This document provides a summary of TIM Brasil's strategic plan for 2020-2022. The strategic plan has two pillars - evolve and transform. Under evolve, TIM aims to move from volume to value in mobile business and grow broadband with financial discipline. Under transform, TIM aims to implement new operating models, drive additional growth through adjacent markets, and focus on infrastructure, disruptive efficiency, mobile, UBB, new revenue sources, and ESG. The plan outlines initiatives across these areas around network expansion, IT transformation, efficiency improvements, and leveraging assets in new business areas like IoT and mobile advertising.
IMAP global Infrastructure Sector Leaders look at the current state of the Infrastructure sector and why it’s necessary for governments to continue to try to bridge the infrastructure gap generated by recent global underinvestment.
They detail the trends impacting the M&A landscape now and moving forward and identify the key market players and investors. They also share insights on the unique characteristics of the US Infrastructure market.
Digital transformation for 2020 and beyondSarhan, Ahmed
The 2017 global telecommunications study has been conducted by EY to monitor and evaluate the evolving views of leaders across the global telecommunications industry.
This latest survey forms part of EY’s ongoing series of global telecommunications studies.
Caching is back in fashion as half of internet traffic is now video and p2p traffic. ISPs, mobile operators and broadband providers need to look at how to improve QOE of video without having to go through more costly infrastructure upgrades. The way forward is a next generation video (NGV) system
IMAP global Infrastructure Sector Leaders look at the current state of the Infrastructure sector and why it’s necessary for governments to continue to try to bridge the infrastructure gap generated by recent global underinvestment.
They detail the trends impacting the M&A landscape now and moving forward and identify the key market players and investors. They also share insights on the unique characteristics of the US Infrastructure market.
Digital transformation for 2020 and beyondSarhan, Ahmed
The 2017 global telecommunications study has been conducted by EY to monitor and evaluate the evolving views of leaders across the global telecommunications industry.
This latest survey forms part of EY’s ongoing series of global telecommunications studies.
Caching is back in fashion as half of internet traffic is now video and p2p traffic. ISPs, mobile operators and broadband providers need to look at how to improve QOE of video without having to go through more costly infrastructure upgrades. The way forward is a next generation video (NGV) system
Today, the telecommunications industry stands on the brink of a pivotal new era—one in which advances in multiple technological areas, specifically 5G, edge computing, and AI, are congregating to fundamentally change the world. These technologies have the potential to alter how consumers communicate, consume content, work together, and interact with the environment. As well, they are poised to shift the dynamics of industries, both inside and outside of telecommunications.
Telecom strategy review 2015: Europe (part 2)tmtventure
Orange SA, Telenor Group, Vimpelcom, Vodafone, Deustche Telecom, Telefonica and other leading European telecommunication companies.
2nd part of global telecoms strategy review. Total companies to be reviewed is about 16-18. We looked through their reports, interviews and made our own view on their strategy.
Feel free to contact us with your commentary or if you've found any mistakes.
A new wave of MVNOs with innovative business models is launching in the US. In this Viewpoint, Cartesian discusses the merits, drawbacks, and likely future of these MVNOs.
Why Telcos need to embrace Digital Transformation nowEricsson
Check out this informative IDC Executive Brief for CSPs looking to become digitalized.
Read about the changing ICT market, gain some insights on how to manage and implement your digital transformation vision, and learn how Ericsson can help through its advisory services, OSS/BSS portfolio and proven experience in large scale transformation projects.
I presented at a recent sales conference for a large security / IT solution provider on the evolution of the telco industry and the role security and protection plays in that evolution.
In summary: customer data, trust, security and protection are critical for operators to get right in this emerging environment.
Operators need an integrated security and protection layer, not point solutions for each service as is the case today. Protection from malware across all network services e.g. IP, SMS, MMS, WAP push, widgets, apps, etc. Protection in the network, in devices and in services.
