Comviva Vodafone
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Transcript of Comviva Vodafone
1
Vodafone
Febin Shaji
2
Agenda
•Basic Account Information
1
•Executive Structure
2
•Current Engagement
3
•Overall engagement Strategy
4
•Future Initiatives
5
3
Basic Account Information
4
Vodafone Profile
Vodafone Group Plc is a global telecommunications company headquartered in London, United Kingdom. It is the world's largest mobile telecommunications company measured by revenues and the world's second-largest measured by subscribers (behind China Mobile), with around 370 million subscribers. It operates networks in over 30 countries and has partner networks in over 40 additional countries, with significant presence in Europe, Middle East, Africa , Asia and the United States. It employs approximately around 83,900 employees and is the Fifth most valuable brand in the world.
Vodafone's registered office address:
Vodafone Group PlcVodafone HouseThe ConnectionNewburyBerkshireRG14 2FNEngland
5
Our financing strategy is to provide timely, cost efficient and secure financial resources to the Group and to manage Vodafone’s capital structure in line with its targeted low single A credit rating.
The Group’s policy is to borrow centrally using a mixture of long-term and short-term capital market issues and borrowing facilities to meet anticipated funding requirements. In respect of certain emerging markets we may elect to borrow on a non-recourse basis.
Risk management is at the core of our financing policies. We use derivative instruments to manage our currency and interest rate risk and collateral support agreements to mitigate the credit risk of banking counterparts. Liquidity risk on long term borrowings is managed by maintaining a disciplined maturity profile.
Our mid to long-term debt is primarily financed via corporate bonds programmes. Our short-term funding requirements are met through our commercial paper program.
Financing strategy
6
Supported by Vodafone Group, the Future Agenda is a cross-discipline programme which aims to bring together thoughtful people from around the world to address the greatest challenges of the next decade. In doing so, it is mapping out the major issues, identifying and debating potential solutions and suggesting possible ways forward.
We hope, as a consequence, that it will provide a platform for collective innovation at a higher level than has been previously been achieved.
As the world responds to accelerating challenges, organisations are seeking to gain clearer and more informed views of the future so that they can place intelligent bets in terms of business strategy and innovation focus. In order to understand emerging opportunities, we believe organisations should look, beyond their traditional horizons, and use new combinations of insight and foresight methodologies.The Future Agenda programme has already gained the support of a range of corporate, government and third sector organisations keen to share perspectives, challenge each others views and identify ways forward across the topics being addressed.
Future agenda
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8
High Level Financials
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EUROPE, 2012 financial year compared to the 2011 financial
year Germany£m
Italy£m
Spain£m
UK£m
Other£m
Eliminations Europe %change£
%change organic
Year ended 31 March 2012
Revenue 8233 5658 4763 5397 8352 (222) 32181 0.5 (0.1)
Service Revenue 7669 5329 4357 4996 7780 (217) 29914 (0.6) (1.1)
EBITDA 2965 2514 1193 1294 2479 - 10445 (3.5) (4.5)
Adjusted operating profit
1491 1735 566 402 1066 - 5260 (8.1) (9.6)
EBITDA margin 36.0% 44.4% 25.0% 24.0% 29.7% 32.5%Year ended 31 March 2011
Revenue 7900 5722 5133 5371 8253 (264) 32015 (2.5) 0.6
Service Revenue 7471 5432 4735 4931 7787 (259) 30097 (3.4) (0.4)
EBITDA 2952 2643 1562 1233 2433 - 10823 (7.1) (3.7)
Adjusted Operating Profit
1548 1903 915 348 1012 - 5726 (9.8) (6.1)
EBITDA margin 37.4% 46.2% 30.4% 23.4% 29.5% - 33.8%
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Africa, Middle East and Asia PacificIndia Vodacom Asia middl-east &
Asia PacificEliminations Pacific %change
£%change organic
Year ended 31 March 2012
