Vodafone

Febin Shaji

Basic Account
Information

Executive Structure

Current Engagement

Overall engagement
Strategy

Future Initiatives

Agenda

Basic Account Information

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 Plc
Vodafone House
The Connection
Newbury
Berkshire
RG14 2FN
England

Financing strategy
Our financing strategy is to provide timely, cost efficient and secure
financial resources to the Group and to manage Vodafones capital
structure in line with its targeted low single A credit rating.
The Groups policy is to borrow centrally using a mixture of longterm 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.

Future agenda
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.

High Level Financials

EUROPE,

2012 financial year compared to the

2011 financial
Germa year
Italy
ny

Spain

UK
m

Other
m

Eliminatio
ns

Euro
pe

%chan
ge

%chan
ge

organi
c

Year ended 31
March 2012

Revenue

8233

565
8

476
3

539
7

8352

(222)

3218
1

0.5

(0.1)

Service
Revenue

7669

532
9

435
7

499
6

7780

(217)

2991
4

(0.6)

(1.1)

EBITDA

2965

251
4

119
3

129
4

2479

1044
5

(3.5)

(4.5)

Adjusted
operating profit

1491

173
5

566

402

1066

5260

(8.1)

(9.6)

EBITDA
margin

36.0% 44.4
%

25.0
%

24.0
%

29.7
%

7900

513
3

537
1

8253

(2.5)

0.6 9

32.5
%

Year ended 31
March 2011

Revenue

572
2

(264)

3201
5

Africa, Middle East and Asia Pacific

India

Vodaco
m

Asia middleast & Asia

Pacific

Eliminatio
ns

Pacific

%change

%chan
ge

organi
c

Year ended 31 March

2012

Revenue

4265

5638

3965

13868

4.2

8.4

Service Revenue

4215

4908

3628

12751

3.7

8.0

EBITDA

1122

1930

1063

4115

2.9

7.8

Adjusted operating
profit

60

1084

328

1472

15.7

22.4

EBITDA margin

26.3%

34.2%

26.8%

Revenue

3855

5479

3971

(1)

13304

20.0

9.5

Service Revenue

3804

4839

3650

(1)

12292

20.0

9.5

EBITDA

985

1844

1170

3999

20.7

7.5

Adjusted Operating
Profit

15

827

430

1272

55.5

EBITDA margin

25.6%

33.7%

29.5%

29.7%

Year ended 31 March

2011

30.1%

8.6
10

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

Groups Share of
results in
Verizon Wireless

4867

4569

6.5

9.3

11

Segmented Analysis -31 March

2012
Gemany

12000

Italy

Other Europe

India

Vodacom

Other Africa, Middle East and Asia Pacific

Spain

8000
4000
0

Segment
Revenue
Regional
Revenue
Group
Revenue
EBITDA

Segment Revenue Regional Revenue

Group Revenue

EBITDA

India

Vodaco
m

Other
Africa,
Middle East
and Asia
Pacific

Gemany

Italy

Spain

UK

Other
Europe

8233

5658

4763

5397

8352

4265

5638

3965

8189

5630

4709

5360

8293

4265

5638

3965

8188
2965

5629
2514

4706
1193

5354
1294

8288
2479

4259
1122

5630
1930

3942
1063
12

Segmented Analysis -31 March

2011
Gemany

12000

Italy

Other Europe

India

Vodacom

Other Africa, Middle East and Asia Pacific

Spain

8000
4000
0

Segment Revenue Regional Revenue

Group Revenue

EBITDA

India

Vodaco
m

Other
Africa,
Middle East
and Asia
Pacific

Gemany

Italy

Spain

UK

Other
Europe

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

13

Segmented Analysis -31 March

2010
Gemany

12000

Italy

Other Europe

India

Vodacom

Other Africa, Middle East and Asia Pacific

Spain

8000
4000
0

Segment
Revenue
Regional
Revenue
Group
Revenue
EBITDA

Segment Revenue

Regional Revenue

Group Revenue

EBITDA

India

Vodacom

Other
Africa,
Middle East
and Asia
Pacific

Gemany

Italy

Spain

UK

Other
Europe

8008

6027

5713

5025

8357

3114

4450

3526

7967

5987

5632

4978

8269

3113

4450

3526

7959
3122

5985
2843

5630
1956

4968
1141

8264
2582

3093
807

4443
1528

3496
977
14

Vodafone Global Key Focus

Areas
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)

15

Networks where Vodafone Group owns a majority holding.

