MEA Digital Transformation Guide

May 2015
welcome to
planet local
Middle East & Africa

2
 the diverse group of countries in
this region is often associated
with strategic, political and
cultural sensitivities
 in the Middle East, markets are
opening up to competition and
liberalizing approach to services
such as VoIP, as well as
investing in infrastructure and
communications backbone
 in Africa, frontier and emerging
markets represent regions of
rapid economic growth and
urbanization
 reliable telecommunications
support is fundamental for any
multinational entering the region
key characteristics for
business in MEA
Orange Business Services in Middle East & Africa2

3
challenges for business in MEA
Orange Business Services in Middle East & Africa
terrestrial
solutions
are limited
fragmented standards
levels of
service
sheer size of the region
reliability of power
patchwork of
providers
long lead times
local delivery

4
addressing those challenges
 we’ve been here since 1949
 we have a strong brand
 the only strong geographical
player with the network
assets to deliver connectivity
and IT services
working with
top MNCs
72% of them
are customers
more than
2,000
employees in all vertical sectors
mining | oil and gas | finance | govt
eight sales
offices

helping you win in MEA:
how we support your business

6
we are unique, as we’re with you end-to-end
secure networks
and global
infrastructure
meeting your
business needs
overcoming your
IT challenges
at the heart
of new
digital uses
innovation foresight with
our Orange Labs
global/local
capabilities along
with expert people
Orange Business Services, your trusted partner for your digital transformation
orchestrate operate optimize

7
we are the trusted
partner for your digital
transformation
your
business
bringing you the
flexibility of
cloud
infrastructure
leveraging
applications
for your business
performance
the best
connectivity,
wherever
you need it
providing your
employees
with smart and
mobile ways of
working
with full security
differentiated
customer
experience

8
a solutions portfolio that
meets the digitalization
challenges of your
business
 Secure Gateway
 Flexible Identity
 Unified Defense
 Mobile SSL
your
business
differentiated
customer
experience
 Business Everywhere
 Flexible Workspace
 Open Videopresence
 Office Together
 Business Together
 Business Talk
 Contact Managed
Access
 Managed Contact
Center
 Flexible Contact
Center
 M2M solutions
 Flux Vision
 NFC service center
 vertical solutions
 Flexible Computing
 Flexible Storage
 Mutualized hosting
 Dedicated server
hosting
 Business VPN
 Business Internet
 Business Ethernet
 Business VPN Galerie
 Network Boost
 3G, 4G, fiber
 content delivery
network solutions
 Managed LAN

9
top references
Orange
Business
Services

10
trusted partner
for businesses in the region
Orange Business Services is a trusted partner to many
businesses in MEA offering:
 reliable core network including high speed and satellite,
securing your data
 consulting services to listen to your needs
 business continuity in times of crisis
 local expertise and resources
 work closely with you to assess feasibility
and risks
 smart cities solutions in Gulf countries
 infrastructure and cloud computing solutions
 voice and CRM solutions
 unified communications/video solutions, telepresence
integration services
 contact center solutions

our regional strength

12
Orange resources in Middle East and Africa
specific areas of knowledge
 vertical expertise: MoFAs, smart cities in Gulf
countries,
e-health (Orange affiliates), SFO
 innovation in Africa for African markets: e-health,
m-payment (Orange Money Skills Center in
Bamako) M2M, mobile TV
 Orange affiliates solutions: mobile, fixed voice,
domestic data, integration services (in some
countries only)
22 sales
55 pre-sales and
consultants
110 CS&O
1,600
in two MSCs
136 PoPs
MPLS VPN and value-added
service
nine countries
Orange Business Services
sales office
40 countries
Business VPN terrestrial
coverage
18 affiliates
people

13
our Middle East and Africa strategy
focused on six main markets
Morocco
focus on
French MNCs
Turkey
focus on
telecomms
operators and
enterprise market
South Africa
focus on MNCs
segments
Qatar
focus on smart
cities and
infrastructure
projects and
multinational
companies
focus on smart
cities and
infrastructure
projects
develop
enterprises
market
Saudi Arabia
develop
enterprises
market
UAE
we deliver solutions across the Africa and Middle
East continent from these six “hub” countries

