The document discusses strategies that telecommunications CEOs in sub-Saharan Africa will need to adopt to survive in the challenging market environment. Competition is intensifying as the market nears saturation, squeezing margins. CEOs will need to focus on outsourcing non-core functions, targeted network deployments, and low-cost data strategies rather than subscriber acquisition. Rural expansion is key to address urban saturation but challenges remain around costs, infrastructure, and device affordability. Adopting fixed-mobile convergence solutions, enterprise data services, and rural value-added services like mobile commerce present opportunities for growth.

1. THE ART OF IMPROVING
issue 04 10 OCT 2011

2. CONTENTS
4 ANGELA’S WELCOME
6 GUEST EDIToR: The digital
decade
8
10
MAIN ARTICLES: the art of
improving
NEW STRATEGIES TO SURVIVE
12 GADGET REVIEW:
SAMSUNG GALAXY TAB 10.1
14 Who should host your
cloud party?
16 CONVERGENCE:
MTN Business demystifies
the perception of SIP
Trunking fraud
18 DISASTER RECOVERY AND
BUSINESS CONTINUITY
20 Africa – a hub for telecoms
growth potential
22 quarter in pictures
24 Taking time out
26 Corporate well-being
28 Newsreel
2 3

3. It’s hard to believe that this is the third issue of Di@logue
for this year! I am reminded every month just how
quickly time flies – especially when you are involved in
one of the most interesting and busiest industries.
Although much colder, the winter months continue
to be filled with news around technology innovation
and the continued increase in telecommunications
investment – which certainly indicates that ICT and
telecoms remain fundamental sectors of interest within
the broader African business context.
Thereality–technologywillalwaysremainacrucialfacet
to the way business models are structured and recent
BMI-T research highlights that IT will grow into a R100bn
industry in SA by 2015*! Telecoms continues to have a
critical part to play in this IT growth and development
and if one considers that the BMI-T research highlights
virtualisation, unified communications and business
intelligence to be some of the software areas that
are driving the growth, then MTN Business is already
offering our customers value-added services that drive
innovation and capitalise growth.
Therefore, in this issue of Di@logue we bring you some
key insights into the overall telecoms and ICT industries,
as well as some news on the accomplishments of MTN
Business in the last quarter.
OurguesteditorcolumnseesDuncanMcLeodtakingalook
at the digital decade – how far we have come in terms of
technologyandwithsuchevolutioninthisindustry,itishard
to predict what the next decade will look like, yet exciting
to see where we are headed. Hi-Tech Security Solutions
editor, Andrew Seldon, talks about the art of improving
how to identify the centres of excellence within South
Africa, which is key for growth, be it from an economic,
labour, educational or healthcare perspective. And Frost
& Sullivan has once again contributed valuable insights
for this edition – looking at what CEOs will need in
terms of new strategies to survive in a challenging sub-
Saharan African Telecommunications market.
And then on a lighter side as always, technology
enthusiast, Toby Shapshak, provides us with his views
on the Samsung Galaxy Tab 10.1 – his gadget of the
month, while travel and leisure writer, Lesley Stones,
provides tips on where to go for the best tech shopping
and her views on how the corporate world of fashion is
changing.
Furthermore, a few of our specialists at MTN Business
provide insight into the topic of SIP Trunking Fraud,
which is fast becoming a reality locally, as well as the
topic of Africa as a hub for telecommunication growth
– providing interesting insight into the potential the
African continent has in this regard.
I have no doubt that you will enjoy reading all the
articles in this issue and thank you once again for your
continued support of the MTN Business brand.
If you have any feedback or questions regarding the
below, please do not hesitate to drop me an email at
angela.gahagan@mtnbusiness.co.za as I would be very
interested in receiving your thoughts.
Keep well!
Angela Gahagan
Angela Gahagan
Managing Executive, MTN Business
*Article posted on TechCentral (www.techcentral.co.za)
and sighted BMI-TechKnowledge forecasts published in
“SA IT Market Overview – 2010 to 2015”.
How far we have come in terms of
technology and with such evolution
in this industry, it is hard to predict
what the next decade will look like
4 5

4. on the planet where there is wireless coverage. And that
includes the top of Mount Everest, from where – in May
this year – renowned mountaineer and alpinist, Kenton
Cool, became the first person to tweet from the summit
of the world’s highest peak.
In many ways, technology in the first decade of the new
millennium was driven by three megatrends: Moore’s
Law, which has meant computers have continued to
get exponentially more powerful while prices fall;
the consumerisation of IT, in no small part due to
companies like Apple; and the proliferation of cheap
broadband Internet access almost everywhere, ushering
in new models of computing for both consumers and
companies.
New industries have emerged on the back of this:
Google, founded just 15 years ago, is worth almost
US$200bn today – its success built on selling keywords
to advertisers. And Facebook, Twitter and other online
social networks have transformed the Internet from a
one-waymediumintoabidirectionalflowofinformation,
changing the way we socialise and communicate as a
species.
Broadband networks are also altering the way corporate
IT functions. Cloud computing, where computing
resources are made available online – in public clouds
using the Internet, in private clouds inside companies,
or a hybrid of the two models – is changing the world of
corporate information systems.
Cloud computing is regarded by many as the third
big wave in the computer industry. The first was the
mainframe era, where powerful and expensive server
computers were used in conjunction with “dumb”
terminals on the desktop. It was an era thoroughly
dominated by IBM.
Then, in the 1980s and 1990s, Microsoft and Intel turned
this model on its head, ushering in the era of client-
server computing, where desktop computers and
laptops became much more powerful and mainframes
became the preserve of banks and other big companies.
Now, ubiquitous and high-speed networks are leading
to the third wave, where computing is delivered as
a resource in a utility-type model, as a service over a
network, much like electricity. End users don’t care
where in the “cloud” they’re getting their services –
applications, bandwidth, processing time, storage and
memory. All they care about is that they’re available over
the network when they need them.
The idea is that this can save companies money and
streamline corporate IT systems – computing resources
are centralised in data centres, they can be optimised,
fewer skills are needed and so on. The same thing is
happening in the consumer space, perhaps even more
so. The line between client-side devices and applications
and online services is becoming much less clear. As
broadband gets cheaper and more ubiquitous, people
won’t think twice about accessing online resources and
sharing media-rich information with the world, even
while on the go.
Whatwillthenextdecadehold?Ifonelooksattheradical
changes of the past 10 years, it’s almost impossible to
predict what 2021 will look like. What does seem certain,
though, is that we’ll look back on 2011 as that quaint
time before everyone – everyone – on the planet was
connected at high speed to everyone else – and to all
human knowledge in a global “digital nervous system”.
Shortly after 2000, when the dot-com bubble burst,
a pall was cast over the technology industry. Internet
companies ran out of funding and hit the wall, the
Nasdaq crashed and is still valued at a fraction of what
it was at the height of the dot-com investment hysteria,
and a wave of consolidation followed in the IT sector,
both locally and abroad.
It’s worth casting an eye back over the past decade and
taking a look at just how far we’ve come in technology.
Many of the grand ideas dreamt up a decade ago by
those dot-com mavericks are now coming to fruition.
Whowouldhaveimaginedthattenyearsafterthebubble
burst that a social media network – Facebook – would
sign up 800 million users and have an implied valuation
of almost US$100bn? Or that Apple, just starting to turn
the corner after near bankruptcy in the late 1990s, would
a decade later blow past Microsoft to become America’s
second most valuable company (after Exxon Mobil) with
US$70bn of cash in the bank and with most of its profits
coming from two product categories – the smartphone
and the tablet computer – that didn’t exist at the time?
Ten years ago, most of us were still browsing the Web
using Mozilla or Netscape Navigator. Windows XP hadn’t
shipped yet, so most computer users were using either
Windows 95/98 or Windows 2000 and, at least in homes,
connecting to the Internet through dial-up. Mobile
data cost R50/MB or more and the thought of using a
cellphone network as a primary Internet connection was
not a consideration.
Today, hundreds of millions of people – it will soon be
in the billions – carry smart devices in their pockets
that are more powerful than most computers were
at the turn of the century. With the swipe of a finger
and a few keystrokes, virtually all the information ever
created by mankind is available from almost anywhere
GUEST EDITOR
THE DIGITAL DECADE
6 7
DUNCAN MCLEOD,
Editor of technology news website TechCentral.
www. techcentral.co.za

