This rational GTM engines to drive ARPU and retention case study

1. Kandy 2017 GTM Value Engines
Roy Timor Rousso

2. 2 GENBAND Confidential and Proprietary
Agenda:
1. Market insights
2. Kandy value proposition
3. Go To Market visualization
4. Communication to engagements

3. 3 GENBAND Confidential and Proprietary
Carriers value proposition has gone
through a brutal paradigm shift …

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Carriers provide connectivity
= (Bit Pipe & RTC) @ very low $

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Carriers own the brand & billing
relationship with consumers & enterprises
5

6. 6 GENBAND Confidential and Proprietary
Data Privacy & Lawful Intercept drive
regulation in favor of carriers

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Thus Connectivity + Brand + Billing
& Data Privacy/LI is a GTM instrument
↓
Value Add Services via APIs
7

8. 8 GENBAND Confidential and Proprietary
Carrier growth via OTT
juniper Future-Voice-Strategies-2015-2020-Market-Forecasts.pdf
mobile squared 2014-11_whitepaper_from_resistance_to_partnership_mobilesquared.pdf
GENBAND Internal
Traditional Voice & Data
ARPU/Revenue is declining
OTT & Value Added Services
Can be the Growth Engine
VAS Opportunities

9. 9 GENBAND Confidential and Proprietary
Revenue via OTT
mobile squared 2014-11_whitepaper_from_resistance_to_partnership_mobilesquared.pdf
GENBAND Internal
If Carriers take only 10%
of these revenues
2018 will be a
$5 billion market
VAS is the Carrier
Growth Engine

10. 10 GENBAND Confidential and Proprietary

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Turning networks into a #service
Audio Calls
Video Calls
Conference
Calls
P2P Calls
Multi-Party
Video Calls
Audio
Video
Group Chat
Messaging
File
Text
PSTN Service
Break IN/OUT Calls
Break IN/OUT SMS
+001.590.444.123
DID
Location Sharing
Contact Sharing
Collaboration
Screen Sharing
Co-Browsing
Visual Voice Mail
Value Add Services
Call Recording
Sticker shop
Official accounts
Ads
GMLC
EPC
SMSC
Things
NAG
HLR/HSS
Real Time Communication

12. 12 GENBAND Confidential and Proprietary
Free &
Premium
Stickers
• PLDT Juana Chat GA: Q1
12

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Micro Financial Services
PLDT Juana Chat GA: Q1
VR
Sent$250PHP
Valera Ruiz Send$
Send$100 for lunch -$
NSHello
10:46 PM
NS
NS
Thank you
10:46 PM
VR Hello, I will send you some
money for dinner and more
expenses
10:46 PM
Chat
Send$4,634 PHP
10:46 PM
send money-$
Valera Ruiz
$
Complete

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• IDEA GA: H2
14
Lock Screen Marketing
User unlock screen 150 times a day
Q4 Ad Campaign in France contributed 1 Euro ARPU

15. 15 GENBAND Confidential and Proprietary
15
Official Accounts is chat-
bot/ live based interaction
promotion:
Opening fee in $29K, Monthly fee in $5K (Line)

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Official Accounts – Consumer

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Engineering Dealers
Official Accounts – Enterprise

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Kandy Core as
Service
Communication to Engagements

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“Things” Market sizing
http://www.businessinsider.com/internet-of-things-devices-applications-examples- 8-2016 ?IR=T

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Enterprises & municipalities are becoming
carriers of THINGS…
1. Manage many of THINGS equipped with SIMs
2. Asking the MNO to manage each THING…is not economic & scalable
Kandy
1. Enable to operate THINGS connectivity via APIs
2. Adding scalability, reducing cost on GPS & battery
3. Upscaling to value added services on top
Security
Cost
Control

21. 21 GENBAND Confidential and Proprietary
Kandy Core as an Enterprise Service

22. GENBAND Confidential and Proprietary2
2
Kandy for AT&T International IoT Solution
Why GENBNAD?:
• History and Stability
• Global reach
• Kandy cPaaS services & Media
Gateways
Why JpU?
• Cloud based
• Device Management Platform
• Virtual Mobile Core Network
• 1 Main System = Multi Core & Geo
locations connected back
What is the opportunity?
• 35 Million Cars
• 10 years
• 11 countries
Why IoT?
• GENBAND = leverage global carrier strength to enter mobile and IoT market
• JpU = partner with world class technology vendor
• Compete for other IoT Segments
Industrial/Monitoring/Automation, Fleet Tracking, Connected Home, Healthcare, AMI -
Advanced Metering Infrastructure, Retail, ITS - Intelligent Transportation Systems, Security
and Surveillance, Public Safety, Drones

23. 23 GENBAND Confidential and Proprietary
Kandy ‘Things’ as a Service

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1. Growth comes from Connectivity + Brand + Billing
2. Kandy turns networks into a #service
3. ‘Things’ vs. Human market size is 5:1
4. It’s in effect