2. Introduction
• Convenient, value based roaming product with full functionality globally
– Users keep existing phone numbers and handsets while accessing required services
– Accessible in 230 countries leveraging existing carrier infrastructure, ensuring quality
– Currently provides voice, SMS and data over both 2G and 3G networks
• Headquartered in Canada with redundant network infrastructure located in both
Europe and North America, Roamly combines IP-Protected technology and
processes and a carrier grade back-end to achieve our core mission
• Private Ontario-based company in business since 2009, currently with 24
employees
IP Protected Worldwide Mobile
Roaming Solution
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3. Investment Highlights
• Large market opportunity, with immediate savings for Roamly users
– Discounts over incumbent providers of up to 80%, prices competitive with travel SIMs
– Intercontinental travel is increasing with global roaming spend of $45+ billion in 2012
• Intellectual property of both hardware and software technology is patent pending
– Four technical patents applied for or in-process & one design patent pending in-process
• Technology is fully functional and in production
– Ongoing platform upgrades to sustain increased subscriber volumes
– Existing roaming aggregator and carrier partner relationships are in place
• Predominantly a service business with ``sticky`` recurring revenue base and
variable costs with low capital investment requirements
– Focus on growing business / corporate industry
– Service on as-used basis; prepaid model with online charging reduces fraud & credit risk
• Deeply experienced management team and supportive sponsors
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4. • There are no existing, cost-effective, elegant roaming solutions in the market today
The Problem
Incumbent Carriers Travel SIM Providers
VOIP SolutionsLocal SIM Card Purchase
Prohibitively
Expensive
Inconvenient,
lose your
number
Lose your number,
multiple switching
required
Poor quality, expensive
data roaming
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5. Feature
Local
SIM Card
(i.e. Vodafone)
Call Internationally For Lower Roaming Rates
Available Use of SMS, MMS, and Data
Carrier Quality of Service (Not VOIP)
Make / Receive Calls on Your Own Number
Convenience of 1 Number for all Locations
Easy Configuration with Current Carrier
Can Be Used for Long Distance in Local Market
Single Installation
Wirelessly Provision IMSI
• Roamly offers the only carrier grade solution where the user does not change their
behavior, their number or their handset, but still has access to discounted rates
The Solution – A Unique Product Offering
VOIP
Provider
(i.e. Skype)
Travel SIM
Provider
(i.e. Truphone)
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6. Value Proposition – “Roam Like Home”Price
Quality / Convenience
Keep phone
Keep number
Keep apps &
data profile
Travel SIM Providers
World SIM Roaming:
Lose number
Multiple Installation
No Localised Number
Local SIM Card Purchase
Lose number
Need to purchase card
VoIP Solutions
Poor quality
Expensive when roaming
Incumbent Carriers
No localised number
Prohibitively expensive
Localised
number
Single voicemail
for all calls
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Roamly offers the same convenience as the
Incumbent Carrier, at a discounted price
7. Incumbent Carrier Response
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• Roamly provides increased access to high margin inbound roaming revenue to its carrier
partners
– Target the 2nd - 4th player in each regional market. These players usually have less than 10% market
share and are very interested in additional inbound revenues with no acquisition cost.
• Roamly partners with aggregators to gain access to Roaming Hubs to take advantage of
excess available volume provided by second tier carriers
• Steering relationships between Tier 1 carriers ensures that Tier 2 and 3 players will continue
to have trouble attracting inbound roaming revenue (i.e.. AT&T customer coming into Canada
will always be steered to the Rogers network by AT&T, leaving Bell/Telus with no access to the
AT&T incoming customer base)
• Roaming fees on average make up less than 5% of a National Carriers revenue and the market
is regionally fragmented with globally competitive players. The potential for a coordinated
response by hostile Tier 1 Carriers on a global basis is unlikely.
