comviva vodafone

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Vodafone

Febin Shaji

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Agenda

•Basic Account Information

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•Executive Structure

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•Current Engagement

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•Overall engagement Strategy

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•Future Initiatives

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3

Basic Account Information

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Vodafone Profile

Vodafone Group Plc is a global telecommunications company headquartered in London, United Kingdom. It is the world's largest mobile telecommunications company measured by revenues and the world's second-largest measured by subscribers (behind China Mobile), with around 370 million subscribers. It operates networks in over 30 countries and has partner networks in over 40 additional countries, with significant presence in Europe, Middle East, Africa , Asia and the United States. It employs approximately around 83,900 employees and is the Fifth most valuable brand in the world.

Vodafone's registered office address:

Vodafone Group PlcVodafone HouseThe ConnectionNewburyBerkshireRG14 2FNEngland

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Our financing strategy is to provide timely, cost efficient and secure financial resources to the Group and to manage Vodafone’s capital structure in line with its targeted low single A credit rating.

The Group’s policy is to borrow centrally using a mixture of long-term and short-term capital market issues and borrowing facilities to meet anticipated funding requirements. In respect of certain emerging markets we may elect to borrow on a non-recourse basis.

Risk management is at the core of our financing policies. We use derivative instruments to manage our currency and interest rate risk and collateral support agreements to mitigate the credit risk of banking counterparts. Liquidity risk on long term borrowings is managed by maintaining a disciplined maturity profile.

Our mid to long-term debt is primarily financed via corporate bonds programmes. Our short-term funding requirements are met through our commercial paper program.

Financing strategy

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Supported by Vodafone Group, the Future Agenda is a cross-discipline programme which aims to bring together thoughtful people from around the world to address the greatest challenges of the next decade. In doing so, it is mapping out the major issues, identifying and debating potential solutions and suggesting possible ways forward.

We hope, as a consequence, that it will provide a platform for collective innovation at a higher level than has been previously been achieved.

As the world responds to accelerating challenges, organisations are seeking to gain clearer and more informed views of the future so that they can place intelligent bets in terms of business strategy and innovation focus. In order to understand emerging opportunities, we believe organisations should look, beyond their traditional horizons, and use new combinations of insight and foresight methodologies.The Future Agenda programme has already gained the support of a range of corporate, government and third sector organisations keen to share perspectives, challenge each others views and identify ways forward across the topics being addressed.

Future agenda

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High Level Financials

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EUROPE, 2012 financial year compared to the 2011 financial

year Germany£m

Italy£m

Spain£m

UK£m

Other£m

Eliminations Europe %change£

%change organic

Year ended 31 March 2012

Revenue 8233 5658 4763 5397 8352 (222) 32181 0.5 (0.1)

Service Revenue 7669 5329 4357 4996 7780 (217) 29914 (0.6) (1.1)

EBITDA 2965 2514 1193 1294 2479 - 10445 (3.5) (4.5)

Adjusted operating profit

1491 1735 566 402 1066 - 5260 (8.1) (9.6)

EBITDA margin 36.0% 44.4% 25.0% 24.0% 29.7% 32.5%Year ended 31 March 2011

Revenue 7900 5722 5133 5371 8253 (264) 32015 (2.5) 0.6

Service Revenue 7471 5432 4735 4931 7787 (259) 30097 (3.4) (0.4)

EBITDA 2952 2643 1562 1233 2433 - 10823 (7.1) (3.7)

Adjusted Operating Profit

1548 1903 915 348 1012 - 5726 (9.8) (6.1)

EBITDA margin 37.4% 46.2% 30.4% 23.4% 29.5% - 33.8%

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Africa, Middle East and Asia PacificIndia Vodacom Asia middl-east &

Asia PacificEliminations Pacific %change

£%change organic

Year ended 31 March 2012

Revenue 4265 5638 3965 - 13868 4.2 8.4Service Revenue 4215 4908 3628 - 12751 3.7 8.0

EBITDA 1122 1930 1063 - 4115 2.9 7.8Adjusted operating profit 60 1084 328 - 1472 15.7 22.4

EBITDA margin 26.3% 34.2% 26.8% 29.7%Year ended 31 March 2011

Revenue 3855 5479 3971 (1) 13304 20.0 9.5Service Revenue 3804 4839 3650 (1) 12292 20.0 9.5

