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SHAPING DIGITAL RUSSIA Investor Presentation based on 1Q 2016 Leading Provider of Integrated Digital Services Overview Key Financials RUB bln FY 2014 FY 2015 YoY 1Q 2015 1Q 2016 YoY • player across most segments of telecom and Subscribers (mln) #1 digital services - Broadband 11.2 11.6 5.6% * 11.2 11.9 5.9% - IPTV 2.7 3.4 27.5% * 2.9 3.7 27.5% - Telephony 24.4 22.1 -8.4% * 23.7 21.7 -8.3% • Largest fixed line network in Russia with Households Passed by Fibre 6.6 4.5 0.9 0.5 unmatched access - Total 26.1 30.7 27.0 31.1 Revenue 298.9 297.4 -0.5% 71.7 72.5 1.1% Content & Digital Sevices 106.7 117.2 9.8% 26.9 30.2 11.9% • mln households passed by fibre, 46 mln revenue 31.1 households passed in total OIBDA 102.5 100.8 -1.6% 24.5 24.7 0.7% OIBDA margin 34.3% 33.9% -0.4 pp 34.2% 34.0% -0.2 pp Free Cash Flow 27.3 22.0 -19.6% 0.4 -2.4 na • mln broadband subscribers with over 50% * Adjusted for a subscriber base audit in 1H15. 11.9 connected by fibre Shareholder Structure (1) Other State Property • Exposure to high-growth potential markets such Agency 48.7% shareholders as cloud services, TV services, data centre, (free float) Geodata and Industrial Internet of Things 32% State stake 53% • Exposure to Russian mobile data market via JV with Tele2 Russia (#4 mobile operator in Russia) Treasury shares 15% 4.3% 2 (1) Ordinary share capital structure as of March 31, 2016. Treasury shares are represented by shares owned by Mobitel. Our Progress Technological Best-in-class Differentiated Organisational Efficiency leadership in customer offerings transformation improvement IP networks service SLA Centralisa Procurement 33 mln HH Multiplay improve- tion of optimisation ment functions passed by New >RUB 2.5 mln Target fibre by products Self- Customer of revenue per 2016YE -oriented employee pipeline service approach platforms in 2018 Results Back-office RUB 42 bln 3Play, OTT video 2x decrease in function procurement 31.1 mln HH & geodata services repeated call share centralisation savings in 2014-2015 passed by launched fibre as of Share of distant Transition to RUB 2.0 mln 1Q 2016 MVNO with channels: 25%/30% segment- revenue per T2-RTK soon in sales/care based model employee 3 Value Creating Transactions Synergies/ Rationale Completed • Nationwide operations with minimum overlap Mobile JV • Deleveraging & deconsolidation of mobile Capex with Tele2 • Dedicated management team and best in class 2014 Russia cost management culture • F2M convergence upside through MVNO • Creation of #1 player on the Russian pay TV content production market Media JV with • Attractive Russian Pay TV content market profile 2014-2015 VGTRK • Access to exclusive library of content • International expansion opportunities • Scaling up in Russian data storage market SafeData • Leader in CDN & IX Controlling Stake 1Q 2015 Acquisition • Complementary to our core business and easy to upsell B2B/B2G IQMen – Business • Acquisition of Data Intelligence expertise Intelligence • Product platform for banking and other retail 4Q 2015 Controlling Stake businesses Acquisition 4 Investment Highlights Progressive dividend policy Incentivised management Operational efficiency upside Fundamentals to capture market opportunities Exposure to attractive markets 5 Our Vision 2020 • New business opportunities: digital content, services & Long-term platforms drivers New • Development of proprietary expertise & acquisition of existing businesses players • MVNO with Tele2 (convergence & bundling) Medium-term Increase in market • “Smart home” & “Safe home” drivers share & ARPU (VAS) • Data-centres & cloud solutions • Geodata services The source of • Operational Efficiency Improvement Program FCF for Sustainability of existing • Optimisation of network maintenance in rural transformation business & efficiency areas and small towns & growth improvement • Accelerated monetisation of real estate Production System transformation (management system, business processes, corporate culture) Resources (people, network, technologies) 6 Transformation to a Digital Service Provider by 2020 to Offset Saturation in Traditional Segments Market Size, RUB bln 2015 2020 % 2020, 2020, - CAGR 2015 CAGR Share in Rostelecom’s Revenue in 2015 & 2020, % 7 Source: iKS Consulting, TMT-Consulting, Company estimates Transformation of Revenue Structure Content & Digital Services ~40% ~60% Broadband 21% 22% 25% 28% Pay TV VPN 7% VAS&Clouds 10% 7% 21% Telephony 5% 7% 33% Other 16% 2015 2020F 8 Solid Growth in Video-products Market Position Pay-TV (mln subs) Video-on-Demand Pay TV +9% YoY #1 Transactions #1 in Pay TV 8.6 8.8 8.2 8.4 +8% YoY 8.0 8.1 1,722 net additions 30% 1,597 with ~50% 201 189 share (2) 181 182 18% 176 88 92 159 1Q15 1Q16 4Q14 1Q15 2Q15 3Q15 4Q15 1Q16 #2(1) Transactions, ths IPTV (mln