8. • Proprietary, patent pending SIM Card Overlay design for SIM, Micro
SIM and Nano SIM configuration
• Unique firmware allows Roamly to provision virtual phone numbers
for any partner network worldwide, local numbers for destination
countries and allows subscriber to maintain their home number
IP Protected Patented
Technology
• Long term agreements in place with numerous Carriers and
aggregators allowing Roamly access to wholesale rates for Voice, SMS
and Data
• Utilizing recognized industry standard vendors for billing, signaling and
switching equipment
• Custom built in-house over the past four years
• Provides ability to interact with both SIM Card and network in an
advanced way that is extremely difficult to replicate
‒ Set call forwarding with location based DIDs
‒ Provision IMSIs based on location
Proprietary
Overlay SIM
Carrier Grade
Interconnects
IP Protected
Application
Server
How It Works – Three Key Pieces
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9. • Roamly already covers 96.6% of the world’s population today
Where It Works
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10. Functionality
• Roamly has created a SIM overlay consisting of a powerful Microcontroller processor mounted
onto Capton FCB via thermo compression
• Roamly has improved the manufacturing process to allow for a smaller Microchip and reduced
thickness (finalized product has been reduced to 280 micrometre) over the past two years
resulting in our 3rd generation of SIM design pictured below.
• Roamly has one omnibus PCT patent-pending on its entire business process, and three specific
patent applications in process relating to the Application Server and Call Forwarding Technique
Compatibility
• Works with the majority of GSM based
phones today
• MicroSIM and NanoSIM form factors are in
development (expected delivery in Jan &
May 2013)
• Successfully tested in 2G, 3G, HSPA and LTE
network environments
• Blackberry data functionality under
implementation
201220112010
SIM Functionality
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11. TORONTO
Application Server
• IMSI Provisioning
• Billing Authentication
• Automatic Call Forwarding
• Call Control
Switching
Equipment
Traveller
Switching
Equipment
Switching
Equipment
Roamly Ecosystem
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Local Carrier
Partner
EUROPE
NORTH AMERICA
Local Carrier
Partner
ASIA PACIFIC
Local Carrier
Partner
Traveller
Traveller
Database
• User Accounts
• Billing Information
• Customer Care
TORONTO
12. • SIM hardware in production (125K units to be delivered in Q4 2012)
• MicroSIM design complete, factory tooling and prototypes underway
(expected delivery in Q4 2012)
• Application Server operational (250K subscriber capacity)
• Carrier grade signaling, switching and billing platform selected
(implementation underway for service with capacity of 2MM users)
• Firmware design complete and operational with ability to dynamically
assign IMSI and MSISDN “Over The Air”
• Blackberry connectivity under implementation
Technical
Marius
Armeanca –
CTO
• Detailed testing and acceptance program under development
• Product tested in 90+ handsets and 40+ regions
• Service delivery model determined and under development
• Multiple carrier and aggregator interconnections completed
• In-house programming hardware and production line developed
Operational
Achievements To Date
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13. • Intercontinental roaming is expensive no matter where in the world you reside
• Target market: high margin intercontinental travel 192MM trips in 2011
• Post-installation: additional use in intra-continental travel 752MM trips in 2011
Europe
Million trips per year:
439 regional +
61 intercontinental
Savings with Roamly:
40%-70% to N.A.
60% - 90% to Asia
Americas
Million trips per year:
98 regional +
34 intercontinental
Savings with Roamly:
40% - 80% to Europe
50% - 70% to Asia
Africa
Million trips per year:
23 regional +
22 intercontinental
Savings with Roamly:
60% - 90% to Asia
50% - 80% to N.A.
Middle East
Million trips per year:
25 regional +
29 intercontinental
Savings with Roamly:
40% - 70% to Europe
60% - 90% to N.A.
Asia
Million trips per year:
167 regional +
46 intercontinental
Savings with Roamly:
50% -80% to Europe
50% - 80% to N.A.
Average
Spend on
Business
Travel
Canada Corporate
User:
$1,000+ / yr
Intra-EU Retail:
$800 / yr
Australia:
Corporate
$1,000 / trip
Roam4Less: Corporate
$800 / yr
Sources Include: Roam 4Less Sales Team, CCMI - Trends and Best Practices to Control International Roaming Costs,
UNWTO Tourism Highlights 2012 Edition, Australian Vroam Global, European Commission Roaming Report
The Market Is Massive
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CCMI Study: Corporate
$1,000 per month for International
Traveler for 37% of Fortune 1000
14. Global Roaming Service Market
The Opportunity
• Roaming Market is Massive : Visiongain predicts the market for roaming service
revenues will reach $66.9 billion by 2016
• A fragmented group of discount roaming providers compete in this space, offering
60 – 80% discount to incumbent providers
• It is a proven market with no complete solution, until now!
