The Future
Forward Looking Statements Certain statements in this presentation concerning our future growth prospects are forward looking statements, which involve a number of risks, and uncertainties that could cause actual results to differ materially from those in such forward looking statements. The risks and uncertainties relating to these statements include, but are not limited to, fluctuations in earnings, our ability to successfully integrate acquisitions, competition in our areas of business, client concentration, liability for damages in our contracts, withdrawal of tax incentives, political instability, unauthorized use of our intellectual property and general economic conditions affecting our industry. Proprietary and Confidential 2
Subex at a glance Understanding the telecom business The Subex value proposition and market details Engagement & Delivery Financials Proprietary and Confidential 3
Subex today… Industry Leader Financial Strength • Comprehensive BSS product Suite • More than US$ 100 M in Revenue • Market Leader in Business Optimization for four • EBITDA highest in the industry consecutive years, Analysys Mason • World’s No.1 provider of Fraud Management & Revenue Assurance solutions Global Presence Strong Subexian Base • Over 200 customers and 300+ installations in over • Global workforce, with local presence at all 70 countries locations • Customers include 26 of world’s top 50 service • Over 1,100 Subexians working together to deliver providers* and 16 of top 20 # wireless operators market leading software products worldwide *Forbes 2010 # RCR Wireless 2010 Proprietary and Confidential 4
Subex – Global footprint Ipswich, UK Richmond Hill, Canada London, UK Denver, US Ottawa, Canada Dubai, UAE Bangalore, India Singapore Sydney, Australia Proprietary and Confidential 5
Subex at a glance Understanding the telecom business The Subex value proposition and market details Engagement & Delivery Financials Proprietary and Confidential 6
The Scenario New business models, monetization strategies Complex Proliferation of Margin devices, Management services Regulatory Exploding Demands Traffic Proprietary and Confidential 7
What do operators need to do? Move towards Business Optimization Improve their responsiveness Need to respond in days, not weeks or months Focus on customers Really “know” the customer Improve all aspects of customer experience Understand and leverage churn Sweat their assets Know their network and services better Identify and remove process CSPs know they need to bottlenecks do all this Leverage their biggest asset – data Proprietary and Confidential 8
Subex at a glance Understanding the telecom business The Subex value proposition and market details Engagement & Delivery Financials Financials Proprietary and Confidential 9
The need to plug the Business Optimization gap… BSS environment consists of thousands of systems; from Excel to large legacy mainframe systems to 3 rd parties Hundreds of complex processes span those systems & people Significant data inconsistencies and process gaps exist “Are they working as intended?” How do we know? Business Optimization is about monitoring those processes and systems, ensuring they are working as intended, correcting when not and ultimately optimizing them Proprietary and Confidential 10
Subex Value Proposition – Business Optimization Revenue Assurance Fraud Management Credit Risk Management Pr Protect otected ed Collect all revenues Prevent losses (Fraud Proactive risk reduction Revenues enues and defaulted + payments) Cost Partner Data Integrity Route Optimization Management Settlement Mana Managed ged Management Reduce Manage inter- Select the best Costs Cos ts Reduce/defer CapEx unnecessary carrier and routes to maximize + Asset discovery & expenditure partner expenses QoS and profitability reconciliation ROC TM As Assur sured ed End-to-end operational visibility; Operations Oper tions Timely and credible analysis; Improved, optimized business processes Bus Business iness Opti Optimiza mization tion Subex is the Market Leader in the Business Optimization space for 4 consecutive years Proprietary and Confidential 11
Subex ROC™ Portfolio BUSINESS OPTIMIZATION SOLUTIONS ASSURED OPERATIONS Margin Driven Customer Experience Product Performance Management Management Management PROTECTED REVENUES MANAGED COSTS ROC Partner Settlement ROC Revenue Assurance ROC Route Optimization ROC Fraud Management ROC Cost Management ROC Credit Risk Management ROC Data Integrity Management SaaS CONSULTING SERVICES MANAGED SERVICES (SOFTWARE AS A SERVICE) Proprietary and Confidential 12
ROCware in Action Usage Data Actions Financial Data Responses Subscriber Course Data Margin Analysis corrections Customer Experience Analysis Network / Enhancement Inventory Data Product Success Monitoring / Optimization Propensity Analysis Any other data … Proprietary and Confidential 13
Addressable Market Size Operational Managed Services (outsourcing) growing at 30% CAGR – great opportunity Revenue Management Cost Mgmt, Credit Mgmt and Operational Intelligence present growth opportunities Growth in emerging markets (APAC, CALA) expected to be CAGR : 12 % Subex Market Share: 5.56% higher than NA and EMEA Software as a Service/ Service Bureau gaining traction Private & Confidential 15
Data Integrity Management So far addressed by inventory players Challenges with multiple inventory and migration issues has brought DIM into limelight Potential for large MS deals RA extension to cover network related aspects DIM projects have delivered CAGR : 9% Subex Market Share: 7% very high ROIs Major Players: Oracle, Ericsson, Clarity Private & Confidential 16
Partner Settlement NA Most CSPs handle IC & partner settlement in-house CSPs will spend money in content settlements, creating opportunities for ISVs CALA Growing at 7% CAGR Heavily focused on mobile settlements Currently use ad-hoc, in-house IC systems, turning to commercial CAGR : 5 % solutions now Subex Market Share: 2.3% EMEA, APAC Major Players: Intec, Amdocs, Huawei, Developed areas starting to spend on Ericsson, Convergys, Telarix content partner settlement More roaming settlement costs than Americas Growth will be driven by mobile Private & Confidential 17
Revenue Management Revenue Management consists of Fraud Mgmt, RA, Cost Mgmt, Credit Mgmt & Operational BI Subex leader in this space for the last 3 years Growth driven by mobile subscriber growth APAC growing at 13% CAGR. CAGR : 5.5% Subex Market Share: 10.6% Major Players: HP, cVidya, WeDo Private & Confidential 18
Subex at a glance Understanding the telecom business The Subex value proposition and market details Engagement & Delivery Financials Proprietary and Confidential 19
Engagement & Delivery model Proprietary and Confidential 20
Engagement Models Service Bureau Traditional License Model Managed Services ‘Hosted’ Model Implementation / Implementation / Implementation / Professional (Product Vendor) Professional Professional Services Infrastructure Infrastructure Infrastructure Services Services Operations Operations Operations (Product Vendor) Support Support (Subex) (Subex) Support (Telco) (Telco) (Subex) (Subex) (Subex) (Subex) (Telco) (Subex) B/OSS Product B/OSS Product B/OSS Product Eg. ROC Fraud Eg. ROC Fraud Eg. ROC Fraud Management Management Management Operator’s Role: Operator’s Role: Operator’s Role: • Host application • Right-to-Use license • Partner with Subex to operate • Own hardware and license • Operate software solution • Operate software Subex Role: Subex Role: Subex Role: • Host application • Host application • Own development and deployment • Own hardware • Own hardware • Support product adoption • Own development and deployment • Own development and • Provide application maintenance • Support product adoption deployment and support • Provide application maintenance • Provide full application support and support • Own product adoption and ROI • Support full operations Managed Services Legend : Vendor Scope Telco Scope 21
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