subs) Revenue per view, RUB IPTV +27% YoY Subscriptions #1 3.7 +89% YoY 147 3.4 3.0 3.1 69% 2.7 2.9 265 274 78 248 253 252 141 146 223 41% share 17% of IPTV subs 1Q15 1Q16 4Q14 1Q15 2Q15 3Q15 4Q15 1Q16 Subscriptions, ths #2(1) Monthly revenue per subscription, RUB ARPU (1) Source: TMT-Consulting estimates for 1Q16, Company data. Players #2 in terms of revenue shares are the following: Tricolor TV for Pay TV and VimpelCom for IPTV. 9 (2) Source: Telecom Daily. Leading Content Aggregator on the Russian Market Unique content proposition: >220 channels, incl. 58 in HD Basic incl. HD 3 exclusive Additional packages: Viasat Premium HD, Launch of fully channels channels, incl. Amedia Premium, Your Ideal HD, PLUS Football, HD package Paramount Increase up to 25- Our Football, Your Cinema, Adult, Your Premiere soon Packages 26 HD channels Channel Direct contracts with the key international Direct contracts with all major Hollywood studios independent producers Digital Television: Media JV with VGTRK Leading Pay TV content provider in Russia with international presence Monthly audience reach, Pay TV channels, % (Russia 4 +) Expansion to Latin America, India & China Portfolio of 18 thematic TV channels Rostelecom owns 41% share in JV 10 OTT Video: Interactive TV 2.0 Unique Offering in a Rapidly Growing Market Attractive for customers… …and Beneficial for Rostelecom Stable internet connection from any provider is Rapidly growing market enough (c.15% anticipated 2015- Internet access at a minimum 1.6 Mb/s bandwidth from 2020 CAGR) any provider Easy to acquire OTT Box available for purchase online and offline Complements our wider through various retail channels TV services offering supporting Rostelecom leading position in Pay-TV Easy to install No technician required, easy self-instalment Works with xDSL networks Diversified packages Three tiers of packages available (from 320 roubles /month) Premium content, best titles and free VOD library Low subscriber Free VoD library and best in class additional features acquisition costs 11 Data Centres Strong Position Providing Basis for Solid Growth Rostelecom’s Portfolio: Infrastructure Overview Rostelecom is the Largest Player in the Market (1) International Segment Data Centre Points of Presence #1 London Stockholm Juniper T640 / 1600 Node Nx40G Frankfurt Amsterdam Nx10G 14.3% 13.7% Kaliningrad Saint-Petersburg Smolensk Moscow Tula Rostov Kazan Ekaterinburg (2) Krasnodar Samara #2 Khabarovsk Elista Novosibirsk Data Centers Market Forecast in Russia (RUB bln) (3) Rostelecom’s Portfolio: Number of racks (2) 17% CAGR 2015–2020 3,900 33 2,800 2,100 15 2013 2014 2015 2015F2015 2020F (1) Source: TMT-Consulting estimates. Player #2 in terms of racks is DataLine. 12 (2) Source: Company data. (3) Source: iKS-Consulting, Company estimates. Cloud Services Massive Opportunity Ahead High Security of Data Processing Centers Full Lineup of Cloud Solutions… Physical Security SaaS • Own DCPs and networks PaaS • Detached zone, special for cloud platform National Cloud Platform • Control and access IaaS management to server 20% market • Security and fire alarms share in • Automatic fire extinguishing IaaS market • CCTV …Available under All Deployment Models… Information Security Private cloud • Virtual private or private Public cloud clouds without internet Cloud Services Market Forecast in Russia access Community cloud (RUB bln) • Registration and operations Hybrid cloud accounting 22% CAGR 2015–2020 • Cryptographic protection 44 • Proactive intrusion …Providing Unique Advantages to Users prevention Self-service • VPN, firewall • Anti-virus 16 Available to access from different devices • DDoS protection Measurability of IT services Multitenant pool of resources 2015F2015 2020F Source: Company data, iKS-Consulting. 13 Geodata Entering High Growth Potential Market Rostelecom is Strongly Positioned to Develop Leading Geodata Service Offering … Geodata Market Forecast in Russia (RUB bln) 15% CAGR 2015–2020 Geographic Information Navigation Information Geodata-based 91 Systems and Geoservices GLONASS-based Services Marketing Services 46 …To Satisfy Growing Needs from Customers of Various Industries 2015F2015 2020F Forestry Transportation Telecom Agriculture Retail / FI Utilities Public sector Source: Company data, JSC Roskartographia 14 Industrial Internet of Things Rostelecom Being at the Forefront of the Development IIoT Market Forecast in Russia (RUB bln) IIoT Infrastructure 63% CAGR 2015–2020 Connected equipment 126 Sensors, meters, actuators, controllers Rostelecom is Data Local networks (Ethernet, well positioned to collection WiFi, ZigBee, Bluetooth) 11 capture market Switches & routers opportunities 2015F2015 2020F Percentage of Manual Processes that Could be Largest superfast Automated through
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