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15. Roamly vs. Competition
• Exorbitant Roaming Prices Lead to an Underserved Market: Only 7% (371 million)
of the total global mobile subscriber base regularly uses roaming. Access to
Roamly cost savings will expand the market.
UK Customer
Voice $2.60 $0.50
SMS $0.63 $0.50
Data $1.55 $0.70
Australian Customer
Voice $4.47 $1.50
SMS $0.75 $0.35
Data $15.86 $0.84
Canadian Customer
Voice $1.25 $0.50
SMS $0.25 $0.15
Data $5.00 $1.00
Traveling to India Traveling to China Traveling to Mexico
Average Savings Average Savings Average Savings
52% 70% 60%
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16. Roamly Savings
vs. vs. Travel SIM
$98 $6
$35 $28
$9.6 $1.2
$142 $35
Roamly ROI Is Instant
• The Roamly ROI is instant to both the consumer and Roamly
• In most cases, the payback period on a Roamly SIM is one trip
US Customer
Travel
Pack
Travel
SIM
Voice $0.99 $0.53 $0.50
SMS $0.50 $0.43 $0.15
Data $0.25 $0.72 $0.68
Traveling to Germany
Savings /
trip
• In this example, Roamly gross margin is 53.0%
(1) AT&T World Travel Pack requires a minimum data bundle of 120 MB for $30.
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Savings /
trip
Avg. Trip Usage
Voice 200 MIN
SMS 100 SMS
Data 30 MB
17. Target Market - Overview
Business Corporates: Typically make 6 international business trips per year (3-5 days per trip)
• CIO wants to minimise disruption users, minimise training/support, with seamless access to
business app/tools.
• CFO wants cost reductions without losing field productivity, and reports for expense and financial
management.
• End users (Sales, Consultants, Field Support, C-Suite) want minimum disruption and want to use
their existing devices and applications, remain in contact on their number with minimum
inconvenience and downtime.
Business Personal (SOHO): Typically make 3-6 international trips per year (3-5 days per trip)
• Owner/CEO manages purchase decisions for himself and staff. Has no IT department so Product
needs to be easy buy, set up and use, reliable, with minimal change to current behaviour, savings
need to be compelling to switch from MNO.
Frequent Personal (Affluent Consumer): Typically make 2 trips per year (7-10 days per trip)
• Travels regularly, roaming is cost prohibitive so keeps tight constraint on phone usage when abroad.
Sometimes turns roaming data off or may have voice only device when travelling, alternative
solutions very inconvenient. Product needs to be easy buy, set up and use, reliable with cost
effective service charges to stay in touch with folks back home and be able to communicate in
country being visited (hotels, transport, maps, guides, etc.)
Targeting the Roaming Literate
18. Distribution Channels Across Segments
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• Targeting the Roaming Literate Customer across four segments:
– Business (Corporate), Consumer, Business (SMB) and M2M
• Roamly will address these segments through the following channels:
– Distribution Partner
• Leverage existing relationships with customer segments
• Target by profile related to customer segment such as Travel Industry or Telecom Expense
Management, Mobile Device Management provider
– Online
• Will sell to subscribers in major regions directly via website
• Leverage distributor sites with micro link to Roamly site for signup
• Leverage web portal for separate distributor signup (self serve ad support, ordering)
– MVNO
• Target MVNOs with limited roaming agreements in their territory to sell to Roamly
customer segments
• Direct Sales: Roamly will target on an opportunistic basis in North America and Europe
utilizing experienced sales force and deep management telecom connections
• Will not target direct sales outside of main operating geography due to language, regional
profile and sales cycle timeline complexity
19. 12 Month Milestones
November
Launch
• Fully functional website with e-commerce platform, consumer
interface and customer support system via live chat
• Integrated Voicemail
• Beta customers in NA + EU
Dec 2012 • MicroSIM seeding prototypes
• Mobile application completed for iPhone, Android and Blackberry
• Signed customers in NA + EU
• Beta customers in SA, APAC and MENA
Dec 2013 • Fully functional carrier grade system from ZTE capable of supporting
2.0MM customers
• Functional MicroSIM and NanoSIM versions of product
• Signed customers in all regions
• Sales goal of 225K units
• Interconnect agreement in place with carrier partner in each of the
seven major global regions
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