14
 foundations and initiatives in the Ivory Coast, Cameroon, Senegal,
Jordan and Mali
 we work to improve daily life in countries where communities are
underserved in areas like banking and healthcare: by leveraging
technical innovations to advance financial services, public healthcare
systems and patient care
supporting local communities
e-health, m-payment, M2M, mobile TV
Orange Labs in Cairo,
R&D for tomorrow’s
products and services
major customer
service centers in
Cairo and Mauritius
Orange money
skills center in
Bamako
technocenter team dedicated to
emerging markets in Amman
solar-powered mobile
base stations in Africa

our infrastructure

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well established network and IT infrastructure
in the Middle East and Africa
 Orange Group participation and investment power
in all major broadband infrastructure projects
 an international fully resilient network
 our local field services control the quality
of delivery down to the last mile
 in-country coverage is extended, when needed,
with the best end-to-end quality of service at the
best price
 terrestrial coverage in 40 countries
 900 VSATs implemented in MEA
 synergy program with our 18 Orange affiliates
 partner ecosystem with new partnerships
to complement our own assets
30%
of the group’s
international
investments are in
Africa and Middle East
2,000+
people in Middle
East and Africa
6,000+
data connections
18
affiliates

17
deploying network and IT infrastructure
to and within the Middle East
a unique network infrastructure for regional
and global enterprise customers
 fully-owned MPLS
backbone with
in-country nodes
 best connectivity
to Europe, Asia
and Africa
 full cable diversity,
Orange co-funding the
main cables

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network and IT infrastructure
diversified routes in Africa
Eastern Africa has
gained diversity and
direct routes to Asia
diversity is obtained by mixing
techniques, cables and landing
stations where possible
ACE connects new
countries and adds
diversity on the West

our people

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a global presence and local involvement…
 international
coordination
 centralized processes
 local autonomy
regional pre-sales and
sales teams
 standard portfolio
 local adaptation
 local partnership
management
customer service and
operations managed
centrally and locally

21
…with the right skills, certifications and procedures for the task
our teams
 more than 800 professionals holding
ITIL Foundation certification at Orange
 20 ITIL specialists and/or service
managers (with ISO/IEC 20000 Auditor
certification)
 over 250 representatives available at
group level to help clients to optimize
their infrastructures
our methodology and approach
 consistent certificates around the world
 certification project managed step
by step
 e-learning sessions on ISO 20000
and ITIL available to all our employees
 ISAE 3402 certification serving a
technical environment in line with the
market’s top hosting standards
 ISO 9001 certification for quality
management (2011)
 ISO 20000 certification (ITIL) for IT
service management (2011)
 ISO 27001 certification for information
security management (2011)
total ITIL compliance certifications
Orange is one of the top five partners to employ
certified outsourcing professionals

22
two of our five major service centers are in Africa
Mauritius MSC
 300 employees
 among other activities:
– telephony support to 60 major French accounts
– mobility services to 4,500 customers
– supporting 66 telepresence rooms
– IT support services
Egypt MSC
 1,370+ employees
 24/7 customer support operations in 15 languages
 activities in network, telephony and IT
– global support for IP problems, VSAT and
Business Everywhere
– Avaya and Cisco second- and third-level support
– dedicated service desks for large clients

23
“Top Employer Europe 2014”
 Mobistar (Belgium)
 Orange (Spain, France, Poland,
Romania, Slovakia, Moldova, Armenia)
 Orange Business Services (United
Kingdom) played a part in securing
this European certification
“Top Employer India Africa 2014”
in addition to the certifications already
achieved by Orange Business Services in
Africa and India. This achievement makes
Orange one of the few top employers
across three continents
was named as one of the
“Best Workplaces for
Commuters” in 2012 in
the United States
was recognized as a
“Great Place to Work”
in Rio de Janeiro, Brazil
a top employer

