The Asian growth opportunity
Yasir Azman, CEO Grameenphone
1
Sensitivity: Internal Let’s get to know our customers
Pioneer Basic Internet user Advanced Internet user
62% 20% 19% subscribers subscribers subscribers
67% in 2017 28% in 2017 5% in 2017 20% 130% Higher ARPU vs Higher ARPU vs pioneer 2 pioneer
Sensitivity: Internal Economic Factors
85 - 90 440 5% p.a2 2 million1 Strong GDP million Projections And growing 40% + within across EA Middle Class 0 – 24 years old Families
Social Factors
Strong > 0.5%2 69%2 government Compounded sponsorship Literacy rate HDI growth to drive data and and growing across EA digital.
3
Sensitivity: Internal Growth Drivers & enhancing value for customers
41% 42% 2.8 GB 10% 5%+ untapped smartphone per customer/ ARPU growth ARPU growth penetration month
Quality acquisition Increase data sub Increase data usage Incremental ARPU Retention & efficiency from large untapped through smartphone through coverage & by providing more drive through digital pool drive experience reasons to use distribution
Granular monitoring & performance management Using granular data to provide personalized experience
4
Sensitivity: Internal Need for Connectivity Smartphone Base Need for Data Strong Usage Growth Opportunity remains Within Telenor sub Potential to unfold As a part of evolution
Penetrated Untapped 74% 70% 2.156
25% 40% 45% 53% 45% 37% 36% 1.050
75% 656 60% 55%
GP TnPK TM GP TnPK TM GP TnPK TM
5
Sensitivity: Internal Attracting new base Data ARPU from new base Data Revenue contribution Strong inclusion of data sub Good foundation to grow further Continuously growing
60% 70 130 62 100 49%
35%
Grameenphone Telenor Pakistan Grameenphone Telenor Pakistan
2.558 1.652 GP TnPK TM
Telenor Myanmar Telenor Myanmar
6
Sensitivity: Internal 7
Sensitivity: Internal Key results 1 (Example: MyGP)
2 136% Mil.
Daily Users YoY Sales Growth
70% 5%+
Digital Distribution focus area Own Payment Global MoM Retention ARPU Growth Platform Partner Platform
8
Sensitivity: Internal Personalization – way to ensure better customer experience & increase ARPU
Layers of personalization Importance of personalization
In 2019 1. Customer centric, Large customer base demands customization 35% 2. Competitive advantage to create value of Gross sales value came 3. Opportunities to know your through customer better in the digital world personalized and become more relevant to them, offers hence managing churn better
9
Sensitivity: Internal Data driven business Major focus area
Real time KPI monitor
Going granular up to BTS level
Capture individual customer insight
10
Sensitivity: Internal Key takeaways
1. Market offers solid growth potential
2. Capabilities in the areas new service development and customer data management need to develop at iterative manner
3. Modernising our way of work is a must: I.e. internal processes, distribution and service
4. Granular level performance & customer management approach is key to create value for both shareholders and customers
11
Sensitivity: Internal