Learn more about Uninor's strategy and operations across 7 circles of India

1. Uninor
A Telenor Group Company

2. One of India’s Youngest Mobile Network Operators
Gujarat
UP West
Maharashtra
& Goa
UP East
Bihar &
Jharkhand
Andhra Pradesh
 Launched in 2009, Uninor today has over
36.5 million subscriptions in its 6 operating
circles. Together, these circles represent
over 50% of India’s population.
 Uninor serves the mass market with a
focus on basic services on Voice, SMS and
Internet with the most affordable tariffs.
 In addition to the 6 operating circles Uninor
has secured recently secured spectrum in
the 7th circle of Assam where services will
start shortly.
 Uninor achieved breakeven in 2013 within
4 years of operations and is now making
fresh investments to expand the network
and retail in its circles.
Assam
7 Mhz
6.8 Mhz
7.2 Mhz
6 Mhz
6.4 Mhz
5 Mhz
5 Mhz

3. Building its growth on a strong foundation
1.
Strong
ownership
Expertise and
backing of the
Telenor Group.
Long term
commitment
towards
operations in
India
2. Simple
Rooted in
values
A strong culture
which defines
the Uninor way,
within the
organisation
and in the
market
Strategy
4. Mass-market
3. Challenger
Focus on basic
services, mass
market
distribution,
lowest tariffs,
ultra-low cost
operations
brand
Brand and
Products firmly
positioned as
the best in
value
5. Ultra
Distribution
State of the art
and automated
Distribution
Management
Relationships
based on
transparency
efficient
Network
6. Young &
Technology,
alternate
planning,
business
aligned
capacity
management
Higher traffic at
lower costs
than
competition
Engaged
Team
7. Clearly
Younger than
peers at every
level
Open office,
flat structure,
quick
decisions,
agile.
Highest
Engagement
across Telenor
Group
8.
defined
ambitions
Fastest
operator in
India to achieve
break-even.
Strong targets
for future
growth!

4. More than 166 million consolidated mobile
subscriptions, Q4 2013
Part of the Telenor Group
• Mobile operations in 13 markets in Norway,
Europe and Asia
• A voting stake of 43 per cent (economic stake
33 per cent) in VimpelCom Ltd. with 215 mill.
mobile subscriptions in 17 markets
• Among the top performers on Dow Jones
Sustainability Indexes
• Revenues 2013: NOK 105 bn
Revenue distribution
23%
25%
44%
6%
2%
Norway
Europe excl Norway
Asia
Broadcast
Other
0.374
3.1
3.2
3.9
1.8
2.4
3.2
47.1
28.0
33.4
27.9
10.9
Malaysia
Thailand
Pakistan
India
Bangladesh
Montenegro
Serbia
Hungary
Bulgaria
Denmark
Sweden
Norway
Norway
Serbia
Montenegro
Bangladesh
India
Pakistan
Thailand
Malaysia
Sweden
Denmark
Hungary
Bulgaria Myanmar
1.
Strong
Ownership

5. Values driven from the start
Be respectful
Be inspiring
Keep promises
Make it easy
2.
Rooted
in Values
Define a common approach for all our
employees on how we do business
Fundamental guide for taking care of our
customers
Set the standard for how we work in order to
create sustainable value for our shareholders,
customers, employees and partners

6. Three Pronged Strategy
Best on servicing basis
Best value in basic voice & internet
services.
Quality network in operating
circles
Best on Mass Market
Distribution
Strong mass-market distribution,
Channel partner loyalty
Preferred across points of access
3.
Simple
Strategy
Low Cost Operations
Innovate everyday in cost optimization
Lean Operations
Cluster Strategy

7. Traditional Way Uninor Way
Medak Warangal Vishakhpatnam
> 0
Vishakhapatnam
East
WestGodavari
Godavari
Mahbubnagar
Cuddapah
Kurnool
• Operations managed at circle
and zonal level
• High performance subsidising
low performance
• P&L at company level
• Functional organisation
> 0
Khammam
Medak Warangal
Mahbubnagar
Cuddapah
Kurnool
• Operations managed at cluster (often
district) and mini-cluster (tehsil) level
• 6 Circles -> 50 Zones -> 219 Clusters ->
952 Mini Clusters
• Network, distribution, product planning,
measurement and P&L at cluster level
• All clusters performing
• Empowered cluster organisation
• Profitable Assets across the value chain
Focus = Company Focus = Cluster
Khammam
Krishna
Guntur
Prakasam
Nellore
Chittoor
Anantapur
Nalgonda
East
Wst Godavari
Godavari
Krishna
Guntur
Prakasam
Nellore
Chittoor
Anantapur
Nalgonda
Strategy in Action: Network Operations
Cluster Strategy

