GTB CFO Summit Investing in new networks for the future. OTE GROUP CFO: Babis Mazarakis. March 2015

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1 GTB CFO Summit 2015 Investing in new networks for the future OTE GROUP CFO: Babis Mazarakis March

2 OTE Group today GREECE Fixed Business: Incumbent/Leader Total lines (000): 2,762 Broadband subscribers (000): 1,390 OTE TV subscribers (000): 353 Mobile Business: Leader Mobile subscribers (000): 7,280 ROMANIA Fixed Business: Incumbent/Leader Total lines (000): 2,181 Broadband subscribers (000): 1,232 TV subscribers (000): 1,414 Mobile Business: Challenger Mobile subscribers (000): 5,954 ALBANIA Mobile Business: # 1 in the market Mobile subscribers (000): 2,056 Note: Data as of December 31,

3 OTE Group Structure at a Glance Shareholder Structure (Dec 31, 2014) Group Structure Deutsche Telekom 40.0% Hellenic State* 10.0% Own Shares 0.3% Private Investors 7.0% Institutional Investors 42.8% Fixed-line telephony Mobile telephony Other operations 100% Cosmote Greece OTE SA Greece 54% Telekom Romania 100% 100% 94% OTE Globe Greece OTEestate Greece OTESat-Maritel Greece AMC Albania 99.97% 30% Other Listed on the Athens Stock Exchange (Symbol: HTO GA) Zapp Romania 100% 70% Telekom Romania Mobile Share price: 9.0 (March 13 th, 2015) Outstanding shares: 490,150,389 Market capitalization: 4.4bn 100% Germanos S.E.Europe * Including voting rights attached to 4% of shares owned by State Pension Fund 3

4 OTE Group - Key Financials Full Year ( mn) OTE Group - Quarterly Performance Quarterly ( mn) OTE Group - Quarterly Performance 4,330 4, % 3, ,003 1,040 1, , % 35.9% 36.3% -2.3% 1,516 1,456 1, % 35.1% 36.4% 36.5% 34.6% 36.4% 37.6% 36.5% FY 2012 FY 2013 FY 2014 Revenues Pro Forma EBITDA Pro forma EBITDA margin Q1 '13 Q2 '13 Q3 '13 Q4 '13 Q1 '14 Q2 '14 Q3 '14 Q4 '14 Revenues Pro Forma EBITDA Pro forma EBITDA margin Revenue* Breakdown (12M ending Dec. 31, 2014) EBITDA* * Breakdown (12M ending Dec. 31, 2014) Other, 10% Mobile Albania, 2% Mobile Romania, 10% Fixed Romania, 14% Fixed Greece, 35% Mobile Albania, 2% Mobile Romania, 7% Fixed Romania, 11% Other, 5% Fixed Greece, 42% Mobile Greece, 29% Greece: > 70% Mobile Greece, 32% Greece: > 75% * Gross figures (excl. eliminations) ** Excluding voluntary retirement programs & restructuring charges 4

5 Greece Investment focus in Next Generation Networks CAPEX (excl TV Cap)/ Revenues (%) - Fixed NGN CAPEX/ Network CAPEX (%) - Fixed 8% 10% 10% 36% 43% 15% B B CAPEX / Revenues (%) - Mobile NGN CAPEX/ Network CAPEX (%) - Mobile 11% 12% 12% 35% 40% 40% B B Capex 2014A w/o Spectrum 5

6 OTE Strategic Objective as part of DT Group Strategic Objective: to be a modern, dynamic, integrated, efficient, leading the market customer-centric company based on technology superiority 6

7 Technology Leadership that creates Best Customer Experience Integrated Network Strategy (INS) for Next Generation Access Network Transformation VDSL rollout Vectoring adoption FTTB/H pilot LTE Rollout Carrier Aggregation Hybrid (VDSL/LTE) IP Transformation OSS Transformation Legacy Systems Retirement Single RAN Fixed-Mobile Synergies Common Core Network (F-M) Fiber backhauling Radio Links consolidation Address Governmental NGA initiatives Rural Broadband National Broadband Plan 7

8 Significant NGA Gap between Greece and EU EU Fixed NGA Coverage (>30Mbps) GR Fixed NGA Penetration (>30Mbps) GR EU NGA Gap- OTE NGA plan to bridge Significant difference in Fixed NGA network coverage and service penetration between Greece and European Average OTE NGA plan main pillar to bridge the Gap and lead Greece in Digital Era Source: European Commission: Digital Agenda Scoreboard 2014 for Broadband Markets 8