5. THEARTOF
IMPROVING
POCKETS OF EXCELLENCE
ARE WINDOWS TO SUCCESS
Andrew Seldon, Editor of Hi-Tech Security Solutions www.securitysa.com
8 99
Identifying the centres of excellence within South
Africa is key to growth, be it from an economic, labour,
educational or healthcare perspective. However, more
than simply identifying them, these areas of excellence
should be studied and emulated to spread a best practice,
performance-oriented approach throughout organisations
across the country.
In an article for Leadership1, Chantell Ilbury and Clem Sunter
speak about “Pockets of Excellence”. They suggest South
Africa should “celebrate its pockets of excellence, find out
what makes them work and then benchmark other similar
institutions against those pockets”.
In other words, find an area where things are working
well, find out why and then replicate the success into
other areas. In doing this, the excellent is acknowledged
and encouraged, while the sub-par is put on the road to
improvement.
Ilbury and Sunter note that the South African Revenue
Service (SARS) is an area of excellence “that outperforms
even the best tax collection agencies in North America
and Europe”. They advise government to benchmark its
other departments against SARS “by determining a set of
key performance indicators (KPIs) that will measure progress
towards the excellence of SARS and then hold the leadership
of those other departments accountable for meeting the
KPIs”.
A model of excellence
The good news is that excellence can be modelled and
replicated. Doing this encourages quality and process
improvements while also enhancing everyone’s awareness
of their performance as it pertains to the operations of their
pocket of excellence. Most importantly, when replicated
effectively, these models of excellence transform average or
underperforming organisations into competitive superstars.
The Baldrige2 Model for Performance
Excellence highlights seven criteria necessary
for peak performance:
1. Visionary leadership
2. Strategic planning
3. Customer focus
4. Measurement, analysis, and knowledge management
5. Workforce focus
6. Process management
7. Results
Determining how pockets of excellence meet each of these
criteria will empower others to follow their lead and deliver
the performance this country needs. It’s not easy but it can
be done with focus, drive and effort.
Ilbury and Sunter conclude: “We don’t celebrate our pockets
of excellence in South Africa like they do in America. We
indulge in obsessively complaining about our faults, which
is the pathway to mediocrity and ultimately universal
failure.... Identifying, celebrating and replicating our pockets
of excellence will do more than anything else to make this
wonderful country of ours work properly.”
1. http://www.mindofafox.com/the2010s.php#pockets
2. http://en.wikipedia.org/wiki/Malcolm_Baldrige_National_
Quality_Award
Further reading
http://www.baldrige.com/baldrige-process/baldrige-101/
http://en.wikipedia.org/wiki/Malcolm_Baldrige_National_
Quality_Award
http://www.nist.gov/baldrige/publications/upload/2011_2012_
Business_Nonprofit_Criteria.pdf
POCKETS OF EXCELLENCE
ARE WINDOWS TO SUCCESS