8. Market Positioning– Sabse Sasta (Lowest Tariffs)
• Unbeatable on the most affordable
basic services
• Direct communication – clear
message
• No celebrities – value proposition is
the hero
4.
Challenger
Brand

9. 9
Internet strategy – Sabse Sasta (most affordable)
Internet for All
‘Internet for all’ ambition at Uninor aims to
• Give access to basic internet on mobile at the
most affordable rates
• Offers “internet” services (such as Facebook,
Whatsapp) and not “data” units of
consumption (KBs and MBs)

10. Already at No. 4 position on revenue and customer market share in
the best circles
Subscriber market share & rank*
4.8
5.7
6.7
6.8
6.1
UP East 4
5
Revenue market share & rank*
9.5
UP West
Gujarat
Maharashtra
Bihar
Andhra Pradesh
4
4
5
6
1.25
1.51
1.84
1.56
1.71
2.52
UP East 4
UP West
Gujarat
Maharashtra
Bihar
Andhra Pradesh
4
4
5
5
7

11. • 345,000 points of sale
• 1400 exclusive stores-2nd
highest network among all
operators in the 6 operating
Circles
• Unique Store formats – Express
Stores, Quick Service Outlets
• Innovative channels – top-ups
and new connections offered by
auto drivers, milkmen and more
• State-of-the-art Automated
Distribution Management
System
• 8 million customer interactions
every day
Second highest exclusive store network
In the 6 operating circles
5.
Mass-market
Distribution
Auto-recharge: Innovative first in the industry. Auto-drivers in
Maharashtra trained to offer top-ups and new connections to
passengers

12. 30% more efficient network
Aligned with business goals – handles higher traffic at lower costs
Lowest Cost per Minute Erlang/Site/MHz: Uninor compared to incumbent
Cost per minute Q4 2013
Incumbent Uninor
~30 paise ~18.60 paise
>198m subs ~32.7m subs
Incumbent's data is for PAN India Operations; Source: TRAI
Uninor data is based on 6 operative circles
Multi-vendor,
tech-agnostic
managed services
Gain sharing
with partners
Outsourced
needs-based
customer service
Cost innovation
mindset across
functions
Operation model
based on
partnerships
6.
Ultra
efficient
Network
Incumbents

13. Flat structure, open office, culture of transparency
and respect
Confidence in
Organisation's
Leadership
91
85
82
90
100
90
80
70
60
50
40
30
20
10
88 91
Uninor Telenor
91
89
92
72
66
66
74
76 76
79
79
83
0
Growth and
Development
Behaviour Change Index
Operational Excellence
Cooperation Service Quality
Living the Values
Behaviour Indicator
Living the Values
Goals
7.
Young &
Engaged
Team
• One Team, One brand
– a clear Sense of Pride
• Infusion of Competitive spirit
and a culture of Transparency,
empowerment and Trust
• Highest Employee Engagement
Scores in Telenor Group on all criteria
• As measured by Kenexa, Uninor
features amongst the top xy % on
employee engagement scores in the
world.
• Uninor recognized as leading Talent
sourcing ground for Telenor group
resulting in resource mobility in
Uninor Employee Engagement Scores International Assignments.
highest in Telenor Group on all criteria

14. Building Sustainable Business
• Uninor’s Corporate
Responsibility Program is
built around the concept of
creating shared value both
for business and society. Our
CR initiatives are built on our
core competence–
communications. We focus
our efforts in three key areas
that create shared value for
business and society.
• Enable
• Safe
• Climate
WebWise
Sensitising and
empowering children
towards online safety and
security.
Uninor Unites
An active approach towards
employee engagement to
make a difference to the
communities around them.
Sampark
A GSMA supported program to
increase tele-dentsity among
women with high commercial
viability

15. Expand:
Network Infrastructure
15
Enhance:
Internet for all
Engage:
Empowerment
Uninor Mission 2014
30% expansion of network
and retail in the operating
circles.
Doubling the percentage of
subscribers who use mobile
internet. Double revenue
from Internet services.
Be the most exciting place
to work for employees who
want challenge and
development