In my 25 years since joining Virgin Mobile UK upon launch as the world’s first mobile virtual network operator, the MVNO industry has evolved significantly.

Many MVNO/ reseller wholesale models now exist – branded reseller, B brand, joint ventures, MVNOs with light, enhanced or full technical set ups – plus, a variety of potential third-party provider options to support the MVNO ecosystem (MVNEs, MVNAs, providers of specialist products, technologies or solutions, often on a SaaS model, and so on).

Yet ever-present has been the critical importance of the wholesale relationship between the MVNO or reseller and the host network operator (host MNO) – and the agreement that records that relationship.

A fit-for-purpose wholesale agreement is an absolute “must” for an MVNO, not least as it provides for a mission-critical supply of services, accounts for a majority of an MVNO’s costs and sets the wholesale pricing model and other terms that dictate the MVNO’s retail price competitiveness.

However, the negotiation process need not be prolonged or confrontational: an appreciation of both parties’ key drivers and a pragmatic, constructive negotiation approach often ensures a swift and successful conclusion.

At KLME we have significant experience of advising on all forms of MVNO and B-brand transactions, having driven over 20 successful launches and five host network migrations, across the GCC, North and sub-Saharan Africa, UK, USA, Australia, South Africa, many EU countries as well as various Latam and Asia-Pacific countries.

Supporting this track record is our in-depth knowledge of MVNO technical and pricing models and underlying telecoms regulatory structures, significant experience in negotiating fit-for-purpose wholesale and ancillary agreements and experience in navigating real-world pitfalls in launching or migrating MVNOs.