for spend. access. This high-profile analysis identify how spectrum allocation can be optimized
improvements in government • Prepared detailed financial models to demonstrate the most effective roll-out will be published by the World for rural access.
strategy and the proper technology to use in a given scenario.
policy. Bank.

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 Next Generation Networks

Subsea Strategy Connecting Middle East to the World National Broadband Network launch in Qatar

Salience delivered a comprehensive set

Salience performed a high-level analysis on
of services to help QNBNC define their
the operational expenditure of the company
strategy, mission and vision and
and extrapolated a five-year cost forecast operating model, delivered as part of a
based on historical opex spending trends. consortium of consultancies to launch
This was combined with the additional Qatar’s NBN wholesale operator
expenditure that was needed to secure and
deliver sales targets. • Delivered network master planning, optimization,
rollout and implementation planning, with
• Feasibility & Business planning: Delivered a five year calculated CapEx, revenue and NPV calculations
strategic plan to better focus the organization towards for each rollout-zone in Qatar
Salience delivered a five year strategic a common objective with forecasts for future Salience consultants worked to develop • Provided vendor management programme, project
plan for GBI’s senior management to operational costs. the Service Management framework, reporting, and procurement controls

refocus the organization towards • Organizational transformation: Executive advisory on developing schemas and processes for • Provided implementation advice based on a
detailed business model
common objectives and to update the the organizational design for GBI, KPIs and selection of systems and tools. Salience led the
key staff including C-level executives. • Set criteria and selection of suitable sites for
shareholders on the company’s negotiations with Kahramaa and Central Offices
• Processes overhaul: Conducted audit of the existing Ashghal to identify locations for central
current market, demand outlook and • Hands-on implementation including activities such
processes within the company across commercial and as defining and negotiating placement of POPs in
future operational cost forecasts. operations, and provided implementation timeline and office sites and to build central offices
electrical substations
methodology for introduction of new processes inside electrical substation compounds.
• Assistance given with benefits management and
delivery of a comprehensive system for capturing
and reporting the benefits delivered by its own
service.

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 Investments Practice

National Broadband Network Launch in Oman End to end Retail Fibre Operator launch in Oman

Salience provided Awasr with a clear feasibility analysis

and roadmap for launch, based upon a detailed business
Salience defined OB’s, strategy, mission and case that provided reliable forecasts for sales, revenues
vision, organizational structure and technology and costs. We then managed a successful public launch
framework to create a detailed business model event and Awasr began commercial operations only 9
and launch plan. The work done by Salience months from the project start date. Seconded experts
included: were then provided by Salience to lead in operations,
• Definition of OB’s strategy, mission and vision commercial, customer care and technology to assure
growth success.
• Delivery of a detailed budget forecasts and budget
planning To enable a Gigabit society in
• Three months feasibility study performed to analyze the market
Salience delivered a comprehensive • Preparation of a business model and financial model Oman, Salience conceived, potential and create detailed business case
set of strategic and technical • Definition of a operating framework and company developed, launched and
services to help create and launch • Defined the operational basis for AWASR and the launch plan,
structure provided interim management including budgets, technology specification, partner selection,
OBC. We provided a complete to run a new, award winning
• Managing the asset transfer of fiber optic network from organizational design, marketing mix, sales enablement,
definition for starting-up the new operational policies and procedures.
Haya Water fixed broadband operator in
wholesale operator, supported by
reliable forecasts for budgets, • Preparing broadband network deployment plans in Oman. • Two years management outsource contract
conjunction with utility companies based on specific objectives and milestones
revenues and costs.
• Providing long-term experts for hands-on management
• Trial set-up within 6 months
of finance, strategy and projects.
with first consumer and enterprise
customers connected!

• 2017 Speed Test Award Winner,

fastest network in Oman (fastest network in MENA).
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 Digital Operator

Bridging Public Safety and Digital Innovation to Save Lives

Cross functional subject matter expertise provided:

The Mission Critical arm of
Saudia Arabia’s incumbent • CEO Advisory – Holistic assessment of capability and high
operator and second largest impact recommendations for transition to a Mission Critical-
operator in the Middle East, grade operator
STC, has been mandated to • Technology Expert Support - Subject matter expertise and
become the Kingdom’s interim Technology PMO provided to assure network
trusted Critical readiness of TETRA Services
Communications Provider. • Marketing Development - Expertise and support in
To support their transitional establishing the marketing foundations for growth and scale in
terms of marketing strategy planning, execution and on-going
phase, Salience provided
governance, with knowledge transfer for long term benefit
subject matter expertise to
assure network capability and • TETRA Go to Market - Interim Commercial PMO for
commercial launch of successful TETRA service launch, whilst building internal launch
capability through coaching & training
innovative, life saving
services. • Business Development & Innovation – Partner ecosystem
development mission critical grade solutions in Safe Cities and
Public safety including IoT, Big Data Analytics, Ground to Air
Comm and Connected Vehicle technologies

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Salience Consulting DMCC
2407 Mazaya Business Avenue AA1
Jumeirah Lakes Towers
Dubai
United Arab Emirates
Tel: +971 4 438 7041

www.salience.consulting

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