BWCS People

Graham Wilde

Graham is a highly experienced consultant in the TMT sector. He bridges the gap between technologists and their customers, and has a strong track record in assisting his customers to increase profitability through the development of compelling and clear value propositions, backed with a powerful, in-depth understanding of their consumer and business customers, and their competitors.

Since founding BWCS he has worked worldwide on bringing numerous new services and products to the market, and enhancing the effectiveness of existing offerings. He is equally comfortable discussing technical performance with engineers, methodologies with market research agencies and campaign planning with advertising agencies. His experience encompasses broadband fixed and wireless services, mobile communications, hosted call centres, IT security, next generation networks, legal intercept, internet traffic shaping, voice recording and satellite TV.

Graham also has a strong background in regulation, having worked in the creation of new competitive regulatory frameworks, LRIC and hybrid models of broadband and next generation networks.

As a co-founder of BWCS he has undertaken the following projects:

  • Project Director of a team developing a revised hybrid LRIC model for the Swedish telecoms regulatory agency. The work encompasses revising PTS’s bottom up model of the core and access networks
  • Project Director of a team of consultants examining the potential for a deep packet inspection technology in internet traffic shaping at the core and edge of the network
  • Worked closely with the CTO and his team at NTT East to examine the Next Generation Networking strategies of the top five European incumbent telcos
  • Graham wrote the marketing, sales and products sections for a ‘beauty contest’ 3G licence application in Macau, China. The application outlined the operator’s plans for voice and data services, network design and customer processes
  • Assisted train operator in the procurement of an on-train passenger Internet access technology for trains
  • Project Director of a team of researchers looking at the possible commercial applications of a high sensitivity MEMs microphone developed by QinetiQ
  • Feasibility study for a potential entrant to the UK dark & lit fibre market
  • Acquisition and partnership strategy in professional services for a major telecommunications equipment vendor
  • Interim marketing director for start-up provider of network-based call centre and recording services
  • Marketing strategy for cellular licence bid in South Africa
  • Marketing strategy for FRA licence bid in Hong Kong (successful)
  • Bid management for Hongkong Telecom to HK Government to host GIS data on the Internet (successful)

He was Director of Consulting, Asia-Pacific for Nortel's professional services division, Cogent. Among the projects he managed were:

  • Creation of business plan for Japan-based CATV and local telephony operator, Jupiter Communications
  • Feasibility studies for two new entrants to the Taiwan cellular market
  • A series of workshops for Taiwan Railways on key factors in entering the long distance telecommunications market in Taiwan
  • Creation of a business plan for Philippines international, cellular and local loop operator, Call Telecoms (a subsidiary of Philcomsat)

Graham was Managing Director of UK-based analysts CIT Research from 1992-1996. Before joining CIT Research, Graham worked with UK software house, Logica, principally in the area of European satellite communications He holds an Honours Degree in Experimental Psychology from Corpus Christi College, Oxford University.

Languages: English (fluent); French (business).

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Liz Baker

Liz is a director and co-founder of BWCS.

She has operational experience in commercial, marketing and sales functions with market leading technology organisations, and has 15 years’ experience of consulting in telecommunications and technology sectors.

In particular, she specializes in strategy consultancy, market entry strategy, market sizing, competitor analysis, business development support, partnering and lead generation. She is an experienced manager of consultancy and market research programmes.

Liz leads BWCS’ Defence and Security practice.

As a co-founder of BWCS she has undertaken the following projects:

  • Interim member of QinetiQ’s strategy team, leading the selection of key target markets for internal investment, and also the creation of a strategy for QinetiQ’s technology research activities
  • Led and managed a programme of research into People Screening technologies
  • Led a project team which mapped out the European approvals processes for successful market entry for Huawei
  • Led the commercial and technical due diligence team retained by a leading US-based investment bank whose client was looking to acquire a telecoms business in China
  • Led a programme of business development for Nortel Global Services’ managed network portfolio for enterprises
  • Worked on a successful GSM licence bid run by Nortel on behalf of one of its clients in Italy

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Arthur Drewitt

Arthur is an experienced telecommunications project manager and marketing consultant with significant experience in programme and project management, business planning, new product launch strategies and service development of telecommunication products and services for new and existing operators. He has specific experience in cellular networks, cable-television operators, utility companies and the defence sector. Arthur Drewitt has consistently demonstrated the ability to attain objectives and deliver results through effective teamwork, bringing the best of his significant expertise and international experience to bear for his client’s success.

