MTN Business Solutions. Angela Gahagan - Thomson Managing Director

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1 MTN Business Solutions Angela Gahagan - Thomson Managing Director

2 Agenda Overview ISP / Mobile Integration / Innovation Business approach Looking forward 2

3 ISP vs mobile Similarities Licences (IECNS & IECS) ISP Sell it to IT and CTO Differences Mobile Sell to Finance and Procurement Manager Highly regulated Highly competitive Limited competitors MTN Brand Sell complex solutions Sell packaged products Product alignment going forward Core IP network Same corporate customers and target market Value proposition is largely around companies IT infrastructure Mainly sell fixed line services Wimax spectrum Global solutions Peering Value proposition is around mobile telecoms Sell mobile services Mobile spectrum Local solutions Interconnect Data environment Corporate focus only (currently) Voice environment Corporate and consumer focus 3

4 Integration and innovation When the purchase of Verizon happened it was decided to not to integrate the business into the Mobile operation Focused approach Agility Skills Customer Retention Achievements Market share in defined segment increased New Blue Chip customers Customer churn below 1% African solution 4

5 MTN Business Solutions Our differentiation is not the basic tin and wire It is the services, the knowledge and expertise as well as our relationships that will take us up the value chain This takes MTN Business from a commodity to a service provider where we differentiate from our competitors This is seen in the move between access and services new business, changed by 10% towards services year on year 5

6 Solutions not bound by geography or technology MTN Business operates as a fully converged, turnkey provider, with an ability to offer business the largest range of Fixed Mobile Internet-Based ICT services on the African continent. Designing a 360 communication solution for business is MTN Business core expertise, with solutions that include the following, amongst others: Fixed and mobile internet access Networking of company branches (MPLS Network) Highly secure firewall, anti-spam and anti-virus system security Data Centres for the hosting of your Private, Trusted and Hybrid Cloud Solutions such as your website and applications Unified Communications & Collaboration that includes VoIP, Managed IP-PBX and Contact Centres, Video Conferencing and mobile voice options 6

7 Solutions not bound by geography or technology Many decisions on communications providers are made at head offices that do not have a physical MTN office Or to connect to countries where MTN We are global, delivering solutions Worldwide MTN has a presence as an ISP Namibia and Kenya and offers solutions to countries where there are not physical offices 7

8 MTN Business Services in Africa Currently MTN supplies MPLS services for a Customer in the financial service sector connecting the following African countries using multiple Telco partners and access mediums (Fiber +VSAT) South Africa Lesotho Malawi Kenya Mauritius Namibia Swaziland DRC Uganda Angola Botswana Zimbabwe Tanzania Ghana 8

9 We design, implement and maintain complex solutions 9

10 What services are required by our customers Data services in use by corporate South Africa 63% 86% 58% 78% 70% 54% 44% 89% 36% 39% 43% 36% Source: Corporate data use: change is coming, World Wide Worx Whilst internet access remains important, the spend in other areas are the future 10

11 We also have to define who will use our different product groups Access Converged Communications Infrastructure Managed Services SaaS Security What it is ADSL or 3G Remote access Satellite Managed WAN optimisation services Internet dedicated MPLS VPN Private IP Metro Ethernet Voice trunking FMC Managed IP PBX Unified coms Server virtualisation Virtual storage Managed hosting Collocation Pro-active monitoring Total outsourced IT Hardware / back-ups Infrastructure and application monitoring Hosted backup Fax to Hosted messaging and collaboration Managed radius service Internet managed scanning services Managed firewalls Authentication Certification Total outsourced solutions Estimated market size (Enterprise Market ) R8.3Bn Mobile voice: R18Bn Fixed voice: R18Bn PABX: R3.2Bn R2.1Bn R3.6Bn R3.5Bn R2.95Bn Enterprise Corporate SME The outsourced services (Infrastructure / Managed Services / SaaS / Security) need rigorous SLAs and very robust internal systems to be successful 11

12 Price is important, quality and competencies even more so An independent survey's results support the conclusions reached in our Unique Selling Proposition (USP) development Most important factors in purchase decisions Secondary factors Neutral Important Very important Neutral Important Very important Price Maintenance Quality of product / service Lack of downtime Reputation of brand or supplier Company procurement policy Functionality (range of products / services on offer) Convenience 12

13 Key focus areas Top 500 Enterprises Penetrate SOE / Government Multinational approach (international & Africa) Industry Vertical Value Enhancing Partnerships (SI s, 3 rd Parties & ICT) SME Growth Plan Enablement Consolidated Business Model Approach (MTN Turnkey Solutions) Unique Selling Proposition (USP) already developed - oriented around the Product and Customer Experience USP differentiates us from competitors on a proposition apart from Price 13

14 Where we are heading SAT3 / WACS SAT2 EIG EASSy SEACOM SAFE Our Plan To build a Continental Cloud that will deliver services to Multi National Organisations To build a single network across the continent Provides Multi Nationals with a common service and experience on key services such as VOIP, Hosting, Security etc. across the entire continent Centralised Support Services (ITSM, ITIL and NOC/SOC) Regulatory Environment dependent Our Infrastructure and in-country resources are key differentiators Our footprint already exists and makes us ideally positioned to provide Cloud Based Services on the Continent 14

15 Bringing IP and GSM together UniPresence Customers are already deploying apps to call over IP on their mobile devices MTN has developed a solution bring IP & GSM together Single number, single mailbox, single device To increase subscriber numbers, it is affordable to now target corporate s whereby employees can now get a single number 15

16 Thank you 16

17 Notice The information contained in this document has not been verified independently. No representation or warranty express or implied is made as to and no reliance should be placed on the fairness, accuracy, completeness or correctness of the information or opinions contained herein. Opinions and forward looking statements expressed represent those of the Company at the time. Undue reliance should not be placed on such statements and opinions because by nature, they are subjective to known and unknown risk and uncertainties and can be affected by other factors that could cause actual results and Company plans and objectives to differ materially from those expressed or implied in the forward looking statements. Neither the Company nor any of its respective affiliates, advisors or representatives shall have any liability whatsoever (based on negligence or otherwise) for any loss howsoever arising from any use of this presentation or its contents or otherwise arising in connection with this presentation and do not undertake to publicly update or revise any of its opinions or forward looking statements whether to reflect new information or future events or circumstances otherwise. This presentation does not constitute an offer or invitation to purchase or subscribe for any securities and no part of it shall form the basis of or be relied upon in connection with any contract or commitment whatsoever.

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