Revenue 4265 5638 3965 - 13868 4.2 8.4Service Revenue 4215 4908 3628 - 12751 3.7 8.0
EBITDA 1122 1930 1063 - 4115 2.9 7.8Adjusted operating profit 60 1084 328 - 1472 15.7 22.4
EBITDA margin 26.3% 34.2% 26.8% 29.7%Year ended 31 March 2011
Revenue 3855 5479 3971 (1) 13304 20.0 9.5Service Revenue 3804 4839 3650 (1) 12292 20.0 9.5
EBITDA 985 1844 1170 3999 20.7 7.5Adjusted Operating Profit 15 827 430 - 1272 55.5 8.6
EBITDA margin 25.6% 33.7% 29.5% 30.1%
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Non-Controlled Interests-Verizon Wireless
2012 2011 %change£
Service Revenue 18039 17238 4.6 7.3
Revenue 20187 18711 7.9 10.6
EBITDA 7689 7313 5.1 7.9
Interest (212) (261) (18.8)
Tax (287) (235) 22.1
Group’s Share of results in Verizon Wireless
4867 4569 6.5 9.3
12
Segment Revenue Regional Revenue Group Revenue EBITDA0
4000
8000
12000Gemany Italy Other Europe India Vodacom Other Africa, Middle East and Asia Pacific Spain
Segmented Analysis -31 March 2012
Gemany Italy Spain UKOther
Europe India VodacomOther Africa,
Middle East and Asia Pacific
Segment Revenue 8233 5658 4763 5397 8352 4265 5638 3965
Regional Revenue 8189 5630 4709 5360 8293 4265 5638 3965
Group Revenue 8188 5629 4706 5354 8288 4259 5630 3942
EBITDA 2965 2514 1193 1294 2479 1122 1930 1063
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Segmented Analysis -31 March 2011
Segment Revenue Regional Revenue Group Revenue EBITDA0
4000
8000
12000Gemany Italy Other Europe India Vodacom Other Africa, Middle East and Asia Pacific Spain
Gemany Italy Spain UKOther
Europe India VodacomOther Africa,
Middle East and Asia Pacific
Segment Revenue 7900 5722 5133 5271 8253 3855 5479 3971
Regional Revenue 7849 5691 5071 5221 8183 3854 5479 3971
Group Revenue 7847 5688 5069 5214 8180 3843 5471 3944
EBITDA 2952 2643 1562 1233 2433 985 1844 1170
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Segmented Analysis -31 March 2010
Segment Revenue Regional Revenue Group Revenue EBITDA0
4000
8000
12000Gemany Italy Other Europe India Vodacom Other Africa, Middle East and Asia Pacific Spain
Gemany Italy Spain UKOther
Europe India VodacomOther Africa,
Middle East and Asia Pacific
Segment Revenue 8008 6027 5713 5025 8357 3114 4450 3526
Regional Revenue 7967 5987 5632 4978 8269 3113 4450 3526
Group Revenue 7959 5985 5630 4968 8264 3093 4443 3496
EBITDA 3122 2843 1956 1141 2582 807 1528 977
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1. Mobile Data Traffic
• Data revenue up 26.4%(*) year-on-year to £5.1 billion, and now represents 12.0% of Group service revenue
2. Emerging Markets
3. Enterprise Customers
4. Total Communications
• Mobile, Fixed Line, Broadband, TV
5. New Services
• Machine-To-Machine (M2M) Platforms
• Mobile Financial Services
• Near Field Communication (NFC)
Vodafone Global – Key Focus Areas
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Country Network Name (former) Ownership Customers Market Share Local Website
Europe
Albania Vodafone 99.9% 1,127,000 48% www.vodafone.al
Czech Republic Vodafone (Oskar) 100% 2,658,000 20.14% www.vodafone.cz
Germany Vodafone (D2) 100% 33,920,000 34.10% www.vodafone.de
Greece Vodafone (Panafon) 99.9% 4,192,000 30.19% www.vodafone.gr
HungaryVodafone
(AirTouch - Primatel)
100% 2,304,000 21.04% www.vodafone.hu
Ireland Vodafone (Eircell) 100% 2,265,000 43.4% www.vodafone.ie
Italy Vodafone (Omnitel) 76.86% 22,791,000 33.7% www.vodafone.it
Networks where Vodafone Group owns a majority holding. Except for Northern Cyprus, these networks are branded Vodafone
17
Country Network Name (former) Ownership Customers Market Share Local Website
Malta Vodafone (Telecell) 100% 201,000 52% www.vodafone.com.mt
Netherlands Vodafone (Libertel) 99.9% 4,038,000 21.8% www.vodafone.nl
Northern Cyprus KKTC Telsim2 100% 104,000 27.22% www.kktctelsim.com
Portugal Vodafone (Telecel) 100% 5,111,000 37.2% www.vodafone.pt
Romania Vodafone (Connex) 100% 8,808,000 39% www.vodafone.ro
Spain Vodafone (Airtel) 100% 15,810,000 31.2% www.vodafone.es
Turkey Vodafone 100% 16,116,000 26% www.vodafone.com.tr
United Kingdom Vodafone 100% 18,447,000 25.3% www.vodafone.co.uk
Malta Vodafone (Telecell) 100% 201,000 52% www.vodafone.com.mt
Netherlands Vodafone (Libertel) 99.9% 4,038,000 21.8% www.vodafone.nl
Europe cont.
