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The Mission Critical arm of Saudia Arabia’s incumbent operator and second largest operator in the Middle East, STC, has been mandated to become the Kingdom’s trusted Critical Communications Provider.
To support their transitional phase, Salience provided subject matter expertise to assure network capability and commercial launch of innovative, lifesaving services.

Cross functional subject matter expertise provided:
• CEO Advisory – Holistic assessment of capability and high impact recommendations for transition to a Mission Critical-grade operator
• Technology Expert Support – Subject matter expertise and interim Technology PMO provided to assure network readiness of TETRA Services
• Marketing Development – Expertise and support in establishing the marketing foundations for growth and scale in terms of marketing strategy planning, execution and on-going governance, with knowledge transfer for long term benefit
• TETRA Go to Market – Interim Commercial PMO for successful TETRA service launch, whilst building internal launch capability through coaching & training
• 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

Bridging Public Safety and Digital Innovation to Save Lives

The Mission Critical arm of Saudia Arabia’s incumbent operator and second largest operator in the Middle East, STC, has been mandated to become the Kingdom’s trusted Critical Communications Provider.
To support their transitional phase, Salience provided subject matter expertise to assure network capability and commercial launch of innovative, lifesaving services.

Cross functional subject matter expertise provided:
• CEO Advisory – Holistic assessment of capability and high impact recommendations for transition to a Mission Critical-grade operator

• Technology Expert Support – Subject matter expertise and interim Technology PMO provided to assure network readiness of TETRA Services

• Marketing Development – Expertise and support in establishing the marketing foundations for growth and scale in terms of marketing strategy planning, execution and on-going governance, with knowledge transfer for long term benefit

• TETRA Go to Market – Interim Commercial PMO for successful TETRA service launch, whilst building internal launch capability through coaching & training

• 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

End to end Retail Fibre Operator launch in Oman

To enable a Gigabit society in Oman, Salience conceived, developed, launched and provided interim management to run a new, award winning fixed broadband operator in Oman.

Salience provided Awasr with a clear feasibility analysis and roadmap for launch, based upon a detailed business case that provided reliable forecasts for sales, revenues and costs. We then managed a successful public launch event and Awasr began commercial operations only 9 months from the project start date. Seconded experts were then provided by Salience to lead in operations, commercial, customer care and technology to assure growth success.

• Three months feasibility study performed to analyze the market potential and create detailed business case
• Defined the operational basis for AWASR and the launch plan, including budgets, technology specification, partner selection, organizational design, marketing mix, sales enablement, operational policies and procedures.
• Two years management outsource contract based on specific objectives and milestones
• Trial set-up within 6 months with first consumer and enterprise customers connected!
• 2017 Speed Test Award Winner, fastest network in Oman (fastest network in MENA).

National Broadband Network Launch in Oman

Salience delivered a comprehensive set of strategic and technical services to help create and launch OBC. We provided a complete definition for starting-up the new wholesale operator, supported by reliable forecasts for budgets, revenues and

Salience defined OB’s, strategy, mission and vision, organizational structure and technology framework to create a detailed business model and launch plan. The work done by Salience included:
• Definition of OB’s strategy, mission and vision
• Delivery of a detailed budget forecasts and budget planning
• Preparation of a business model and financial model
• Definition of a operating framework and company structure
• Managing the asset transfer of fiber optic network from Haya Water
• Preparing broadband network deployment plans in conjunction with utility companies
• Providing long-term experts for hands-on management of finance, strategy and projects.

National Broadband Network launch in Qatar

Salience consultants worked to develop the Service Management framework, developing schemas and processes for systems and tools. Salience led the negotiations with Kahramaa and Ashghal to identify locations for central office sites and to build central offices inside electrical substation compounds

Salience delivered a comprehensive set of services to help QNBN define their strategy, mission and vision and operating model, delivered as part of a consortium of consultancies to launch Qatar’s NBN wholesale operator

• Delivered network master planning, optimization, rollout and implementation planning, with calculated CapEx, revenue and NPV calculations for each rollout-zone in Qatar
• Provided vendor management programme, project reporting, and procurement controls
• Provided implementation advice based on a detailed business model
• Set criteria and selection of suitable sites for Central Offices
• Hands-on implementation including activities such as defining and negotiating placement of POPs in electrical substations
• Assistance given with benefits management and delivery of a comprehensive system for capturing and reporting the benefits delivered by its own service.

