MTN Business Solutions Angela Gahagan - Thomson Managing Director - PowerPoint PPT Presentation

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 3

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 5

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 7

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 8

We design, implement and maintain complex solutions 9

What services are required by our customers Data services in use by corporate South Africa 89% 86% 78% 70% 63% 58% 54% 44% 43% 39% 36% 36% Source: Corporate data use: change is coming, World Wide Worx Whilst internet access remains important, the spend in other areas are the future 10

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 • Fax to email firewalls • Managed • Hardware / • 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 11

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 68 68 79 67 66 77 70 80 60 70 60 50 50 40 40 26 30 24 23 22 22 30 20 18 20 17 16 20 8 8 7 6 10 5 10 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 12

Key focus areas • Top 500 Enterprises • Penetrate SOE / Government • Multinational approach (international & Africa) • Industry Vertical Value Enhancing Partnerships (SI’s, 3 rd 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 13

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 • Provides Multi Nationals with a common EASSy service and experience on key services SEACOM 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 14

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 15

Thank you 16

Notice The information contained in this document has not been verified independently. No representation or warranty express or implied is made as to and no reliance should be placed on the fairness, accuracy, completeness or correctness of the information or opinions contained herein. Opinions and forward looking statements expressed represent those of the Company at the time. Undue reliance should not be placed on such statements and opinions because by nature, they are subjective to known and unknown risk and uncertainties and can be affected by other factors that could cause actual results and Company plans and objectives to differ materially from those expressed or implied in the forward looking statements. Neither the Company nor any of its respective affiliates, advisors or representatives shall have any liability whatsoever (based on negligence or otherwise) for any loss howsoever arising from any use of this presentation or its contents or otherwise arising in connection with this presentation and do not undertake to publicly update or revise any of its opinions or forward looking statements whether to reflect new information or future events or circumstances otherwise. This presentation does not constitute an offer or invitation to purchase or subscribe for any securities and no part of it shall form the basis of or be relied upon in connection with any contract or commitment whatsoever.