24
some of our people
Shaldon
Naidoo
Wadad
Zarzour
Samer
Yamak
Spyros
Salpeas
Adam
Dodo
Oguz
Ozel
Isabelle
Lurquin
Philippe
Koebel
Laurent
Marini
Giorgio
Heiman
Zaki
ElKhoury
Yannick
Decaux
Brigitte
Nasr
Mouad
El Fazziki
Muge
Cenan
Bernard
Collonnier
Dorne
Lovegrove
Osama
Shawky
Mark
McCallum
Thabo
Mpepele
Mickael
Ghossein
Yasemin
Akin
Lele
Ndlovu
Vanina
Nguyen

our customers

26
our customers

27
our customers
 AngloGold Ashanti chose Orange for IP VPN,
managed Internet and security, video conferencing,
voice and cloud services
 AngloGold Ashanti is the third largest global producer
of gold with market capitalization >$15B and is
headquartered in Johannesburg, South Africa
 Ecobank is the leading pan-African bank
headquartered in Togo with operations in 34
countries with a focus on Middle Africa, the fastest-
growing and significantly under-banked region
 Ecobank chose Orange for DC rollout, UCC and
IPCC services to improve services availability and
customer experience

28
Cotecna improves vehicle monitoring,
security and goods traceability in Africa
thanks to machine-to-machine
 Swiss company; world-leading trade inspection, security and
certification company for over 35 years
 headquartered in Geneva;120+ offices; 4,000 employees
business benefits
 on-board devices identify
exact vehicle location and
aid registration
 customs officers have real-time
status updates – location, time,
incident, alarm alert
 more driver safety
 less goods lost in transit
Orange solution
M2M advanced fleet
management solution
customer challenges
 security of goods in transit
is a top priority
 all journeys must be fully
monitored and registered at
each stop en route
 driver security is an issue due to
poor communication between
offices and vehicle staff
 drivers need easy-to-use/
accessible alarm in the event
of an incident

29
our customers
real estate
Saudi Arabia
ITCC financial
district
Solidere Beirut
new downtown
district
 supporting the investment company to design the
ICT infrastructure of its future financial district located
in Riyadh
 the project is offering a state-of-the-art ICT platform,
data center and services in order to address the
specific IT needs of financial companies and
institutions
 collaborating with Solidere to design, build and
operate ICT services of the new downtown Beirut,
spread over 191 hectares
 Solidere is offering state-of-the-art IPTV services to
its residents; this service is fully managed and
operated by Orange Business Services

what the analysts say

31
Orange recognized as a leading service provider in MEA
 World Communication Awards: Best Enterprise Service
(hybrid network), Best Cloud Service, Best Global
Operator, Best New Business Service, Best SME Service
and User’s Choice
 IDC – leader African global services market
 Frost & Sullivan – 2014 African Telecommunications
Company of the Year
 Gartner – Leaders Quadrant for Unified Communications
as a Service, Multiregional
 Vertical Systems Group 2014 – Leader Global Provider
Ethernet Services

3232
Orange Business Services strategy
in the Middle East
building a basis for success
This IDC event flash examines the business priorities of Orange Business Services in the Middle East
for 2013 and beyond. IDC believes that:
“Orange’s strong local presence and service delivery partnerships, coupled with extensive network
infrastructure, will be key differentiating factors that could help the company stay ahead of the
competition […] to achieve this, Orange Business Services has undertaken the following initiatives to
run through 2013, in line with the adaptation phase of its Conquest 2015 plan:
 leveraging network infrastructure, etc.
 expanding regional presence, etc.
 partnerships for service delivery, etc.
 focus on select verticals, etc.
With the above strategy in place, Orange Business Services seems to be on the right path, as these
initiatives will provide a platform for growth as the group enters the next phase of its strategic plan in
2014, which aims to capitalize upon the investments made during the adaptation phase.
Orange Business Services already has a strong M2M portfolio. To further tap into this opportunity, it has
also created a joint venture – called “m2o city” – with the French utility company, Veolia Water […] IDC
believes that the growth prospects […] are positive.
[…] Orange Business Services focus is on the key markets of the UAE, Saudi Arabia and Qatar, with the
greatest opportunities (outside the public sector) being within the finance vertical and oil and gas
conglomerates […] IDC believes Orange Business Services has put in place the right mix of network
infrastructure and services portfolio to overcome these challenges and pave the way for continued
success in the Middle East.”
source: Orange Business Services strategy in the Middle East: building a basis for success, by Paul Black, Abhinav Purohit, Bhanu Chaddha
March 2013, #CEMA19456, volume: 1

