What’s the biggest challenge to closing infrastructure sharing deals? “The main challenge is that tower sharing is an asset deal where the assets are not always transparent. The risks are around the preparedness of sites – is the structure in place? Are all the permits and clearances secured? Is there a risk of ground lease disagreements?” Said Gilles Tre-Hardy, Vice President at Lazard. Lazard served as advisers of France Telecom-Orange in their recent deal with Eaton Towers in Uganda, so Gilles has some familiarity with gathering the data needed to sell towers.
The quality and comprehensiveness of data of on the network included in an operator’s RFP and data room can directly affect the valuation of the towers.