EBITDA 985 1844 1170 3999 20.7 7.5Adjusted Operating Profit 15 827 430 - 1272 55.5 8.6

EBITDA margin 25.6% 33.7% 29.5% 30.1%

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Non-Controlled Interests-Verizon Wireless

2012 2011 %change£

Service Revenue 18039 17238 4.6 7.3

Revenue 20187 18711 7.9 10.6

EBITDA 7689 7313 5.1 7.9

Interest (212) (261) (18.8)

Tax (287) (235) 22.1

Group’s Share of results in Verizon Wireless

4867 4569 6.5 9.3

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Segment Revenue Regional Revenue Group Revenue EBITDA0

4000

8000

12000Gemany Italy Other Europe India Vodacom Other Africa, Middle East and Asia Pacific Spain

Segmented Analysis -31 March 2012

Gemany Italy Spain UKOther

Europe India VodacomOther Africa,

Middle East and Asia Pacific

Segment Revenue 8233 5658 4763 5397 8352 4265 5638 3965

Regional Revenue 8189 5630 4709 5360 8293 4265 5638 3965

Group Revenue 8188 5629 4706 5354 8288 4259 5630 3942

EBITDA 2965 2514 1193 1294 2479 1122 1930 1063

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4000

8000





Segment Revenue 7900 5722 5133 5271 8253 3855 5479 3971


Group Revenue 7847 5688 5069 5214 8180 3843 5471 3944

EBITDA 2952 2643 1562 1233 2433 985 1844 1170

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4000

8000





Segment Revenue 8008 6027 5713 5025 8357 3114 4450 3526


Group Revenue 7959 5985 5630 4968 8264 3093 4443 3496

EBITDA 3122 2843 1956 1141 2582 807 1528 977

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1. Mobile Data Traffic

• Data revenue up 26.4%(*) year-on-year to £5.1 billion, and now represents 12.0% of Group service revenue

2. Emerging Markets

3. Enterprise Customers

4. Total Communications

• Mobile, Fixed Line, Broadband, TV

5. New Services

• Machine-To-Machine (M2M) Platforms

• Mobile Financial Services

• Near Field Communication (NFC)

Vodafone Global – Key Focus Areas

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Country Network Name (former) Ownership Customers Market Share Local Website

Europe

Albania Vodafone 99.9% 1,127,000 48% www.vodafone.al

Czech Republic Vodafone (Oskar) 100% 2,658,000 20.14% www.vodafone.cz

Germany Vodafone (D2) 100% 33,920,000 34.10% www.vodafone.de

Greece Vodafone (Panafon) 99.9% 4,192,000 30.19% www.vodafone.gr

HungaryVodafone

(AirTouch - Primatel)

100% 2,304,000 21.04% www.vodafone.hu

Ireland Vodafone (Eircell) 100% 2,265,000 43.4% www.vodafone.ie

Italy Vodafone (Omnitel) 76.86% 22,791,000 33.7% www.vodafone.it

Networks where Vodafone Group owns a majority holding. Except for Northern Cyprus, these networks are branded Vodafone

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Malta Vodafone (Telecell) 100% 201,000 52% www.vodafone.com.mt

Netherlands Vodafone (Libertel) 99.9% 4,038,000 21.8% www.vodafone.nl

Northern Cyprus KKTC Telsim2 100% 104,000 27.22% www.kktctelsim.com

Portugal Vodafone (Telecel) 100% 5,111,000 37.2% www.vodafone.pt

Romania Vodafone (Connex) 100% 8,808,000 39% www.vodafone.ro

Spain Vodafone (Airtel) 100% 15,810,000 31.2% www.vodafone.es

Turkey Vodafone 100% 16,116,000 26% www.vodafone.com.tr

United Kingdom Vodafone 100% 18,447,000 25.3% www.vodafone.co.uk

Malta Vodafone (Telecell) 100% 201,000 52% www.vodafone.com.mt

Netherlands Vodafone (Libertel) 99.9% 4,038,000 21.8% www.vodafone.nl

Europe cont.

