As Oman strengthened its national broadband ecosystem, new wholesale fibre operators required transparent licensing and pricing frameworks aligned with international regulatory principles. The absence of a clear model for wholesale pricing created uncertainty for both the regulator and operators, requiring detailed analysis and structured negotiations to establish a fair, cost-based approach.
The challenge
Oman Broadband Company (OBC) sought a Class 1 license to deliver passive fibre services, but the existing regulatory framework did not formally recognise wholesale-only operators. The Telecommunications Regulatory Authority (TRA) needed clarity on OBC’s scope, potential overlap with retail operators, and an objective method for setting wholesale prices. A cost-justified pricing model, supported by verifiable deployment data and aligned with local benchmarks, was required before licensing approval could be issued.
Project outline
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Submitted a detailed business plan and financial and technical documentation to TRA.
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Negotiated the service scope and sales channels with the regulator.
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Reviewed and advised on licensing documents drafted by TRA.
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Analyzed historical fibre deployment costs to establish a reliable cost baseline.
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Developed and iteratively refined a Long-Run Incremental Cost (LRIC) pricing model in collaboration with TRA.
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Secured interim operational approval and supported the product licensing process.
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Delivered a reusable pricing model that OBC can apply in future pricing exercises.
Our impact
Salience enabled OBC to obtain provisional approval to operate and provided a transparent, regulator-aligned pricing model that strengthened compliance and commercial credibility. The LRIC model not only supported OBC’s licensing process but also established a scalable foundation for future pricing reviews and new product development.
Duration of engagement: August 2016 – August 2018