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

• Submitted a detailed business plan and financial and technical documentation to TRA.

• Negotiated the service scope and sales channels with the regulator.

• Reviewed and advised on licensing documents drafted by TRA.

• Analyzed historical fibre deployment costs to establish a reliable cost baseline.

• Developed and iteratively refined a Long-Run Incremental Cost (LRIC) pricing model in collaboration with TRA.

• Secured interim operational approval and supported the product licensing process.

• 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

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The challenge

The EBRD required a comprehensive, cross regional assessment of broadband markets, including pricing affordability, regulatory environments, demand and supply trends, and international connectivity. The study needed to identify structural issues, highlight disparities between countries, and provide actionable recommendations for improving broadband access and affordability.

Project outline

• Researched and analyzed broadband policies and regulatory frameworks influencing access and affordability.

• Examined broadband demand and supply trends across selected countries.

• Conducted affordability analysis comparing fixed and mobile broadband prices against GNI per capita, with emphasis on urban rural disparities.

• Analyzed international connectivity trends, including total IP transit costs and international private tariffs (IPT).

• Assessed the impact of COVID-19 on broadband demand using internet traffic data.

• Compiled findings into a comprehensive comparative report to support digital transition strategies.

Our impact

Salience delivered a data driven foundation for EBRD and participating governments to shape broadband policies that improve affordability, strengthen international connectivity, and expand digital inclusion. The insights informed regulatory reforms and investment planning across multiple regions navigating post pandemic digital transitions.

Duration of engagement: August 2021 – January 2022

The post Worldwide – Supporting the Digital Transition: Analysis of Access to Digital Infrastructure and Broadband Connectivity appeared first on Salience Consulting.

The challenge

The tender had to be conducted in a manner that met strict EU regulatory requirements while ensuring that selection criteria were appropriate, bid documents compliant, proposed technologies suitable, and any complaints addressed impartially. The government needed independent oversight to validate the integrity of the process from pre-tender preparation through final evaluation.

Project outline

• Reviewed and confirmed appropriateness of operator selection criteria.

• Verified compliance of tender documents with EU state-aid rules.

• Monitored fairness, transparency, and procedural compliance throughout the tender.

• Assessed suitability of proposed technical solutions.

• Provided guidance on any complaints or issues raised during the selection process.

• Delivered an Initial Evaluation Report during the pre-tender phase.

• Produced three Observation Reports during the tender stages.

• Issued expert post-tender opinions on adherence to fair tendering principles.

Our impact

Salience ensured that the full tender process was conducted transparently, objectively, and in full alignment with EU regulatory expectations. The independent oversight strengthened trust in the selection outcome, safeguarded the fairness of operator evaluation, and supported Serbia’s efforts to extend broadband infrastructure to underserved rural communities.

Duration of engagement: November 2020 – May 2021

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The challenge

Serbia needed to establish a national approach to broadband USO that aligned with international best practices while addressing local market realities. Policymakers required clarity on minimum service requirements, financing options, and regulatory amendments to ensure that operators could sustainably meet their obligations without distorting competition.

Project outline

• Reviewed international USO frameworks and best practices from the EU and Western Balkans.

• Proposed a Serbia-specific implementation approach for fixed broadband USO.

• Defined minimum technical requirements such as speed and quality of service.

• Analyzed financing mechanisms and developed potential funding models.

• Designed a methodology for identifying and prioritizing target geographic areas.

• Established criteria and procedures for selecting implementing operators.

• Conducted stakeholder consultations to capture national priorities and expectations.

• Identified required legal and regulatory amendments and drafted recommendations.

Our impact

Salience delivered a comprehensive, evidence-based roadmap enabling Serbia to operationalize a fixed broadband USO tailored to its regulatory, economic, and geographic context. The work provided the government with a clear framework for financing, service requirements, and operator selection, laying the foundation for expanding broadband access to underserved communities.

Duration of engagement: September 2021 – March 2022

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The challenge

Entering the mobile market demanded robust regulatory, commercial, technical, and financial foundations. Awasr needed to navigate complex MVNO licensing requirements, negotiate agreements with host Mobile Network Operators, and build a viable long-term business model while preparing for operational readiness.

Project outline

• Prepared and submitted the full MVNO license application, securing approval within three months.

• Developed a 20-year financial model including DCF valuation, cost structures, and scenario analysis.

• Negotiated wholesale pricing and technical agreements with host Mobile Network Operators.

• Designed a comprehensive go-to-market strategy covering value proposition, pricing, customer segmentation, and distribution.

• Evaluated technical set-up options through cost-benefit analysis and led the RFP process for equipment and integration services.

Our impact

Salience provided end-to-end advisory and project management support, enabling Awasr to secure the MVNO license and establish a strong commercial and technical foundation for market entry. The strategic, financial, and operational frameworks positioned Awasr to successfully expand into mobile services and compete effectively in Oman’s telecom market.

Duration of engagement: January 2019 – July 2019

The post AWSR – Application for MVNO license and preparation for launch appeared first on Salience Consulting.

The Government of Rwanda aimed to optimise national broadband network utilisation and increase broadband take-up, but lacked a consolidated assessment of the technical, financial, regulatory, and operational factors shaping these outcomes. Policymakers needed a clear set of strategic options backed by robust data and analysis to guide decisions on pricing, investment, and network deployment.