Subsea Strategy Connecting Middle East to the World

Salience delivered a five year strategic plan for GBI’s senior management to refocus the organization towards common objectives and to update the shareholders on the company’s current market, demand outlook and future operational cost forecasts

Salience performed a high-level analysis on the operational expenditure of the company and extrapolated a five-year cost forecast based on historical opex spending trends. This was combined with the additional expenditure that was needed to secure and deliver sales targets.

• Feasibility & Business planning: Delivered a five year strategic plan to better focus the organization towards a common objective with forecasts for future operational costs.
• Organizational transformation: Executive advisory on the organizational design for GBI, KPIs and selection of key staff including C-level executives.
• Processes overhaul: Conducted audit of the existing processes within the company across commercial and operations, and provided implementation timeline and methodology for introduction of new processes

Internet access for all

The World Bank selected Salience and our partner TMG, to deliver an analysis of that will be used to help regulators implement better policy decisions to stimulate investment for rural internet access. This high-profile analysis will be published by the World Bank

Our analysis will help inform regulatory policy changes. The main objective of the publication is to help the World Bank make better investment decisions.

• Cross-border and national fiber-optic network business models are being created to show the economics of sharing national infrastructure across borders.
• Spectrum re-farming and the digital dividend will demonstrate the best way of re-using spectrum and allocation bands for rural coverage.
• Recommendations and guidelines are being prepared that will be used to help regulators around the world implement more effective spectrum policy.
• Landscape overview of relevant and emerging global trends on spectrum policy and planning to identify how spectrum allocation can be optimized for rural access.

Reducing the broadband gap between urban and rural areas

Salience was selected to deliver the creation of a National Broadband Plan, consistent with the European Union’s Digital Agenda, including the design of the network, the business case based upon a detailed demand analysis, and to deliver recommendations for improvements in government policy.

Salience delivered a full and detailed assessment of the scope of work to create a permitting function, and delivered a detailed plan for implementing towers permitting:

• Identify different incentives for investment and growth of fiber and identifying government initiatives to promote use by SME and enterprises.
• Enabling infrastructure supply legalization and clarity in wholesale markets and developing a viable investment framework covering all areas including under-served and rural areas (white spots)
• Evaluating options for better use of available infrastructure and recommendation on a viable model for use of utility and municipality fiber networks
• Enable efficient sharing of all relevant infrastructure
• Develop and deliver a proof of concept plan to verify the assumptions behind the recommended concept
• Delivered financial analysis of the available options to determine on a detailed area by area basis exactly which fixed and mobile broadband technology to deploy to maximize the STC market coverage at the most efficient financial spend.
• Prepared detailed financial models to demonstrate the most effective roll-out strategy and the proper technology to use in a given scenario.

Tower rationalisation and permitting in Bahrain

Salience is delivering a comprehensive set of services as a Build Operate Transfer project to help the Bahrain TRA establish a new unit to track civil permits for radio towers.

Salience delivered a full and detailed assessment of the scope of work to create a permitting function, and delivered a detailed plan for implementing towers permitting:

• Six months feasibility study performed delivering a public consultation and a test of the automated workflow platform
• Five Year Build Operate Transfer (BOT) project is underway, including recruiting the local team, performing surveys of towers and establishing and operating a new business unit under the TRA as an interface between the operators and civil authorities.
• Software platform set-up within 6 months with automated workflow to obtain permissions from civil stakeholders including Civil Defense, Municipality,
• Health and Safety rules established and enforced by the system thus making Bahrain a safer place and rectifying or eliminating dangerous sites

Establishing an effective ICT regulator for Kuwait

In support of the State of Kuwait’s program of reform of the country’s telecommunications sector, Salience has been engaged and is currently establishing the new regulatory body which will regulate, supervise and transform the telecommunications sector in Kuwait.

The program involves both the creation of a regulatory framework and the development of CITRA as an institution:

Creating an ICT licensing framework, spectrum policy and price regulation for retail and wholesale services
Defining CITRA’s management and organizational structure
Setting terms and conditions for interconnection between networks and access to infrastructure
Optimizing ICT competitive dynamics and defining consumer protection provisions
Defining ICT and telecommunication products and services, technical terminology and standards
Defining CITRA’s policy for the regulation and monitoring of private networks and unlicensed ICT product / service operation
Creating CITRA’s financing model & commercial framework

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14-16 Nelson Street, Douglas Isle of Man IM1 2AL

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+971 4 438 7041

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F-B-1, Facilities Building, Knowledge Oasis Muscat Al Seeb, Muscat, Sultanate of Oman

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Office 91, building 142, Road 1607, Block 316, Manama Center Bahrain

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+389 2 60 90 929

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