MTN Group Commercial Overview Christian de Faria Group Chief - - PowerPoint PPT Presentation
MTN Group Commercial Overview Christian de Faria Group Chief Commercial Officer Agenda Transforming the strategic intent Group commercial strategic objectives Augment voice offerings Levering data opportunities Mobile money
Christian de Faria Group Chief Commercial Officer
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Drive new revenue
Dynamism and differentiation of MTN Understand customers to become indispensible Increase speed, efficiency and effectiveness
Increase data as % of revenue Establish MTN in digital space ICT Strategy Brand Leadership Hold key associations MTN Branded Customer Experience Providing access, content, products and services Segmented approach Understanding what drives loyalty and prevents churn Center-led but locally relevant strategies, models and suppliers Augment voice offerings Devices Cost efficiencies
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the voice space
revenues
lifestyle products (i.e. Trace TV)
stimulating further voice usage – despite perception of inelastic behaviour of high value subscribers
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Mobile operator revenue split MBB is key decision factor (% revenue)
70-75% 15-20% 15-20% 10% Today 3-5 years 12-15% 65- 75%
Voice + SMS
Consumers using data connectivity services Corporate
VAS Data access SMS Voice
79% 68% 51% 9% 15% 1% 8% 12% 30% 6% 4% 19% Emerging markets Europe Japan Source: Delta Partners
Mobile broadband(MBB) is the key driver to win or lose value in the market
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Non-industry Strategic Partners Subscriber Device Network Charging Gateway “Digital Malls” Internet Logistics, Distribution & Sales Support 3rd Party Engagements Technology Partners Value Propositions + Key Accounts
“MTN Mobile Money”
Consumer Business
Don’t compete but Partner Play key role Leadership in data Core to MTNs value proposition Differentiate and focus
Marketing
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Group Agreement
2011 with Opera Mini Browser Launched to date
Launches Planned for November
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Developer 1 Developer 2 Developer n
Service Delivery Platform
SMSC MMSC Streaming Servers Charging Interface Handset Detection OTA Platform Messaging Gateway Device Repository Subscription Engine Billing Engine Transaction Log WAP Web IVR USSD WIG/STK SMS
Subscriber to benefit by accessing content via any channel00 Seamless delivery of content, regardless of channel Reporting, billing, profiling and financial reconciliation Network nodes accessed via SDP and integrated into core network functions The SDP environment must integrated into various operations and network nodes (deployment shouldn’t be for just one operation) Independent developers as well as vendor developers should be able to access and develop applications for all MTN operations
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private sector to define the landscape on mHealth
mInsurance mHealth
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2011 2015
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2011 2015
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Focus areas
Achievements
International airtime transfer
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in its emerging target segments
number of MTN ambassadors
within the integrated digital approach
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paid media
relationships
Objective Branding and Engagement Insights and Sentiment Purchase and Support Metrics
Content
Media Paid Owned Earned
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that provide highest value
integrates the strategic and
business
Should be addressed via an integrated approach vs isolated projects
Months
! "#$ "% $ "&$ ' % $ ' &$ ( % $ ( &$ ) ( $ * $ ! ) $ "+$ ", $ ' +$ ' , $ ( +$ ( , $ ' "$ * $ ) - $ ! % $ ! &$ . % $ . &$ /% $ /&$ ( ' $ * $ ' ) $ ! +$ ! , $ . +$ . , $ /+$ /, $ "$ * $ ( /$ 0% $ 0&$ ) % $ ) &$ 1% $ 1&$
* $ ) $ 0+$ 0, $ ) +$ ) , $ 1+$ 1, $ $ $ 232$ 32$ 34 2$ 54 2$ 52$ 252$
50.00 – 149.99 0.01 – 4.99 5.00 – 9.99 GHC 10.00 – 49.99 150 +
B: Next 25% C: Next 50% AAA AA+ AA- A+ A- % RGS Naming Top 1% Diamond Next 4% Platinum Next 5% Gold Next 7% Silver Next 8% Bronze Strategy & Leadership
Understanding Customers
Planning Activity Customer Propositions Customer Channels !"#$ #% &' % ! !( ) *+ #% *, ! !- *. /+ 0+ &' % ! !1#% #$ 23&' % !
1#' 45 #!6 !7 2 83% + 03&' % ! 9/0$ ' : #2 !;% < ' 2 : 3&' % ! Measurement =#5 + >#2 + % 8!$ ?#!=3, @ $ ' @ =3, ! ( A4#2 + #% *#! 9/0$ ' : #2 !B35 /#! ( % ?3% *#: #% $ ! Customer Experience C ' 2 D + % 8!+ % !$ ?#!C + E#2 !9' % $ #A$ !
the ITC strategy deliverables
strategy moving forward
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Participation from Objectives
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Mobile Workforce Management
Additional remarks
Internet access Collaboration tools Mobile device management Mobile resource management
Service providers
workforce solutions, from VPN network access to enterprise messaging. It also provides service for tracking the location and dispatching mobile workforce
mobile office solution, combining mobile broadband access and “push”-based collaboration tools
Software-as-a-service model
Platform providers
to offer mobile device management solutions (Software-as-a-service)
Product providers
manpower management, including scheduling, dispatching, location monitoring as a software package
enterprise mobility solutions, partner of international operators such as Vodafone
Provided Not provided
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North America & Europe
starting smart-grid projects in US and Europe
Middle East
tracking/Asset management applications
Africa
have both established asset management service
Asia Pacific
M2M applications are being deployed in Asia Pacific
Latin America
trials with and integrated platform for M2M Individuals Enterprises / Governments Multinationals
Many
are betting big on mobile health Many
are betting big on mobile health Enterprise- focused M2M applications Many
are betting
health
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North America & Europe
now targeting enterprises and government
Middle East
cloud marketplace and private cloud services
Africa
partnered with Novell to offer cloud solutions to enterprises
Asia Pacific
SMEs with SaaS platform and enterprises with cloud consulting
Latin America
partnered to introduce cloud services in Americas SMEs Enterprises /Governments Multinationals
Tata to enter SA market through Neotel subsidiary
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North America & Europe
increasing their capacity in the US/Canada both via acquisition or increased capacity Latin America
(South Africa) is seeking Data Center capacity expansion in Latin America Europe
the European market are lead by the new virtual Data Center
Asia Pacific
also increasing their Data Center capacity and expecting a substantial increase in the demand Middle East and Africa
“Internet solutions“ expand existing capacity
SMEs Corporations /Governments Multinationals
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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.