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Building the next generation of BT Global Services in Latin America

Building the next generation of BT Global Services in Latin America Javier Semerene, VP Latin America. Expanding business presence in Latin America. Building on a strong foundation HQ in São Paulo, Brazil More than 1,000 employees Operational across 22 Latin American markets

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Building the next generation of BT Global Services in Latin America

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  1. Building the next generation of BT Global Services in Latin America Javier Semerene, VP Latin America

  2. Expanding business presence in Latin America • Building on a strong foundation • HQ in São Paulo, Brazil • More than 1,000 employees • Operational across 22 Latin American markets • Industry specific expertise • Expanding and strengthening our capability • 13 (IP Connect) GPoPs, VSAT access in 9 countries, Ethernet in 5 countries and Hybrid VPN region wide; • 2 City Fibre Networks: Bogota and Buenos Aires • The largest broadband satellite coverage in the region • 190 Points of Presence • +50,000 customer connections • 7 network operations centres(AR, BR, PE, CO, MX, VE, EL Salvador) • 5 data centres: Argentina, Brazil, Colombia, Mexico and Venezuela • Global Operation Centre and Security Operation Centre in Sao Paulo 1998 - 2001 2002 2004 2005 2006 2008 2009 2010 2003 2007 Concert joint venture with 3 years Investment Plan 2011 2012 2013

  3. Geo Business Overview Venezuela Revenue 13/14: € 34.6m EBITDA 13/14: €3.9m Split into 90% domestic and 10% Global Accounts. Customers: CanTV, Codere Brazil Revenue 13/14: €169.6m EBITDA 13/14: € 6.5m Split into 69% domestic and 31% Global Accounts. Customers: Caixa, Correios, Unilever, Bradesco, FIAT, Inbev Mexico Revenue 13/14: € 27.8m EBITDA 13/14: € 4.7m Customers: Prosa, Pepsico, P&G, Data Center projects AndeanRegion& Central America Revenue 13/14: €109.9m • Andean: €67,4m • Central America: € 42,5m EBITDA 13/14: € 15.6m • Andean: €7,9m • Central America: € 8,7m Split into 73% domestic and 27% Global Accounts. Customers: SAB Miller, Ecopetrol, Copa, LIME South Cone Revenue 13/14: €104.5m EBITDA 13/14: €2.9m Customers: Carrefour, Grupo Clarin, GTM business

  4. Major Customers

  5. BT in Latam: Leadership team & Geo Distribution CFO Acacio Queiroz VP Latin America Javier Semerene Head of Sales Alex Ingles CLR Thiago Real Head of Portfolio & Pre-Sales Marcelo Leite Marketing & Comms Rodrigo Ladeira COO Jose Montalvo HR Emilio Cortes Cluster 6 Brazil Jorge Najera Cluster 4 Mexico Alfonso Torres Cluster 1 Andean Jorge Marchena Cluster 2 Venezuela Loly Gomez Cluster 3 Central America Jorge Marchena Cluster 5 South Cone Gerardo Coronel Brazil (BT Advise LatAm) Mexico Colombia, Peru, Ecuador Venezuela Costa Rica, Panama, Guatemala, El Salvador Honduras, Nicaragua Dominican Republic Argentina, Chile Paraguay, Uruguay FTE: 26 FTE: 516 FTE: 154 FTE: 181 FTE: 67 FTE: 39 Global A -end Petrobras, Itau, Gerdau Vale, Odebretch, Camargo Correa, Queiroz Galvão TV Globo, Banco Do Brasil Votorantin Companhia Siderúrgica Nacional (CSN) Usiminas, Embraer Andrade Gutierrez Aracruz Celulose Weg, Natura Global A -end Cemex, America Movil Grupo Alfa, Mexichen Bimbo, Gruma Metalsa, Femsa Vitro, Cinepolis, PEMEX Regional A-end Mabe, Salinas Group Comex, Televisa Casa Saba, Alsea Prosa, Femsa Regional A-end Bancolombia, Carvajal, Nutresa, Argos, Ecopetrol, Legis Global A-end PDVSA, Grupo Polar Regional A-end AsesoriaPetroleos Venezuela, Supercable Global A-end Avianca, Copa Holdings, Grupo Poma Regional A-end Grupo Aval, GBM Siman, Hotel Occidentals Pacific Rubiales Grupo Corona, Modelez Global A -end Techint, Arcor, Impsa Bagó, Cresud, Roemers Tecna, Iecsa LAN, SigdoKoppers, SudDe Vapores, Anpofagaspa, Interoceanica, Cencosud SQM, Recalcine Concha Y Toro Regional A-end Molinos, Los Grobos, Sonda, Falabella

  6. Target US&C Accounts Operations in LatAm Central America: 66 Mexico:165 Venezuela: 74 Colombia: 94 Brazil: 185 213 Accounts identified Chile: 98 Argentina: 133

  7. BT in Latin America: Service Availability Q1 10/13 10/13

  8. BT in Latin America: Service Availability

  9. Venezuela Country Update Target Accounts Go to Market Strategy Business Performance Values in Euros Customers & Prospects • Focusonkey Global Account and Multi-latinas in Venezuela • Agreementwith Software DevelopmentIntegrators as a Reseller of our BT Compute services • Persuit manufactures agreementto balance our portfolio and reducing CAPEX investment. • Reinforcing BT Adviseservices. • KeepgrowingsalesthroughoutourTelcoResellerscapturing small & medium business.

  10. Southern Cone Country Update Target Accounts Go to Market Strategy Business Performance Values in Euros Customers & Prospects • Targeted Accounts: Global, Multilatina, Large Domestic and Goverment Accounts. • Marketing activities to generated demand. Relationship & Positioning • Products: BT Connect- BT Advise – BT Compute – BT Contact- BT One • Improve Infraestructure and Service Quality • Argentina and Chile mainly

  11. Andean Region Country Update Target Accounts Go to Market Strategy Business Performance Values in Euros Customers & Prospects • Target Market focused on the Global and Multi-Latinas groups with decision makers in the region. (Ex: Aval, Sura, Corona, Avianca, Cepsa, etc) • Positioning BT as a Solution integrator who provides Outsourcing and Multi-outsourcing services including Applications Management, Help Desk, Security, specialized technical resources, Data Virtualization, and others. • Focus on Colombian Government sector, taking in mind their significant IT budgets. (Ex: Defense, Education, Health, Economy, Energetic)

  12. CAC Region Country Update Target Accounts Go to Market Strategy Business Performance Values in Euros Customers & Prospects • Focus on our core products portfolio in order to sell better faster and grow in margin • Identify the group of customers (Global, Regional and Local) whom want to buy from us our solutions because they perceive we will add to them value. • Take advantage on US integration with Latam in order to accelerate sales to the NorthAmerican companies with presence in CA&C

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