- The SOHO Package was launched in October 2017 to target small businesses and is the only hybrid package that converts to prepaid after postpaid incentives are used. - As of September 2018, 49,000 packages had been sold with an active customer base of 36,816. Most customers only remain active for 3 months or less. - Revenue from the postpaid component totaled 22.6 million Pakistani rupees through September with an additional 7.7 million from prepaid usage. However, bill recovery is only around 75% with most customers not paying monthly bills.

1. SOHO Analysis
3 0 . 1 0 . 2 0 1 8

2. SOHO Package
• Specially designed packages to target the SOHO segment – Launched in Oct’17
• The only hybrid package in market that converts to prepaid after the postpaid incentive is
exhausted.
• Package details
• All Bolt-ons available for postpaid catalogue are available for JB packages
• Availability of prepaid recharge after postpaid resource consumption
• PG rates applicable for both; data and voice
• No option of data/voice bundle
• Channel for sales – Franchises only
• No conversion from Consumer Package (Pre/Postpaid) to JB
Base Plan Line Rent (Rs.) Security Deposit (Rs.) On Net (Mins) Off Net (Mins) F&F (Mins) SMS Data (MBs)
JB-300 300 450 750 100 300 250 400
JB-500 500 750 1200 150 300 500 750

3. Base Trends
A steady build up in monthly sales, primarily due to
activation through BVS
• 49K Sales till September 2018
• The active status (as per Geneva) in comparison to YTD
sales is 75%
67.7%
12.4% 14.4%
5.3%
0.2%
[0-3 Months] [4-5 Months] [6-9 Months] [10-12 Months] [1-2 Years]
Life of Active Base
4.9
8.5
12.1
14.9
17.9 19.0
24.9
32.0
36.8
3.5
4.0
3.5
4.3 4.5
5.7
6.5
7.1
7.6
0.0 0.1 0.2
0.7
1.7
2.3
2.7
0.2
0.7
Jan'18 Feb'18 Mar'18 Apr'18 May'18 Jun'18 Jul'18 Aug'18 Sep'18
Thousands
Thousands
Sales, Customer Base & Churn
Customer Base Total Sales Net Churn
Sales through BVS
Lifecycle revised to
60 days Blocking

4. Status Criteria
Blocked (Outgoing
Blocked – Incoming
Active)
15 Days after invoice
issuance (Total 45 days)
Suspended (All
Blocked)
60 days after Blocked
status
Churn 90 days in Suspension
Customer Base Split
ACTIVE, 42%
BLOCKED, 30%
SUSPENDED,
28%
Account Status
• Total customer base (90 days) 36,816
CREDIT EXCEED
1%
EXCEED ON IR
0%
NORMAL SUSPEND
0%
RELATED
0%
SALE RETURN
5%
STOLEN
5%
UNPAID BILL
86%
VOLUNTARY
3%
VOLUNTARY
SUSPENSION
0%

5. Billing trend
• Year till September Postpaid Billing Stands at PKR 20.5Mn
• Prepaid Revenue from this is separate that stands at PKR 7Mn
• Only 10% base with 80%+ recovery
74.8%
5.8% 4.7% 4.5% 10.2%
0% 1% to 40% 41% to 60% 61% to 80% 81% & above
Recovery %age
4.9
8.5
12.1
14.9
17.9 19.0
24.9
32.0
36.8
0.67
1.73
2.11 2.02
2.66
2.40
2.57
3.11
3.23
Jan'18 Feb'18 Mar'18 Apr'18 May'18 Jun'18 Jul'18 Aug'18 Sep'18
Millions
Thousands
Monthly Billing
Customer Base Monthly Billing (Net)

6. Subscriber profile
1.45%
33.91%
27.04% 25.20%
12.40%
<18 18-25 26-32 33-45 >45
Demographic age (years)
91.1%
8.9%
Male Female
Gender Distribution
9.6% 9.3%
4.9%
2.3%
1.4% 1.1% 1.1% 0.6% 0.3%
Farming & Agriculture Consumer goods Consumer services Industrials Telecommunications Basic materials Education Health care Oil & gas
Industry Type – Top Categories
*Successful Connectivity=8.97%
*Out of these 2.8% are the Business Owners.