At BWCS he has worked on the following projects:

  • Consultant involved in the process design for the launch of a converged broadband product for a Belgium cellular operator
  • Led a team of consultants which created the future telecommunications strategy for the ATLAS Consortium, which provides the DII (Defence Information Infrastructure) for the UK MOD, the largest defence IT project ever let in the UK
  • Member of a team advising Huawei’s broadband access equipment division on European broadcasting regulations by country, and in particular the regulatory environment for IPTV broadcasts in the EU and selected non-EU European
  • Part of a team of consultants tasked with analyzing the retail tariff structure of cellular operators in New Zealand for voice and data services
  • Service description for IP-VPN for a new entrant in the Czech Republic
  • Acquisition and partnership strategy in professional services for a major telecommunications equipment vendor
  • Marketing strategy for FRA licence bid in Hong Kong (successful)
  • Author of the BWCS multiclient report, Revenue Opportunities for the Wireless Internet.

At Nortel Networks, he worked on the following assignments:

  • Developed market scenarios and a business strategy for a large electric utility company seeking to diversify into telecommunications between Hong Kong and China
  • Creation of business plan for Japan-based CATV and local telephony operator, Jupiter Communications
  • Creation of a business plan for Philippines international, cellular and local loop operator, Call Telecoms (a subsidiary of Philcomsat)
  • Worked with the marketing manager of a large fixed line operator to develop launch strategies for new Centrex-based business services in a highly competitive market

Before joining Nortel, Arthur worked with the advertising agency J Walter Thompson in his native Canada.

He holds an MA from the University of Edinburgh, UK.

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Peter Cartwright

Peter is a leading cost modeling expert. He is author of Interconnect Costing, the leading handbook on cost modeling in telecommunications, now in its third edition and purchased by over 200 organisations worldwide.

Peter was project manager and lead consultant for a major review of the hybrid LRIC model for the Swedish telecoms regulator. This work involved revising the model to incorporate bitstream access, LLU and an NGN routing option. He led the negotiations with telecoms operators during the consultation process and carried out the reconciliation between the bottom up and top down models to derive a revised hybrid model.

Peter was project manager for the updating of the LRAIC model for NITA in 2006 to incorporate bitstream access and sub-loop unbundling. He was heavily involved with the production of a bottom up model of the incumbent network for ComReg in Ireland. He has also produced a bottom up model of alternative operators’ networks for Agcom in Italy, based on NGN architecture. He also worked on market analysis, market sizing and remedies for wholesale call origination, termination and transit for ComReg. He is a seasoned interconnection specialist, whose experience includes long periods as LRIC advisor to Swisscom and Czech Telecom.

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Torsten Löfvenholm

Torsten was formerly head of regulatory accounting at PTS, the Swedish Regulator. He has over 13 years experience in the telecommunications industry specializing in the area of regulatory accounting and pricing methodologies. His experience covers network cost assessment, both top-down modeling and bottom-up modeling, and other methods used for establishing regulated charges for telecom services. He has extensive knowledge of EU legislation and ERG/IRG common position within the field for cost calculation and price regulation.

Torsten has worked for the National Post & Telecom Agency (PTS) for more than seven years, among other duties, managing the LRIC Hybrid model which is used for assessing charges for interconnection and local loop unbundling in Sweden and supervision of SMP-operators pricing obligations. He has been PTS expert on cost accounting and modeling issues, appeared in hearings as an expert witness and has been a member of the IRG Regulatory Accounting Project Team.

  • For BWCS: Torsten was a lead consultant in the review of the hybrid model of the fixed network in Denmark for the Danish regulator
  • As a Senior Advisor to the Swedish Regulator the PTS Torsten has been project manager for the development of the PTS hybrid cost model starting in 2003, and after the completion of the model, responsible for maintenance and development of the PTS LRIC-model. The hybrid model is updated every year based on updated cost results, and before finalising the model a public consultation is held
  • Most recently, Torsten has been in charge of the 2007-08 revision of the hybrid model. The revision of the hybrid model has focused intensively on addressing the question of which technology (MEA) should be used for cost calculations of the core network, and hence for cost of interconnection
  • ENTEL AS - Business controller. Torsten joined Enitel in early 2000 as controller for the network services division. He was responsible for the division’s product costing model, which was used for both external and internal (transfer charges) pricing
  • Telia Network Services, 1996-2000 Business Controller - organised the capital expenditure plans from the various geographic regions into a single national budget and coordinate the division’s processes for capex decisions. The position involved reviewing business proposals for capital spending and follow-up of investment in switching equipment

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William Garrett

Will is an experienced consultant with a strong background in marketing strategy, communications systems engineering, project management and systems modeling on projects from research through to system design and implementation. He has taken leadership positions throughout his career and particularly enjoys managing, developing and motivating teams to achieve their objectives. He has excellent analytical and problem solving skills.