SDP vendors need integrated security solution across network, services and end-points, which means a partnership with security / IT providers is key. Its a rapidly growing problem as its a highly profitable and more importantly safe criminal business compared to drugs smuggling or prostitution; hence a specialist security/protection partner is essential.
Telco2 business models and opportunities briefing may 2013Simon Torrance
From the Telco 2.0 Initiative (www.telco2research.com): Next generation telco business models and strategic growth opportunities. Latest core slide set. Contact@telco2.net
Business intelligence on the US greentech marketEC2i
EC2i objective is to support the internationalisation of European Cleantech SMEs in China and the United States by conducting cluster missions and facilitating cross-cluster partnerships. In this sense, attention is paid to developing tools to guide SMEs through the process of forming consortia and developing projects with clients.
Business intelligence for relevant US and Chinese markets have been collected in reports and are here disseminated to SMEs.
The tools presented here address general barrieres to internationalisation as well as more specific problems SMEs face when integrating themselves into complex, international value chains.
Financial Results for the Fiscal Year Ended March 2024KDDI
Statements made in these documents with respect to the KDDI Group‘s performance targets, projected subscriber numbers, future forecasts and strategies that are not historical facts are forward-looking statements about the future performance of the KDDI Group, based on company’s assumptions and beliefs in light of the information available at the time they were made. They therefore include certain risks and uncertainties. Actual results can differ from these statements due to reasons including, but not limited to, domestic and overseas situation, economic trends, competitive position, formulation, revision or abolition of laws and ordinances, regulations or systems, government actions or intervention and the success or lack thereof of new services.
Consequently, please understand that there is a possibility that actual performance, subscriber numbers, strategies and other information may differ significantly from the forecast information contained in these materials or other envisaged situations.
Today, the telecommunications industry stands on the brink of a pivotal new era—one in which advances in multiple technological areas, specifically 5G, edge computing, and AI, are congregating to fundamentally change the world. These technologies have the potential to alter how consumers communicate, consume content, work together, and interact with the environment. As well, they are poised to shift the dynamics of industries, both inside and outside of telecommunications.
Telecom strategy review 2015: Europe (part 2)tmtventure
Orange SA, Telenor Group, Vimpelcom, Vodafone, Deustche Telecom, Telefonica and other leading European telecommunication companies.
2nd part of global telecoms strategy review. Total companies to be reviewed is about 16-18. We looked through their reports, interviews and made our own view on their strategy.
Feel free to contact us with your commentary or if you've found any mistakes.
A new wave of MVNOs with innovative business models is launching in the US. In this Viewpoint, Cartesian discusses the merits, drawbacks, and likely future of these MVNOs.
Why Telcos need to embrace Digital Transformation nowEricsson
Check out this informative IDC Executive Brief for CSPs looking to become digitalized.
Read about the changing ICT market, gain some insights on how to manage and implement your digital transformation vision, and learn how Ericsson can help through its advisory services, OSS/BSS portfolio and proven experience in large scale transformation projects.
I presented at a recent sales conference for a large security / IT solution provider on the evolution of the telco industry and the role security and protection plays in that evolution.
In summary: customer data, trust, security and protection are critical for operators to get right in this emerging environment.
Operators need an integrated security and protection layer, not point solutions for each service as is the case today. Protection from malware across all network services e.g. IP, SMS, MMS, WAP push, widgets, apps, etc. Protection in the network, in devices and in services.
SDP vendors need integrated security solution across network, services and end-points, which means a partnership with security / IT providers is key. Its a rapidly growing problem as its a highly profitable and more importantly safe criminal business compared to drugs smuggling or prostitution; hence a specialist security/protection partner is essential.
Telco2 business models and opportunities briefing may 2013Simon Torrance
From the Telco 2.0 Initiative (www.telco2research.com): Next generation telco business models and strategic growth opportunities. Latest core slide set. Contact@telco2.net
Business intelligence on the US greentech marketEC2i
EC2i objective is to support the internationalisation of European Cleantech SMEs in China and the United States by conducting cluster missions and facilitating cross-cluster partnerships. In this sense, attention is paid to developing tools to guide SMEs through the process of forming consortia and developing projects with clients.
