Full Year 2011 Preliminary Results and

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1 Telecom Italia Domestic Market Full Year 2011 Preliminary Results and Plan Outline

2 Safe Harbour These presentations contain statements that constitute forward looking statements within the meaning of the Private Securities Litigation Reform Act of These statements appear in a number of places in this presentation and include statements regarding the intent, belief or current expectations of the customer base, estimates regarding future growth in the different business lines and the global business, market share, financial results and other aspects of the activities and situation relating to the Company and the Group. Such forward looking statements are not guarantees of future performance and involve risks and uncertainties, and actual results may differ materially from those projected or implied in the forward looking statements as a result of various factors. As a result thereof, Telecom Italia S.p.A. makes no representation, whether express or implied, as to the conformity of the actual results with those projected in the forward looking statement. Forward looking information is based on certain key assumptions which we believe to be reasonable as of the date hereof, but forward looking information by its nature involves risks and uncertainties, which are outside our control, and could significantly affect expected results. Analysts are cautioned not to place undue reliance on those forward looking statements, which speak only as of the date of this presentation. Telecom Italia S.p.A. undertakes no obligation to release publicly the results of any revisions to these forward looking statements which may be made to reflect events and circumstances after the date of this presentation, including, without limitation, changes in Telecom Italia S.p.A. business or acquisition strategy or planned capital expenditures or to reflect the occurrence of unanticipated events. Analysts and investors are encouraged to consult the Company's Annual Report on Form 20 F as well as periodic filings made on Form 6 K, which are on file with the United States Securities and Exchange Commission. It should also be noted that starting from the year 2010, Telecom Italia reclassified some taxes paid in Brazil of nonmaterial amount, previously included in Other operating expenses, in reduction of Revenues and Other income in order to ensure a better comparability and intelligibility of the financial information. 2

3 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 3

4 2011: Continued Recovery in a worsened context Revenues EBITDA %, Euro mln, Organic data 1Q11 2Q11 3Q11 4Q11 1Q11 2Q11 3Q11 4Q11 YoY FY11-7.4% -6.0% 19, % -3.8% -2.0% YoY FY11-7.6% -4.8% 9, % -2.5% -0.3% Including effect of: - Credit provisions: -41 Mln - VAT increase: -12 Mln - IAS19: +43 Mln Abs 4,596 4,760 4,742 4,935 Abs 2,273 2,318 2,478 2,282 Ebitda-Capex Highlights YoY Abs 1Q11 2Q11 3Q11 4Q11-5.7% -4.5% FY11 6, % -1.3% 1,610 1,623 1,821 1,320 LTE excluded Tough external macro-economic conditions, regulatory evolution and competitive environment Strong Cash Generation, critical for TI Group strategic achievement 4

5 Domestic Fixed: Paving the Way to Access Valorisation Telecom Italia Access TI Lines Evolution 000 Access Total TI 22,122 Wholesale 6,771 TI -206 OLO TI -183 OLO TI -135 OLO -42 TI -175 OLO ,712 7, Wholesale +1, Retail 15, ,652 Retail Euro mln, Organic data, % Q 2Q Q Q Q 3Q 2Q 1Q Wireline Services Revenues Trend -3.5% 13,466 13, % -2.1% -4.9% -4.9% -1,255 Highlights Better performance on Line Losses in a worse market and economic environment Infra-OLO churn increased Wireline Service Revenues trend improvement confirmed Important evidence of TI s ability to monetize its premium value proposition 5

6 Domestic Fixed: Adding Value to Broadband 000 Total Italian BB accesses Free TI Retail Broadband Accesses 12,294 7,000 13,082 13, ,175 7,125 Highlights Lower market growth. OLO s price war not followed by TI: BB Customer Base successfully defended. Flat Share 56.9% 54.8% 53.0% Total Market 83% 86% 87% Success on Value Approach: growth in Revenues and in consumer ARPU, supported by SuperInternet results. Broadband ARPU Euro/month/line -1.3% % yoy growth Broadband Services Revenues +0.5% Q11 consumer ARPU +2.1%YoY % 1H11 2H11 6