7. Challenges & Actions taken
• Low active life of, major share of customers is in early life
• Low bill recovery percentage, 75% customers not paying monthly bill
Actions Taken
• Regular reports shared with channel teams
• Health & Sales report (Daily)
• Real vs Non real report twice a week
• Welcome calls initiated to educate customers on product & bill cycle
• Revised the blocking lifecycle from 60 to 30 days within which customers are contacted
for recovery of bill
• VAS Bundles for JB packages in pipeline

8. Region Status JAN Feb Mar Apr May Jun Jul Aug Sep OCT Nov Grand Total
Jan to Aug
Act/Block
Ratio
Jan to Nov
Act/Block
Ratio
NWD
ACTIVE 455 504 279 314 398 609 800 1026 6217 7959 553 19114 11% 35%
BLOCKED 94 112 81 76 140 199 625 4370 957 6654 15% 12%
SUSPENDED 2919 3339 3142 3874 3996 4911 5078 1663 413 143 2 29480 74% 53%
Grand Total 3468 3955 3502 4264 4534 5719 6503 7059 7587 8102 555 55248
NWD Active/Block Ratio

9. Region Status JAN Feb Mar Apr May Jun Jul Aug Sep OCT Nov Grand Total
Jan to Aug Act/Block
Ratio
Jan to Nov Act/Block
Ratio
CENTRAL1
ACTIVE 30 50 41 40 45 102 142 157 809 1366 69 2851 8% 37%
BLOCKED 6 7 10 3 18 26 87 488 154 799 8% 10%
SUSPENDED 175 374 411 586 570 787 879 191 24 19 4016 52% 52%
Total 211 431 462 629 633 915 1108 836 987 1385 69 7666
CENTRAL2
ACTIVE 26 30 8 5 24 63 104 153 659 816 40 1928 11% 52%
BLOCKED 5 4 8 19 57 439 48 580 14% 16%
SUSPENDED 56 82 83 79 198 277 322 91 8 6 1202 32% 32%
Total 87 116 91 84 230 359 483 683 715 822 40 3710
CENTRAL3
ACTIVE 10 20 5 17 41 54 77 113 744 561 22 1664 8% 39%
BLOCKED 2 6 3 2 10 17 88 550 50 728 16% 17%
SUSPENDED 37 79 79 200 265 484 485 211 77 8 1925 43% 45%
Total 49 105 87 219 316 555 650 874 871 569 22 4317
CENTRAL4
ACTIVE 19 39 18 29 28 45 67 109 528 620 50 1552 10% 43%
BLOCKED 5 7 3 6 13 15 52 328 82 511 12% 14%
SUSPENDED 40 131 90 150 202 263 428 218 34 11 1567 42% 43%
Total 64 177 111 185 243 323 547 655 644 631 50 3630
CENTRAL5
ACTIVE 45 75 31 41 50 73 84 107 1081 1447 139 3173 8% 48%
BLOCKED 8 16 7 11 12 20 47 626 143 890 11% 13%
SUSPENDED 221 289 233 298 284 384 527 211 55 45 2547 37% 39%
Total 274 380 271 350 346 477 658 944 1279 1492 139 6610
CENTRAL6
ACTIVE 140 140 62 66 81 117 145 158 878 1155 99 3041 10% 35%
BLOCKED 22 27 18 14 37 28 117 657 166 1086 10% 12%
SUSPENDED 666 662 536 474 633 679 713 228 31 22 2 4646 52% 53%
Total 828 829 616 554 751 824 975 1043 1075 1177 101 8773
NORTH1
ACTIVE 50 22 8 15 24 18 14 19 129 350 22 671 7% 29%
BLOCKED 12 7 4 2 5 10 22 122 11 195 8% 8%
SUSPENDED 237 153 141 257 212 230 180 38 14 3 1465 62% 63%
Total 299 182 153 274 241 258 216 179 154 353 22 2331
NORTH2
ACTIVE 10 17 16 14 14 18 17 12 101 476 6 701 5% 27%
BLOCKED 5 4 3 4 7 7 25 132 16 203 7% 8%
SUSPENDED 140 144 106 246 317 360 278 44 11 2 1648 64% 65%
Total 155 165 125 264 338 385 320 188 128 478 6 2552
NORTH3
ACTIVE 15 21 10 5 12 10 22 24 207 245 13 584 6% 30%
BLOCKED 5 10 3 1 5 4 26 194 13 261 13% 13%
SUSPENDED 143 216 151 133 130 133 181 39 4 2 1132 57% 57%
Total 163 247 164 139 147 147 229 257 224 247 13 1977
SOUTH1
ACTIVE 24 20 23 21 17 13 11 9 34 74 17 263 5% 9%
BLOCKED 8 6 8 10 2 11 4 20 4 73 2% 2%
SUSPENDED 379 458 594 551 320 301 48 12 2 2 2667 89% 89%
Total 411 484 625 582 339 325 63 41 40 76 17 3003
SOUTH2
ACTIVE 9 15 8 3 4 32 139 7 217 3% 17%
BLOCKED 2 4 4 1 2 13 1% 1%
SUSPENDED 360 197 179 175 116 3 2 1 1 1034 82% 82%
Total 371 216 191 179 122 3 2 33 140 7 1264
SOUTH3
ACTIVE 42 25 20 23 17 24 42 76 341 161 10 781 8% 25%
BLOCKED 9 9 4 6 6 13 33 267 40 387 11% 12%
SUSPENDED 251 215 164 224 271 373 340 95 65 1 1999 61% 63%
Total 302 249 188 253 294 410 415 438 446 162 10 3167
SOUTH4
ACTIVE 29 22 23 32 34 49 38 59 413 260 22 981 6% 22%
BLOCKED 3 3 12 7 9 19 42 415 195 705 12% 16%
SUSPENDED 144 217 294 396 356 475 514 244 83 20 2743 60% 62%
Total 176 242 329 435 399 543 594 718 691 280 22 4429
SOUTH5
ACTIVE 6 8 6 3 7 18 34 26 188 208 35 539 7% 35%
BLOCKED 2 2 2 9 6 10 18 117 33 199 11% 13%
SUSPENDED 69 121 80 105 114 143 135 33 2 1 803 52% 52%
Total 77 131 88 117 127 171 187 176 223 209 35 1541