6. 10 11
CEOs will need new strategies to survive
in a challenging sub-Saharan
African telecommunications market
Birgitta Cederstrom, ICT business unit leader for Africa at Frost & Sullivan www.frost.com
With increased growth and demand by both enterprises
and consumers in the African telecommunications market,
competition has intensified over the years. The market is
nearing saturation and margins are increasingly coming
under pressure, writes Birgitta Cederstrom, ICT Business Unit
Leader for Africa at Frost & Sullivan, an international growth
consulting and partnership company.
As a result, CEOs have to start considering rejecting
strategies aimed at subscriber acquisition. Instead, they
need to consider outsourcing as a core strategy, adopt
surgical network deployments and develop data strategies
for low-cost models.
A new analysis from Frost & Sullivan finds that the
telecommunications market in sub-Saharan Africa earned
revenues of US$63bn in 2010 and estimates this to reach
US$88.1bn in 2016. The key drivers for growth for the
telecommunications sector include exponential growth in
wireless technologies and services. The growing demand
for broadband and data services, especially by the enterprise
and rising SME sector, intensifying competition and mass
market-targeted strategies, will define the market landscape
in the next five to ten years.
Wireless technology has become the primary mode of
communication in Africa and continues to enjoy double-
digit growth. This accelerated growth has attracted new
participants into the market, with the resulting competition
compelling operators to become more creative in their
product offerings.
So what strategies do we predict will increase
over the next two to seven years?
A key future differentiator, in both the mobile and fixed line
service segments, for telecommunications operators will
be Fixed Mobile Convergence (FMC) solutions. Although a
true FMC solution can only be offered by the incumbents
as it requires fixed line services, we have started to see fused
FMC solutions being introduced in Africa using VoIP services
to mitigate lack of fixed lines. MTN Business launched its
services in South Africa in March this year with a roll-out
into Africa next year. Safaricom and Orange launched their
FMC solution services earlier this year and we expect other
operators to follow in the coming months and year. It is
particularly the larger enterprise accounts and mid-range
enterprises we foresee to have an appetite for FMC solutions,
due to its value proposition of lowering TCO.
Enterprise data services have emerged as a key cash cow for
telecoms providers and although a relatively low percentage
today in Africa, Allied has been the increased focus to service
this market.
Low disposable income levels, paralleled by the high cost
of computers, are currently limiting consumer demand
for broadband services. That said, the uptake of low-cost
electronic goods, particularly from China, is indeed on the
rise in Africa, and laptops can today be purchased in Kenya
for US$150. Enabled smartphones can be purchased for as
little as US$50. In addition to this, the majority of African
countries have clear strategies around broadband to drive
the uptake of education, healthcare, business and overall
growth for their country.
The market continues to be hampered by intensifying
competition and near saturation, as operators remain
hesitant to expand into rural areas. At the same time, the
cost of doing business in sub-Saharan Africa has risen
notably and is likely to increase further with rural expansion.
Furthermore, device penetration and affordability remain
low, and infrastructure shortages remain a key hindrance for
sound network and service roll-out.
Rural expansion has become critical for operator strategies,
as this market presents the largest growth potential
and helps operators address the issues of urban market
saturation.
The operators moving into the rural market the quickest
will reap the highest return. Services such as Value Added
Services (VAS), with M-Commerce dominating as the most
prominent and valuable service, is key for highest success.
Since the economic recession, we noted a strong uptake
amongst global telecommunications operators outsourcing
its non-core services to keep CAPEX down and improve
its TCO. Looking at the North American and European
operators, we note that they have outsourced the majority
of their non-core services to trim organisations and keep
costs down. To date, we have not yet experienced the same
level of uptake by the African telecommunications operators
and one reason, perhaps, is that outsourcing has not been
as equally accepted in Africa as globally. But with pressuring
margins and a tougher competitive landscape for clients,
the African telecommunications operators will adopt and
embrace outsourcing to keep costs manageable.
Some operators have already started to do so:
• MTN Ghana’s partnership with American Tower
Company (ATC)
• SafariCom sharing pact with Telkom Kenya (Orange)
• Cell C’s sale of towers to ATC
The idea has become more attractive in countries where
there are a large number of service providers and network
coverage is not seen as a competitive advantage.
Tower sharing adds value to an otherwise depreciating asset.
Estimated values per tower can increase from US$200 000 to
US$500 000, once leasing clients take up available slots. Frost
& Sullivan believes that tower sharing could potentially save
operators US$2 – 5 billion over the next 10 years.
Tower companies are targeting African markets for
expansion, but many service providers are not ready to
consider a change in business model. However, as providers
look to capture subscribers in rural areas, strengthen margins
and reduce prices, infrastructure sharing will become the
preferred business model for telecommunications operators
in Africa.

7. Samsung were the first to bring out a tablet to compete
with the iPad last year. Its 7in/17.7cm Galaxy Tab was
hardly their best-selling product. Originally overpriced
(R8 000 to the iPad’s R4 400 entry-level price) and with
a smaller screen and unable to upgrade to the new
Android Honeycomb operating system, it was just that:
a first attempt.
But the Galaxy Tab 10.1 is a whole different picture.
According to Apple it looks so similar, and mimics the
iPad so much, that Apple has obtained an injunction
to prevent the Tab being sold in Europe. At the time
of writing, Apple had successfully won court cases in
Düsseldorf and the Netherlands against Samsung.
No such injunction has been issued in South Africa, so
you will be able to buy the Galaxy Tab 10.1 and use it. It is,
as Apple fears, a superb device.
First of all, it’s a sliver of a device at 8.6 millimetres, which
Samsung says is the “thinnest mobile tablet currently
available in the world”. It’s certainly slim, and light (it
weighs 565g, which is just less than the iPad 601g) and
seems to have the brightest screen on a tablet so far. The
1280 x 800 resolution is as good as many laptops and
it’s superb for watching video on, be it those stored on
the device or watched via YouTube. Despite its thinness,
the Galaxy Tab promises up to 10 hours of battery life,
including with the Wi-Fi on and watching video.
The video quality is enhanced by the Nvidia Tegra 1GHz
dual-core processor, which works well on gaming too.
It runs the latest version of Android and of course has full
Flash, so all the Flash-heavy websites you’ve got used to
will work just fine.
It has a 3-megapixel rear camera and a 2-megapixel
front-facing one, for video calling – something that just
seems perfectly apt for a tablet.
Samsung has its own interface on top of Android called
TouchWiz, which has a Live Panel that you can customise
so you get your favourite apps and social network feeds
right where you want them. The TouchWiz UX also has a
mini apps tray that lets you quickly get to frequently used
apps (like your calendar or task manager), as well control
your music.
In all, the Galaxy Tab is a superb tablet with a powerful
processor, great screen and enough clout to have Apple
serve Samsung with an injunction.
End note: Shapshak is editor of Stuff magazine. Read more
of his reviews at GadgetMaven.co.za
Gadget:
SAMSUNG
GALAXY TAB10.1
“thinnest mobile tablet currently
available in the world”.
12 13
Toby Shapshak,
Editor of Stuff Magazine
www.stuff.co.za