Except for Northern Cyprus, these networks are branded
Vodafone
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

Hungary

Vodafone
(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
16

Europe cont.
Country

Network Name
(former)

Ownership

Customers

Market
Share

Malta

Vodafone
(Telecell)

100%

201,000

52%

Netherlands

Vodafone
(Libertel)

99.9%

4,038,000

21.8%

www.vodafone.nl

Northern
Cyprus

KKTC Telsim2

100%

104,000

27.22%

www.kktctelsim.co
m

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.co
m.tr

United
Kingdom

Vodafone

100%

18,447,000

25.3%

www.vodafone.co.
uk

Malta

Vodafone
(Telecell)

100%

201,000

52%

www.vodafone.co
m.mt

Netherlands

Vodafone
(Libertel)

99.9%

4,038,000

21.8%

www.vodafone.nl

Local Website

www.vodafone.co
m.mt

17

Asia-Pacific
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.n
z

18

Middle East and Africa

Country

Network Name
(former)

Ownership

Customers

Market
Share

Local Website

Middle East and Africa

DR Congo

Vodacom

25.5%3

49%

www.vodacom.cd

Egypt

Vodafone
(Click GSM)

55%

13,333,000

44.3%

www.vodafone.co
m.eg

Ghana

Vodafone
(Ghana
Telecom,
onetouch)

70%

1,400,000

17%

www.vodafone.co
m.gh

Lesotho

Vodacom

44.15%3

80%

www.vodacom.co.l
s

Mozambique

Vodacom

49%3

40%

www.vm.co.mz

Qatar

Vodafone

22.95%

353,580

22%

www.vodafone.co
m.qa

South Africa

Vodacom

65%

16,521,000

52.6%

www.vodacom.co.z
a

Tanzania

Vodacom

32.5%3

46%

www.vodacom.co.t
z
19

Partner Networks
Country/Region/Territor
y

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

CytamobileVodafone(Cytamobile)

81%

www.cytamobilevodafone.com

Denmark

TDC Mobil

41.4%

www.tdc.dk

Lithuania

Bit 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, slandssmi)

38%

www.vodafone.is
20

Partner Networks
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.swisscommobile.ch

Ukraine

MTS

33%

www.mts.com.ua

Macedonia

VIP Operator

10.7%

www.vip.com.mk

21

Partner Networks
Country

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

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
22

Partner Networks
Country

Network Name
(former)

Market Share

Local Website

Middle East and Africa

Bahrain

Zain (MTCVodafone)

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.c
om

Jamaica

Digicel

75%

www.digiceljamai
ca.com

23

Vodafone Global Few Quick

Stats

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

24

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 Opcos
Vodacom, Africa
Vodafone, Qatar
Vodafone, Turkey

