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ORACLE dayAthens 9th April 2009

Athens Hilton

George MavridisIT Director

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Company Profile

– Fixed telephony - replaces OTE offering unlimited local, Long distance and Int’l traffic

– Broadband - fast Internet connection up to 24 Mbps

– TV - Greek and Int’l channels, PayTV channels, VoD and ‘catch up’ TV

On Telecoms can leverage on four key success factors:

Strong Management

Team

Unique experience Greek market knowledge Management as investor

Proven Business

Model

Model proven in Italy, France, Germany, UK, etc.

Customer value maximization thanks to higher ARPUs margins and lower churn

Differentiation through providing Triple play

Leading Edge

Network & Technology

Fully owned fibre network Allow ~infinite capacity OTE independent Enabling multiple services Ease of management

Fixed telephony service High speed internet Video services

Free broadcast channels

NOVA pay TV channels Video on demand with

over 1200 titles

Innovative service offering

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On Telecoms is the leading LLU based triple play operator in Greece offering:

Business Drivers

• Decreasing margins in existing voice and data services– Adding a video service can increase average revenue per

user by as much as 80% – Yankee Group• Competitive pressures

– Current service offerings, including triple play (e.g. voice, data, video), insufficient to differentiate from competitors

• Commoditization of services– Voice and data – even triple play – services already a

commodity• Customer churn

– Adding a strategic product (voice, data, or video) can reduce churn by approximately 25 percent or more – Yankee Group

Business Challenges

• Disparate billing systems– Unification of multiple billing and service silos; reduce OPEX

• Disparate views of the customer– Unification of customer views across different services;

reduce billing errors; increase customer satisfaction • Inability to establish value chain partnerships

– Introduction of strategic products and services with partners; reduce CAPEX

• Time to market– Gaining competitive advantage by introducing products and

services rapidly; achieve business agility

Expanding Demands

• More choices– Types of new services– Services on demand– Real-time / “live” content

• More value– Pricing– Bundles & Discounts– Rewards

• More control– Payment methods– Self-service

• Simplicity!

The answer

A convergent Billing and Revenue Management platform for voice, data, video & wireless services

All in one

Convergent platform supporting any service based on any payment type, network, or geography

Unlimited bundling, pricing, & promotions flexibility

Unified customer view across services

Comprehensive financial management

Support for value chain partnerships

IMS ready technology platform

Convergent Billing and Revenue Management

• Single Customer account for all services, balances and payments

• Real-time balance updates and financial tracking

• Multiple payment methods per account

• Central concept for entire BRM application

• Accurate billing data available through integration to CRM, Provisioning and Middleware

Any service … any payment method

Create Bundles and Promotions that Provide Real Value

• IP, voice , data, broadband, content, and custom services

• Multiple payment types: prepaid (cash balance, voucher, e-wallet) and postpaid (invoice, credit card, direct debit)

• Real-time and batch events

• Market convergence: residential, corporate

• Network convergence: CDMA, IP, GSM, GPRS, 3G, etc .

Offerings can span full service breadth

Unified customer view across services

Consolidated Billing information available to Invoicing and Customer Care

• Improve Customer understanding of value delivered

• Enhance impact of specific offer or promotion

• Data on real-time promotions available immediately

• Can be used to trigger identification of upsell opportunities

Single View of Customers & Partners

Corporate Partner

ABC Corporation Service Provider

Consumer

ANY service to ANY customer type, with ANY payment option in ANY group

Family

Content

Mom Dad

TV

VoD

Access

Voice

Access

Voice

Son Daughter

Content

Voice

CreditCard

Airmiles

Postpaid: cc/ invoice

2000minutes

voice credits

Prepaidpersonal

Prepaidpersonal

ABC inc

FinanceSales &

MarketingTest Support Engineering

ExpoSite

APACSite

Employee1

Employee1

Employee1

Employee2

Employee3

Employee1

Employee2

Employee2

Employee3

Employee4

Employee5

Employee6

Employee3

Employee4

Employee4

Employee5

Employee6

Employee2

Employee3

Employee4

Employee5

Employee6

Employee7

Employee8

Employee9

Employee10

Employee11

ServiceProvider

Aggregator 1 Aggregator 2

Content Provider

1

ContentProvider

2

Content Provider

3

ContentProvider

4

ContentProvider

5

ContentProvider

6

Voice

Complete Billing Flexibility and Control

Efficiently manage Billing operations with flexible Billing options

• Support flexible billing cycles and variable billing date• Bill segmentation for Bill run performance optimization• On-demand, bill now and in-advance billing options• Trial billing for quality control and accuracy• Support for hierarchical billing and split billing• Comprehensive Billing operations including taxation and complete end-

of-cycle processing

• Complete telecoms Accounts Receivables – payments and line item adjustments, disputes and write-offs

• General Ledger assignment built in the product catalog

• Support for complex Taxation

• Complete Collections management

• OOB Revenue Assurance control points for major BRM processes

• Significant Financial Reporting tools and reports available

Positively impact cash flow and reduce revenue leakage

Business Assurance with Comprehensive Financial Management

• Revenue share with content providers, content owners, advertisers and sponsors

• Support complex revenue share terms

• Commissions to distributors and dealers

• Share on the basis of any consumer charge: fixed amount, % or combination

• Configurable revenue sharing rules

Connect value chain partners with flexible revenue share deals

Supercharge Service Innovation and Brand Value

• IMS ready supporting DIAMETER and other major charging protocols: Radius, TAP and CIBER

• Web Services ready with APIs also available for Java, C, C++ and Perl

• API's expose 100% of the business functions

• API framework built into product architecture

• Platform available with critical enterprise integrations

Advanced Technology Principles

Strict adherence to open standards and modularity

In addition to Oracle BRM

• Integrated Suite of Products• Ease of Integration with Siebel CRM• Full ad-hoc analysis over the Web

– Pure Web Environment - No client downloads• Highly Intuitive user interface empowering the end-

users and minimizing IT involvement• Intelligence across multiple enterprise sources,

including Oracle and heterogeneous sources• Exploiting Database Capabilities• Enable interactive dashboards and ad hoc analysis

from a laptop while disconnected from the corporate network

Oracle BI

On Telecoms BI Project Phase 1 “QUICK WIN”

• Delivery time : 1.5 month

• 80% of company data in the system

• Produce reports for Executive Management, Call Centers, Customer Care, Sales, Marketing,

Provisioning

• More than 40 reports have been developed by 2 Business Analysts without IT involvement

• Siebel has accumulated extensive knowledge of CRM best practices (Mature Product)

• Siebel draw on best practices of over 4000 Siebel Customers including the leading communication companies in the world

• Application built specifically to meet business requirements of telcos carriers

• Oracle Commitment, the long-term plan to provide continued enhancements to current Siebel Applications

• Most of the Greek Telco's use Siebel

Siebel

Project Objectives

• Acquire 360 single view customer throughout all the available systems

• Effective Order Management• Integrated view of installed services of a customer (Assets)• CTI Integration• Create Marketing Campaigns (Phone, email, Direct mail)• Manage Prospect Customers (Leads and Opportunities)• Activities management• BRM & BI integration

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Thank you !George Mavridis