Recent BWCS experience:

  • Will Delivered an analysis of the current market for on-vehicle WiFi services, including alternative services that may offer competition. Also helped a train operator develop a coherent marketing strategy
  • Lead consultant for Defence Spectrum Audit project (Phases 1, 1B, 2 and 3) to inform multi-million pound decisions for UK MOD, developing a new area of consulting for QinetiQ
  • Led a project to assist in the securing of UK spectrum for training using a foreign aircraft

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Bettina Altemuller

Bettina is an experienced strategy consultant, financial modeller, researcher and editor in the telecommunications industry. For the past 18 years, she has worked on a wide range of research and consulting assignments covering fixed and wireless network services, enterprise networks and underlying technologies. She has a background in market analysis, economics and finance, and is a Chartered Management Accountant. Betty has highly developed report writing and analytical skills. She specialises in financial modelling, forecasting, evaluating business plans and commercial opportunities, telecoms economic policy and regulation. She is fluent in English and German.

Recent BWCS experience:

  • Betty is an analyst on the project to review the hybrid model of the fixed network in Denmark for the Danish regulator, NITA. Her work entails reviewing the model reference paper, and comprehensively changing the existing bottom up model using LRAIC principles based on NGN as the modern equivalent asset
  • She is part of a team developing a revised hybrid LRIC model for the Swedish telecoms regulatory agency. She is working on an update of the existing bottom-up costing model for the core and access networks to include newly regulated products such as bitstream access and to reflect revised interconnection guidelines developed in consultation with the incumbent and alternative operators
  • Lead researcher in a project assessing the commercial potential of 60GHz radio technology. She carried out an analysis of current products in the marketplace, spectrum licensing, vendor activities and future product plans, and developed a range of application scenarios and market forecasts

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Bob Marshall

Bob Robert Marshall graduated from Exeter College, Oxford, in 1964, with a second class Honours degree in Geography. He then spent five years working his way around the world, spending time in Nigeria, Ghana, South Africa, East Africa, Australia, New Zealand and Japan. His experience of business to business market research covers nearly 35 years, from May 1970, when he joined Industrial Market Research Limited as a research assistant. He was with IMR for some 12 years, during the last five years holding the post of Ad-Hoc Research Director. He left IMR in December 1981 to set up his own market research consultancy and continues to run it successfully up to the present time, although over the last ten years he has worked closely with another small market research agency, BWCS, which works mainly in the telecoms sector.

Over the years he has been involved in researching markets for industrial capital goods, industrial raw materials, consumables and commercial services. Since 1984, through an association with CIT Research and subsequently with BWCS he has gained extensive experience of research in telecoms, IT and broadcasting markets. He has conducted a large amount of research outside the UK, especially in Western Europe, but also the US, the Middle East (Cyprus and Israel), Eastern Europe (Poland, Hungary and the Czech Republic), the Far East (Singapore, Hong Kong and Japan) and countries such as Brazil, Mexico and Algeria in the developing world.

At CIT, he was responsible for extensive research into satellite broadcasting and communications services and contributed to each of the annual multi-client surveys of the European market from 1987 to 1998. He also worked on a less regular basis on CIT’s studies of Cable Television markets across Europe. He has kept track of developments in the cable TV and broadband (cable, MMDS and ADSL) markets in a regularly updated data base of world broadband delivery.

His experience of researching telecoms markets extends back to 1980, and since 1999 he has almost exclusively been involved in that area. Studies in the telecom sector, which he has himself conducted or supervised have included:

  • The European market for masts and pylons used in connection with mobile communications (1998)
  • The procurement of radio communications systems by the utility and public transport sectors in Germany (1998)
  • The French market for pre-paid calling cards (1999)
  • The provision of firewall and router services by telcos in Australia, Singapore and Hong Kong(1999)
  • Attitudes and requirements of travellers to provision of WiFi in airports (2002)
  • Demand for indigenous language scripts in mobile text messaging in India (2003)
  • Attitudes and requirements of travellers to provision of WiFi in trains (2003)
  • Usage and revenues achieved by the operators of large networks of WiFi hotspots (2004)
  • Potential for WiFi and other radio communication technologies on trains (2006)
  • The world market for MEMS microphones for use in mobile phones and similar applications (2007/2008)

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