8. You can’t read an article about IT these days without
hearing about cloud computing. The IT industry is making
a fuss about the ability to host applications and data at a
remote location, leaving all the technical administration and
support hassles to someone else while you focus on your
business.
In South Africa, the increased availability of reasonable
broadband connectivity has made cloud computing a
reality for many businesses. As with most new technologies,
however, many are sceptical as to the security and reliability
of these services.
While scepticism is warranted and should perhaps be
encouraged, the reality is that even the most conservative
financial director will accept that the risks of hosted services
can be mitigated effectively. However, that does not
mean throwing caution to the wind and jumping into the
cloud. A measured approach to move some or all of your
infrastructure to a hosted platform is advised.
Start with email
The most obvious place for most businesses to start is with
their email systems. Everybody uses email today, whether
it’s from the office, home or a mobile device, making the
process of managing messaging systems complex.
This complexity is only heightened when one includes
the security aspect of email communications. Keeping
your email servers and users free from malware (malicious
software) is a full-time job, never mind the endless task of
managing your servers as the volume of email and spam
messages grows.
Hosting your email service in the cloud allows a business
to focus on gaining the benefits of email communications
in pursuing its goals without the responsibility of
administration. The hosting provider deals with the hassles
and simply delivers an email service to its clients.
More importantly, using a hosted service reduces the costs
involved as you no longer have to be concerned about
hardware, software and technical skills; you simply use the
service.
Which option to choose?
There are many service providers out there willing to offer
you email as a service. The question is, who will meet your
requirements and which platform should you choose?
Currently the two most commonly used hosted services are
based on Microsoft Exchange and Google Apps. Both make
it easy to migrate your current messaging system to their
platforms and both offer the required uptime and reliability
businesses demand. Additionally, both allow you to use
your favourite email application, such as Outlook.
The benefit of Hosted Exchange is its seamless integration
intootherMicrosoftproducts,suchasOfficeandSharepoint,
and nowadays, Office365. You also get to keep using all the
features available in Outlook.
Ease of use is also part of the package and most mobile
devices will come with the requisite software to link to an
Exchange server preinstalled. You will also have access to
your email wherever you are via a Web browser.
What’s more, while your email is hosted and backed up by
the service provider, you still have the option to keep a local
copy on your machine, which can easily be replaced if your
machine is lost.
Using Google’s hosted email option offers full integration
into Google Apps, which includes online documents,
spreadsheets, CRM and so forth. However, the offline access
can be a bit tricky. In South Africa, we still have episodes in
which our connectivity vanishes for short periods, making
the ability to continue working offline essential.
The main benefit of Google’s offering is its low cost and
ease of accessibility. A browser is all you need to get to your
emails when travelling.
When it comes to security, however, a Hosted Exchange
system offers the advantage of allowing users to sign emails
with digital signatures and to enforce rights management.
Not all companies require this feature, but large corporations
that need to maintain governance standards would
welcome this.
Google can’t offer the integration or common Microsoft
interface so many users are used to, nor can it offer digital
signatures. Hosted Exchange slots easily into an existing
Microsoft infrastructure, allows users to mix cloud and
dedicated server environments, but it does cost more.
If you are comfortable with using Google’s growing range
of online applications that are less feature-rich than Office,
for example, Google Apps might be right for you.
As with most choices in the technology world, Google
Apps and Hosted Exchange offer similar products, but each
is better suited to different user requirements. To make the
right decision, you will have to first ascertain what it is your
company needs and what it can do without. Once you
know where you stand, the decision to join the cloud is a
simple as sending an email.
WHO SHOULD
HOST YOUR
CLOUD PARTY?
HANDS ON
Andrew Seldon
Editor of Hi-Tech Security
Solutions
14 15
Cloud computing offers many benefits,
if you know what you want.

9. Session Initiation Protocol (SIP) Trunking in the local
market is being associated with various fraudulent activities.
As a company committed to not only transparency but also
ensuring that its customers and local market understand
the dynamics of the industry and its associated services,
MTN Business is on an education drive to demystify this
association.
Certainly fraud is occurring, but what is important to note
is that the fraudulent activity is directly associated with the
PABX equipment that an organisation may be using and
not through SIP Trunking per se. In fact, PABX fraud often
occurs when an organisation’s PABX system has been
breached or compromised and is not effectively configured
MTN Business demystifies the perception
of SIP Trunking fraud
CONVERGENCE
and controlled allowing access codes to be abused or
used by unauthorised personnel.
Statistics indicate that PABX fraud is on the rise and
growing in volume and sophistication. Estimates* of
the annual losses from PABX fraud worldwide now
range from US$35 – 40 million. Often the cost to
company associated with this type of fraud directly
relates to lengthy or international calls being made on
the PABX system – ones that are being charged back
to the organisation and in most cases are not picked
up by the business.
MTN Business certainly monitors its network of
international call traffic and ensures that customers
are alerted accordingly of any abnormal traffic load
that could be due to potential PABX fraud. However,
ultimately it is the responsibility of the organisation to
monitor such potential security flaws in their PABX.
Todetermineifyourorganisationisanunfortunateend
user of such PABX fraud, MTN Business recommends
that you access the detailed records of the calls being
made via your PABX system and work closely with your
PABX vendor in monitoring international call patterns.
These records will indicate the calls that should
not be taking place on your existing PABX system.
Additionally, ensuring that your PABX is completely
secure requires you to work with your vendor to
configure and secure your PABX system, making sure
that no gaps or bridges exist. Furthermore, it is always
advisable to put international call limits in place in this
regard, as the international calls are the ones that can
create the largest risk for a business in terms of costs,
as they are the most expensive.
Considering the change the market is experiencing,
it is crucial for telecommunications providers to be
transparent and provide customers with insight into
the type of technology that will provide them with a
longer business retention cycle as well as the possible
risks and what to look out for.
The fact is that high maintenance costs, fixed
infrastructure restrictions coupled with utilisation and
inflexibility concerns and now security fraud have
fast eroded the benefits of the PABX – a traditionally
purposeful product. As we aggressively move towards
mobile convergence and cloud applications, it
becomes clear that the “traditional” PABX no longer
delivers the value and security required for growing
businesses.
*SecureLogix Corporation.
16 17
Justin Colyn,
General Manager of Fixed Mobile Convergence
MTN Business

