BNP Paribas. 10th Annual High Yield & Leveraged Finance Conference London January 14, 2014

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1 BNP Paribas 10th Annual High Yield & Leveraged Finance Conference London January 14, 2014

2 Where we are today Revenues LTM 9M 2013 EBITDA LTM 9M % 5,115 million 19% 1,957 million 73% Leading alternative fully integrated operator in Italy consistently outperforming the market Second largest fixed-line voice and Broadband operator in Italy Third largest mobile operator in Italy after the two incumbents with a CB market share of 24.3% Fixed-line Mobile 81% 38.3 % LTM EBITDA margin A full line service offering Consumer SME/SOHO/Business Mobile Fixed-line (voice & BB) Convergent 2

3 Where We Are Heading Continued pressure on Revenues.. Macro slowdown Regulatory impact Intense price competition during the summer campaign mitigated by cost efficiency measures... while maintaining strong commercial performance, driven by quality of service Leading to 0.4 p.p. increase in EBITDA margin And protecting cash flow while maintaining investment spend 3

4 Macro and Regulatory Challenges GDP Trend* Consumer Price Index** Housing Transportation CPI Food Items (OECD) Healthcare (BCE) (ISTAT) Communications (DEF) Unemployment Trend Mobile Termination Rate ( cents) 9.00 (OECD) (BCE) (ISTAT) (DEF) Jul-10 Jan-11 Jul-11 Jan-12 Jul-12 Jan-13 Jul-13 Jan-14 TIM & Vodafone WIND H3G * Sources: Italian Government s Nota di aggiornamento del DEF 2013 (Sep 2013), Istat (Nov 13), OECD (Nov 13), BCE (Nov 13), ** Source: ISTAT and Web 4

5 Intense Competitive Environment Telecom Italia and Vodafone competing on same segments as WIND with same pricing and, over the summer of 2013, even below Irrational behavior of H3G discounting approximately 50% vs. WIND started in spring and still ongoing High mobile churn for all operators due to 24 hour MNP process Starting from September mobile market became more rational leading to a slowdown in gross additions and lower churn for all players All operators have moved to cross net bundles both on prepaid and post-paid offers The penetration of smart-phones (excl. other devices such as dongles) in WIND s customer base has increased reaching the average market value 5

6 Cost Efficiency Measures

7 Cost Efficiency Measures Network Transformation Project with annual savings from 2013 FY of million Build the Network project launched with Huawei and Sirti with a total investment of 1bln over the next five years in order to develop WIND s network Network sharing with the major mobile telecoms operators pushed forward Creation of Real Estate department to optimize rental and power costs Increased use of more efficient pull channels, such as shops and web, for all market segments (mobile, fixed, SME/SOHO) Dealer commissioning optimization based on quality, elimination of MNP token to dealers, leading to lowest SAC per gross add in the market Advertising synergies across fixed and mobile with single testimonial 7

8 Strong Commercial Performance

9 Mobile Consumer Maintain Core Segments and Expand Into New Areas Core Offer Pre-paid A clear, simple and transparent approach to the market based on option plans concept All Inclusive bundle concept extended to European roamers Leveraging off-net options ( Noi Tutti family) to attract new customers from competitors 80% of customer base have at least one option plan or bundle Maintaining leadership position in the ethnic segment Post-paid consumer CB at 814K as of the end of September 2013 Three All Inclusive bundle offerings, two of which unlimited, including Voice, SMS, Internet browsing and optional Smartphone WIND BEST PRICE option updating tariffs automatically, for high value bundles, with the most attractive price available Post-paid Total Customer Base (mln) M 2013 Post-paid Consumer CB (thousands) M 2013 Post-paid consumer CB excludes self-employed, historical data has been restated accordingly 9

10 Fixed Consumer Focus on LLU All Inclusive Bundles and Profitability LLU Voice Subscribers Fixed Optimization 2, % 2,432 Focus on LLU subscribers commercial push to achieve an increase in marginality Harmonization of look and feel between WIND and Infostrada brands also through single testimonial Infostrada Offer Drivers Infostrada products and services increasingly sold in the WIND shops delivering channel synergies Dual-play LLU Subscribers Simple and complete portfolio consistent with value for money positioning (.000) 1,854 stable 1,853 Focus on Dual Play offers to leverage ADSL growing demand Bundle offering enhanced with mobile service 10

11 Broadband Exploit Mobile Explosion and Grow Profitably in Fixed Mobile Broadband Fixed Broadband Revenues Revenues ( mln) % 357 ( mln) % 404 Subscribers* (thousands) +63.9% 7,760 4,734 Clear offer segmentation driven by device Smart choice for Mobile Internet browsing Simple portfolio mainly based on Unlimited offers with fair usage policy and no extra cap (WIND was the first mover in the market) Stimulate WIND customer base in order to increase mobile internet usage (thousands) Subscribers -1.1% 2,216 2,191 * Mobile broadband include Consumer customers that have performed at least one mobile Internet event in the previous month on 2.5G/3G/3.5G 11

