A PARTNERSHIP FOR THE DIGITAL WORLD CHANGE HAS ALREADY HAPPENED The impact of digital technology means the wants, needs and business models of end customers have fundamentally changed End customers expect you to understand their pain THE BUYING points in detail. PROCESS HAS They'll reward you for helping them find new ways to innovate, compete and grow. CHANGED But, they're unlikely to engage you directly until later on in the buying cycle. SUCCESS IS Customers want closer vendor partnerships to deliver: MEASURED • Top-line improvements THROUGH • Savings through digitisation BUSINESS • Mitigation of business risk IMPACT Overall, they want services to disrupt the status quo and deliver new innovation. CONSUMERISATION OF IT MEANS USERS EXPECTATIONS OF BUSINESS TOOLS ARE HIGH

Pressure on corporate IT teams to deliver BYOD environments.

Pace of change in provision of business IT tools can be frustrating for end users who are used to having the intuitive functionality of their personal devices. IN UNCERTAIN TIMES, A TRUSTED PARTNERSHIP IS KEY With so much upheaval, partner organisations need a vendor that can support them to take advantage of new opportunities

The buying process has Success is measured through Consumerisation of IT means users changed - you need to work business impact - you need to expectations of business tools are with a vendor that helps you work with a vendor that supports high - you need to work with a get to market faster and can you with creating the right vendor that can provide an complement your existing propositions, bid support and unmatched experience for portfolio. pricing. partners and end customers to drive customer loyalty. Service Platform

HOW HAVE WE Experience RESPONDED TO Platform CHANGE?

Engagement Our Global Partner Programme is built Platform upon three platforms.

When combined they offer our partners Differentiation the chance to meet their end customers by collaborating needs in new and exciting ways. at all 3 levels 1. THE TATA SERVICE COMMUNICATIONS PLATFORM SERVICES Deliver services that PORTFOLIO are integrated, innovative & global Ability to integrate our services and co-brand or white label them. 1. THE TATA SERVICE COMMUNICATIONS PLATFORM SERVICES Deliver services that PORTFOLIO + are integrated, innovative & global YOUR SOLUTION STACK

A faster time to market and a complement to your portfolio. WHO? People 2. THE ENGAGEMENT PLATFORM Executive Partner Engagement Solution Partner Sales Sponsor Manager Architects Manager Investing in our partnership & your customers to create HOW? Support competitive edge and increase win rates

Trainings & Differentiated Joint Planning Joint GTM Certifications Partner Pricing

Marketing Support Bid Support Customer Demos Others 2. THE EXPERIENCE PLATFORM

An unmatched experience for partners and end customers that drives customer loyalty. Go-to-market ready Self service and Integration through products one-stop partner Portal APIs portal Differentiated partner pricing, Automated access to quoting, sales tools, resources & support, ordering, post sales and Automated Q2C, training & collaterals & campaigns. management of our products and certifications, post sales services from your own portal support, marketing assets.

PREDICTABILITY CONTROL CONFIDENCE Service The Global Partner Programme is Platform designed to help you win more.

Experience Platform

Engagement Platform Enable competitive Be agile Become your customers’ differentiation preferred partner Differentiation by collaborating at all 3 levels OUR GLOBAL PARTNER PROGRAMME IS BUILT TO ENSURE MUTUAL SUCCESS. VALUE OF THE GLOBAL PARTNER PROGRAMME

Revenue and Differentiation Ease of Time to market profitability growth doing business If you’re successful, then so are we. REVENUE AND We identify joint solutions and go-to-market opportunities. Where PROFITABILITY applicable this collaboration also extends to include marketing GROWTH support and demand generation activities. Access to incentives and attractive commissions means that there is a clear opportunity for our partners to grow revenues and boost profits. DIFFERENTIATION

You can build upon our services to offer integrated and unique customer solutions.

Eligible partners are also able to white-label or co-brand propositions to their own customers.

Access to in-depth training and certification means partners build up an unrivalled understanding of products making it easier to sell more. Easy access to our sales and marketing EASE OF experts as well as our simple to use online portals make doing business DOING together easy irrespective of your BUSINESS needs. Business processes are simplified and automated to enable greater agility and responsiveness TIME TO MARKET

We understand how important it is to get to market first with a new idea or product.