10. Disaster recovery
and business continuity:
Hosting for reliability and low cost
CASE STUDY
operate a primary Data Centre at our Head Office which
runs all our essential information and communication
technology services which are critical to our business. In
addition to that, we previously had a separate Business
Continuity and Disaster Recovery site placed with an
external organisation.”
This was where the problem lay. “With this external facility,
we had to both rent floor space and supply our own
equipment,” says Rossouw.
While the essential failover and Disaster Recovery capability
was in place with this configuration, the associated costs
were excessive. This became apparent when MTN Business
provided an alternative solution which delivers the same
levels of assurance but at a substantially reduced cost.
“Having previously used MTN Business for some hosting,
internet connectivity and related services, the opportunity
to host our business continuity capabilities came to our
attention,” says Rossouw.
Elia Tsouros, General Manager: Sales at MTN Business,
explains that hosting offers a much improved option.
“There is no longer any need for the client to have
infrastructure on-site. All they require is the computing
power and capacity – and the knowledge that it will be
delivered securely, reliably and predictably.”
Rossouw says the new configuration works very well for
TEBA. “We have consolidated the internet hosting and the
Disaster Recovery/Business Continuity sites into a
single provider. Should the servers at Head Office fail for
any reason, we automatically switch over to the hosted
infrastructure at MTN Business. Should that happen, it
remains business as usual,” he says.
More than that, Rossouw says that where critical services
are being provided by a third party, service and reliability
are always key concerns. “So far, we have had no issues with
MTN. Not only do the technical criteria measure up well,
but we are also finding MTN Business to be both responsive
and responsible.”
All that, he says, rolls up into a sound value proposition. “It is
safe to say we will be depending on MTN Business well into
the future,” he concludes.
For any company, cost containment has to be balanced
against the necessity of those services which are required
to run the business. TEBA, a mining recruitment services
specialist, has found the optimum solution for its
technology hosting with MTN Business. With this solution,
not only does reliability of a key IT service gain a boost,
but so does the bottom line. This is because by using MTN
Business’s hosting solution, the company no longer needs
to rent additional floor space or run its own infrastructure.
The recruitment and management of both local and
foreign labour is TEBA’s core business focus. The company
has developed a unique infrastructure and specialised
skills that enable it to design customised and cost-effective
services with the specific and individual needs of its clients
in mind. From its core focus, a number of related services
including human resource, social and financial services to
mines and mineworkers have evolved.
Jacques Rossouw, TEBA’s IT Manager, picks up the story: “We
“we require a stable platform from which
the information can be delivered.”
18 19

11. Africa – no longer the impassable Dark Continent she used
to be. In fact, it has been suggested1 that seven of the 10
fastest-growing economies will come from sub-Saharan
Africa in the next five years. What’s more, the Secretary-
general of the International Telecommunications Union
(ITU),DrHamadounTouré,believesthataccesstobroadband
and technology is the key to the continent’s advancement.
These sentiments are mirrored by MTN Business. MTN
Business believes that telecommunications will play a
crucial role in the growth of Africa, and certainly while the
continent has come a long way in reaching levels expected
from global economies, the reality is that more telecoms
investment is needed if Africa is to reach its expected2 GDP
growth of 6.485%.
Yet the market is cautious around infrastructure and telecom
investments. Buzz words, fragmentation and future viability
are key concerns especially considering the pace at which
technology innovation takes place today – and rightly so.
But the implications of a complacent “wait and see” attitude
will mean that Africa will miss the growth boat.
The bottom line is that the industry is full of new “product
innovations” and technologies promising to take your
business forward and drive a competitive advantage. Yet
often they are sold under the banner of buzz words and not
part of a longer term bouquet of solutions that can easily
integrate into future technologies and can be supported by
the correct infrastructure and R&D.
What’s more, the reality is that businesses in Africa have a
fragmented IT infrastructure. However, this is no longer
viable and simply costs major money and more often than
not, major disappointment. This has led to the market
realising the need for a more consolidated approach. In fact,
Africa – a hub for telecoms
growth potential
Broadband subscriptions in Africa are
expected to reach 265 million by 2015
A FOCUS ON AFRICA
for business communications to be effective and future proof, it needs to be built on a basic infrastructure that
can easily adapt and map to another. So, fragmented is not only fast moving to consolidated but it’s doing so
with the promise to improve the ability to future proof a business – creating more confusion and investment
hesitance.
Investing in an uncertain market full of potential is scary and can be daunting but not if you do your homework.
Ask the right financial questions, ask about compliance policies and share price. But what really makes a
technology service provider distinctive, is their tenacity for an honest approach, based on transparency around
the industry, new technologies and essentially what investments are best for your business and ultimately for
the continent.
Broadband subscriptions in Africa are expected to reach 265 million by 20153 and cloud computing, virtualisation
and hosted services are positioned to become critical elements to making such growth a reality. Businesses
should therefore be looking to invest in new technologies, new solutions and new products to continue to drive
such growth as it allows Africa to be part of global development and engage in conversations that may have
previously been limited – fuelling e-learning, e-health and e-commerce opportunities.
This is certainly a conundrum for Africa, but as the continent comes closer to realising such growth potential,
businesses need to see this as not only a new era for Africa, but also for the technologies that power the
continent. Wide-spread Internet adoption has undoubtedly been, and will continue to be, a fundamental
contributing factor to the changing face of Africa – and with the right technology partner, further investment
and growth should be inevitable.
1. Katherine Tweedie, Head of the Africa World Economic Forum.
2. Economy Watch, Emerging and developing economies, 2012.
3. GBI, ICT 4 Economic Growth and Trade, 2011.
20 21
Johnny Aucamp, General Manager:
Strategic Relations and Business Development Africa, MTN Business

