Spinno WAKE UP 10.9.2010

1. Customer Experience
Analytics
Winning Decisions
Anssi Tauriainen 10.9.2010
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 1

2. CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 2

3. The opportunity
A changing environment
5Bn
Number of mobile users in 2010
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 3

4. The opportunity – too much data
DATA MONETIZATION
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5. Solution - The analytics specialist
1. Expertise on how to handle and monetize data
2. Relationships in the eco-system
3. Aito CEA Suite - a product for automated analytics
Aito’s clients will increase revenues and profitability,
decrease revenue losses, find new revenue pools and
at the same time increase loyalty and stickiness toward
their clients
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6. Exper&se ‐ team and organiza&on
Anssi TAURIAINEN Jukka SONNINEN
CEO & Founder Chairman of the board
PREVIOUS PREVIOUS
COMPANIES: COMPANIES:
Nokia CEO of SAP Finland
Solteq, Busware,
Endero
HQ and R&D in Espoo, Finland
Sales office in Kiev, Ukraine
OPERATIONS BOARD OF DIRECTORS
Juho SEPPÄLA Janne TANNINEN Heikki MARTINOJA Jari Daniel Antti VIITANEN
VP Sales & Marketing VP Business Development VP Product Management MIESKONEN BLOMQVIST Board member
Board member Board member
Nokia Telia Sonera TeliaSonera Digia, RealNetworks
Airwide Solutions Conor Venture Creandum Yahoo!
Partners Ascade Telia Sonera
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Eqvitec

7. Rela&onship – Premium Customers
 Leading brand name customers
 and several commercial trials with international customers
 New partnership in place with global Service Assurance market
leader
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8. Aito CEA suite
Proven to discover new revenues of 2M€ in 24 hours
1. Data collection 2. Combine data 3. Analyse, search, 4. Automated
from an individual click, refine, drill actions
perspective down, report
Customer Traffic or
data Billing data
(e.g.
CRM) 5 1 Fix, improve...
Behaviour
Experience Up-sell, target...
€ 4 Business 2 Measure change
3
Near real-time process. Every morning: get a cup of coffee, see
Aito for the latest business development...
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9. Milestones & Key achievements
 Founded in 2007
 570% growth in turnover 2007‐2009
 30 employees worldwide
 Best BSS product, World Vendor Award 2010
 Series‐A funding from Creandum and Conor Venture Partners
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 9

10. CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 10

11. Forewords
“Paras raha tulee asiakkailta”
- Kauppalehti 6.9 -
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12. Organic growth vs. External
funding
• Decision depends on business plan
– Personal / company targets
– Customers
– Product
– Market and opportunity window
– Business model
– Targets
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13. CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 13

14. Vision and objec&ves
To be the first choice for Customer Experience
Analy&cs in the communicaLon industry
ObjecLves by 2015:
 60+ clients
 One of the fastest growing SW companies
in Europe
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 14

15. Market data – It’s big
5Bn
$4,4Bn
Number of mobile users in 2010
$9,3Bn
Business Intelligence soSware market in 2009
CEM related investments by telco service
providers in 2014
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 15
Sources: Gartner, Analysis Mason

16. Business model
CAPEX
Licence plus annual service agreement
SaaS
Yearly fee – longer service agreement
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17. Customers – who are they
MVNO Telco Operators
Latin Latin
Europe MEA Asia Europe MEA Asia
America America
170 50 20 1 185 160 180 334
Number of MVNOs by region Number of operators by region (less MVNOs)
Social Service
networks providers
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 17

18. Discussion
• For Aito, growth with the help of external funding is the
only option
• Thinking of VC funding?
– Start by crystalizing targets and motives
– Well prepared is 50% done
– Whole process takes a lot of time
– Get ready for trade-offs
– Seek professional assistance –stay on the driver’s seat!
CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 18

19. CONFIDENTIAL / Spinno WAKE UP 10.9.2010 / Anssi Tauriainen +358 45 1146 200 9/20/10 19