Business intelligence for relevant US and Chinese markets have been collected in reports and are here disseminated to SMEs.
The tools presented here address general barrieres to internationalisation as well as more specific problems SMEs face when integrating themselves into complex, international value chains.
Financial Results for the Fiscal Year Ended March 2024KDDI
Statements made in these documents with respect to the KDDI Group‘s performance targets, projected subscriber numbers, future forecasts and strategies that are not historical facts are forward-looking statements about the future performance of the KDDI Group, based on company’s assumptions and beliefs in light of the information available at the time they were made. They therefore include certain risks and uncertainties. Actual results can differ from these statements due to reasons including, but not limited to, domestic and overseas situation, economic trends, competitive position, formulation, revision or abolition of laws and ordinances, regulations or systems, government actions or intervention and the success or lack thereof of new services.
Consequently, please understand that there is a possibility that actual performance, subscriber numbers, strategies and other information may differ significantly from the forecast information contained in these materials or other envisaged situations.
Fast-Tracking Digital: A Blueprint for Communications Services ProvidersCognizant
For communications services providers (CSPs), becoming a digital business is essential to remaining relevant and competitive, and meeting customers’ demands for best-in-class, omnichannel experiences that simplify and personalize communications and transactions. Building this capability requires integrating existing capabilities within the context of a larger digital ecosystem and industry-specific platforms. When it comes to digital transformation, the question isn’t if to start, but how – and where.
At Alpha, we have following business priorities that our executives are trying to solve:
1. Can Alpha be the Transformation Pioneer in modernising Digital Banking?
Disruptions in the business landscape and the impact of technology are compelling banks to shift to innovative business models, while delivering superior experience with agility. Banks are challenged majorly on two fronts. On one hand, the changing customer expectations and the entry of innovative players in the market are driving them to be highly competitive to stay relevant. On the other hand, new regulations are striving for changes that promote more competition and collaboration in the ecosystem. They have created an undeniable need for the payment architecture and banking services to be highly flexible and efficient.
The team at Alpha constantly innovates and works towards shaping the future in payments, digital channels, credit services, digital core, and commercial and corporate banking. How can the team ensure growth and market leadership in the sector?
2. How can Alpha foray into consulting industry and become amongst the top 10 consulting companies in the next 5-10 years?
The pandemic has forced several sectors to adopt new ways of working. Even the primarily client-driven consulting sector has had to adapt to new methods of service, structure, technology and operation.The upcoming years will be all about going digital. Artificial Intelligence would be used to process, handle and analyse huge amounts of data efficiently and faster.
The task for Consulting firms therefore, would be to add value to their clients by using analytical tools and offer quantifiable results, combining the domain knowledge of SMEs with technology to provide products and solutions.
The team at Alpha wants to leverage its long drawn domain expertise and serve its client to become the most sought after consulting firms in the world.
Intellect's Q1 FY22 performance was delivered with a strong foundation for the road ahead for the seventh consecutive quarter of growth in revenues and profits.
The new rules of engagement are being written by Communications Service Providers’ customers. Releasing trapped value to make investments in future B2C and B2B growth is urgent in order to survive.
1. TIM Brasil | Investor Relations
Strategic Plan 2020-22
March 16, 2020
2020-2022 Strategic Plan
March 16, 2020
NEVER
ST OPS.
I N N O V A T I O N
2. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Disclaimer
This presentation contains declarations
that constitute forward looking
statements regarding the intent, belief or
current expectations of the customer base,
estimates regarding future financial results
and other aspects of the activities.
Analysts and investors are cautioned not
to place undue reliance on those forward
looking statements, which speak only as of
the date of this presentation. TIM Part
undertakes no obligation to release publicly
the results of any revisions to these forward
looking statements.
Such forward looking statements are not
guarantees of future performance and
involve risks and uncertainties, and actual
results may differ materially from those
projected as a result of various factors.
