Getting Started in Business and
Going Beyond Connectivity
Strategic Context
UAE Market GDP
SMEs are the engine of economic growth in the UAE and also contribute significantly in the
overall UAE’s economic pie
•
•
Year 2013th estimated figures are shown
Year 2014th estimated figures based on 5% market growth
Etisalat Business 1
Strategic Context
SMEs are the growth engine of UAE’s economy

SMEs are the engine of economic growth in the UAE – 70% of total GDP
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Technology Trends SMEs can take advantage
on growing business and innovate
Mobile payments and
cloud services are just
some of the tech trends
SME should be embracing
and developing in 2014
– Information Age
“A great digital experience is no longer a nice-tohave; it’s a make-or-break point for your business
as we more fully enter the digital age.” Forrester,
SMEs will have to go digital if they are to remain..
CISCO
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The way we communicate and conduct
Business goings through sweeping change
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Customer & Vertical Insights
• Fixed Voice Service Penetration is very high across all
Verticals while Fixed broadband is relatively low.
• The Low Penetration of Internet because of low presence
of computing devices
• There is Room for increasing internet penetration among
Pharmacies/clinics, restaurants and Groceries.
• Key Activities include Emails, Browsing and making online
transactions.
• Internet and Computing Devices Penetration is the
Highest Among Car Rental and Manufacturing Companies
while is low amongst Retailers , restaurants and Groceries
• Top Purchase Drivers are price, speed and quality of the
Internet Link
• Major attitudinal barriers: (Importance of the Broadband
, fixed voice and computing devices to the business
specially under the availability of mobile)
* Based on a Research took place by MCI team for “Broadband potential among SOHOs APR 2014”
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SMB Customers Needs
Pricing transparency
and predictability
Simplicity (Remove
Complexity)
Premium Support
Single point of contact
a CAPEX to OPEX model
Convenience
BUSINESS SIMPLIFIED
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Target Segment Characteristics
Up to 10 Users
Price &
Quality
Conscious
Computing
Devices
Awareness
•Too Price Sensitive
•Not that Quality
concern
Up to 30 Users
Up to 50 Users
•Moderate Price sensitivity
•Reasonable prices with
good quality of services
• 1-2 Del Lines, low Internet
penetration
• Mostly using mobile devices for
voice and data needs
• No IT Admin
• Multiple Del Lines with Low
bandwidth broadband
connectivity
• Office Admin/Finance looking
after IT needs
• Outsource computing devices
management to external
• Multiple Del lines (or PBX Lines).
• Broadband connectivity
• IT Admin is looking for All IT needs
• Escalation to external suppliers
•internet and computing
devices is not very
relevant to the
business (except) for
•Moderate awareness of
the importance of the
Internet and computing
devices to the business .
•High Awareness on the
importance.
professional Entrepreneurs
Etisalat Business 7
SMBs are the growth engine of UAE’s economy
SMB have disparate needs for their office/site, location and employees
Employee Needs
Site Needs
Broadband
Security
Minutes
Cloud
CUG
Mobile
Wifi
Network
Landline
Printer&
Scanner
IP phone
Access point
Office 365
Anti Virus
Tablets/Laptops
LAN Switch
Handset
SUPPORT
Storage
Etisalat Business 8
One Stop Shop (Business Fusion Strategy)
Connectivity
Devices
Valued Add Ons
Improved team responsiveness
Communication efficiency
Value offering
›
Fixed Mobile convergence and
access to WWW.
›
Different Options of managed
devices
›
›
Unified Communication Client
›
›
Anywhere, Anytime, EveryBody
Seamless ICT Experience
over all devices
From Connectivity minutes
to advance devices and
applications (SLA and
Backup)
SaaS
Customer Experience
Enterprise Level Applications
› Company and Employee Cloud
›
Dedicated Support number
›
Over 500 Managed Applications
›
End to End Smooth experience
Applications
•
Ease of use and Price convenience
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Business Fusion Roadmap
Q2
Q1
JAN
FEB
MAR
APR
Q3
MAY
JUN
V0
JUL
Q4
AUG
SEP
V1
Business Fusion
Light
OCT
NOV
DEC
V2
Total Business Fusion
Bundle Version
2Ply +
Managed Devices (IP Phones,
Laptops, Tablets)
+
Managed Mobility (Business Ultimate)
Total Net
(SIP Voice Enabled Link + Broadband)
+
Total Talk (Fixed Net)
+
Add Ons (Devices , Mobility, Cloud)
Enhanced Total Net
Enhanced VOIP Link
UCaaS
+
Total office (Fixed and Mobile)
(FMC)
+
Add Ons
Industry Wise Applications
Devices
SaaS
Etisalat Business 10
Business Fusion Starter Packs
Per user
Total Talk
Per site
Total Net
SOHO
Less than 10 users
Medium
Up to 50 users
Small
Up to 30 Users
10 Mbps high speed internet
Managed Router
Managed PBX
Wifi
Firewall / IPSEC
LTE Backup
Monitoring & reporting 24x7x365
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





20 Mbps high speed internet
Managed Router
Managed PBX
Wifi
Firewall / IPSEC
LTE Backup
Monitoring & reporting 24x7x365







 Unlimited National Calls
 Unlimited CUG
 250 minutes to Mobile
 100 international minutes
 IP Phones
 Minimum 4 users
*additional user is XX per month







Unlimited National Calls
Unlimited CUG
300 minutes to Mobile
125 international minutes
IP Phones
Minimum 15 users
*additonal user XX per month
 Unlimited National Calls
 Unlimited CUG
 350 minutes to Mobile
 150 international minutes
 IP phones
 Minimum 40 users
*additonal user XX AED per month







40 Mbps high speed internet
Managed Router
Managed PBX
Wifi
Firewall / IPSEC
LTE Backup
Monitoring & reporting 24x7x365
*All Above Packages comes with Standard Care (24x7x365) Service Coverage
Add ons
* 4/15/40 Concurrent Voice Calls
Devices
Connectivity
Minutes
Cloud Services
Care
Etisalat Business 11
Business Fusion will offer SME customers solutions that combine
simplicity, remote office connectivity, security and affordability
 Managed connectivity
 Managed Network
 Simplified Bundle pricing
 Managed Voice
 Building block offering
 Scalability
 Cost optimization
Simplicity
Predictability
Integrated
Solution
Reliable
Partner
 Managed Security
 Managed Mobility &
Hosted MDM
 Remove the need for
in-house ICT expertise
 Pay per user model
Business Fusion
 No upfront &Monthly
recurring charges
virtually all services
 No CapEx for IPPBX, IP
phones, Router, LAN, VC,
 SaaS
Convenience
Affordability
Value for money
Transparency
Reliability
 Telecom, IT, Cloud,
Equipment & Service
offering from single
provider
 Opex offer
 No bill shock
 Best of bread partners
 Reliable platform
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Conclusion
 Convergence take-up is on the rise
 Convergent connectivity allows operators to increase their overall ARPU.
 It increases ARPU without alienating Customers with an access fee increase.
 Provides better value proposition for SMBs.
 A very effective churn reducer
 Bundling of services helps to reduce subscriber churn.
 Potential loss of services – especially managed services – deters churn.
 Allows operators to escape ‘price wars’ based on access pricing.
 If you don’t fill the pipe…..
 Increased bandwidth on networks present opportunities and threats.
 Opportunity is there to ‘fill the pipe’ with operator-branded services.
 Threat is that rival OTT players will step into the gap if the pipe is not filled.
Etisalat Business 13
Thank You
Etisalat Business 14