EX-99.3 4 ex99-3.htm EX. 99.3: POWERPOINT PRESENTATION ex99-3.htm
Exhibit 99.3
 
Clear connection
Telkom SA Limited
Analyst presentation
 
 

 
2
Cautionary statement on forward looking statements
All of the statements included in this presentation, as well as oral statements that may be made by us or by officers, directors or employees acting on
behalf of us, that are not statements of historical facts constitute or are based on forward-looking statements within the meaning of the US Private
Securities Litigation Reform Act of 1995, specifically Section 27A of the US Securities Act of 1933, as amended, and Section 21E of the US Securities
Exchange Act of 1934, as amended. These forward-looking statements involve a number of known and unknown risks, uncertainties and other
factors that could cause our actual results and outcomes to be materially different from historical results or from any future results expressed or
implied by such forward-looking statements. Among the factors that could cause our actual results or outcomes to differ materially from our
expectations are those risks identified in Item 3. “Key Information-Risk Factors,” of Telkom’s most recent Annual Report on Form 20-F filed with the
US Securities and Exchange Commission (SEC) and its other filings and submissions with the SEC which are available on Telkom’s website at
www.telkom.co.za/ir, including, but not limited to, any changes to Telkom’s mobile strategy and its ability to successfully implement such strategy and
organisational changes thereto; increased competition in the South African telecommunications markets; developments in the regulatory
environment; continued mobile growth and reductions in Vodacom’s and Telkom’s net interconnect margins; Vodacom’s and Telkom’s ability to
expand their operations and make investments and acquisitions in other African countries and the general economic, political, social and legal
conditions in South Africa and in other countries where Vodacom and Telkom invest; our ability to attract and retain key personnel; our inability to
appoint a majority of Vodacom’s directors and the consensus approval rights at Vodacom that may limit our flexibility and ability to implement our
preferred strategies; Vodacom’s continued payment of dividends or distributions to us; our ability to improve and maintain our management
information and other systems; our negative working capital; changes in technology and delays in the implementation of new technologies; our ability
to reduce theft, vandalism, network and payphone fraud and lost revenue to non-licensed operators; our ability to improve our internal control over
financial reporting; health risks related to mobile handsets, base stations and associated equipment; risks related to our control by the Government of
the Republic of South Africa and major shareholders and the South African Government’s other positions in the telecommunications industry; the
outcome of regulatory, legal and arbitration proceedings, including tariff approvals, and the outcome of Telkom’s proceedings with Telcordia
Technologies Incorporated and others and its hearing before the Competition Commission related to the VANs litigation; our ability to negotiate
favourable terms, rates and conditions for the provision of interconnection services and facilities leasing services; our ability to implement and recover
the substantial capital and operational costs associated with carrier pre-selection, Number Portability and the monitoring, interception and customer
registration requirements contained in the South African Regulation of Interception of Communication and Provision of Communication - Related
Information Act; Telkom’s ability to comply with the South African Public Finance Management Act and South African Public Audit Act and the impact
of the Municipal Property Rates Act; fluctuations in the value of the Rand; the impact of unemployment, poverty, crime and HIV infection, labour laws
and exchange control restrictions in South Africa; and other matters not yet known to us or not currently considered material by us.
We caution you not to place undue reliance on these forward-looking statements. All written and oral forward-looking statements attributable to us, or
persons acting on our behalf, are qualified in their entirety by these cautionary statements. Moreover, unless we are required by law to update these
statements, we will not necessarily update any of these statements after the date hereof, either to conform them to actual results or to changes in our
expectation.
 
 

 
3
Agenda 
Strategy Overview
Customer Service - Telkom today
Multi-Links
Africa Online
Tea
Telkom Media
Fixed Mobile Strategy
Lunch
 
 

 
Strategy overview
Reuben September
 
 

 
5
Our core strategy is to defend
and grow profitable revenue
The core strategy remains on track
 
 

 
6
Build customer
loyalty
(service provider
of choice)
Build customer
retention
(resistance to
switch)
Convert to
annuity
revenue
Defend
Defend strategy
 
 

