MTN Business

Solutions
Angela Gahagan - Thomson
Managing Director
Agenda

• Overview

• ISP / Mobile

• Integration / Innovation

• Business approach

• Looking forward

2
 ISP vs mobile

Similarities Differences
ISP Mobile
Sell to Finance and
Licences (IECNS & IECS) Sell it to IT and CTO
Procurement Manager

Highly regulated Highly competitive Limited competitors

MTN Brand Sell complex solutions Sell packaged products

Value proposition is largely
Product alignment going Value proposition is
around companies IT
forward around mobile telecoms
infrastructure
Mainly sell fixed line
Core IP network Sell mobile services
services
Same corporate customers
Wimax spectrum Mobile spectrum
and target market
Global solutions Local solutions
Peering Interconnect
“Data” environment “Voice” environment
Corporate focus only Corporate and consumer
(currently) focus
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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
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

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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
 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

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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

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We design, implement and maintain complex
solutions

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What services are required by our customers

Data services in use by corporate South Africa

86% 89%
78%
70%
63%
58%
54%
44% 43%
36% 39% 36%

Source: Corporate data use: change is coming, World Wide Worx

Whilst internet access remains important, the spend in other areas are the future

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 We also have to define who will use our different
product groups
Converged
Communi- Infrastruc- Managed
Access cations ture Services SaaS Security
• ADSL or 3G • Infrastructure
• Remote and • Internet
access application managed
• Pro-active
• Satellite monitoring scanning
• Server monitoring
• Managed WAN • Voice trunking • Hosted back- services
virtualisation • Total
optimisation • FMC up • Managed
• Virtual storage outsourced IT
What it is services • Managed IP
• Managed • Hardware /
• Fax to email firewalls
• Internet PBX • Hosted • Authentication
hosting back-ups
dedicated • Unified coms messaging • Certification
• Collocation
• MPLS VPN and • Total
• Private IP collaboration outsourced
Metro • Managed solutions
Ethernet radius service

Mobile voice:
Estimated R18Bn
market size Fixed voice:
R8.3Bn R2.1Bn R3.6Bn R3.5Bn R2.95Bn
(Enterprise R18Bn
Market )
PABX: R3.2Bn

Enterprise √ √ √ √ √ √

Corporate √ √ √ √ √ √

SME √ √ √ √ √ √

The “outsourced” services (Infrastructure / Managed Services / SaaS / Security) need rigorous
SLAs and very robust internal systems to be successful

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 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 Secondary factors

decisions 80
90
81
80 77 79 70 66 68 67 68

70 60

60 50

50
40
40
30 26
30 22 23 22 24 20
18 17 16 20
20

10 5 10 6 8 8 7 5
3 2
0 0
Neutral Important Very important Neutral Important Very important
Lack of downtime
Price Maintenance Quality of product / service Reputation of brand or supplier
Company procurement policy
Functionality (range of products / services on offer)
Convenience

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Key focus areas

• Top 500 Enterprises

• Penetrate SOE / Government
• Multinational approach (international & Africa)
• Industry Vertical Value Enhancing Partnerships (SI’s, 3rd 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

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 Where we are heading…

Our Plan
• To build a Continental Cloud that will
deliver services to Multi National
Organisations
• To build a single network across the
continent
EIG
EASSy
• Provides Multi Nationals with a common
SEACOM service and experience on key services
such as VOIP, Hosting, Security etc. across
SAT3 / WACS the entire continent
• Centralised Support Services (ITSM, ITIL
SAFE and NOC/SOC)
• Regulatory Environment dependent
SAT2
• 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

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 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

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Thank you

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Notice

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