7 Domestic Mobile: Customer Base Trend Total SIM cards Net Adds ,209 vs YE10 >7x FY 2010 performance +3.9% Gross Adds Churned SIM cards % 000 8,344 7,343 Churn Rate % FY 10 FY 11 FY 10 FY 11 7

8 Domestic Mobile: 2011 Key Revenues Trends % YoY, Organic data Total Revenues FY11-7.1% FY % Services Revenues Handsets Revenues Browsing Revenues % YoY 1Q 2Q 3Q 4Q % YoY % YoY -5.1% -4.7% -6.7% -7.5% -7.1% Excl. MTR -9.6% -11.7% -8.7% Oct-Nov ~-6% FY % % Browsing Revenues on Service Revenues 12% 13% 14% 15% 8

9 Mobile Consumer: FY11 Highlights Customer Base Growth Loyalty Increase Mobile BroadBand Strong increase in acquisitions MNP Churn Rate Small Screen Handsets Gross Adds +19%YoY Net Adds >1 Mln 8.4% 8.8% Total H/S* % Smartphone on Handsets sold ~3.4 mln Smartphones +210% YoY FY11 FY10 FY11 Sound Growth in CB Calling TIM Total Market TIM MNP Churn lower than Market Average Push on flat offers *Source GFK Survey ~56% ~56% FY11 Small Screen Users (mln) Flat offers (TIMx, Tutto Compreso) >1 mln mln % 2.29 FY10 FY11 1Q 2Q 3Q 4Q 4Q10 1Q11 2Q11 3Q11 4Q11 ARPU ( /month) +3% In 2011 TIM became Best in Class in Customer satisfaction on: Point of Sales, Customer Care & Web-Site 9

10 Domestic Wireline Revenues Euro mln, Organic Data, % Total Q410 3,602 Q411 3,502 YoY % (2.8) 3Q11 vs 10 % YoY (2.8) Sparkle Group (4.9) Domestic Core Services 3,082 2,985 (3.1) (2.1) Voice & Access 1,485 1,396 (6.0) (6.0) Internet (1.7) (0.5) Business Data (4.4) 1.7 National Wholesale (1.0) 3.0 Other n.m. n.m. Products (15.3) (19.0) Eliminations (84) (70)

11 Domestic Mobile Revenues Euro mln, Organic Data, % Total Q410 1,870 Q411 1,828 % YoY (2.2) 3Q11 vs 10 % YoY (6.5 ) Wholesale (27.7) (21.4) Retail 1,805 1,781 (1.3) (5.9) o/w Services 1,719 1,612 (6.2) (6.9 ) o/w Business Generated (*) 1,498 1,434 (4.3) (5.2) o/w Outgoing Voice (**) (9.1) (8.6) o/w VAS o/w Incoming (19.5) (19.3) Handsets (*) Total Retail Services Revenues net of Incoming (**) Including Roaming & Visitors 11

12 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 12

13 2012 Italian Economic Outlook GDP % Consumer Spending % Unemployment rate % Consumers refrain from non-essential spending in 2012 Near-term outlook for households consumption is poor Unemployment rate expected to grow further Rationalization on Corporate and PA spending partially offset by Government driven investments in innovation Source: Global Insight Feb

14 Italian TLC Market Evolution & Regulatory Framework Bln Total ICT 1 TLC Products Domestic Market by Technology Increase Stable New MTR glide path 6.3 Regulatory Scenario current 07/ / /2013 H3G TI/Vod/Wind cent/min TLC Services 29.2 Mobile Service Fixed Services CAGR % -3/4% in International roaming prices on EU s agenda FTR: full symmetry already reached, IP interconnection transition in progress Regulatory guideline on NGNA framework under definition. Geographical segmentation of fiber bitstream confirmed. No constraints on TI s NGAN architecture. 1 addressable Source: Sirmi 14

