Getting Started in Business and Going Beyond Connectivity

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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

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Strategic ContextSMEs are the growth engine of UAE’s economy

SMEs are the engine of economic growth in the UAE – 70% of total GDP

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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

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The way we communicate and conduct Business goings through sweeping change

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• 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)

• 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.

* Based on a Research took place by MCI team for “Broadband potential among SOHOs APR 2014”

Customer & Vertical Insights

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Pricing transparency and predictability Simplicity (Remove

Complexity)

a CAPEX to OPEX modelConvenience

BUSINESS SIMPLIFIED

Premium SupportSingle point of contact

SMB Customers Needs

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Target Segment Characteristics

• Too Price Sensitive• Not that Quality

concern

Price & Quality

Conscious

• 1-2 Del Lines, low Internet penetration

• Mostly using mobile devices for voice and data needs

• No IT Admin

Computing Devices

• internet and computing devices is not very relevant to the business (except) for professional Entrepreneurs

Awareness

• Moderate Price sensitivity

• Multiple Del Lines with Low bandwidth broadband connectivity

• Office Admin/Finance looking after IT needs

• Outsource computing devices management to external

• Moderate awareness of the importance of the Internet and computing devices to the business .

Up to 10 Users Up to 30 Users

Relevant Bundling Powered Tools Premium Experience

• Reasonable prices with good quality of services

• Multiple Del lines (or PBX Lines).• Broadband connectivity• IT Admin is looking for All IT needs• Escalation to external suppliers

• High Awareness on the importance.

Up to 50 Users

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SMB have disparate needs for their office/site, location and employeesSite Needs Employee Needs

Broadband

Wifi

Mobile

Landline

Minutes

Network

SecurityCloud

Printer&Scanner Tablets/Laptops

IP phone

Handset

CUG

LAN Switch

Access point

SUPPORT

Office 365

Storage

Anti Virus

SMBs are the growth engine of UAE’s economy

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One Stop Shop (Business Fusion Strategy)

Valued Add OnsValue 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

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

SaaSEnterprise Level Applications › Company and Employee Cloud

Applications

• Ease of use and Price convenience

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Business Fusion RoadmapQ1 Q2 Q3 Q4

JAN FEB NOVOCTSEPAUGJULJUNMAYAPRMAR DEC

Bundle Version

2Ply +Managed Devices (IP Phones, Laptops, Tablets)+Managed Mobility (Business Ultimate)

Business FusionLight

Total Net (SIP Voice Enabled Link + Broadband)

+Total Talk (Fixed Net)

+Add Ons (Devices , Mobility, Cloud)

Total Business Fusion

Enhanced Total NetEnhanced VOIP Link

UCaaS+

Total office (Fixed and Mobile)(FMC)

+Add Ons

Industry Wise ApplicationsDevices

SaaS

V0V1 V2

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Business Fusion Starter Packs

10 Mbps high speed internet Managed Router Managed PBX Wifi Firewall / IPSEC LTE Backup Monitoring & reporting 24x7x365

Tota

l Net

Tota

l Tal

kA

dd o

ns

Unlimited National Calls Unlimited CUG 250 minutes to Mobile 100 international minutes IP Phones Minimum 4 users*additional user is XX per month

20 Mbps high speed internet Managed Router Managed PBX Wifi Firewall / IPSEC LTE Backup Monitoring & reporting 24x7x365

40 Mbps high speed internet Managed Router Managed PBX Wifi Firewall / IPSEC LTE Backup Monitoring & reporting 24x7x365

Unlimited National Calls Unlimited CUG 300 minutes to Mobile 125 international minutes IP Phones Minimum 15 users *additonal user XX per month

Unlimited National Calls Unlimited CUG 350 minutes to Mobile 150 international minutes IP phones Minimum 40 users*additonal user XX AED per month

Connectivity Devices

Cloud Services

Minutes

Per user

Per site

SOHOLess than 10 users

SmallUp to 30 Users

MediumUp to 50 users

*All Above Packages comes with Standard Care (24x7x365) Service Coverage

* 4/15/40 Concurrent Voice Calls

Care

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Business Fusion will offer SME customers solutions that combine simplicity, remote office connectivity, security and affordability

SimplicityPredictability

Integrated SolutionReliable Partner

AffordabilityValue for money

ConvenienceTransparency

Reliability

Business Fusion

Managed connectivity Simplified Bundle pricing Building block offering Scalability Cost optimization Pay per user model

Managed Network Managed Voice Managed Security Managed Mobility &

Hosted MDM Remove the need for

in-house ICT expertise

No upfront &Monthly recurring charges virtually all services

No CapEx for IPPBX, IP phones, Router, LAN, VC,

SaaS

Telecom, IT, Cloud, Equipment & Service offering from single provider

Opex offer No bill shock Best of bread partners Reliable platform

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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.

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Thank You