25

Executive Structure

26

Organization Structure
Chairman
Gerard Kleisterlee

CTO
Stephen
Pusey

CFO
Andy
Halford

Chief Executive
Vittorio Colao

Sales
Morten
Lundal

Legal
Rosemar
y Martin

Vice-chairman
John Buchanan

Human
Resource
Ronald
Schellek
ens

Strategy
Warren
Finegold

27

Vodafone- ITALY
CEO
Paolo Bertoluzzo

Chairman Of Board
Pietro Guindani

CFO
Emanuele Tournon
Consumer
Division
Roberto Larocca

CTO
Alberto Ripepi
Consumer
Mobile
Stefano Gastaut

Sales Operations
Manilo Costantini

Legal Affairs
Xavier Tridico

Enterprise
Division
Ferruccio Borsari

Communications
Silviya de Blasio
Human
resources
Gianluca Ventura

Brand &
Advertising
Geraldina
Fixed
Network
Marzolla
Director
Sandro Falleni

Network
Director
Nadia Benabdallah

28

Vodafone- SPAIN
CEO
Shameel Joosub
Strategy
Jaiver Jaquotot
Consumer
Ignasi Ricou

Administration &
CFO
Miguel OrueEchevarria

Online Business
Sylvia Jarabo
Communications
Jose Romero

Chairman Of Board
Francisco Roman
CTO
Babak Fauladi
Products &
Products
Rafael Merino
Human Resources
Pedro Diaz

Legal &
Secretary
Pedro Pena
CIO
Carlos Valero
29

Vodafone- NETHERLANDS
CEO
Jens Schulte-Bockum
CFO
Amanda Nelson
CTO
Ger Coolen
Human
Resources
Francesco Bianco
Enterprise
Philip Lacor
Strategy &
planning
Lucy Quist

Consumer
Bart Hofker
e
Corporate
Affairs
Klaske De Jonge
Development
Anthony Hellegers
Customer
Management
Peter doveren

Business
Solutions
Derek Appiah
30

Voadafone- HUNGARY
CEO
Diego Massidda
CFO
Frank Krause
CTO
Gabor Dobrossy
Human
Resources
Ibolya Gothardi
Strategy
Peter Lakatos

Chairman Of Board
Gyorgy Beck
Enterprise
Business Gabor
Piller
e &
Legal
Operations
Pal Marchhart
Consumer
Management
Laszlo Podhoranyi

Customer
Business

Richard Sherwood

31

Vodafone- Czech REPUBLIC

CEO
Muriel Anton
Finance
Holger Grewe
Strategy
Colin Shea
Brand &
Communication
Monika Hovorkova

Technology
Tanja Richter
Consumer
Business
Mario Mele
Human
Resources
Jitka Schmied

Enterprise
Business
Pavel Hlavinka
32

Vodafone- GHANA
CEO
Kyle Whitehill
CFO
Andrio Moss

Marketing
Uche Ofodile

CTO
Patricia Obo-Nai
Human
Resources
Irene Appiah
Integrity & Risk
Ashley Rattcliffe

Sales
Marc Norris

Strategy &
planning
Lucy Quist

Business
Transformation
Sally Amoah

External Affairs
Patric Boateng
Business
Solutions
Derek Appiah
33

Vodafone- INDIA
CEO
Marten Pieters
CFO
Angshu Sengupta

COO
Sunil Sood

CIO
Naveen Chadha

Sales
Marc Norris

Internet
Jonathan Bill

Business
Development
Indranil Chakravarty

34

Vodafone- GREECE
CEO
Glafkos Persianis

CTO
Nikolaos Mastorakis

Director
George Koliastasis

Chairman Of
Board
Nicolaos
Sophocleous
Human Resources
Elias Moschonas

35

Vodafone- D2
CEO
Friedrich Joussen
CFO
Sebastian Ebel
CTO
Hartmut Kremling
Human
Resources
Dirk Barnard
COO
Jens SchulteBockum
Strategy &
planning
Peter Walz

Communication
Thomas Ellerbeck
e
Corporate
Banking
Jan Geldmacher
Global Products
and Services
Frank Rosenberger
Customer
Management

Achim Weusthoff

Retail Sales
Susan Hennersdorf
36

Vodafone- QATAR
CEO
Richard Daly
CFO
Steve Walters

CMO
John Saad

CTO
Jenny Howe

Human Resource
Jan Mottram

Strategy
Wade Kirkland

Eternal Affairs
Mattew Harrison

37

Vodafone- EGYPT
CEO
Hatem Dowidar
CFO
Marwa El Ayouti
CTO
Tony Dolton
Human
Resources
Dalia El Gezery
Business
Solutions
Hany Fahmy

