R.2.1 IOT NEGOTIATIONS

The course starts with the very basics of what an InterOperator Tariff (IOT) is, its history and evolution. We then look into the elements that need to be considered for the deal, including the macro environment, micro environment and specific considerations for each service that will need to be negotiated. This is followed by how to prepare for the negotiation and what your strategy should be. We also look into various tools that can be used by commercial managers and then consider the different models of deals used in the industry.

By the end of the course students will know:

• How Roaming commercials have evolved and how they are negotiated between roaming partners.
• How to prepare for a negotiation and the various considerations you should bear in mind. Right from the macro environment, micro environment and specific deal considerations.
• The various deal types or models in practice and when to use them and the various tools that managers can use to increase inbound wholesale revenues and reduce outbound wholesale costs.

Who is this course for?

• The course is for new joiners to a Roaming Commercial team if part or their entire remit is negotiating roaming deals
• Commercial managers or roaming managers who negotiate roaming deals with their roaming partners.
• Managers of Roaming Commercial managers.
• Finance managers who evaluate or approve roaming deals negotiated by roaming teams.