12. Quarter
in
Pictures
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1 2 43
1
2
3
4
Mark Simpson is the new CEO of SEACOM.
SEACOMannouncedtheappointmentofMarkSimpsonasitsChiefExecutiveOfficer(CEO)witheffect5September2011.
An industry veteran with more than 25 years’ experience in the telecommunications industry, Mark Simpson has
held a number of senior international executive positions during his career, most recently as President and CEO of
Pacific Crossing, a company operating a trans-Pacific cable system between the United States and Japan.
Brian Herlihy, the current CEO, will remain with the company as a member of the Board and take on the new role of
Executive Director where he will focus on strategic projects essential for SEACOM’s continued success.
Article accredited to My Broadband
http://mybroadband.co.za/news/business/32790-mark-simpson-the-new-seacom-ceo.html
Nigeria will look into boosting the information communication technology infrastructure in the country.
Nigeria’s Communications and Technology Minister Omobola Johnson said that the country’s newest ministry will
look into boosting the information communication technology infrastructure in the country. It comes as companies
and experts have been calling on the government to increase funding to bolster IT infrastructure. She revealed that
the country had one of the fastest growing telecoms markets in the world as well as the largest mobile subscriber
base in sub-Saharan African, but noted that the IT sector for a great number of reasons had not been a success.
Article accredited to IT News Africa
http://www.itnewsafrica.com/2011/08/nigeria-to-boost-ict-development/
Apple’s visionary Steve Jobs dead at 56
Steve Jobs, the transcendent Silicon Valley entrepreneur who reinvented the world’s computing, music and mobile
phone industries and changed the daily habits of millions around the globe, died at the age of 56.
Jobs stepped down as CEO in August and handed the reins to long-time operations chief Tim Cook. With a passion
for minimalist design and a genius for marketing, Jobs laid the groundwork for the company to continue to flourish
after his death, most analysts and investors say.
Article accredited to IOL Technology
http://www.iol.co.za/business/international/apple-s-visionary-steve-jobs-dead-at-56-1.1151659
The DOC will amend its definition of broadband.
Deputy Minister of Communications Obed Bapela
The Department of Communications (DOC) will up its definition of broadband, as 256kbps is considered too low.
Speaking at the Southern Africa Telecommunication Network and Application Conference (Satnac), Deputy Minister
of Communications Obed Bapela says government’s current definition of broadband of 256kbps is too low and this
will be changed to a minimum speed of 5Mbps.
He says this is part of the department’s move to review SA’s broadband policy. The department has instructed
officials to construct a Cabinet Memo so that the change can be made. Bapela says the initial definition was based
on the one prescribed by the International Telecommunications Union. “But technologies advance. You cannot be
an economic enabler if you sit at 256Kbps.”
Article accredited to ITWeb
http://www.itweb.co.za/index.php?option=com_content&view=article&id=46876:doc-to-redefine-broadband

13. TAKING TIME OUT
Lesley Stones,
Freelance travel and leisure writer
www.lesleystones.co.za
Where to go for
the best tech shopping
One of the perks of travelling abroad is the chance for
exotic shopping at bargain prices.
We’re all convinced everything is cheaper, more easily
available and far more up to date if we buy it overseas, and
with IT gadgets, that’s often true.
The trouble is you can get ripped off overseas even more
easily than at home, because you’re in the mood to spend,
you think only Africa has criminals and the excitement of
grabbing a bargain makes you overlook the little technical
hitches – like the device you’re buying won’t work here or
has no international warranty.
But don’t let me deter you. Let these reports from the travel
website VirtualTourist.com deter you instead.
One place that gets a mauling from VirtualTourist is
Singapore’s Sim Lim Square. Now that’s a double-whammy,
as we assume goods will be cheaper in Asia because so
many components originate there.
“Sim Lim Square is a total rip off. Shops may offer low prices
but you’ll end up buying a low-quality fake,” warns one stung
shopper. You are only told tax must be added once the deal is
done and small items such as memory cards and batteries are
often removed if you don’t pay attention,” he warns.
The famous Nathan Road in Hong Kong can be equally
dodgy. “Be on top of your game. If not, you will pay dearly,”
warns VirtualTourist. “If you buy electronics, be warned the
prices aren’t very good. Check to see if you get what you
are paying for. Don’t let anything out of your sight, such as
a box, and if you insist in paying with your credit card, have
them swipe it in front of you.” Use common sense, the post
continues: “If you see a $3 000 camera for $1 000, ask a lot of
questions. Tons of people get ripped off here.”
Another traveller warns that “tourism approved” stickers in
Nathan Road shops does not make them reputable. They
may still operate the switch tactic, which means when you
choose something, they’ll distract you and replace it with a
cheaper version.
Hong Kong’s Electronics Market in Sai Yeung Choy street
gets good reviews, with already cheap cameras, phones,
MP3 players, PCs, laptops and TVs getting cheaper if you
haggle.
The Big Apple fittingly has the Apple Store, so if you’re in
New York craving Apple gadgets, that’s the place to go. Go
anyway just to admire the funky glass cubed store. It’s open
round the clock, so it’s handy at 3am when your jet-lagged
brain is wide awake.
In theory, you’ll find the best bargains in the country where
the manufacturer is based, which eliminates the significant
cost of shipping goods abroad. If you want Apple, buy in
the US; for a Nokia phone, try Finland; and for Samsung, go
to South Korea.
When you’re abroad, remember the most fundamental
purchasing principle – shop around. Do your research first
so you know exactly what you want and which models are
being phased out. They’re most likely to be a bargain and
can be a great buy as long as they do exactly what you want
them to. Then check that it’s going to work in your home
country and check for an international warranty, because if
an item the manufacturer doesn’t import or support locally
breaks, you’re scuppered.
Dubai promises some great bargains because of its tax-free
zones. But duty-free shops in many airports are a different
story. There may be some bargains, but again most likely for
locally-made products. Items from other countries are often
a little cheaper, because they may be tax free but they’re
not profit free.
In these days of online trading, you’ll often find the best
bargains by doing some comparison shopping online and
ordering with a mouse click. Saves packing a suitcase too.
24 25
“Sim Lim Square is a total rip off. Shops may offer low
prices but you’ll end up buying a low-quality fake,”