18
Country Network Name (former) Ownership Customers Market Share Local Website
Asia-Pacific
Australia Vodafone (VHA) 50% 7,580,000 27% www.vodafone.com.au
Fiji Vodafone 49% 700,000 100% www.vodafone.com.fj
India Vodafone (Hutch 67% 130,920,732 23.59% www.vodafone.in
New Zealand Vodafone (BellSouth) 100% 2,309,000 52.3% www.vodafone.co.nz
Asia-Pacific
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Country Network Name (former) Ownership Customers Market Share Local Website
Middle East and Africa
DR Congo Vodacom 25.5%3 4 49% www.vodacom.cd
Egypt Vodafone (Click GSM) 55% 13,333,000 44.3% www.vodafone.com.eg
GhanaVodafone (Ghana
Telecom, onetouch)
70% 1,400,000 17% www.vodafone.com.gh
Lesotho Vodacom 44.15%3 4 80% www.vodacom.co.ls
Mozambique Vodacom 49%3 4 40% www.vm.co.mz
Qatar Vodafone 22.95% 353,580 22% www.vodafone.com.qa
South Africa Vodacom 65% 16,521,000 52.6% www.vodacom.co.za
Tanzania Vodacom 32.5%3 4 46% www.vodacom.co.tz
Middle East and Africa
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Partner NetworksCountry/Region/Territory Network Name (former) Market Share Local Website
Europe
Austria mobilkom Austria 42.5% www.a1.net
Belgium Proximus 48.7% www.proximus.be
Bulgaria Mobiltel 50% www.mtel.bg
Croatia VIPnet 42.2% www.vipnet.hr
Cyprus Cytamobile-Vodafone(Cytamobile) 81% www.cytamobile-vodafone.com
Denmark TDC Mobil 41.4% www.tdc.dk
Lithuania Bitė Lietuva 21.6% www.bite.lt
Faroe Islands Vodafone Kall 30% www.vodafone.fo
Finland Elisa Oyj (Radiolinja) 30% www.elisa.fi
Luxembourg Tango (Tele2Tango) 32% www.tango.lu
Iceland Vodafone (Og Vodafone; Tal, Íslandssími) 38% www.vodafone.is
21
Country Network Name (former) Market Share Local Website
Europe
Macedonia VIP Operator 10.7% www.vip.com.mk
Russia MTS 34% www.mts.ru
Serbia Vip mobile 9.1% www.vipmobile.rs
Slovenia Si.mobil 27.7% www.simobil.si
Switzerland Swisscom 62% www.swisscom-mobile.ch
Ukraine MTS 33% www.mts.com.ua
Macedonia VIP Operator 10.7% www.vip.com.mk
Partner Networks
22
Partner NetworksCountry Network Name (former) Market Share Local Website
Asia-Pacific
Afghanistan Roshan 34.8% www.roshan.af
Armenia Vivacell-MTS 79% www.mts.am
Hong Kong 3 11% www.three.com.hk
Japan NTT DoCoMo 17.71% www.nttdocomo.com
Malaysia Celcom 31% www.celcom.com.my
Samoa Digicel (Telecom Samoa) 78.57% www.digicelsamoa.com
Singapore Starhub 28.3% www.starhub.com
Sri Lanka Dialog 53% www.dialog.lk
Thailand dtac 30% www.dtac.co.th
Turkmenistan MTS 87% www.mts.tm
Uzbekistan MTS 46% www.mts.uz
23
Country Network Name (former) Market Share Local Website
Middle East and Africa
Bahrain Zain (MTC-Vodafone) 40% www.bh.zain.com
UAE du 26% www.du.ae
Americas
Chile Entel PCS 38.8% www.entelpcs.cl
Haiti Digicel 65% www.digicelhaiti.com
Jamaica Digicel 75% www.digiceljamaica.com
Partner Networks
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• 370 Million Mobile Customers
• 79% Prepaid Customers
• 12% Post Paid Customers
• 9% Enterprise Customers
• 64% Voice Revenue
• 12% Messaging Revenue
• 12% Data Revenue
• 8% Fixed Line Revenue
• 4% Other Revenue
• 850 Billion Voice Minutes
• 161 PETA Bytes of Data
• 75 Million Data Customers
• Average of 208 Minutes per month per Customer
• 20 Million people using M-Pesa in emerging Markets
• Sent and received over 292 billion text, picture, music and video messages this year
Vodafone Global – Few Quick Stats
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Major (group) / Regional Initiatives
• WebAxn & Self-care• Engagement with COE, Bangalore• Meeting Requests with VPC Luxembourg• Online / Onsite Workshops• Leveraging the Data story• Scheduling Meeting / Regional Visits to Opco’s