10. Revenue
• Revenue from postpaid side of the hybrid package is Rs. 22.6 Million
• Revenue from Prepaid side of the hybrid package is Rs. 7.7 Million
• Total Revenue Rs. 30.3 Million

11. SOHO Guide

12. Thank you

13. Improving the Quality of Sales
• Welcome Calls launched for SOHO customers to increase customer knowledge & knowhow of the package
• Revised the blocking lifecycle to 30 days within which customers are contacted for recovery of bill
• Sales rate normalized through out the month
1-Jul
3-Jul
5-Jul
7-Jul
9-Jul
11-Jul
13-Jul
15-Jul
17-Jul
19-Jul
21-Jul
23-Jul
25-Jul
27-Jul
29-Jul
31-Jul
2-Aug
4-Aug
6-Aug
8-Aug
10-Aug
12-Aug
14-Aug
16-Aug
18-Aug
20-Aug
22-Aug
24-Aug
26-Aug
28-Aug
30-Aug
1-Sep
3-Sep
5-Sep
7-Sep
9-Sep
11-Sep
13-Sep
15-Sep
17-Sep
19-Sep
21-Sep
23-Sep
25-Sep
27-Sep
29-Sep
1-Oct
3-Oct
5-Oct
7-Oct
9-Oct
11-Oct
13-Oct
15-Oct
17-Oct
19-Oct
21-Oct
23-Oct
25-Oct
27-Oct
Daily Activation Trend

14. Key findings on Customer behavior
 JB package sold as prepaid which customer left after some time (Customers are not aware
of the package mechanics)
 Customer assumed these sales are disposable SIMs, once blocked buy new one etc.
 Data bolt-on sold to customer where customer does not know the charges
 In stall activity number is being sold as free number and with free minutes (Customer Feedback)

15. Base Split and Life Span
36,629
188
Package Split in Active Base
JB 300
JB 500
• JB 300 is the more popular variant.
• 20% of the subs stay on network for 6 – 12 months. 12% of subscribers stay between 4 – 5 months
• The maximum Subscribers only stay on the network for 3 months. 68 %
[0-3 Months]
68%
[4-5 Months]
12%
[6-9 Months]
15%
[10-12 Months]
5%
[1-2 Years]
0%

16. 54%
5%
23%
7%
7%
4%
Voice Bolt-ons
100 Minutes
1200 minutes
200 Minutes
300 Minutes
400 Minutes
600 Minutes
4%
4%
2%
69%
19%
1%
1%
Data Bolt-ons
5 GB
10 GB
30 GB
1 GB
2 GB
50 GB
15 GB
Bolt-on Subscription - JB 300
• The Bolt-on share is based on cumulative subscriptions YTD.
• The most popular voice bolt-on is All voice 1 (100 Network all minutes) and at an average only 6 people subscribe it
monthly.
• The most popular Data bolt-on is Data Lite (1 GB). On an average 40 people subscribe data bundle monthly.