12 Leading to a Stronger Market Position Mobile Market Share (SIM)* Broadband Market Shares 22.0% 22.8% 23.3% 24.3% 10.0% 9.9% 10.3% 10.4% 14.4% 15.8% 16.3% 16.1% 6.9% 6.4% 6.1% 6.3% 12.9% 11.8% 13.1% 14.1% Others 33.8% 32.4% 31.7% 31.2% 11.9% 13.1% 12.6% 12.7% 34.2% 34.9% 34.7% 34.2% 53.9% 52.9% 51.9% 50.8% M M 2013 * Excluding MVNO; Wind, TIM and Vodafone Italia as from official declarations, 3 Italia estimation 12

13 Quality of Service

14 Building Customer Satisfaction Leadership Through All Touch Points Quality of Service Innovation Maintain Customer Satisfaction leadership in mobile Smart value for money positioning Mobile top-up through Facebook account in order to allow all Facebook registered people to recharge their own SIM or send a gift to a WIND customer WIND App for smart-phones and tablets, that allows WIND s customers to manage all features of their account and SIM card, downloaded more than three million times 3Q Q Q Q Q 2013 Brand and Advertising WIND s brand is associated with a concept of transparency and simplicity Anti-crisis positioning with minuto vero concept (pay per effective second utilized instead of 30 seconds blocks) All Inclusive umbrella proposition across all the market segments Nationwide sales and distribution footprint Focus on more efficient pull channels (points of sale, web) Focus on areas/segments where market share is below fair share: northern Italy, business segment Sales and Distribution 6,454 7,350 8,194 8,491 62% 62% 63% 69% 9% 11% 11% 11% 20% 18% 18% 13% 9% 8% 8% 8% M 2013 POS * National Distributor Large Retail Dealer Franchising + Own shops * Point of sales 14

15 Continuing to Invest in our Network Mobile network Capex* GSM network completed: reached 99.84% population coverage with GPRS/EDGE nationwide coverage ( mln) HSPA+ network developed: 95.71% population coverage, with 21 Mbps being rolled out in all Italian cities, 42 Mbps being deployed in largest cities Fixed network 1,458 LLU sites: c. 60% direct population coverage in all major Italian cities Backbone Solid fibre optic backbone, 21,645 km, supporting both fixed and mobile businesses LTE Plans Currently secured sites permissions Launch scheduled for end of 2013 Full commercial roll out in 2014 CAPEX spend not expected to change materially vs. previous 2/3 years Capex 2013 excludes 134mln of non-cash increase in Intangible Assets related to the contract with Terna in relation to the Right of Way of WIND s backbone Figures as of September 30, 2013 * Capex excludes LTE costs 15

16 Leading to increase in marginality and protecting cash flows

17 Key Financials - Mobile Total Revenues ( mln) 2, % 2, Other rev. + CPE Total mobile revenues in 9M 2013 decline 7.3% as a combined effect of: 2, % 2,482 TLC service rev. Strong mobile Internet & data revenues growth, up 15.9%, driven by accelerating growth in mobile Internet (+37.2%) ( mln / %) EBITDA 44.1% 42.3% -11.2% 1,305 1,159 Decline in mobile service revenues mainly driven by aggressive price pressure, in particular in July and August, and by reduction of incoming revenues due to the mobile termination rate cuts EBITDA in 9M 2013 declines 11.2% to 1,159 million mainly due to pressure on service revenues driven by MTR cuts 17

18 Key Financials - Fixed-line Total Revenues ( mln) 1, % 1, % 1, Other rev. + CPE TLC service rev. Fixed-line total revenues decline 8.7% YoY in 9M 2013 mainly due to: Lower service revenues, down 5.2%, driven by the new strategy focused on LLU subscribers EBITDA Lower Other Revenues due to certain settlements accounted in 9M % 28.4% ( mln/%) +16.4% EBITDA increases 16.4% YoY to 285 mln with new strategy based on LLU and pull channels delivering significant increase in marginality 18

19 Current Debt Situation

20 Optimized Debt Maturity Profile Wind Capitalisation ( mln) As of December 31, 2012 As of Sept 30, 2013 Sept 30, 2013/ LTM EBITDA Total Net Debt 9,151 9, x mln 81 mln LTE liability to Government due in October was pre-paid in May ,678 3,216 2, TLA TLB HY 2017 Senior Secured Notes 2018 LTE Liability to Italian State Senior Secured Floating Rate Notes Senior Secured Rate Notes 2020 Notional amounts. USD tranche has been converted at CCS EUR/USD Exchange Rate 20

21 Thank you 21

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