• Vodacom, Africa• Vodafone, Qatar • Vodafone, Turkey
26
Executive Structure
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Chief ExecutiveVittorio Colao
CTOStephen
Pusey
CFOAndy
Halford
SalesMorten Lundal
LegalRosemary
Martin
Human Resource
Ronald Schellekens
StrategyWarren
Finegold
Organization Structure
ChairmanGerard Kleisterlee
Vice-chairmanJohn Buchanan
28
Vodafone- ITALYCEO
Paolo Bertoluzzo
CFOEmanuele Tournon
Consumer DivisionRoberto Larocca
Sales OperationsManilo Costantini
Enterprise Division Ferruccio Borsari
CommunicationsSilviya de Blasio
Human resourcesGianluca Ventura
Chairman Of BoardPietro Guindani
CTOAlberto Ripepi
Consumer MobileStefano Gastaut
Legal AffairsXavier Tridico
Brand & Advertising Geraldina Marzolla
Fixed Network Director Sandro Falleni
Network DirectorNadia Benabdallah
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Vodafone- SPAIN
CEOShameel Joosub
StrategyJaiver Jaquotot
ConsumerIgnasi Ricou
Administration & CFOMiguel Orue-Echevarria
Online Business Sylvia Jarabo
CommunicationsJose Romero
CTOBabak Fauladi
Products & ProductsRafael Merino
Human ResourcesPedro Diaz
Legal & SecretaryPedro Pena
CIOCarlos Valero
Chairman Of BoardFrancisco Roman
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Vodafone- NETHERLANDS
CEOJens Schulte-Bockum
CFO Amanda Nelson
CTOGer Coolen
Human ResourcesFrancesco Bianco
Enterprise Philip Lacor
Strategy & planningLucy Quist
ConsumerBart Hofker
eCorporate AffairsKlaske De Jonge
DevelopmentAnthony Hellegers
Customer ManagementPeter doveren
Business SolutionsDerek Appiah
31
Voadafone- HUNGARY
CEODiego Massidda
CFO Frank Krause
CTOGabor Dobrossy
Human ResourcesIbolya Gothardi
Strategy Peter Lakatos
Enterprise Business Gabor Piller
eLegal & Operations
Pal Marchhart
Consumer Management Laszlo Podhoranyi
Customer BusinessRichard Sherwood
Chairman Of BoardGyorgy Beck
32
Vodafone- Czech REPUBLIC
CEOMuriel Anton
FinanceHolger Grewe
StrategyColin Shea
Brand & Communication Monika Hovorkova
TechnologyTanja Richter
Consumer BusinessMario Mele
Human ResourcesJitka Schmied
Enterprise BusinessPavel Hlavinka
33
Vodafone- GHANACEO
Kyle Whitehill
CFO Andrio Moss
CTOPatricia Obo-Nai
Human ResourcesIrene Appiah
Integrity & Risk Ashley Rattcliffe
Strategy & planningLucy Quist
MarketingUche Ofodile
SalesMarc Norris
Business TransformationSally Amoah
External AffairsPatric Boateng
Business SolutionsDerek Appiah
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Vodafone- INDIA
CEOMarten Pieters
CFO Angshu Sengupta
CIONaveen Chadha
InternetJonathan Bill
COOSunil Sood
SalesMarc Norris
Business DevelopmentIndranil Chakravarty
35
Vodafone- GREECE
CEOGlafkos Persianis
CTONikolaos Mastorakis
DirectorGeorge Koliastasis
Chairman Of Board Nicolaos Sophocleous
Human ResourcesElias Moschonas
36
Vodafone- D2
CEOFriedrich Joussen
CFO Sebastian Ebel
CTOHartmut Kremling
Human ResourcesDirk Barnard
COO Jens Schulte-Bockum
Strategy & planningPeter Walz
CommunicationThomas Ellerbeck
eCorporate Banking
Jan Geldmacher
Global Products and Services
Frank Rosenberger
Customer ManagementAchim Weusthoff
Retail Sales Susan Hennersdorf
37
Vodafone- QATAR
CEORichard Daly
CFO Steve Walters
CTOJenny Howe
StrategyWade Kirkland
CMOJohn Saad
Human ResourceJan Mottram
Eternal AffairsMattew Harrison
38
Vodafone- EGYPT
CEOHatem Dowidar
CFO Marwa El Ayouti
CTOTony Dolton
Human ResourcesDalia El Gezery
StrategySandro Pisani
International ServicesDenise D'Elia
Customer CareAshraf Helal
External AffairsKhaled Hegazy
Business SolutionsHany Fahmy
39
40
Comviva’s engagements and status
41
History of Relationship