To support this, we provide 24/7 self service access to products, services, pricing, product and marketing content and online tools.

We also help you with the building of proofs-of-concept and pilots to help you bring your vision to life for end customers and accelerate deal closure WE WILL BE WITH YOU EVERY STEP OF THE WAY A Partner Portal that provides you with the tools & resources required

Planning Marketing Sales Service Delivery

Service Delivery Joint GTM planning Marketing support Pricing & Incentives Support

Joint solution Co-marketing Joint opportunities Integration of Partner Portal development

Sales engagement & support Ticketing & Support Market Development Technical & Fund Sales enablement OUR PORTFOLIO WILL HELP YOU MAKE A DIFFERENCE

The board wants: SPEED COST INNOVATION COMPLIANCE GROWTH

Quickly provisioned For operations this Lower Opex More Digital transformation of Secure data technology Scalable technology means: predictability existing systems Reduced risk

No Capex Reducing fines or For finance this Low Capex Cloud-based models approval required unnecessary One global solution means: Flexible pricing rather than Capex charges

Agile platforms Sell broader to new For sales Persuasive business Unique differentiation Customer data is safe that shorten sales logos & deeper to this means: cases cycles existing PORTFOLIO OVERVIEW

UC Services Security Services Services Content Delivery Application Aware Network Networking

Global Voice VA/PT SPA Cloud Services Video Website Advance Audit Delivery Acceleration Reporting ITFN mSIEM mAMPS IZO Private Cloud Hosted Global SIP DDOS Dynamic Firewall Live Application Managed Hosting Download Path Performance Broadcast Selection Optimization Hosted vProxy vUTM Contact Colocation Center

Mobile Workers Data Center Interconnect Ethernet

Global Global MPLS Network Offices IZO SLA Internet Remote Sites

Corporate Data Center 1 Cloud Solution Providers The Internet Corporate Data Center 2

Partners’ Premise AUTHORISED + AFFILIATE + PREMIER + Dedicated resource support INCREMENTAL Differentiated pricing BENEFITS AS YOU

ADVANCE IN THE AUTHORISED + AFFILIATE + Collaborative GTM PARTNER LEVEL Opportunity to white label Joint marketing & MDF Executive Sponsorship Portal API

AUTHORISED + Performance Incentives Co-branded campaigns Lead Referral

Online marketing collateral Training & certifications Partner Portal Access POSITIONED AS A LEADER IN THE GARTNER MAGIC QUADRANT FOR NETWORK SERVICES, GLOBAL, 2016

COMBINING Ability to Execute Our emphasis is on a vendor's service quality, pricing and track OUR record. These elements are particularly important for global networks, because the issues of infrastructure, language and culture are more challenging than if applicable to only one MARKET country. LEADERSHIP Completeness of Vision We look for a thorough understanding of what clients want in a global provider, which is different from the requirements of a domestic provider, because it inevitably includes third-party elements and frequently includes a wider set of managed services. Network service providers should have a clear and evolving geographic strategy to meet the changing needs of customers. The portfolio should be broad enough to satisfy the evolving requirements of most enterprises, not just a specific vertical industry or customer size. While not prescriptive, visionary providers should have a clearly articulated strategy and market traction in evolving areas, including SIP trunks, networking for cloud services and NFV and/or virtual CPE.

Latest reprint link: http://www.gartner.com/technology/reprints.do?id=1-28XVMRZ&ct=150130&st=sg

Source: Gartner, Magic Quadrant for Network Services, Global, Neil Rickard, Bjarne Munch, 14 January, 2016 This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Tata Communications. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. AWARDS & Most Innovative Enterprise Service

2014 IZO™ Internet WAN recognised by Light Reading in Leading Lights RECOGNITION Awards 2015

Best Application of the Year – Financial 2014 Recognition from the world’s top analysts MEF 2015 Ethernet Excellence Awards

Gartner’s Magic Quadrant

2015 for Network Services, Global

Frost & Sullivan 2015 Best Practices Award Asia Pacific ICT Awards

Frost & Sullivan 2015 Best Practices Award ICT Awards AN Mobile #4 Ethernet #1 signalling #1 UNMATCHED provider provider Tier-1 IP backbone SCALE OF Only IP backbone that’s in GLOBAL the top 5 in 5 continents COMPANIES India International #1 wholesale #1 wholesale We connect you to data voice wherever your customers need to be provider provider 2015

