Interview with Q-Tel CEO, Dr. Naser Marafih

Q.Why did you feel the need to implement the reform process you call 'Qturn'? Qtel won't face domestic competition until 2013.

A. Qtel always aspires to deliver the best to both customers and shareholders. In the telecommunications sector, no business has the luxury of resting on past achievements.

Q. After analyzing the Qtel business model, which areas did you identify as crucial to future growth?

A, We set six strategic priorities for the company. These were identified as the most important areas for Qtel's ongoing success and they are the focus of the organization's attention now, and they will continue to be so in the coming years.

These strategic priorities follow directly from the assessment of the organization's current performance relative to the expectations of its customers, investors and employees.

The six strategic priorities are: to create a professional business run on modern management principles, become customer focused, capture growth, strengthen the financial structure, achieve first-class operational efficiency and effectiveness, and enable Qatar's development.

Q.Which technologies do you think will drive growth for Qtel in the coming two to five years?

A. The majority of revenue growth over the next two to five years is likely to come from more people using more services for longer periods of time. Technology will be a major driver of this. The name of the game with technology over the next two to five years is broadband.

From a customer perspective they want more information faster: they don't care what the technology is. Currently, there are a number of promising technologies, although it is unclear which one or more will become mass market. These include 3G, WiFi, Wimax and faster ADSL.

Q. What are Qtel's thoughts on the pros and cons of expanding regionally?

A. Yes, there is a real opportunity. However, regional expansion must be strategic, not just financial. Our shareholders could easily just make financial investments themselves. Qtel needs to use its expertise to generate more value. The region is just starting to open up, so as opportunities arise we will evaluate them and assess if they make sense, if there is a real opportunity in the market.

Q. What are the greatest challenges the Gulf telecom sector faces?

A. Many may see liberalization as the greatest challenge. However, they would be mistaken as liberalization is an opportunity for us all. The greatest challenge will be how to become truly customer-orientated service providers. To address this challenge the industry must see everything through the eyes of the customer.

Q. Why doesn't Qatar have to open up its telecom sector before 2013, under the terms of WTO membership?

A. The opening of the sector was not a stipulation of joining the WTO, as it is for many countries. The liberalization of individual markets for services is a decision to be taken at the national level, based on the country's specific national and economic interests.