IOT NEGOTIATIONS

Describes what an IOT is and charts the history of its evolution. Explains the different pressures that led to its evolution and provides a strong fundamental foundation for the course.

Module’s content:

• What is IOT?
• History of IOT.
• Evolution.
• IOT Deals: percentage discount, fixed rates, tiered rates, commitment, balanced/unbalanced, all you can eat, IOT for IoT.

Select only this module

Describes and evaluates the various elements negotiators should consider before starting negotiation.

Module’s content:

Macro and micro elements in a deal:

• Seasonality.
• Country dynamics.
• Regulatory regime.
• Relationship with the competition.
• Group or alliance.
• Strategy.
• Retail Plans.
• Carrier Business.

And many more …

Select only this module

Defines the characteristics of each service (Voice, SMS, Data, VoLTE) that a commercial manager needs to take into account. Understand the fundamental principles well to get an appreciation of the cost base so as to maintain profitability.

Module’s content:

• Overview of the Services: Voice MO, Voice MT, SMS, Data, VoLTE, 5G.
• How Services work.
• Cost elements of each service.

Select only this module

This module comprises an overview of the IOT Negotiation tools available and how they can help be more efficient and get better deals. Includes demos & interviews with Marcel Wientjen and Eva Gildum.

Select only this module

The aim of this module is to develop an understanding of the steps a commercial manager should take to prepare for a negotiation and walk through the STOR model and 12 step preparation model.

Following this methodology, ensures commercial managers are fully prepared before entering into negotiations.

Module’s content:

• How to build towards a deal.
• Logical steps and criteria.
• How to consider each element in the deal.

Select only this module

This module walks you through the steps that come after rates have been agreed. We walk through the post-agreement life-cycle. Actions that should be taken and processes that should be followed to ensure the deal is fully leveraged and value yielded from it

Module’s content:

• Operational Life-cycle.
• Critical Factors.

Select only this module

In this module we start to look at some case studies, and work through the numbers and model them to see the impact various deal types have on both revenues and costs.

Module’s content:

• Deal scenarios.
• Deal structures.
• Case studies.

Select only this module

In this module, we look at some of the more complicated scenarios and how to deal with them. We also look at a few benchmark prices and what they tell us about some countries. We also talk to an expert from an MNO to get more tips.

Module’s content:

• Deal scenarios.
• Deal structures.
• Case studies.
• Interview with Dr. Johannes Opitz.

Select only this module