14. The changing face
of corporate fashion
CORPORATE WELL-BEING
How you are perceived at work is a combination of
several factors, including your performance, how you treat
your colleagues and how professionally you behave.
But think back to your job interview and those early days
at work, and remember how crucial your appearance was.
How we dress often suffers a gradual decline, yet dressing
for success still applies and you’re not making the most of
your opportunities if you’ve become the office Oxfam.
Once a suit and tie for men and business suits for ladies
were standard office attire. “In recent years people have
messed it up and forgotten about business by dressing too
casually,” says Lianne Smuts, a corporate image consultant
from 1st Solutions. “That has affected productivity and even
our respect for each other when people in leading positions
look worse than us. So companies are returning to a more
professional image of the jacket and tie.”
The decline of the suit culture has left men needing
guidelines about appropriate dress codes and women
seeking a style that gives them confidence in the
competitive corporate world.
Smuts says the correct dress code varies according to the
industry you work in, your position in the firm and your
company’s branding. But torn jeans, worn out clothes and
dirty takkies are simply never acceptable. “If the brand is
very conservative, you expect a suit or classic trousers and
a shirt for gentlemen and a tailored suit for ladies. In a more
creative environment, like advertising, there is more leeway.
People can dress slightly more fashionably and colourfully,
but it’s still not “anything goes”. It must be respectable.
Never wear anything sexy or too revealing. Worn old clothes
aren’t acceptable, even in a creative environment.”
Playing the image game is crucial because you are
representing the company, so you should look neat and
well groomed, with clean hair and fingernails and a
pleasant smell.
“If a CEO is meeting other business people, I expect a suit
because that’s their position. For office staff or people
working in a shop, I expect more relaxed and fashionable,
but still well groomed,” Smuts says.
A polished appearance earns you respect and if you don’t
look good representing your company, then customers
won’t treat you or your business with much respect.
It’s always better to be overdressed than underdressed in
any situation. “You have a couple of seconds to make that
first impression and if you are over-dressed, people will see
you have made an effort and taken time to present yourself
well. If you enter a room and people think you could have
made more effort, then you’ve blown your chances.”
While you may dress down to fit in with your colleagues,
don’t do that if you want to create a career-enhancing
image. “It’s never a bad thing to add a jacket because being
one level better dressed than the people you work with
earns you more respect,” Smuts says.
Playing the image game includes colour, as some colours
look less serious. Go for conservative grey, black and white
if you want people to take you more seriously, although
colour can be appropriate in a more relaxed office after
you’ve made your first impression. You can even go for
shocking pink, but consider the situation, says Smuts. “You
could wear a smart pink suit in a corporate environment,
but not in the boardroom.”
Make-up should be used sparingly to highlight, not disguise.
Lip-gloss and mascara show you care about grooming, but
thick foundation, colourful eye shadow and dazzling lips
just make people wonder what lies beneath.
Lesley Stones, Freelance travel and leisure writer www.lesleystones.co.za
26
27

15. • Services where charge amounts vary significantly
from one month to another.
Continues Colyn: “Further to this operational level
improvement capability, the TEM solution takes
strategic decision making to an entirely new level.
Access to TEM reports allows management and
key stakeholders to analyse and take advantage of
other business imperatives. For example, the ability
to analyse customer buying behaviour to improve
service levels or sales and even to take note of criminal
threat pattern behaviours for more effective risk
mitigation strategies.”
The MTN Business TEM solution fully supports a range
of global telecommunications functions, including
Fixed Line Services, Mobile Services and Remote
Office Services and is customisable to any industry
type. What’s more, given the solution’s automation
and subsequent simplicity and ease of use, TEM
increases financial cost transparency and, as such,
allows for greater policy adherence and alignment
to corporate governance – handing control and
management of telecommunications spend back to
stakeholders. MTN Business has also implemented the
TEM solution internally to validate its own billing and
financial management processes more effectively and
further improve its customer service capabilities.
“We understand that our customers continue to
look for value-added services that will meet their
business needs and save costs. We also understand
that constant market changes have forced corporate
SA to trust their service providers to deliver valuable
telecommunications solutions that will future-
proof their business, as they focus on running the
organisation. It’s with this premise in mind that I
proudly reiterate MTN Business’ commitment to
transparency and providing customers with insight
into the type of technology that will provide them
with a longer business retention cycle as well as the
possible risks and what to look out for. TEM is one
such technology.”
“While Gartner does substantiate the business case
and growth of TEM (its research states TEM vendor
growth to double by 2013), for MTN Business, the
business case is in the ability to extract value from
one’s very own information. The possibilities are
endless and the business intelligence an asset to any
business, in any industry,” concludes Colyn.
MTNBusinessprovidesTelecomsExpenseManagement
(TEM) functionality to deliver intelligent data while
dramatically reducing telecommunication costs
MTN Business will now offer its customers a solution
that provides a comprehensive, validated view of
their overall fixed and mobile telecommunication
and mobile data spend, to effectively monitor and
dramatically reduce the cost associated with this
function. The solution actually extends into Internet
proxy servers, email servers and multifunctional
devices should the organisation really want a single
cost and productivity view on a per user basis. The
platform, built to accommodate any change in the
South African telecoms market due to regulation
or other market factors, monitors three key areas
of telecom spend, namely rates, infrastructure and
abuse.
“The critical focus on and subsequent investments
into telecoms mean this function now represents
a significant portion of operational expenditure for
corporate SA,” says Justin Colyn, General Manager
for FMC at MTN Business. “Various analyst resources
describe telecom costs as an area that is often
overlooked by organisations when it comes to
managing its use and abuse. Despite its ability to
drive business competitiveness, telecoms services
and investments are typically viewed as a necessary
purchase, not a choice. Couple this with the abuse,
misuse and potential fraud, it’s obvious then why
companies feel they are “overpaying” for telecom
services and in many cases they may be paying for
services that are often not even required!”
The MTN Business Fixed Mobile TEM Solution is
designed to help organisations achieve significant
telecoms savings by enabling transparency to their
telecoms expense systems, while still maintaining
optimum service levels and improving productivity.
For example, a TEM solution will automatically verify
whether only existing inventory is included on
the vendor invoice at point of entering the invoice
(manually or electronically). The TEM system will then
generate reports to check for conditions such as:
• Any unusual or abnormal activity (i.e. long
duration or very expensive calls).
• Services still being billed at inactive locations
MTN Business increases telecoms cost savings
for customers
MTN Business has been chosen to provide its Session
Initiation Protocol (SIP) Trunking solution to leading
global assistance service provider, Europ Assistance
SA. Through this solution MTN Business will be the sole
carrier of all Europ Assistances SA’s outgoing voice calls.
Providing value-added assistance services across key
industries, including emergency and health, Europ
Assistance SA has operational agencies and respondents
in 208 countries, answering more than 33 million
telephone calls and handling 6.5 million assistance
cases around the world each year. Says Angela Gahagan,
Managing Executive of MTN Business: “Considering such
a critical scope of service offerings, which essentially
affects all South Africans, Europ Assistance SA requires
a voice communication network that offers 24/7 voice
call uptime in a secure environment. MTN Business’s SIP
Trunking solution provides Europ Assistance SA with this
required connectivity through our fully managed and
secure MPLS network.”
Says Leon van Aswegen, Head of ICTS at Europ Assistance
SA: “Our business has a large client base that requires
our services to be fully operational at all times, no
matter the circumstances. We simply cannot afford any
voice communication downtime or calls to be of poor
quality, as the nature of our business depends on a solid
voice communication infrastructure that is reliable and
redundant.”
Furthermore, Europ Assistance SA requires an email to
SMS service, whereby its customers are able to receive
crucial communication on their mobile devices at any
time of the day. Continues Gahagan: “As part of our
customisable solution offering, MTN Business will also
supply an SMS gateway to Europ Assistance SA, which
will enable the much needed immediate and reliable
communication.”
ThissolutionisbeingimplementedattheEuropAssistance
SA head office in Constantia, Johannesburg, where MTN
Business has already executed a microwave solution as
the initial phase of this project. This is to provide Europ
Assistance SA with a temporary SIP Trunking offering
and maintain reliable Internet connectivity, while the
primary access fibre circuit for the full service offering is
being configured. Once the fibre has been implemented,
the full SIP Trunking solution will be operational and
the microwave solution will then act as a backup, in the
unforeseen and highly unlikely event of the primary
access fibre failing. This solution will enable all outgoing
calls to be carried over the MTN Business secure VoIP
Network, where calls will be routed to their respective
destinations.
“We are proud to be offering our SIP Trunking solution
to such a remarkable company and look forward to
benefits that this solution will bring to Europ Assistance
SA and their clients. MTN Business is committed to
improving our customers’ business through our service
offering and solutions and believes that this will provide
Europ Assistance SA with the voice communication
infrastructure they require.”
28 29
MTN Business selected to take Europ Assistance SA forward
NEWSREEL SOUTH AFRICA

