Course Overview

Mobile operators need to engage in arduous inter-operator tariff (IOT) negotiations with their roaming partners to secure the best wholesale rates. This two-day, in-person course will give attendees the opportunity to learn about the IOT discount models that are currently used depending on business strategies and traffic data.

This highly interactive training course combines theory with practical IOT discount negotiation exercises, and all attendees will receive dedicated attention from our trainers, who will share their own strategies and tactics.

Key Learning Objectives

By the end of the course, attendees will:

  • Understand the profit and loss (P&L) per traffic stream for inbound and outbound roaming.
  • Understand the dependencies between wholesale and retail roaming pricing.
  • Be able to analyse traffic data to get ready for an IOT negotiation.
  • Know about the IOT discount models available and be able to use them in their own IOT negotiations.
  • Be ready to engage in complex IOT negotiations in a confident, knowledgeable manner.

Our Industry Experts

The course will be delivered by the following industry experts:

  • Milja Hofman, Roaming Specialist and Owner, Roamingwise
  • Erik Vrolijk, Commercial Roaming Specialist, Roamingwise
  • Julia Gullstrand, Head of Roaming and Interconnection, GSMA

Who Should Attend This Course?

This course is suited for roaming managers and any other telecom professionals who are involved or expect to be involved in IOT discount negotiations.

Course Prerequisites

A basic understanding of the general international roaming processes would be useful.

Course Location, Dates and Times

Location: Amsterdam Spaces, Vijzelstraat 68-78, Amsterdam, The Netherlands.
Date and time: 15 and 16 May 2024, 09:00-17:00 CET.

Course Completion Certificate

To receive a course completion certificate, registered participants will need to attend the course and complete the course survey.

Course Fee

The course fee is US$4,500.

For group registrations, email [email protected].

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Duration: 2 days
Start date: 15 - 16 May 2024
Amsterdam Spaces, Vijzelstraat 68-78, Amsterdam, Netherlands
$4,500.00 Per Participant

20% discount available for GSMA Members



Milja Hofman
Roaming Specialist and Owner, Roamingwise

Having twenty-three years of international roaming experience, Milja Hofman started her career with Telfort in The Netherlands as TADIG Tester and Product Manager International Roaming. After spending six years at the Data and Financial Clearing House MACH (now TOMIA) in Luxembourg, Milja started her own company Roamingwise in which she combines her enthusiasm for roaming, and training and consultancy. Her experience makes that Milja has a broad roaming knowledge which she uses in her current trainings and consultancy assignments.

Milja closely follows the GSMA working groups and teaches the GSMA standards. With Roamingwise Milja has supported many satisfied customers in the past thirteen years.



Erik Vrolijk
Commercial Roaming Specialist, Roamingwise

Following a successful managerial career within finance and wholesale at the KPN Mobile Group, Erik Vrolijk founded Connect2Roam in early 2007. Erik specializes in improving the profitability of the roaming business for mobile operators. Part of his service portfolio is providing support on IOT negotiations.



Julia Gullstrand
Head of Roaming and Interconnection, GSMA

Julia Gullstrand is a telecoms professional with 30 years’ experience in roaming and interconnection starting at UK mobile operator One2One. For the past 20+ years Julia has led the GSMA Working Group dedicated to developing agreement templates and charging models to enable the acceleration and rollout of mobile services worldwide. Julia holds an MBA in Telecoms from the Henley Management College.

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