15 Domestic Strategic Pillars: Aiming at Cash Generation Sustaining Top Line Consumer Fixed Consumer Mobile Business Top Client & PA Customer Base Loyallty New Business Increase Access Value Extend All Inclusive penetration Sustain Premium Positioning Proactive caring approach Lock-in differentiated offers Widen content offer Address new targets Efficiency Processes Re-engineering Commercial Costs Industrial Costs Personnel Efficiencies on Customer Ops (Credit & Caring Activities) Sales Force Model Rationalization Nurturing our Future New Segment growth (ethnic and youth) Further improvement on value acquisition mix Strengthen CRM activities on voice and data for enhancing value Customer view (vs sim) Maximize Mobile Ultra Broadband wave Personal Cloud and Innovative service enhancement Unitary Cost reduction vs Volumes increase Improve Convergent approach/offer Focus on win-backs, combining value for money with premium price defense Leverage on Fixed-Mobile synergy Increase flat offer penetration Light ICT standardized solutions Develop M2M application market Increase Cloud adoption leveraging on the only cloud with its own network inside New business approach to better care for Top Clients Proactive support to Govt. digitalization process End2End service management Enlarge ICT portfolio Enrich smartphone and tablet application portfolio Beyond connectivity Focus on Right-sizing and Total Cost Control Preserve Free Cash Flow Generation Network IT & Cloud Maintenance and Development Efficiency Premium Performance Innovative Broadband Services LTE Roll-out Market-driven NGAN Internal Customer Driven Platforms Cloud Infrastructure for Market Development 15

16 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 16

17 Fixed Business: Safeguarding the Value Access Value Increase Enhance Broadband Experience Sustain Premium Positioning Increase flat/bundle offers penetration Increase focus on prospect customers to improve win-back Refining Segmentation to Address new Targets CB lock-in through innovative products and new offerings Widen bolt-on offers portfolio Proactive Caring approach Engage TIM Shops to increase BB sales Portfolio enhancement Widening portfolio for content, applications bundled services Quality and Service Level Agreement differentiation according to Customer Value Wireline Access trend mln CAGR -4% BB penetration on TI CB 48.6% >5pp BB Services Revenues Euro bln CAGR >2%

18 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 18

19 Mobile Business: Surfing Data Opportunities Customer Base Growth Loyalty Increase Mobile BroadBand Technological Distinctiveness Maintaining leadership on acquisitions keeping focus on quality & value More focus on segmented offers with limited and targeted use of pricing lever CRM campaign optimization through deeper customer knowledge (profiling and social network analysis) Increase focus on bundle and lock-in offers tailored by segment Continue to push on bundle smartphone/services and pack offerings for mass market CRM activities extended to data services PREMIUM offers introduction with higher speed, better network quality and radio priority Leveraging on network leadership to deliver innovation to Mass-Market Exploit recognized TIM brand attribute of reliability to lead LTE evolution Wireless CB trend mln CAGR 32.2 >3% Mobile BB penetration on TIM CB 22% 10pp Mobile BB Revenues trend CAGR 10%

20 Mobile Technological Evolution while Protecting Profitability Increasing speed availability Strengthening HSDPA and LTE introduction 42 3,6 7,2 14,4 Maximum speed (kbps) January 2012 Roadmap 42MB coverage June 2012 The advantages of 42MB Fiber Bakhauling Dual Carrier Network Priority With PREMIUM offers Customers have an effective perception of Higher Speed Offer based on the Value of the Customer Mass Market Premium Customers Network HSDPA HSDPA/LTE Speed Up to 14,4 Mbps Up to 42 Mbps 100 Mbps Priority NO YES Quality (everywhere/every time) Pricing Speed Quality Priority 20

21 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 21

22 Innovation: «Beyond Connectivity» CONSUMER Spread innovation and digital life in the mass market Selective Development of a new positioning in music, video and apps markets Customer needs-driven innovation ENTERPRISE & PUBLIC SECTOR Exploit Digital Agenda opportunities (simplification, digitalization) Provide saving opportunities Deeply revise Enterprise go2market through: - New ICT-dedicated sales channels CLOUD TI DIFFERENTIATION FULLY MANAGED SERVICES APPROACH Leveraging on recognized network expertise, quality and capillary presence (E2E caring and technical assistance) Allow OTT to sell their apps to TI customers through ad hoc APIs 22

23 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 23

24 Efficiency Processes Re-engineering Commercial Costs Industrial Costs Personnel Caring & Sales Force Model Rationalization Unitary Cost reduction vs Volumes increase Right-sizing & Total Cost Control Slighly Reduction Stable Reduction * TFR IAS adjustment excluded * Bln Domestic Opex Efficiency on Opex > -1 Bln New Plan: -0.5 Bln in Old Plan: -0.2 Bln in Total Efficiency on Cash Cost Bln 24