16. Communication Solutions Provider, MTN Business Kenya has
unveiled its seamlessly digitised telephony solution dubbed
MTN Managed IP PBX service.
MTN Managed IP PBX service is an advanced combination
of technologies that delivers innovative telephony to
businesses over an IP service.
Tom Omariba, Managing Director, MTN Business Kenya,
said being a hosted service it will enable businesses to
significantly reduce any capital expenditure, maintenance
and total network costs, simultaneously increasing access to
converged applications – making geographically dispersed
offices irrelevant:
“The future is really here and it’s integral to today’s world.
Convergence brings data and voice, IP and GSM together
and is driven by increasingly mobile employees, the trend
for staff to be always available, greater work pressure that
demands instant answers and the need for more efficient
collaboration to make informed decisions.”
Among other innovative features on the MTN Managed IP
PBX include real-time management as it gives businesses
the ability to manage users easily, monitor and manage
services via a user-friendly online portal:
“With the shift to Internet Protocol-driven networks,
the possibility of replacing outdated communication
technologies with software-driven solutions has become
a distinct reality. Nowhere is this potential better realised
than with the PBX. The centre of telephony for many
companies, the PBX – or Private Branch Exchange – is
traditionally a hardware device which manages the internal
communications of a private organisation. As voice over
Internet protocol (VoIP) matures, the hardware PBX has
become increasingly irrelevant. All of its functions can
be replaced by software, while a range of additional
functionality can be introduced,” said Omariba.
And with the advanced applications feature, it will also allow
an increasing number of applications to integrate into the
solution, enabling collaboration. The Managed IP PBX has
built-in, cost-effective routing, evaluating each outgoing
call and selecting the most appropriate breakout point to
further reduce costs.
TheMTNManagedIPPBXsolutionisalsobuiltupontheMTN
Core Network Infrastructure and subject to strict controls
that ensure high levels of availability and reliability. “These
include stringent security measures and a consistently
controlled and monitored environment for optimum
performance of infrastructure. And with MTN Managed IP
PBX, customers can be assured of hassle-free convergence,”
said Omariba.
With the spectrum of applications and services evolving,
Omariba said MTN Business will remain at the forefront of
innovation – lowering costs and increasing efficiencies in
the local workplace as the IP and GSM networks can now
be merged.
MTN Business is therefore set on delivering a realistic
convergence roadmap to the market, insisting on being
transparent and deliberate in what they term ‘the phased
approach’; the first phase for any business wanting to take
convergence seriously, is switching its PABX systems over to
an IP PBX.
NEWSREEL ZAMBIA
MTN Business Zambia is proud to announce that through
the expansion and upgrade of the company’s Virtual
Private Network (VPN) solution for existing client Bayport
Financial Services, MTN Business Zambia has, as a result,
effectively added a record 14 new Points-of-Presence
countrywide!
As a result of this, MTN Business Zambia is looking
forward to working with highly regarded international
brands, where MTN Business will be implementing
the company’s multiple site VPN solution into each
enterprise, to assist these businesses in meeting their
required communication needs. These brands include:
• Care International – Care is a leading humanitarian
organisation that is focused on fighting global poverty.
• The Radisson Blu Hotel – situated in Lusaka and set
to open its doors to the public in the latter half of
this year being the nearest international hotel to the
airport and just 5km from central Lusaka.
• FedEx – who provides access to a growing global
marketplace through a network of supply chain,
transportation, business and related information
services.
Says Gilbert H. Lungu, Sales and Marketing Manager for
MTN Business Zambia: “Adding such brands to our client
portfolio is certainly a notable stride for MTN Business
Zambia, where we look forward to engaging with each
business in assisting them to reach their enterprise goals.”
MTN Business wins
Trophy win
MTN Business Zambia recently participated in the 2011
annual Inter Company Relay (ICR) that took place at
Lusaka’s Showgrounds, holding the theme of “Run For
Wellness, Peace And Unity. By Acting Together We
Can Win”.
This is an annual event organised by the Zambia
Amateur Athletics Association, where corporate entities
participate in various relays to raise funds. MTN Business
Zambia participated in the 11.5km relay and is proud
to announce that they were awarded a trophy at the
event for 3rd place in the ICT category.
NEWSREEL KENYA
MTN Business Kenya unveils managed seamless IP PABX Service
30 31

17. Contact Information:
Visit www.mtnbusiness.com