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Asia-Pacific

Australia Vodafone (VHA) 50% 7,580,000 27% www.vodafone.com.au

Fiji Vodafone 49% 700,000 100% www.vodafone.com.fj

India Vodafone (Hutch 67% 130,920,732 23.59% www.vodafone.in

New Zealand Vodafone (BellSouth) 100% 2,309,000 52.3% www.vodafone.co.nz

Asia-Pacific

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Middle East and Africa

DR Congo Vodacom 25.5%3 4 49% www.vodacom.cd

Egypt Vodafone (Click GSM) 55% 13,333,000 44.3% www.vodafone.com.eg

GhanaVodafone (Ghana

Telecom, onetouch)

70% 1,400,000 17% www.vodafone.com.gh

Lesotho Vodacom 44.15%3 4 80% www.vodacom.co.ls

Mozambique Vodacom 49%3 4 40% www.vm.co.mz

Qatar Vodafone 22.95% 353,580 22% www.vodafone.com.qa

South Africa Vodacom 65% 16,521,000 52.6% www.vodacom.co.za

Tanzania Vodacom 32.5%3 4 46% www.vodacom.co.tz


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Partner NetworksCountry/Region/Territory Network Name (former) Market Share Local Website

Europe

Austria mobilkom Austria 42.5% www.a1.net

Belgium Proximus 48.7% www.proximus.be

Bulgaria Mobiltel 50% www.mtel.bg

Croatia VIPnet 42.2% www.vipnet.hr

Cyprus Cytamobile-Vodafone(Cytamobile) 81% www.cytamobile-vodafone.com

Denmark TDC Mobil 41.4% www.tdc.dk

Lithuania Bitė Lietuva 21.6% www.bite.lt

Faroe Islands Vodafone Kall 30% www.vodafone.fo

Finland Elisa Oyj (Radiolinja) 30% www.elisa.fi

Luxembourg Tango (Tele2Tango) 32% www.tango.lu

Iceland Vodafone (Og Vodafone; Tal, Íslandssími) 38% www.vodafone.is

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Country Network Name (former) Market Share Local Website

Europe

Macedonia VIP Operator 10.7% www.vip.com.mk

Russia MTS 34% www.mts.ru

Serbia Vip mobile 9.1% www.vipmobile.rs

Slovenia Si.mobil 27.7% www.simobil.si

Switzerland Swisscom 62% www.swisscom-mobile.ch

Ukraine MTS 33% www.mts.com.ua

Macedonia VIP Operator 10.7% www.vip.com.mk

Partner Networks

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Partner NetworksCountry Network Name (former) Market Share Local Website

Asia-Pacific

Afghanistan Roshan 34.8% www.roshan.af

Armenia Vivacell-MTS 79% www.mts.am

Hong Kong 3 11% www.three.com.hk

Japan NTT DoCoMo 17.71% www.nttdocomo.com

Malaysia Celcom 31% www.celcom.com.my

Samoa Digicel (Telecom Samoa) 78.57% www.digicelsamoa.com

Singapore Starhub 28.3% www.starhub.com

Sri Lanka Dialog 53% www.dialog.lk

Thailand dtac 30% www.dtac.co.th

Turkmenistan MTS 87% www.mts.tm

Uzbekistan MTS 46% www.mts.uz

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Country Network Name (former) Market Share Local Website


Bahrain Zain (MTC-Vodafone) 40% www.bh.zain.com

UAE du 26% www.du.ae

Americas

Chile Entel PCS 38.8% www.entelpcs.cl

Haiti Digicel 65% www.digicelhaiti.com

Jamaica Digicel 75% www.digiceljamaica.com

Partner Networks

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• 370 Million Mobile Customers

• 79% Prepaid Customers

• 12% Post Paid Customers

• 9% Enterprise Customers

• 64% Voice Revenue

• 12% Messaging Revenue

• 12% Data Revenue

• 8% Fixed Line Revenue

• 4% Other Revenue

• 850 Billion Voice Minutes

• 161 PETA Bytes of Data

• 75 Million Data Customers

• Average of 208 Minutes per month per Customer

• 20 Million people using M-Pesa in emerging Markets

• Sent and received over 292 billion text, picture, music and video messages this year

Vodafone Global – Few Quick Stats

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Major (group) / Regional Initiatives

• WebAxn & Self-care• Engagement with COE, Bangalore• Meeting Requests with VPC Luxembourg• Online / Onsite Workshops• Leveraging the Data story• Scheduling Meeting / Regional Visits to Opco’s

• Vodacom, Africa• Vodafone, Qatar • Vodafone, Turkey

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Executive Structure

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Chief ExecutiveVittorio Colao

