Page 20 - SAMENA Trends - August 2019
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REGIONAL & MEMBERS UPDATES  SAMENA TRENDS


                                             Analysys Mason Advises Inwit on Landmark

                                             Tower Transaction in Italy



        Analysys Mason has announced its advisory role in the recently   establish an active network sharing partnership for 5G, actively
        completed merger between Inwit and Vodafone Towers in Italy.   share the 4G network and to expand their existing passive sharing
        The merger is  the largest single-market tower transaction   agreement. As part of the merger, Vodafone will combine its towers
        in Europe,  creating  a 22 100 tower  powerhouse  between  two   with  Inwit.  This  will  enable  more-efficient  deployment  of  5G  in
        major telecoms providers and is worth over EUR1 billion to each   Italy and offers synergies and cost-savings for both companies.
        party. Significantly, it is the first tower transaction that involves   The transaction will fundamentally reshape the mobile market in
        Vodafone’s  tower  assets,  and  signals  the  beginning  of  a  wider   Italy and also highlights potential challenges for tower companies
        strategy  announced  by  Vodafone  to  spin-off  and  trade  its  61   in  terms  of  managing  a  new  wave  of  Radio  Access  Network
        000 towers across Europe. The terms of the merger include an   (RAN)  share  deals  and  monetizing  5G  deployment.  Alessandro
        agreement between Inwit’s parent company TIM and Vodafone to   Ravagnolo,  Principal  at  Analysys  Mason,  said,  “Mobile  towers
                                                               represent  a  hot  asset  class  for  both  strategic  and  financial
                                                               investors.  These  transactions  will  become  an  essential  part
                                                               of operators’ 5G roll-out strategies, but they are complex deals
                                                               and the impact of future active RAN-share deals between mobile
                                                               operators  should  be  carefully  considered.  TIM  and  Vodafone’s
                                                               tower  transaction  is  likely  to  become  the  reference  point  for
                                                               future deals across Europe.” Various stakeholders were involved
                                                               including Inwit, Vodafone TIM and Inwit’s minority shareholders.
                                                               Analysys Mason brought together a team with deep knowledge
                                                               of the tower industry and the Italian telecoms market to provide
                                                               360-degree commercial and technical support to Inwit during the
                                                               negotiation process. The merger is subject to regulatory approval.





                                             AT&T Channel Chief: ‘Massive’ IoT Growth Creates

                                             Win-Win for Partners


        So  says  Stacey  Marx,  Senior  Vice   and  help  partners  maximize  AT&T’s   major U.S.  cities and has been running
        President  and  Channel  Chief  at  AT&T   offerings. AT&T Partner Solutions recently   trials with business customers to see how
        Partner  Solutions. Marx  replaced  Zee   launched  a  unified  partner  solutions   specific industries can benefit from 5G. 5G
        Hussain earlier this year and continues to   webpage  featuring the ACC Business,   will ultimately impact how all businesses
        lead the company’s main channel efforts.   AT&T Partner Exchange and AT&T Alliance   participate  in  the  economy,  according
        She  conducted  a  lengthy  “listening  tour”   Channel. Partner  Exchange  refreshed  its   to  Marx.  She said  increased spectrum
        across  the U.S.  to hear from  partners   portal and expanded access to marketing   efficiency, faster speeds and lower latency
        about  trends,  goals  and  pain  points.  “My   and training resources. Marx also credited   will lead to “massive IoT growth.” And most
        goal  this  year  and  beyond  is  not  only   Steve Pasmanik for helping AT&T upgrade   of that  growth will  occur  in  the business
        to  keep  that  momentum  from  last  year   its pre- and post-sale support. Pasmanik   world. “Companies will  need  more and
        going,  but  to  build  on  it  and  deliver  the   joined AT&T Partner Solutions more than a   more partners that  can understand  their
        best  indirect  experience  in  the  industry,”   year ago to serve as AVP of technology. He   needs and customize solutions,” she said.
        Marx  said.  “We  really  want  our  partners   has helped develop new service programs,   “We’re in a winning situation because the
        to  know  that  first  and  foremost,  we  are   dedicated back-office project support and   solution  providers  have  the  relationships
        more dedicated to the channel than ever,   white-glove order management. APS also   and  understand  their  customers.  They
        and our commitment has not gone away.”   is reporting a generally faster installation   have  the  resources  and  skills  that  our
        AT&T  Partner  Solutions  (APS)  reported  a   process,  according  to Marx.  She said all   customers  are  really  needing.”  Marx  and
        78% revenue increase from 2017 to 2018,   of these changes serve to make partners   her  predecessor, Zee  Hussain, detailed
        after successfully realigning its three main   more self-sufficient. AT&T and its channel   several  new  solutions  and  tools  back  in
        channel programs under the APS umbrella.   are marching in a “continuum” toward 5G   April.
        Marx said she and her team are working to   in  the  meantime.  AT&T  has  launched  its
        use best practices across all three channels   mmWave 5G wave network in parts of 21

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