Page 20 - SAMENA Trends - August 2019

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

20 AUGUST 2019