 
7
Growth strategy
 An imperative to replace declining revenue due to:
  Market share losses to competitors
  Fixed‑to‑mobile substitution
  Pricing pressures
  Economic pressures on ARPU’s
 Growth strategies aimed at exploiting opportunities identified in external
 environmental analysis:
  Fixed-mobile growth
  Geographic expansion
  Converged solutions
  Rich media over broadband (consumer market)
  Network, data centre & IT solutions
 
 

 
8
 Three axis approach
 Become an integrated service provider
 across the fixed & mobile value chain
 Position entity as a competitive converged
 solutions service provider
 Expand aggressively into the managed
 voice, managed data, IT services &
 applications
 Diversify into new revenue growth
 opportunities in adjacent markets, such as
 rich content
 Expand beyond South Africa through the
 integrated service provider strategy
 Reduce our dependence on domestic
 revenue streams
Fixed / mobile capability
Geographic reach
Converged services (voice, data, video
& Internet)
What does each axis represent?
Desired
Current
Fixed / mobile
capability
Geographic
reach
Broadband &
converged services
(voice, data, video &
Internet)
Pillars are
mutually
reinforcing
Growth initiatives
 
 

 
9
 Consumer
Enterprise
 Value-added telecoms
 Interactive entertainment
 IT support services
 Home management
 Communications
 Managed services
 Equipment
 Applications
 High Speed
 Access
 Fibre, SHDSL, ADSL,
 WiMax, Ethernet, 3G
  Own the home via a home gateway
  Deliver rich content via the Do Broadband portal
  Revenue generation through advertising streams
  Strong focus on gated community market
  Strong focus on the youth market
  NGN-enabled services
  Expand data centre hosting capabilities
  Selected IT services such as LAN management
Broadband & converged services - Product innovation
 
 

 
10
Business acumen
‘From short-term
silos to long-term
enterprise focus’
Organisation &
people
‘From complacency to
high performance’
Areas of
transformation
Customer
centricity
‘From product to
customer centric’
Network evolution
‘From legacy voice
to IP converged’
Enabling strategies
 
 

 
Customer Service
Motlatsi Nzeku
 
 

 
*
Radical approach needed
 Deteriorating service levels
Customer service - current challenges
12
Radical approach needed
 
 

 
13
Photo examples of typical theft
 
 

 
14
… more photo examples of theft
 
 

 
15
Leveraging industry capability and scale is key
Customer service - taking on the challenge 2008/9
 
 

 
16
Creating public awareness and engaging relevant stakeholders
Public and media communication
 Public and SMME interactions
 Media interactions
  3rd March 2008: Cape Talk 567 / KFM
  3rd March 2008: SAFM
  3rd March 2008: Jacaranda FM
  3rd March 2008: Heart Radio (Western Cape based)
  4th March 2008: Summit TV (Face2Face)
  14th March 2008: SABC 3 (News @ 1)
  17th March 2008: Talk Radio 702
  25th March 2008: Morning Live
 
 

 
17
What Drives Our Wireless Deployment
 Spectrum availability, assignment and cost
 Competitive environment
 Technology maturity and general availability
 Services capability - Nomadic Voice, ….. Portable data
 Old and vulnerable technology replacement options
  cost effectiveness - old, vulnerable and rural
  technology scalability, longevity and capability
  reach (distance/footprint)
 Target Market
  corporate market
  townships and villages
  gated communities
  Youth & young adults - Universities and colleges
 Enablement of mobility factored into network planning
 
 

 
18
 Improved customer communication
 Optimised forecasting model for the purpose of improved
 network planning
 Differentiated customer segmentation and treatment
 Unified and automated service provisioning and assurance
Customer service - taking on the challenge 2008/9
 Lobbying authorities to declare copper a precious metal and
 cable theft as sabotage
 Investing in alarming of cable routes and deploying armed
 response teams
 
 

 
International subsidiaries
Thami Msimango
 
 

 
Multi-Links
Justin Ramayia
 
 

 
21
Nigeria presents excellent growth opportunities
Nigerian market
 
 

 
22
Multi-Links to target voice and data solutions for corporates
CDMA market share
 
 

