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.