25 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 25

26 Balance between Traditional Network and Innovative Enablers Fixed & Mobile Maintenance and Development Enhance quality of voice and data trasmission through network optimization Steady increase in the ratio Fiber/Copper on Access Network Excel in 2G & 3G network coverage Continue the efficiency programs to finance Innovation Capex (0.4 Bln in 12-14) Innovation Staying on top for a UltraBB - Experience: - Best-in-class in LTE launch and coverage - First-rate in fixed Network: NGAN rollout through FTT-x Turning the Network into an All-IP technology Cloud Infrastructures enhancement Policy Management Content Delivering Network Service Platform Autentication SIM Based Profiling QoS Differentiation 26

27 Strengthen the Network for a Technological Leadership Capex Allocation UltraBB Roadmap Network Capex NGAN Roll-out Customer Service & Traffic Driven 52% Optimization Cities (including all main ones) covered through FTTH&Cab Technology Network Development 13% Acceleration ~¼ of Housing units passed with >30 Mb/s Speed Network Maintainance 35% Decrease Mobile Coverage Optimize Network Investment to maintain excellent quality in TLC services 2014 More than 40% of population covered by LTE Increase the effort in Network Development and Innovation to confirm Technological Leadership and grant the Best Experience on the Net HSPDA 42 Mbps LTE 27

28 Agenda Telecom Italia Domestic 2011 Results Telecom Italia Domestic Plan Fixed Business Mobile Business Innovation Focus on Costs Capex Allocation Take-Aways 28

29 Take-aways on main TI Domestic trends Revenues Macro-economic pressure, traditional services commoditization and MTR new glide path suggest a challenging scenario on consumer and corporate spending and revenues trend, partially offset by browsing and innovative services increase. For 2012, we expect a mid-single digit decrease on Top Line yoy trend Negative mid- single digit yoy trend Euro bln, Organic data EBITDA Cost control: efficiency measures and operational business model optimization on caring and go to market will counter margin erosion. For 2012, we expect an EBITDA trend similar to Revenues one, with a broadly stable EBITDA margin Negative mid-single digit yoy trend Capex Strengthen the Network infrastructure with a strong focus on new technologies and services, to support data wave of growth, mantaining quality and performance excellence as distinctive asset. 3.0 Almost Stable vs 2011 Domestic 2012 Capex: Almost Stable vs

30 Agenda Back Up 30

31 Domestic Wireline Revenues Euro mln, Organic Data, % FY10 FY11 YoY % Total 14,077 13,542 (3.8) Sparkle Group 1,528 1,393 (8.8) Domestic Core Services 12,260 11,884 (3.1) Voice & Access 6,036 5,607 (7.1) Internet 1,688 1,641 (2.8) Business Data 1,204 1,197 (0.6) National Wholesale 3,093 3, Other n.m. Products (11.5) Eliminations (322) (276)

32 Domestic Mobile Revenues Euro mln, Organic Data, % FY10 FY11 % YoY Total 7,657 7,114 (7.1) Wholesale (28.7) Retail 7,372 6,911 (6.3) o/w Services 7,116 6,552 (7.9) o/w Business Generated (*) 6,165 5,766 (6.5) o/w Outgoing Voice (**) 4,123 3,731 (9.5) o/w VAS 2,042 2,034 (0.4) o/w Incoming (17.4) Handsets (*) Total Retail Services Revenues net of Incoming (**) Including Roaming & Visitors 32

33 Domestic Efficiency : Delta Cash Cost by Quarter Delta Cash Cost FY 11 vs FY 10 Abs by Quarter FY 11 Abs 11 vs 10 1Q 2Q 3Q 4Q Total Opex * 9, ITX 2, Handset Mktg & Comm. 1, Industrial Personnel 2, G&A & Other ** Total Capex 2, Total Cash Cost 12, * Costs related to credit management are reclassified from G&A & Other to Mktg & Sales **Includes Other Operating cost/income and Capitalized Costs 33

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