Financial results are presented
considering impacts from IFRS 9 & IFRS 15
adoption, disconsidering impacts from
IFRS 16 adoption, except otherwise
indicated.
2
3. TIM Brasil | Investor Relations
Strategic Plan 2020-22
TIM Brasil 2019-’21 Recap
Solid Achievements Delivered Despite Challenges
(1) In 2019; (2) KPIs ex-IFRS 16 impacts; (3) Adjusted, pro-forma basis (excluding IFRS 9, 15 and 16 impacts). 3
0.6 0.7 1.8 2.7 2.9
3.7% 4.7%
11.1%
15.6% 16.9%
2015 2016 2017 2018 2019
31.5% 33.5%
36.6% 38.5% 39.8%
2015 2016 2017 2018 2019
EBITDA1,2
R$ 6.8 bln
(+6.7% YoY)
6 consecutive
years of EBITDA
growth
(CAGR 15-19:
6,5%)
Net Service
Revenues1,2
R$ 16.6 bln
(+2.4% YoY)
TIM Live1,2
R$ 491 mln
(+30.6% YoY)
22.5
23.7
2018 2019
+5.6%
1.0%
2.4%
3.0% 3.2%
1Q19 2Q19 3Q19 4Q19
Net Service Revenues
Growth2 (%YoY)
EBITDA Margin3
Mobile ARPU2 (R$)
EBITDA – CAPEX3
(% on Revenues ; R$ bln)
The year 2019 confirms the company’s transformation in the last 5 years.
Network evolution supported by
innovation: 5G trials, massive-
MIMO, refarming, MOU with Vivo
Improved network customer
experience recognized by
independent measures
Assertive adjustment in offers’
portfolio, back to the right pace of
go-to-market
Record high organization climate
results
Image recovery in all segments
4. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Strategic Pillars
It is Time to Move Forward: Evolution Plan to Further Develop Initiatives Already in
Place. Transformation Plan to Reshape Company’s Skills Over the Next 3 Years
4
EVOLVE TRANSFORM
→ Move from volume to value to sustain mobile business
growth
→ Grow on broadband with financial discipline
→ New operating model to address current and future
challenges
→ Additional growth through adjacent markets
1. INFRASTRUCTURE
2. DISRUPTIVE EFFICIENCY
3. MOBILE (PREPAID, POSTPAID AND B2B)
4.UBB (B2C, B2B)
5. NEW REVENUE SOURCES
6. ESG
5. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Infrastructure Summary
Act Today to Be Ready for the Future
5
IT to the next level in 18-24 months
Network 5 key pillars
Benefits:
Big data
evolution
NBA
roll-out
Application and
architecture review
Catalogue
creation
Cognitive
systems
Data
Growth
5G
ready
New
initiatives
IoT
Fixed
Broadband
New
capabilities
Customers’
Integrated view
Time-to-
market
Automation of
processes and
efficiency increase
Densification and
innovative solutions
Fixed
Wireless
Access
Convergent
architecture
New IoT
businesses
opportunities
Decommissioning
Savings
Evolution Transformation
1
6. TIM Brasil | Investor Relations
Strategic Plan 2020-22
IT Short-Term: Supporting Efficiency while Improving Customer Experience
Back to the Basics with Short-Term Initiatives
6
Operation
stabilization
Improve IT operations, increase level of reliability, assess main weaknesses, monitoring E2E
business processes
IT costs control Speed up system decommissioning and architecture simplification, complete existing projects
Tuning service
creation process
Streamline the service creation process on the current architecture in order to decrease the time
to market, waiting the boost offered by the future digital architecture
New sourcing model
Align the sourcing model with the business strategy, with an improved vendor accountability and
an E2E management of the perimeter
Delivery process
monitoring
Put under control through metrics the delivery process, including budget spending, quality
assurance, vendor rating, restore the internal competence center for the productivity monitoring
IT functions
consolidation
Align the internal organization with the business strategy, increasing the accountability for each