9 Building foundations for Next Generation Networks (NGN/NGA) Fixed VDSL/Vectoring Mobile LTE IP Transformation VDSL Population Coverage 70% LTE Population Coverage outdoor 98% TDM 100,0% IP 100,0% 30% 50% 70% YE2014 YE % 2019 Network simplification & modernization VDSL/Vectoring VDSL 100Mbps Vectoring services Retail ARPU Uplift LLU Wholesale-> Bitstream Enabler for IP/Cloud Services Upgrade to 4G+ (300Mbps) Maintain Network leadership Mobile Data Monetization Hybrid (VDSL/LTE) service Operating cost reduction Energy savings New IP based services 9

10 Our NGA Plan to meet DA 2020 targets 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 95% 100% Target 2: Broadband Coverage of at least 30Mbps all over Europe until 2020 Population Coverage (%) OTE / Fixed: VDSL 50Mbps 70% Rural BB 5% Pop. OTE / Mobile: LTE 800/1800/2600 >90% (indoor, >30 Mbps av.) Target 3: >100Mbps Broadband Service Penetration in at least 50% of European Households until 2020 OTE / Fixed: VDSL-Vectoring 100Mbps 50% OTE / Fixed-Mobile: Hybrid Access (VDSL/LTE) > 100Mbps 70% FTTB/H P2MP-GPON FTTB/H P2MP-GPON >100Mbps, current estimation for >10% population coverage, FTTC -> FTTB/H: Transition rate will depend on demand and requires appropriate market and regulation conditions 10

11 Fixed: Business case driven NGA Strategy 1. Area selection based on geo-marketing data Business Case Main Drivers 2. Ranking on deployment cost and market adoption Top-line BB Market Share Stabilization Price premium justification Retail ARPU Uplift (2p VDSL/vectoring ARPU vs. 2p ADSL) Wholesale Revenue Uplift (LLU Bitstream Access) 3. Business case per area (Δview invest-not invest) Costs Significant part (~50%) of FTTC CAPEX for civil works reutilization in FTTB/FTTH Incremental Capex for Vectoring enabled active equipment at rational levels Return on Investment Positive NPV in areas chosen for NGA deployment within 5-7 years KPI to monitor: FTTC Utilization evolution VDSL/Vectoring Rollout Plan 11

12 Technology leadership supports top-line improvement OTE SA VDSL subscribers in Greece ( 000) Fixed Greece Quarterly ( mn) Q4 '12 Q1'13 Q2'13 Q3'13 Q4 '13 Q1'14 Q2'14 Q3'14 Q4 ' OTE Retail VDSL subscribers Wholesale VDSL subscribers Total VDSL subscribers in Greek Market % % 40.7% 34.2% 35.7% 38.8% 37.0% 40.1% 42.5% Q1 '13 Q2 '13 Q3 '13 Q4 '13 Q1 '14 Q2 '14 Q3 '14 Q4 '14 Revenues Pro Forma EBITDA Pro forma EBITDA margin In FY 14, VDSL net additions comprised the 46.4% of OTE s total broadband net additions Ongoing top-line improvement supported by continued growth in BB & TV services. Stable Revenues in Q4 14 after 7 years of revenue decline 12

13 18. 0% 16. 0% 14. 0% 12. 0% 10. 0% 8.0% 6.0% 4.0% 2.0% 0.0% 50% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0% Explore Mobile Data potential-leadership through investments Data Revenues Data Revenues / Service Cosmote Revenues Greece 16.2% 14.5% 11.2% Investments in sufficient spectrum holding FY 2012 FY 2013 FY 2014 % of Data Revenues over Service Revenues Data Revenues Cosmote Greece Smartphone penetration 44% 36% 24% LTE Population Coverage outdoor 70% 98% FY 2012 FY 2013 FY 2014 Smartphone penetration % OOKLA Benchmarks (Mbps) Network upgrade in 2015 to 4G+ to provide 300Mbps services 14,7 9,1 7,0 Cosmote Vodafone Wind 13

14 F-M synergies for technology leadership: Hybrid access & Fiber to the site Hybrid Access concept Fiber to the Site Evolution % of Sites with Fiber 60% 50% 40% 30% 20% 10% 0% 60% Mbps Service provisioning in areas without FTTC coverage >100 Mbps coverage in FTTC areas Fast & cost-efficient footprint expansion vs. fixed-only network Fixed NGA FTTC/VDSL Rollout is the main enabler Future-proof solution for upcoming backhauling challenges (4G, 4G+, 5G) 14

15 Q & A Support Why FTTC/ Vectoring? No cable or fiber competition Stepped approach in NGA Investments-no regret moves 50% FTTC CAPEX reutilized in FTTB/H Faster implementation, time-to-market Return on Investment 5-7 years FTTB/H cases? New constructions - Greenfield Areas with bad quality of cooper Business Districts Subsidized FTTB/H development Competition 15

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