CTOStephen

Pusey

CFOAndy

Halford

SalesMorten Lundal

LegalRosemary

Martin

Human Resource

Ronald Schellekens

StrategyWarren

Finegold

Organization Structure

ChairmanGerard Kleisterlee

Vice-chairmanJohn Buchanan

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Vodafone- ITALYCEO

Paolo Bertoluzzo

CFOEmanuele Tournon

Consumer DivisionRoberto Larocca

Sales OperationsManilo Costantini

Enterprise Division Ferruccio Borsari

CommunicationsSilviya de Blasio

Human resourcesGianluca Ventura

Chairman Of BoardPietro Guindani

CTOAlberto Ripepi

Consumer MobileStefano Gastaut

Legal AffairsXavier Tridico

Brand & Advertising Geraldina Marzolla

Fixed Network Director Sandro Falleni

Network DirectorNadia Benabdallah

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Vodafone- SPAIN

CEOShameel Joosub

StrategyJaiver Jaquotot

ConsumerIgnasi Ricou

Administration & CFOMiguel Orue-Echevarria

Online Business Sylvia Jarabo

CommunicationsJose Romero

CTOBabak Fauladi

Products & ProductsRafael Merino

Human ResourcesPedro Diaz

Legal & SecretaryPedro Pena

CIOCarlos Valero

Chairman Of BoardFrancisco Roman

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Vodafone- NETHERLANDS

CEOJens Schulte-Bockum

CFO Amanda Nelson

CTOGer Coolen

Human ResourcesFrancesco Bianco

Enterprise Philip Lacor

Strategy & planningLucy Quist

ConsumerBart Hofker

eCorporate AffairsKlaske De Jonge

DevelopmentAnthony Hellegers

Customer ManagementPeter doveren

Business SolutionsDerek Appiah

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Voadafone- HUNGARY

CEODiego Massidda

CFO Frank Krause

CTOGabor Dobrossy

Human ResourcesIbolya Gothardi

Strategy Peter Lakatos

Enterprise Business Gabor Piller

eLegal & Operations

Pal Marchhart

Consumer Management Laszlo Podhoranyi

Customer BusinessRichard Sherwood

Chairman Of BoardGyorgy Beck

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Vodafone- Czech REPUBLIC

CEOMuriel Anton

FinanceHolger Grewe

StrategyColin Shea

Brand & Communication Monika Hovorkova

TechnologyTanja Richter

Consumer BusinessMario Mele

Human ResourcesJitka Schmied

Enterprise BusinessPavel Hlavinka

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Vodafone- GHANACEO

Kyle Whitehill

CFO Andrio Moss

CTOPatricia Obo-Nai

Human ResourcesIrene Appiah

Integrity & Risk Ashley Rattcliffe

Strategy & planningLucy Quist

MarketingUche Ofodile

SalesMarc Norris

Business TransformationSally Amoah

External AffairsPatric Boateng

Business SolutionsDerek Appiah

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Vodafone- INDIA

CEOMarten Pieters

CFO Angshu Sengupta

CIONaveen Chadha

InternetJonathan Bill

COOSunil Sood

SalesMarc Norris

Business DevelopmentIndranil Chakravarty

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Vodafone- GREECE

CEOGlafkos Persianis

CTONikolaos Mastorakis

DirectorGeorge Koliastasis

Chairman Of Board Nicolaos Sophocleous

Human ResourcesElias Moschonas

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Vodafone- D2

CEOFriedrich Joussen

CFO Sebastian Ebel

CTOHartmut Kremling

Human ResourcesDirk Barnard

COO Jens Schulte-Bockum

Strategy & planningPeter Walz

CommunicationThomas Ellerbeck

eCorporate Banking

Jan Geldmacher

Global Products and Services

Frank Rosenberger

Customer ManagementAchim Weusthoff

Retail Sales Susan Hennersdorf

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Vodafone- QATAR

CEORichard Daly

CFO Steve Walters

CTOJenny Howe

StrategyWade Kirkland

CMOJohn Saad

Human ResourceJan Mottram

Eternal AffairsMattew Harrison

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Vodafone- EGYPT

CEOHatem Dowidar

CFO Marwa El Ayouti

CTOTony Dolton

Human ResourcesDalia El Gezery

StrategySandro Pisani

International ServicesDenise D'Elia

Customer CareAshraf Helal

External AffairsKhaled Hegazy

Business SolutionsHany Fahmy

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Comviva’s engagements and status

