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

• Consumer eco system

• ICT strategy

2 Strategic objectives

Augment voice offerings

Increase data as % of revenue Drive new revenue opportunities Establish MTN in digital space

ICT Strategy

Brand Leadership

Dynamism and Hold key associations differentiation of MTN MTN Branded Customer Experience

Providing access, content, products and services Understand customers to Segmented approach become indispensible Devices

Understanding what drives loyalty and prevents churn

Center-led but locally relevant strategies, models and Increase speed, efficiency suppliers and effectiveness Cost efficiencies

3 Augment voice offerings

• Voice still offers revenue potential and remains greatest driver of revenues

• Development of services based on Niche and Bulk Solutions the main theme within the voice space

• Voice as bearer for content services, such as IVR services key to maintaining of voice revenues

• Voice over alternative bearer technology such as VoIP becoming more relevant

• Enhance MTN Zone reporting and assessment of revenue impact

• Segmented value propositions addressing exact needs of subscriber bundled with lifestyle products (i.e. Trace TV)

• The MTN SA analysis indicates how smartphone push of selective handsets can aid in stimulating further voice usage – despite perception of inelastic behaviour of high value subscribers

4 Transforming strategic intent

Mobile broadband(MBB) is the key driver to win or lose value in the market Mobile operator revenue split MBB is key decision factor (% revenue)

6% 4% VAS 10% 12-15% Corporate 8% 12% 19%

9% 15-20% 15%

Data access Consumers 30% 65- using data 75% connectivity services

1% SMS

79% 70-75% 68%

Voice 51% Voice + SMS only

15-20%

Today 3-5 years Emerging Europe Japan markets

Source: Delta Partners 5 Aggressive intervention required to remain competitive

Non-industry Strategic Partners

“Digital Malls” Internet

Don’t compete but Partner Gateway

Charging Play key role

“MTN Mobile Money”

Network

Leadership in data

Marketing

Party Engagements Party

rd Technology Partners Technology

3 Device Core to MTNs value

proposition Logistics, Distribution & Sales Support Sales & Distribution Logistics, Subscriber Differentiate and focus Consumer Business on business

Value Propositions + Key Accounts

6 Fast-tracking access through Opera mini browser

Group Agreement • Signed a Group Agreement 11 August 2011 with Opera Mini Browser

Launched to date • South Africa (700k downloads) • Nigeria (15 Sep 11 – 1.9mil downloads) • Ivory Coast (20 Oct 11) • Uganda (31 Oct 11)

Launches Planned for November • Rwanda • Ghana

7 Approval on service delivery platform

Subscriber to benefit by accessing content via any channel00

WAP Web IVR USSD WIG/STK SMS Seamless delivery of content, regardless of channel

Messaging Device Subscription Transaction Billing Engine Reporting, billing, profiling and Gateway Repository Engine Log financial reconciliation

Network nodes accessed via SDP Streaming Charging Handset SMSC MMSC OTA Platform and integrated into core network Servers Interface Detection functions

The SDP environment must integrated into various operations Service Delivery Platform and network nodes (deployment shouldn’t be for just one operation) Independent developers as well as Developer 1 Developer 2 Developer n vendor developers should be able to access and develop applications for all MTN operations

8 Service examples mHealth

• Feb 2011 signed a Group MOU with Sanlam as a strategic partner on mHealth

• Our strategy is to enable access to affordable healthcare

• MTN Uganda launched health tips & clinic finder via sms

• MTN Nigeria facilitated an industry mHealth workshop with participation from Govt, NGOs, private sector to define the landscape on mHealth mInsurance

• March 2011 - Group Agreement signed with Hollard

• MTNs role is to facilitate payment , registration and provide co-marketing

• June 2011 - Pilot launched in MTN Ghana via Mobile Money

9 Segmented device strategy Consumer

2015

2011

10 Segmented device strategy Business

2015

2011

11 Mobile money

Achievements

• Launched in 12 countries with more than 5.1 million subs • Finalised Fundamo roadmap of features to be developed • Governance process in place • Extended partners programme (Western Union, BIBS and MFS)