PLUG & PLAY DIGITAL PLATFORM Cloud Innovator 1,600 420+ Partner of the Year 2015 Service providers on-net MNOs CIPC2015 WE CONNECT 9 of the 15 24% of the world’s internet YOU TO most popular OTT routes EVERY PART Voice services OF THE 4 of the 5 3 of the 5 DIGITAL world’s most popular most popular video sites ECOSYSTEM social network

8 of the 10 4 of the 5 world’s most popular global mobile web destinations subscribers A PARTNERSHIP ON THE NEXT LEVEL PLANNING MARKETING SALES SERVICE DELIVERY

Joint GTM planning ALIGN OUR TARGETS, STRATEGIES & RESOURCES

Develop joint business plan Agreed goals with attractive Commit investments of resources Performance Incentives PLANNING MARKETING SALES SERVICE DELIVERY

Joint solution development CREATE DIFFERENTIATED SOLUTIONS THAT ADDRESS YOUR CUSTOMERS’ NEEDS

Global SIP Connect

Develop joint value propositions White label our services to offer Technical enablement via Training & an integrated solution stack under Certifications your brand PLANNING MARKETING SALES SERVICE DELIVERY

Technical & Sales enablement ENSURE YOUR TEAMS ARE READY & PREPARED

Orientation to reduce your time to Sales, Design & Support Online self-paced learning via start selling Certifications Learning Management System (LMS) PLANNING MARKETING SALES SERVICE DELIVERY

Marketing support MAXIMISE OUR MARKETING EFFORTS FOR HIGHER RETURNS

Subject-matter experts & Extensive marketing collateral & Partner Summits to share marketing marketing content to help you assets available online insights, ideas & best practices sell in your events PLANNING MARKETING SALES SERVICE DELIVERY

Co-marketing MAXIMISE OUR MARKETING EFFORTS FOR HIGHER RETURNS

Joint marketing planning Co-branded campaign templates Press, media & analysts aligns our goals & efforts for quick time to market engagements jointly PLANNING MARKETING SALES SERVICE DELIVERY

Market Development Fund (MDF) DRIVE YOUR BUSINESS FUNNEL & GROWTH

Funding your marketing Build brand & sales pipeline Managing MDF made easy via initiatives to create Partner Portal customer demand PLANNING MARKETING SALES SERVICE DELIVERY

Pricing & incentives REWARD YOUR EFFORTS, ENSURE YOU WIN

Flexibility to price in sell-through Performance Incentives for over- Recurring commission in sell-with with automated quote to cash (Q2C) achieving agreed goals PLANNING MARKETING SALES SERVICE DELIVERY

Joint opportunities OPEN DOORS FOR YOU, INCREASE YOUR REVENUE

Lead referral to partners Collaborative sales engagement Attractive commission for opportunities you bring PLANNING MARKETING SALES SERVICE DELIVERY

Sales engagement & support SUPPORT YOU IN YOUR SALES ENGAGEMENT, ENSURE YOU WIN

Collaborative sales Executive Bid Support on complex Support for Customer engagement Sponsorship opportunities Demonstration Programme PLANNING MARKETING SALES SERVICE DELIVERY

Service Delivery support ENSURE YOUR COMMITMENTS TO CUSTOMERS ARE MET

Program Manager supports you in Service assurance for superior Services support that meet ITIL service implementation customer experience framework ensures highest C-SAT PLANNING MARKETING SALES SERVICE DELIVERY

Integration of Partner Portal PROVIDE VISIBILITY & CONTROL FROM YOUR OWN PORTAL

APIs integrate our portals to give Configure, price, quote & track Full visibility to service delivery, you full access to the service order from your portal performance & billings PLANNING MARKETING SALES SERVICE DELIVERY

Ticketing & Support ENSURE THE BEST EXPERIENCE FOR YOUR CUSTOMERS

Track service tickets on Partner 24/7 dedicated Partner Support Portal to keep your customers Desk for on-time resolution of updated service related incidents