 
23
Multi-Links: Nigerian licence
 Multi-Links holds a Unified Access Service Licence
  Provide mobile, fixed-wireless and fixed-wireline
 telecommunication services
  For the conveyance of voice, data and video
  Use of an International Gateway
  Lease from or provide transmission capacity to any authorised
 licensee
  No restriction in the choice of technology used
  Multi-Links has national “right of way”
 
 

 
24
CDMA benefits
 Voice - CDMA delivers higher Erlang capacity
 Data capacity vastly superior - higher throughputs and better uplink
 speeds
 CDMA 2000 1x base stations offer up to 3 times more capacity
 Offers superior soft handover when roaming
 Can re-use frequencies in the same cell
 Offers very reliable Internet service
 CDMA operators have lower tariffs
 Multi-Links currently has 10% market share of all Internet subscribers
 Cost of handsets at $30, introduction of Ruim card will level playing
 field
 
 

 
25
A network with integrity
 Reliability
 Technology Pioneer
 Innovation and Leadership
 Extremely loyal customer base - 2.4% churn per annum
 Entrance of Telkom has given major credibility
 Growing excitement about the provision of fixed-line data
 services
 
 

 
26
Marketing strategy
 Strong drive to invest in brand equity and
 brand visibility
 Specific product and price promotions
 Visibility and continuous communication is
 key to the Nigerian market
 Niche value proposition focusing on
 communities and families
 GSM operators tend to target the youth
 Aims to be strategic business partner of
 choice - focus on data
 R105 million targeted spend for marketing
 and advertising in FY 2008/09
 
 

 
27
Integrated OSS and BSS systems in planning phase
Customer service
 Quality and customer service are increasingly becoming key requirements
 for both the regulator and customers
 The call centre is being planned around customer and product segmentation
 to maintain minimum turn-around times
 A focus on ambiance on all customer facing outlets
 Reward and recognition programmes
 Pro-active communication through automated communication, SMS’s and
 calls
 Increasing the number of customer touch points and channels for interaction
 Nationwide distribution network
 
 

 
28
Details
2007/08
2008/09
2009/10
CDMA Subscribers
812,000
3,500,000
4,200,000
EV/DO
0
225,000
270,000
Data Leased Line
0
350
1,000
Corporate Internet
1
70
200
Wholesale Internet
0
8
14
Total blended subscribers
812,001
3,725,428
4,471,214
Aggressive network build-out and marketing campaigns
Subscriber targets
 
 

 
29
Growth into the data market
 Strong potential to grow fixed-line
 corporate data business
 Data market in Nigeria is virtually green-
 fields
 Self provisioning via satellite and
 microwave is prominent
 Few service providers - not too contested
 National connectivity is extremely
 expensive and profitable
 ISP’s currently provide Internet access
 with very little added value
 
 

 
30
Growth into the data market
 Multi-Links to focus on the following data
 connectivity solutions :
  National VPN services
  Metropolitan VPN services
  Corporate Internet access
  IPLC services
  Wholesale bandwidth leased lines
 Building a landing station in 2008/09 financial year
 Building a national network operations centre
 (NNOC)
 Deliver value added services :
  VoIP
  Video
  Interactive entertainment
  IT support
 
 

 
31
Coverage map
Existing (Q1 2008)
Benin City
Ore
Ijebu-Ode
Shagamu
Owo
Bida
ABUJA
Akwanga
Jos
Dutse
Kano
Katsina
Sokoto
Makurdi
Enugu
Abakiliki
Calabar
Kaduna
Umuahia
Owerri
Yola
153km
436km
133km
190km
155km
303km
364km
254km
293km
800km
482km
405km
262km
Yenagoa
 Planned: 3,100km fibre
 during 2008/09
 Target: 80% of Nigerian
 population covered by
 20011/12
Q2-2008/9
Q2-2009/10
2010 >>
Lagos
Ibadan
Damaturu
Zaria
 
 

 
32
Capex per year
2007/08
2008/09
2009/10
Fibre in kms
1,418
3,100
2,000
Base Stations
134
1,000
500
Capacity for Voice (ports)1
812,000
3,200,000
1,600,000
NGN Nodes
0
58
126
1. Includes data connectivity (Narrowband)
Demand driving capex spend
Capex focus
 Currently have 267 base stations
 Capex programme on track despite power interruptions
 Targeted to spend US$228 million in 2008 financial year
 