Strategy
Sandro Pisani
International
Services
Denise D'Elia
Customer Care
Ashraf Helal

External Affairs
Khaled Hegazy

38

39

Comvivas engagements and status

40

History of Relationship
Relationship since 2001

Countries

9 Products from
Comviva are deployed
at Vodafone
Deployment in 7
Vodafone properties

Products
Deployed

e-TOPUP, SMSC, MIG,

WAP, RBT, USSD, MMSC,
IMPS, & Voice Portal

Vodafone
Footprint in 7

41

Comvivas Deployments in Vodafone

Comvivas Deployments

42

Comviva Deployments with Vodafone

Vodafon
#
e

MU

WAP/
SMS
Voice Voice
PreTUPS Mobiqui
MMS
VSIM
Tota
USSD MIG
C RBT
Portal SMS
ty
C
l

India

SAARC

Qatar

MENA

3 Turkey

MENA

Egypt

MENA

5 Tanzania

AFRICA

Kenya

AFRICA

Fiji

SEA

Total

5
1

1
X

2
1

13
43

Key Initiatives

44

Market Development Initiatives

Establishing contacts and relationship at Global Level

Mapping organization at Regional Opco Levels
Presentations and Product Workshops at Opco Level
Workshops for various PUs 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

45

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

46

YTD Performance and Outlook

47

Sales Funnel Analysis

3500

3,500

3,030

3000

3,000

2500
2000

500

1,750

1,500

1500
1000

MU Wise Order Analysis

Actual Vs Target

2,000

2,500
2,000

2,000
1,500

1,000
349

2,500

3,042

1,000

273

219

0
Q1

Q3 -

Q2
Funne l

500

Targe t

Actuals

Order analysis

Q4 -

318

SAARC

126

250
10 78

500
200 76

1,000
EA

AFRICA

SEA

19
MENA

Funnel

Target

GAP Analysis
491 ; 8%
2,344 ; 38%

CR; 50%

AMC; 26%
Revenue Share; 17%

3,415 ; 55%

Onetime; 7%

Amt in
$K

YTD Order Booked

Remaining period rec. orders
>50% Funnel
GAP
48

Order performance
7000

1600

6000

1400
1200

5000

1000

4000

800

3000

600

2000

400
200

1000

0
0

Q1

Q2

Target
FY10
FY12 target

Q3

Q4

Actual

FY'11
49

SWOT

50

SWOT
STRENGTHS
Strong / Large Reference Base
for Data
Presence in Emerging Markets

WEAKNESSES
Network of Contacts
Brand Awareness
Penetrating Customer
Decision Making
process
Customer Engagement
at Opco levels

OPPORTUNITIES
WebAxn Selfcare Czech
Republic / Albania
MCA / RichSMS Suite - Albania
MDP India / Turkey
VSIM Vodacom S.A
Mobiquity Vodacom
Mozambique

THREATS
Always seen as an
emerging market vendor
Local Competitors

51

KAM Program

52

N
O
T
W
O
R
KI
N
G

Engagement at
regional Levels
Existing
Relationships
References
On Field Sales
and Supporting
team

Pipeline view /
transparency from
MU
Level and Depth
of Contacts
Various Functions
engaging with
each other
Inadequate
Customer
Classification
Measures to
communicate
successes /
failures

R
E
C
O
M
M
E
N
D
A
TI
O
N

KAM Program

Systems for Cross

Business
Communication
Written and Easily
updateable KA
plans
KAMs to be part
of the MU
Reviews
Penetration into
existing accounts
A repository for all
the data and
information on the
account

53

W
O
R
KI
N
G

Thank You

54

2012 financial year compared to the 2011 financial year

for Group

55