Project outline

• Conducted technical due diligence and operational audit of Rwanda’s national broadband network.

• Performed market analysis and pricing assessment for wholesale services.

• Carried out legal and regulatory due diligence to identify barriers affecting network utilisation.

• Conducted commercial due diligence and developed detailed financial models.

• Reviewed organisational structures and assessed long-term business viability.

• Held multi-stakeholder workshops to validate findings and align recommendations.

• Developed demand forecasts, investment plans, and financial assumptions.

• Produced business cases for multiple strategic scenarios, supported by international benchmarking and implementation guidance.

Our impact

The project equipped the Government of Rwanda with a comprehensive view of the constraints and opportunities across its broadband ecosystem. The analysis enabled officials to compare strategic options, evaluate pricing and investment decisions, and design targeted measures to improve network utilisation and increase nationwide broadband adoption. The resulting recommendations formed a practical roadmap tailored to Rwanda’s market conditions.

Duration of engagement: February 2019 – January 2020

The post National Strategy to Increase Network Utilization and Broadband Take-up appeared first on Salience Consulting.

Open Net, Georgia’s state-aid programme, was established to reduce the digital divide by extending affordable broadband access to rural and commercially unattractive areas. The key challenge was to design a sustainable long-term business model that ensures financial viability while advancing national digital inclusion goals, with particular emphasis on women, social minorities, and persons with disabilities.

Project outline

• Assessed the telecom market structure, operator landscape, and infrastructure risks.

• Analysed demand trends, competition dynamics, and market barriers.

• Reviewed the regulatory framework and identified critical gaps affecting Open Net’s sustainability.

• Evaluated pricing practices with a focus on affordability and gender inclusivity.

• Developed cost models incorporating economic and environmental factors.

• Proposed a cost-based pricing regulatory framework to guide future tariff setting.

• Facilitated stakeholder engagement sessions to gather feedback and build consensus.

• Delivered training on pricing and regulatory practices to strengthen the capacity of the national telecom authority.

Our impact

The project delivered a comprehensive five-year Business Plan and sustainability strategy for Open Net, outlining investment requirements, quantifying financial and economic returns, and identifying value-maximising opportunities. The roadmap provides a clear pathway for expanding broadband access, promoting digital services, and ensuring long-term financial and socio-economic sustainability.

Duration of engagement: June 2024 – December 2024

The post Consultancy Services to Develop a Sustainable Business Model for Open Net appeared first on Salience Consulting.

Pakistan and Bangladesh continue to face major gaps in broadband infrastructure, compounded by climate vulnerabilities, regulatory constraints, and limited private investment. The challenge was to identify a pipeline of climate-resilient broadband projects and address barriers that prevent scalable public-private partnerships.

Project outline

• Applied the Digital Gaps Assessment Framework (DGAF) across targeted regions in both countries.

• Conducted end-to-end assessments covering demand, supply, legal, regulatory, and climate resilience dimensions.

• Identified viable climate-resilient broadband PPP project opportunities.

• Analysed legal and regulatory bottlenecks affecting private sector participation.

• Prepared pre-feasibility studies for shortlisted projects.

• Organised and hosted a Global Investor Conference to attract international investors.

• Supported project promoters in developing investment pitches and project briefs.

Our impact

The approach created a structured pipeline of climate-resilient digital infrastructure projects and enabled stronger investor interest, accelerating broadband development in both Pakistan and Bangladesh.

Duration of engagement: February 2025 – Ongoing

The post Climate-Resilient Digital Infrastructure PPP Pipeline Projects appeared first on Salience Consulting.

Africa50 sought an independent validation of a major terrestrial fibre-optic cable investment spanning multiple African countries. The challenge was to verify that the technical design, financial assumptions, and regulatory conditions were robust, while identifying risks that could impact the investment’s viability.

Project outline

• Assessed demand potential and evaluated planned cable routes.

• Conducted SWOT analysis alongside regulatory and legal reviews.

• Analysed competitor activity across existing and upcoming terrestrial cable projects.

• Performed sensitivity analysis on business case assumptions.

• Reviewed technical network design and assessed related risks.

• Evaluated operational readiness and considered exit strategy scenarios.

Our impact

The review validated technology choices, tested market competitiveness, and confirmed the soundness of business case assumptions, providing Africa50 with a clear and independent assessment of the project’s viability.

Duration of engagement: August 2022 – January 2023 (6 months)

The post Africa50 – Due Diligence appeared first on Salience Consulting.

Following new tower regulations, Bahrain’s TRA needed a fully operational unit capable of enforcing compliance, managing permits, and streamlining infrastructure-sharing across the country. The key challenge was to build an organisational, technical, and digital framework that could support nationwide permitting and monitoring activities.

Project outline

• Established an operational office and a dedicated project team in Bahrain.

• Deployed a digital Towers Management System to automate permitting, monitoring, and reporting.

• Issued tower permits and produced dashboards and annual compliance reports.

• Conducted compliance audits, inspections, and field surveys of towers.

• Developed KPIs and a regulatory reporting framework to support long-term oversight.

Our impact

The permitting unit enabled TRA to enforce tower regulations consistently, improve infrastructure-sharing, and maintain full visibility over nationwide compliance through automated systems and structured reporting.

Duration of engagement: September 2017 – September 2022

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