 

 
33
Financial targets
 Revenue targets - US$1.5 billion by 2010/11
 EBITDA margin :
  currently below 20%
  next 3 years in excess of 20%
 ARPU - currently above US$30, envisaged
 decline of 15% per year for the next 3 years
 Average cost of borrowing - approximately 10%
 Pioneer tax status ended on 31 December 2007
 Current tax rate of 30% plus an education tax of
 2% paid on sourced revenues
 
 

 
Africa Online
John Joseph
 
 

 
35
Africa Online - at a glance
 Powerful well recognised brand -
   
obvious choice to many
●          Pioneer in affordable broadband
 
    technology (InfiNet) in 3 markets,
 
    Kenya, Ghana and Tanzania
 AFOL operating in the corporate
    and consumer markets in 8
    countries (AFOL Kenya only focus
    on consumer market)
 JV with Verizon in Kenya
    (Corporate market) and Zambia
 
 

 
36
Pan-African solutions for multi-national blue chip clients
including AIG, Toyota, Firestone, Mantrac-CAT, SITA, Galileo,
Coca-Cola, Oxfam, CARE International and the International
Monetary Fund (IMF)
We offer a wide range of corporate solutions utilising
various access technologies; Leased Lines, Frame-relay,
Fibre, Wireless, VSAT, DSL, cable and radio as last mile
technology
Direct Pan African coverage of 9 countries, plus further
affiliate relationships, availing one stop account
management and on the ground accountable support. This
is key for major multi-national corporates and carriers
We provide 24x7 customer support in Kenya, Ghana, Cote
d’Ivoire, Tanzania and Zambia.
24x7 support extended to
remaining countries in the next financial year
24x7
Customer
Service
Customer
Base
Corporate
Solutions
Growing
African
Footprint
Pan African ICT provider
 
 

 
37
Africa Online
 Focusing on aggressive wireless broadband infrastructure roll-out
 Intends to grow presence from 9 - 15 countries within 3 years
 Capitalising on synergies with Telkom
 Driving broadband VSAT services to corporates and multi-nationals
 Has strategic partnerships with 5 major carriers
 Signing up 10 affiliates to expand the footprint
 
 

 
38
Medium term:
§ Reduce churn through
 improved customer service
§ Improve ‘wallet share’
 through better targeting
§ Drive more new services,
 with reduced time to
 revenue
§ Drive solutions
Short-term:
§ Efficient Processes
 Asset management
 Bandwidth
 management
 Improve QoS
 Realise new revenues
Immediate:
 Improve on synergies
 Increase coverage
 Increase choice for
 customers
Towards Pan African ICT Provider
Tactical plan
 
 

 
39
AFOL - Achievements 2007/2008
 Major growth in Pan African multi-national segment
 Introduced wireless broadband in Tanzania
 Expanded wireless coverage in Kenya and Ghana
 Developed channel strategy for the mass market
 Negotiated interconnection agreements in East African markets
 New products developed. To be launched in Q1 2008/09
  VoIP
  Content management and web development
  International interconnection
  Wholesale of bandwidth in West African market
 
 

 
40
TSA VSAT
services on the
continent and
co-operation
agreement
 Migrate Telkom’s existing 171 international VSAT
 services to AFOL
 SAIX services for targeted markets - Swaziland, Namibia
 and Zimbabwe
 Enhance VSAT services for multi-nationals
 VoIP
 Managed security
 Professional services
 Data back up and storage
 Hosting (website and applications)
Telkom Internet
“white label”
products
International
voice
termination
 Conclude more interconnection agreements
 Utilise voice licence in Uganda
 Finalising voice licences in East Africa
Growth Pillar 1: Telkom & AFOL synergies
 
 

 
41
 Fax to e-mail service
 VPN Services (MPLS)
 Space stream access service with VPN offering
 Packaging and bundling
Develop new
products
Hosting and
application
services
 Digital design, development & hosting of corporate & brand
 specific websites, e-commerce sites, campaign landing pages
 and content portals
 Targeting content management acquisitions
 Develop portal for Africa Online
New
acquisitions
 Corporate market in Kenya
 New markets assessment - Angola, Senegal, Botswana and
 Ethiopia
 New International Gateway licenses in Tanzania, Uganda and
 Kenya
Growth Pillar 2: Market expansion
 