Relationship since 2001
• 9 Products from Comviva are deployed at Vodafone
• Deployment in 7 Vodafone properties
Vodafone Footprint
in 7 Countries
• e-TOPUP, SMSC, MIG, WAP, RBT, USSD, MMSC, IMPS, & Voice PortalProducts Deployed
42
Comviva’s Deployments
Comviva’s Deployments in Vodafone
43
Comviva Deployments with Vodafone
# Vodafone MU PreTUPS
Mobiquity
USSD WAP/MIG
MMS
CSMSC RBT VSIM Voice
PortalVoice SMS Total
1 India SAARC X X X X X 5
2 Qatar MENA X 1
3 Turkey MENA X 1
4 Egypt MENA X 1
5 Tanzania AFRICA X X 2
6 Kenya AFRICA X 1
7 Fiji SEA X X 2
Total 4 1 1 3 1 1 1 1 13
44
Key Initiatives
45
Market Development Initiatives
Establishing contacts and relationship at Global Level
Mapping organization at Regional Opco Levels
Presentations and Product Workshop’s at Opco Level
Workshops for various PU’s scheduled at COE in Bangalore for Emerging Markets
Focus on Targeting Eastern European and Emerging Markets
Data story of Vodafone India / Turkey to be leveraged in other markets
Brand Awareness creation in Markets where we don't have presence
46
Current Engagements
Prospect Status
Vodafone, Albania Workshop on WebAXN, Selfcare completed. Customer has indicated interest to evaluate and launch the solution for 4-6 months.
Vodafone , COE Bangalore Workshop on Messaging / Lifestyle / Business Solutions completed. Requires scheduling Managed Services and Mobile Financial Services workshop.
Vodacom, Africa Scheduling Visit. Request for Meetings and Presentations in coordination with MU
Vodafone, Qatar, Romania, Czech Republic Request for Meetings and Presentations has been initiated.
Vodafone Procurement Company, Luxembourg Meeting requests for End week of September
Vodafone, Turkey MIG Deployment / upgrade follow-up. Request for meeting to discuss other products
47
YTD Performance and Outlook
48
Sales Funnel Analysis
491; 8%
3415; 55%
2344; 38%
GAP Analysis
YTD Order Booked Remaining period rec. orders >50% Funnel GAP
SAARC MENA EA AFRICA SEA -
500
1,000
1,500
2,000
2,500
3,000
3,500 3,042
126 - 10
200
2,500
2,000
1,000
250500 318
19 - 78 76
MU Wise Order Analysis
Funnel Target Actuals
Onetime7%
CR50%
AMC26%
Revenue Share17%
Order analysis
Q1 Q2 Q3 Q40
500
1000
1500
2000
2500
3000
3500
1,000
1,500 1,750 2,000
273 219 - -
349
3,030
-
Actual Vs Target
Funnel Target Actuals
Amt in $K
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Order performance
0
1000
2000
3000
4000
5000
6000
7000
FY10 FY'11FY12 target
Q1 Q2 Q3 Q40
200
400
600
800
1000
1200
1400
1600
Target Actual
50
SWOT
51
SWOTSTRENGTHS
Strong / Large Reference Base for DataPresence in Emerging Markets
WEAKNESSESNetwork of ContactsBrand AwarenessPenetrating Customer Decision Making processCustomer Engagement at Opco levels
OPPORTUNITIESWebAxn – Selfcare – Czech Republic / AlbaniaMCA / RichSMS Suite - AlbaniaMDP – India / TurkeyVSIM – Vodacom S.AMobiquity – Vodacom Mozambique
THREATSAlways seen as an emerging market vendorLocal Competitors
52
KAM Program
53
WORKING
• Engagement at regional Levels
• Existing Relationships
• References• On Field Sales
and Supporting team
NOT WORKING
• Pipeline view / transparency from MU
• Level and Depth of Contacts
• Various Functions engaging with each other
• Inadequate Customer Classification
• Measures to communicate successes / failures
RECOMMENDATIONS
• Systems for Cross Business Communication
• Written and Easily updateable KA plans
• KAM’s to be part of the MU Reviews
• Penetration into existing accounts
• A repository for all the data and information on the account
KAM Program
54
Thank You
55
2012 financial year compared to the 2011 financial year for Group