3333
Orange Business Services targets strong
growth in the Middle East and Africa with
new affiliate partnerships
IDC believes:
“Orange Business Services currently has a strong customer base in MEA, including strategic
relationships with multinational organizations and entities focusing on smart cities.
Orange Business Services will enjoy strong growth as it expands its offerings in cloud and security
services.
Orange Business Services holistic approach to delivering security services is unique.
Orange Business Services strong partnerships and extensive coverage across the region will help it to
maintain a competitive position in the market as it expands its customer base.
Orange Business Services has strong brand recall in Africa […] coupled with its strong services portfolio,
this puts Orange Business Services in a unique position to engage customers in addressing their
strategic requirements and collaborating with them in a long-term partnership.
Given its strong solutions for the public sector and smart cities, IDC believes that
Orange Business Services is in a position to strengthen its partnerships with government organizations
and authorities of smart cities to deliver connected IT services.
With large-scale infrastructure projects underway in the Middle East and many robust economies in
emerging Africa, Orange Business Services is well positioned to capture opportunities.”
source: Omar Saleem – IDC, “Orange Business Services targets strong growth in the Middle East and Africa with new affiliate partnerships,” March 2013

3434
Orange looks to Middle East and Africa
for growth
“Orange has achieved impressive performance in Middle East and Africa region
with a strong presence in the mobile and enterprise markets.
Orange differentiates itself from its rivals in how it executes its strategy […] it has
focused on expanding its presence through acquisitions and gaining control
over existing operations through stake enhancement […] and focusing on value
added services to complement mobile offerings.
Orange was one of the first operators to explore enterprise opportunities in MEA
and continue to focus on driving growth by capitalizing on the economic
prospects in the region, etc.”
source: Sirish Kumar Pammi – Ovum, “Orange looks to Middle East and Africa for growth,” June 2012

3535
source: Roz Roseboro – Analysys Mason, “infrastructure investment and partnerships are driving enterprise connectivity services in Africa,” June 2012
infrastructure investment and partnerships are
driving enterprise connectivity services in Africa
“Orange Business Services
benefits from a significant
number of local affiliates,
making it less dependent on
partners than its peers. It is
heavily represented in French-
speaking West Africa, but its
footprint covers most of Africa.
It has invested significantly in
infrastructure in Africa and has
strengthened its delivery
capabilities.
It is the only worldwide
operator with mobile assets
in Africa.”

3636
source: Adrian Ho – IDC, “Tales from Africa: Orange Business Services show Leadership in Emerging and Frontier Markets,” May 21, 2012
tales from Africa
Orange Business Services shows leadership
in emerging and frontier markets
“Orange Business Services has uniquely made Africa and the Middle East its
priority regions globally. It is probably the market leader in terms of capabilities
on the ground and mindshare among large MNCs.
Orange definitely has outstanding capabilities and reach in the region, and has
begun to demonstrate these with its recent engagements in Africa.
Orange benefits from the early mover advantage in Africa and the Middle East.
The operator has clearly done an extensive amount of research on the market
potential and has identified up to 300 logos including both A- and B-end
customers. […] at the event, IDC got to hear from one of its core customers in
the region giving testament to Orange’s success in executing network services
for them over the years.”

3737
source: David Molony – Ovum, “Orange Business Services takes the A road in Africa,” May 15, 2012
Orange Business Services takes
the “A road” in Africa
“In our last enterprise strategy review of Orange Business Services we wrote
that it was the first of the global service providers to place emerging markets at
the heart of its global growth strategy […] we heard strong evidence that Orange
Business Services has followed up on its commitment to enterprise networking
in Africa and the Middle East.
Two years ago, Orange Business Services had a minimal pipeline across the
Middle East and Africa, but at current growth rates it will soon be above
$1bn […] Africa alone will provide 20% of that growth revenue.
South Africa houses 70% of Africa’s major companies […] fast becoming an
A-end market, with South African companies requiring connectivity across sub-
Saharan Africa […] it accounts for more than half of Orange Business Services
revenues in Africa, etc.”

key takeaways

39
key takeaways
trusted partner
our consistent investment and strategy has resulted in
strong growth
 unmatched presence
 unique portfolio available across the entire continent
 local, on-the-ground presence in key markets – for agility
and responsiveness
 good understanding of local trends
 best-in-class resources with locally-based, expert teams
 delivery of customized solutions for both MNC and real
estate clients
 delivery of turnkey and integrated solutions, leveraging
the strength of the Orange Group

40
welcome to
planet local
Local insight. Global coverage.

MEA Digital Transformation Guide

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