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History of Relationship

Relationship since 2001

• 9 Products from Comviva are deployed at Vodafone

• Deployment in 7 Vodafone properties

Vodafone Footprint

in 7 Countries

• e-TOPUP, SMSC, MIG, WAP, RBT, USSD, MMSC, IMPS, & Voice PortalProducts Deployed

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Comviva’s Deployments

Comviva’s Deployments in Vodafone

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Comviva Deployments with Vodafone

# Vodafone MU PreTUPS

Mobiquity

USSD WAP/MIG

MMS

CSMSC RBT VSIM Voice

PortalVoice SMS Total

1 India SAARC X X X X X 5

2 Qatar MENA X 1

3 Turkey MENA X 1

4 Egypt MENA X 1

5 Tanzania AFRICA X X 2

6 Kenya AFRICA X 1

7 Fiji SEA X X 2

Total 4 1 1 3 1 1 1 1 13

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Key Initiatives

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Market Development Initiatives

Establishing contacts and relationship at Global Level

Mapping organization at Regional Opco Levels

Presentations and Product Workshop’s at Opco Level

Workshops for various PU’s scheduled at COE in Bangalore for Emerging Markets

Focus on Targeting Eastern European and Emerging Markets

Data story of Vodafone India / Turkey to be leveraged in other markets

Brand Awareness creation in Markets where we don't have presence

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Current Engagements

Prospect Status

Vodafone, Albania Workshop on WebAXN, Selfcare completed. Customer has indicated interest to evaluate and launch the solution for 4-6 months.

Vodafone , COE Bangalore Workshop on Messaging / Lifestyle / Business Solutions completed. Requires scheduling Managed Services and Mobile Financial Services workshop.

Vodacom, Africa Scheduling Visit. Request for Meetings and Presentations in coordination with MU

Vodafone, Qatar, Romania, Czech Republic Request for Meetings and Presentations has been initiated.

Vodafone Procurement Company, Luxembourg Meeting requests for End week of September

Vodafone, Turkey MIG Deployment / upgrade follow-up. Request for meeting to discuss other products

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YTD Performance and Outlook

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Sales Funnel Analysis

491; 8%

3415; 55%

2344; 38%

GAP Analysis

YTD Order Booked Remaining period rec. orders >50% Funnel GAP

SAARC MENA EA AFRICA SEA -

500

1,000

1,500

2,000

2,500

3,000

3,500 3,042

126 - 10

200

2,500

2,000

1,000

250500 318

19 - 78 76

MU Wise Order Analysis

Funnel Target Actuals

Onetime7%

CR50%

AMC26%

Revenue Share17%

Order analysis

Q1 Q2 Q3 Q40

500

1000

1500

2000

2500

3000

3500

1,000

1,500 1,750 2,000

273 219 - -

349

3,030

-

Actual Vs Target

Funnel Target Actuals

Amt in $K

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Order performance

0

1000

2000

3000

4000

5000

6000

7000

FY10 FY'11FY12 target

Q1 Q2 Q3 Q40

200

400

600

800

1000

1200

1400

1600

Target Actual

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SWOT

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SWOTSTRENGTHS

Strong / Large Reference Base for DataPresence in Emerging Markets

WEAKNESSESNetwork of ContactsBrand AwarenessPenetrating Customer Decision Making processCustomer Engagement at Opco levels

OPPORTUNITIESWebAxn – Selfcare – Czech Republic / AlbaniaMCA / RichSMS Suite - AlbaniaMDP – India / TurkeyVSIM – Vodacom S.AMobiquity – Vodacom Mozambique

THREATSAlways seen as an emerging market vendorLocal Competitors

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KAM Program

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WORKING

• Engagement at regional Levels

• Existing Relationships

• References• On Field Sales

and Supporting team

NOT WORKING

• Pipeline view / transparency from MU

• Level and Depth of Contacts

• Various Functions engaging with each other

• Inadequate Customer Classification

• Measures to communicate successes / failures

RECOMMENDATIONS

• Systems for Cross Business Communication

• Written and Easily updateable KA plans

• KAM’s to be part of the MU Reviews

• Penetration into existing accounts

• A repository for all the data and information on the account

KAM Program

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Thank You

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2012 financial year compared to the 2011 financial year for Group

comviva vodafone

Documents

future agenda programme

financing strategy

rate risk

liquidity risk

risk management

organic year

financing policies

sector organisations