 

 
42
Pan African
business
growth
opportunities
 Finalise partnership agreements with strategic partners
  SITA, VANCO, Equant, Expereo, SITA expansion
 agreement, BT, Carril International
 Affiliate recruitment and management
 Formalise affiliate agreements to increase footprint
Develop VoIP
services and
bundling
 Corporate voice service - quality of service
 Conference calling
 Develop prepaid voice over broadband service
Growth Pillar 3: Grow corporate & multi-national market
 
 

 
43
Develop
wholesale
market
 IP transit services (cable) - Ghana and Cote D’Ivoire
 Virtual ISP model for broadband services
Increase
broadband
penetration
 Accelerated network roll-out of wireless broadband in
 Kenya, Ghana and Tanzania. New markets: Uganda
 and Zimbabwe
 New channel strategy implemented, channel partners
 and service activation contact centre
 Develop new wireless broadband products
 Accelerate broadband over powerline service - Cote
 D’Ivoire
Growth Pillar 4: Growth of wireless broadband Internet access
 
 

 
44
 
2007/08
2008/09
2009/10
Dial-up & wireless
15,560
34,643
67,439
Unbundled Local Loop &
ADSL
428
637
773
Dedicated Corporate Links
700
1,063
1,456
Broadband VSAT
102
616
726
Total
16,790
36,959
70,394
 Aggressive deployment of wireless broadband base stations
 Develop more effective and efficient mass market channels
 Corporate and multi-national market to grow via strategic partnerships -
 Vanco, BT, Expereo International, CIPRIS, SETA
 Dedicated expansion of affiliate network
Subscriber targets
 
 

 
45
Financial targets
 Revenue slightly under US$20 million in 2007/08 financial year
 Revenue target - US$70 million by 2009/10
 EBITDA margin - aiming for 18% by 2009/10
 Cash flow positive in 2009/10 financial year
 Expected Capex spend of US$11.6 million in 2007/08
 Targeted Capex spend of US$12 million in 2008/09
 
 

 
Telkom Media
Reuben September
 
 

 
47
Contents
 Initial investment rationale
 Current content landscape
 Telkom Media’s business plan
 Why reduce shareholding?
 Current status and next steps
 
 

 
48
Initial Investment rationale
 Strategic value in owning content
  security
  price
  quality
 Emerging “triple play” market requirement for
 quality content
 Expected only one IPTV broadcast licence
  Require licence to offer “triple play” products
 Diversify revenue streams
 Supply content into the untapped African market
 Lower Telkom’s unit cost of content by creating
 scale through pay TV business
 Be an active participant in the ICT industry
 
 

 
49
Content landscape
 Regulatory clarity
  Only IPTV requires a broadcasting licence
  Video-on-demand does not
 Recent content market developments
  Improved ability to purchase content
 »reduced strategic importance of
 owning content
 »No need to “subsidise” content costs
 The absence of IPTV products not overly value
 destructive
  Required to fulfil customer expectations
 
 

 
50
Telkom Media’s business plan
 Telkom Media’s business model sound
  target market LSM 5-8
  differentiate on content and price
 Media companies have long pay-back periods
 In depth review of business plan by Telkom
  supported by independent 3rd party
 Telkom accepted the business plan
  realistic and achievable
  peak funding of 100% of Telkom Media
 reduced to R5.3 billion
 
 

 
51
Why reduce shareholding?
 Number of initiatives competing for limited funds
  shorter pay-back periods than Telkom Media
 Fixed-line businesses (the world over) need to focus on their strengths in
 face of increased competition
  Telkom’s interest in content: to support and strengthen the fixed-line
 business
 A controlling equity stake is not necessarily a requirement to access
 content
 
 

 
52
Current status and next steps
 Process to reduce shareholding currently underway
 Telkom’s aim is to keep the smallest possible stake
 Size of stake informed by :
  Retention value of having IPTV products vs
 value of investment
  To a lesser extent access to content
  To secure access to attractive and affordable
 content:
 » Is a controlling stake required? or
 » Is a minority stake sufficient?
 Loan account at 29 Feb 2008 of R252 million
  Including assets of R150 million
 Will continue to fund essential opex in the interim
  Aim to limit Telkom’s exposure
  Simplify realisation of investment
 