Focus areas

• Partner selection • Evaluation of platform • MoMo wallets to be linked to VISA payments • Retail payments

International airtime transfer

• Launched in 10 countries • Streamline existing contracts

12 Developing digital marketing strategy

• To build a best in class digital presence for MTN, positioning the company as a leader in its emerging target segments

• To enhance existing and new social networks to drive engagement and increase number of MTN ambassadors

• To provide customers the platform to contribute and be part of the new “Digital MTN” within the integrated digital approach

13 Social media strategy

• To manage the brand reputation online, driving awareness and engagement using paid media • To compile consumer insights, using owned media and sentiment analysis in building relationships • To accelerate problem solving and increase sales, leveraging earned media

Branding and Insights and Purchase and Objective Engagement Sentiment Support

• Share of voice • Active • Satisfaction Metrics • Engagement • Influencers • Resolution • Reach • Impact • Impact

• Banner Ads • Wikis • Reviews Content • Adwords • Blogs • Comments

Media Paid Owned Earned

14 Defined the customer ecosystem

Should be addressed via an integrated approach vs isolated projects

Segmentation Loyalty CRM

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• Clusters our customers based • Prevents churn in customers • A framework that informs and on behaviour that provide highest value integrates the strategic and operational plans of the business

15 ICT work group established

Objectives

• Establish the business and technical work streams to further define the detailed scope of the ITC strategy deliverables • Define the principle decisions to form the support governance structure to implement the strategy moving forward • Develop the coherent strategy and develop a plan for deployment

Participation from

• MTN Business • Ghana • Nigeria • South Africa • Group Technology • Group Commercial

16 Mobile internet ICT & mobility management

 Provided Not provided Mobile Workforce Management 

Mobile Internet Collaboration Mobile device resource access tools management management Additional remarks

• Verizon provides full-fledged mobile workforce solutions, from VPN network access to enterprise messaging. It also     provides service for tracking the location and dispatching mobile workforce Service • MTN Uganda provides a basic version of providers mobile office solution, combining mobile     broadband access and “push”-based collaboration tools

• Vodafone’s featured “mobility as a service” offers mobile device management in a hosted     Software-as-a-service model

• Partners with operators (Vodafone, Milcom) Platform to offer mobile device management solutions providers     (Software-as-a-service)

• Industry specialist focusing on field manpower management, including     scheduling, dispatching, location monitoring Product as a software package providers • System integrator with broad experience in enterprise mobility solutions, partner of     international operators such as Vodafone

17 Mobile internet - M2M

Enterprises / Individuals Multinationals Governments

• Governments are North America starting smart-grid & Europe projects in US and Europe ManyMany Many operatorsoperators operators • STC started Fleet- areare bettingbetting are betting tracking/Asset Middle East bigbig onon on mobile mobilemobile management health healthhealth applications • Vodacom and MTN have both Africa established asset management service • Enterprise-focused M2M applications Asia Pacific are being deployed Enterprise- in Asia Pacific focused M2M applications • Telefonica is doing trials with and Latin America integrated platform for M2M

18 Mobile internet Cloud computing

Enterprises SMEs Multinationals /Governments

• US vendors are North now targeting America & Europe enterprises and government • Etisalat launched Middle cloud marketplace East and private cloud services • Vodacom Tata to enter SA partnered with Africa market through Novell to offer Neotel cloud solutions to subsidiary enterprises • WiPro targeted SMEs with SaaS Asia Pacific platform and enterprises with cloud consulting • NEC and Telefonica partnered to Latin America introduce cloud services in Americas

19 Mobile internet Data centers

Corporations SMEs Multinationals /Governments

• Major players are increasing their North capacity in the America US/Canada both via & Europe acquisition or increased capacity • Dimension Data (South Africa) is Latin seeking Data Center America capacity expansion in Latin America • Recent movements in the European market Europe are lead by the new virtual Data Center offer launched by BT • Asian operators are also increasing their Asia Data Center capacity Pacific and expecting a substantial increase in the demand

• Dimension Data’s Middle “Internet solutions“ East and expand existing Africa capacity

20 Thank you 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 opinions 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.