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

MTN Business Solutions

Angela Gahagan - Thomson Managing Director

Agenda

2

• Overview
• ISP / Mobile
• Integration / Innovation
• Business approach
• Looking forward

ISP vs mobile

3

Similarities Differences ISP Mobile Licences (IECNS & IECS) Sell it to IT and CTO Sell to Finance and Procurement Manager Highly regulated Highly competitive Limited competitors MTN Brand Sell complex solutions Sell packaged products Product alignment going forward Value proposition is largely around companies IT infrastructure Value proposition is around mobile telecoms Core IP network Mainly sell fixed line services Sell mobile services Same corporate customers and target market Wimax spectrum Mobile spectrum Global solutions Local solutions Peering Interconnect “Data” environment “Voice” environment Corporate focus only (currently) Corporate and consumer focus

Integration and innovation

4

• 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

MTN Business Solutions

5

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

Solutions not bound by geography or technology

6

• 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

Solutions not bound by geography or technology

7

• 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

MTN has a presence as an ISP Namibia and Kenya and offers solutions to countries where there are not physical offices We are global, delivering solutions Worldwide

MTN Business Services in Africa

8

• 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

9

We design, implement and maintain complex solutions

What services are required by our customers

10

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

Data services in use by corporate South Africa

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

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

11

We also have to define who will use our different product groups

Access Converged Communi- cations Infrastruc- ture Managed Services SaaS Security

What it is

• ADSL or 3G
• Remote

access

• Satellite
• Managed WAN
• ptimisation

services

• Internet

dedicated

• MPLS VPN
• Private IP

Metro Ethernet

• Voice trunking
• FMC
• Managed IP

PBX

• Unified coms
• Server

virtualisation

• Virtual storage
• Managed

hosting

• Collocation
• Pro-active

monitoring

• Total
• utsourced IT
• Hardware /

back-ups

• Infrastructure

and application monitoring

• Hosted back-

up

• Fax to email
• Hosted

messaging and collaboration

• Managed

radius service

• Internet

managed scanning services

• Managed

firewalls

• Authentication
• Certification
• Total
• utsourced

solutions

Estimated market size (Enterprise Market )

R8.3Bn Mobile voice: R18Bn R2.1Bn R3.6Bn R3.5Bn R2.95Bn Fixed voice: R18Bn 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

12

Price is important, quality and competencies even more so

5 18 77 3 17 79 2 16 81

10 20 30 40 50 60 70 80 90

Neutral Important Very important

Most important factors in purchase decisions

Price Maintenance Quality of product / service 6 22 20 8 23 66 8 22 68 7 24 67 5 26 68

10 20 30 40 50 60 70 80

Neutral Important Very important

Secondary factors

Lack of downtime Reputation of brand or supplier Company procurement policy Functionality (range of products / services on offer) Convenience

An independent survey's results support the conclusions reached in our Unique Selling Proposition (USP) development

Key focus areas

13

• 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

14

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

• Provides Multi Nationals with a common

service and experience on key services such as VOIP, Hosting, Security etc. across the entire continent

• Centralised Support Services (ITSM, ITIL

and NOC/SOC)

• Regulatory Environment dependent
• Our Infrastructure and in-country

resources are key differentiators

SAFE EASSy SAT3 / WACS EIG SAT2 SEACOM

Our footprint already exists and makes us ideally positioned to provide Cloud Based Services

• n the Continent

15

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

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

• pinions 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.