Getting Started in Business and Going Beyond Connectivity

1. Getting Started in Business and Going Beyond Connectivity

2. Strategic Context • UAE Market GDP • SMEs are the engine of economic growth in the UAE and also contribute significantly in the overall UAE’s economic pie • Year 2013th estimated figures are shown • Year 2014th estimated figures based on 5% market growth

3. Strategic Context SMEs are the growth engine of UAE’s economy • SMEs are the engine of economic growth in the UAE – 70% of total GDP

4. Technology Trends SMEs can take advantage on growing business and innovate Mobile payments and cloud services are just some of the tech trends SME should be embracing and developing in 2014 – Information Age “A great digital experience is no longer a nice-to-have; it’s a make-or-break point for your business as we more fully enter the digital age.” Forrester, SMEs will have to go digital if they are to remain.. CISCO

5. The way we communicate and conduct Business goings through sweeping change

6. Customer & Vertical Insights • Fixed Voice Service Penetration is very high across all Verticals while Fixed broadband is relatively low. • The Low Penetration of Internet because of low presence of computing devices • There is Room for increasing internet penetration among Pharmacies/clinics, restaurants and Groceries. • Key Activities include Emails, Browsing and making online transactions. • Internet and Computing Devices Penetration is the Highest Among Car Rental and Manufacturing Companies while is low amongst Retailers , restaurants and Groceries • Top Purchase Drivers are price, speed and quality of the Internet Link • Major attitudinal barriers: (Importance of the Broadband , fixed voice and computing devices to the business specially under the availability of mobile) * Based on a Research took place by MCI team for “Broadband potential among SOHOs APR 2014”

7. SMB Customers Needs Simplicity (RemoveComplexity) Pricing transparency and predictability Premium Support Single point of contact a CAPEXto OPEX model Convenience BUSINESS SIMPLIFIED

8. Target Segment Characteristics Up to 30 Users Up to 50 Users Up to 10 Users Price & Quality Conscious • Too Price Sensitive • Not that Quality concern • Moderate Price sensitivity • Reasonable prices with good quality of services Computing Devices • 1-2 Del Lines, low Internet penetration • Mostly using mobile devices for voice and data needs • No IT Admin • Multiple Del Lines with Low bandwidth broadband connectivity • Office Admin/Finance looking after IT needs • Outsource computing devices management to external • Multiple Del lines (or PBX Lines). • Broadband connectivity • IT Admin is looking for All IT needs • Escalation to external suppliers Awareness • internet and computing devices is not very relevant to the business (except) for professional Entrepreneurs • Moderate awareness of the importance of the Internet and computing devices to the business . • High Awareness on the importance.

9. SMBs are the growth engine of UAE’s economy SMB have disparate needs for their office/site, location and employees Employee Needs Site Needs Security Broadband CUG Minutes Cloud Mobile Wifi Network Landline Office 365 IP phone Anti Virus Access point Printer& Scanner Tablets/Laptops Storage Handset LAN Switch SUPPORT

10. Connectivity • Improved team responsiveness • Fixed Mobile convergence and access to WWW. • Unified Communication Client • Anywhere, Anytime, EveryBody • Devices • Communication efficiency • Different Options of managed devices • Seamless ICT Experience over all devices One Stop Shop (Business Fusion Strategy) • Valued Add Ons Value offering • From Connectivity minutes to advance devices and applications (SLA and Backup) • Customer Experience • Dedicated Support number • Over 500 Managed Applications • End to End Smooth experience • SaaS • Enterprise Level Applications • Company and Employee Cloud • Applications • Ease of use and Price convenience

11. JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC Business Fusion Roadmap Q2 Q3 Q1 Q4 V2 V1 Business Fusion Light Total Net (SIP Voice Enabled Link + Broadband) + Total Talk (Fixed Net) + Add Ons(Devices , Mobility, Cloud) Bundle Version 2Ply + Managed Devices (IP Phones, Laptops, Tablets) + Managed Mobility (Business Ultimate) Total Business Fusion Enhanced Total Net Enhanced VOIP Link UCaaS + Total office (Fixed and Mobile) (FMC) + Add Ons Industry Wise Applications Devices SaaS V0

12. Business Fusion Starter Packs Medium Up to 50 users SOHO Less than 10 users Small Up to 30 Users • 40 Mbps high speed internet • Managed Router • Managed PBX • Wifi • Firewall / IPSEC • LTE Backup • Monitoring & reporting 24x7x365 • 10 Mbps high speed internet • Managed Router • Managed PBX • Wifi • Firewall / IPSEC • LTE Backup • Monitoring & reporting 24x7x365 • 20 Mbps high speed internet • Managed Router • Managed PBX • Wifi • Firewall / IPSEC • LTE Backup • Monitoring & reporting 24x7x365 Total Net Per site • Unlimited National Calls • Unlimited CUG • 350 minutes to Mobile • 150 international minutes • IP phones • Minimum 40 users • *additonal user XX AED per month • Unlimited National Calls • Unlimited CUG • 250 minutes to Mobile • 100 international minutes • IP Phones • Minimum 4 users • *additional user is XX per month • Unlimited National Calls • Unlimited CUG • 300 minutes to Mobile • 125 international minutes • IP Phones • Minimum 15 users • *additonal user XX per month Total Talk Per user *All Above Packages comes with Standard Care (24x7x365) Service Coverage *4/15/40 Concurrent Voice Calls Addons • Devices Minutes Connectivity • Cloud Services Care

13. Business Fusion will offer SME customers solutions that combine simplicity, remote office connectivity, security and affordability • Managed Network • Managed Voice • Managed Security • Managed Mobility & Hosted MDM • Remove the need for in-house ICT expertise • Managed connectivity • Simplified Bundle pricing • Building block offering • Scalability • Cost optimization • Pay per user model Integrated Solution Reliable Partner Simplicity Predictability Business Fusion • Telecom, IT, Cloud, Equipment & Service offering from single provider • Opex offer • No bill shock • Best of bread partners • Reliable platform Convenience Transparency Reliability • No upfront &Monthly recurring charges virtually all services • No CapEx for IPPBX, IP phones, Router, LAN, VC, • SaaS Affordability Value for money

14. Conclusion • Convergence take-up is on the rise • Convergent connectivity allows operators to increase their overall ARPU. • It increases ARPU without alienating Customers with an access fee increase. • Provides better value proposition for SMBs. • A very effective churn reducer • Bundling of services helps to reduce subscriber churn. • Potential loss of services – especially managed services – deters churn. • Allows operators to escape ‘price wars’ based on access pricing. • If you don’t fill the pipe….. • Increased bandwidth on networks present opportunities and threats. • Opportunity is there to ‘fill the pipe’ with operator-branded services. • Threat is that rival OTT players will step into the gap if the pipe is not filled.

15. Thank You