 

 
Fixed mobile strategy
Reuben September
 
 

 
54
Fixed mobile strategy - Telkom’s position
 Key considerations
 Focussing on fixed line strengths
 Oger offer
 Building our own mobile capabilities
 Vodacom
 
 

 
55
Fixed Mobile strategic considerations
Key issues informing Telkom’s positioning:
 The Telkom Group is significantly over-exposed to the South African
 economy and currency risk
 Telkom is acutely aware of growth opportunities in emerging markets, both
 in Africa and beyond
 The South African voice market is highly competitive and saturated
 Telkom’s strength lies in our fixed line network and related capabilities
 including data centre, network management capabilities, satellite and
 undersea cable among others
 It is important to incorporate or obtain mobile capabilities to explore growth
 opportunities fully, especially in emerging markets
 The disposal of Telkom or any of its investments will be considered but only
 if compelling strategic rationale supports such a disposal
 
 

 
56
Transforming our fixed line operations
 Leading international fixed line operators continue to grow in highly
 competitive environments by:
  remaining focussed on their existing strengths
  continuously transforming their fixed line business model to increase its
 value proposition to customers
 Telkom will follow suite
 Some untapped initiatives include:
  Data Centres
  Digital Home
  increasing usage per ADSL link to homes and businesses, including
 multiple and simultaneous usage of the same link
  partnering with leading IT Companies to provide products up and down
 the value chain i.e. remote Home IT support
 
 

 
57
Rejection of the Oger offer
 Oger’s non-binding offer has been considered
 Telkom board and management concluded that the offer
 is not in the best interest of shareholders
 
 

 
58
Building own fixed wireless and mobile data network
 The decision has been made to selectively build a fixed wireless and mobile data
 network. The assigning of GSM spectrum to Telkom provides the necessary
 impetus to this initiative.
The rationale for the decision include:
 Improves Telkom’s competitive position and international bid-credentials
 Have an “up and running” network to take advantage of the EC Act
 Secure last mile access to “pump” traffic back through our fixed network
 The decision as to where and to what extent we will build will be determined by the
 availability and willingness of the MOs
 Telkom’s fixed wireless network will not allow cell-to-cell handover
 Telkom intends to focus on providing mobile data services, e.g.
  offer 3G interim service whilst ADSL is being installed
  expanding Telkom’s Do Broadband to “Do Mobile Broadband”, etc.
 
 

 
59
Building own fixed wireless and mobile data network (cont.)
 The depth and pace of penetration levels
 will be based on viabilities taking into
 account:
  existing co-location synergies
  network sharing and roaming
 arrangements with MOs
  revenue share arrangements with
 suppliers
 
 

 
60
Building own fixed wireless and mobile data network (cont.)
A selective build programme, focussing on rural areas,
niche high ARPU and data opportunities makes strategic sense.
Mobile capabilities compliment Telkom’s fixed line offering
This route provides a more viable alternative to marginal fixed line operations, mobile
technologies being more efficient regarding:
  rural areas
  high cable theft and high maintenance areas
  servicing regulatory obligations including payphones, offering roaming prospects
 etc
  GSM spectrum enables the deployment of cheaper and more appropriate CPE
  quicker roll-out capabilities
  enhanced customer satisfaction, convenience, security proposition factors,
 mobile banking prospects etc.
 
 

 
61
Leveraging the value created in Vodacom to expand globally
remains an important consideration
Vodacom
 Telkom’s 50% stake in Vodacom remains a valuable asset
 Disposal of Vodacom will be considered but only if compelling strategic
 rationale convinces us to do so
  all alternatives measured against the full value of Vodacom
  the point of exit, if at all, will be determined by the alternative value
 comparison
  Telkom is pragmatic about its interest in Vodacom
 Telkom has identified a number of attractive alternative opportunities
 
 

 
 
Investor Relations
 
Nicola White
 
Tel: +27 12 311 5720
 
Fax: +27 12 311 5721
 
e-mail: whitenh@telkom.co.za