area and preparing for future organization
1
7. TIM Brasil | Investor Relations
Strategic Plan 2020-22
IT Long-Term: New Capabilities and Services, Reducing Complexity and Increasing Customer Satisfaction
Transformational Projects to Build the Future
7
Cognitive solution Enable new use cases integrated with NBA and Big Data
Transformation
programs
harmonization
Harmonize the transformation programs already launched and align them with the TI
architecture
5G generation
habilitation
Prepare IT to support new business models enabled by 5G technology
Journey to cloud Create a journey to cloud strategy and a roadmap aligned with the TI architecture
New process and
delivery
Enable the practice of managing two separate but coherent styles of work, one focused on
digital/systems of engagement evolution and the other on the system of record evolution
Mobile payments Introduction of IT capabilities to support new way of payment
Legacy vs Digital
Create a “digital twin”, able to attend the best Time2Market expectations strongly decoupled
with the legacy architecture. Align with TI architecture
Market Place Plug-in industrial consolidation, making possible new selling capabilities
1
8. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Data Growth 5G ready IoT
New
initiatives
Fixed
Broadband
Network Summary
Transformation Initiatives to Thrive Efficiency and New Business Opportunities
8
New services
requirements:
increasing efficiency
to cope with data
demand
Innovate with 5G,
evaluating spectrum
limitation vs new
services to technology
development
Support fixed BB
growth with agnostic
approach and
consistent convergent
architecture
New opportunities
becoming reality:
"Network slices“ for
service optimization
Decommissioning and
convergence of
network to boost
savings
→ Deep infra sharing
→ 80% of new sites will
be Biosites
→ Indoor sites
densification
→ Massive MIMO
→ IP/Optical
convergence
→ 5G spectrum Auction
→ Launch of main cities
→ Cluster approach
(MAN) at 5G cities
→ Core evolution
→ Content distribution
→ Resilience
improvement
→ FTTH vs FWA
→ Virtualization through
SD-WAN
→ Multi access edge
computing
→ New IoT services
→ NB-IoT expansion
→ E2E legacy
decommissioning
→ Sky coverage
→ Partnerships (MOU
Vivo)
→ 2G/3G consolidation
1
9. TIM Brasil | Investor Relations
Strategic Plan 2020-22
17
19
~22
2018 2019 2020 2021 2022
ACCESS NETWORK (‘000 SITES)
3,272 3,520
>4k
1,426
2,455
2018 2019 2020 2021 2022
Total
700 / 850
MHz
4G COVERAGE (# cities)
Network Efficiency
Mobile Shift to 4G Network Still in Progress as a Way to Improve Quality and
Reduce Cost to Serve
9
76%
75%
92%
2018 2019 2020 2021 2022
TRAFFIC MIX EVOLUTION
4G
2G / 3G
Better indoor
experience.
1
10. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Network Support and Acceleration
Fiber Expansion to Support Business Continuity and Ultrabroadband Acceleration
FTTH (# cities)
11
23
~70
2018 2019 2020 2021 2022
HOME PASSED (mln)
1.1
2.3
~5.5
2018 2019 2020 2021 2022
BACKBONE + BACKHAUL (‘000 km)
90
101
>130
2018 2019 2020 2021 2022
FTTCity (# cities)
601
821
~1.5
2018 2019 2020 2021 2022
Transport
Network
UBB
1
10
11. TIM Brasil | Investor Relations
Strategic Plan 2020-22
2Holistic Efficiency Approach
Disruptive Efficiency to Address Industry Challenges
11
→ Bad Debt (e.g. new
credit models, collections
systems improvement)
→ Legal processes (e.g.
predictive models to
reduce JEC expenses -
special court for small
cases)
→ Self-Provisioning (e.g.,
Naked SIM)
→ Self-caring: Cognitive
IVR and WhatsApp
services (e.g., second
invoice, balance check
and etc.)
→ Self-healing (e.g.,
technical resolution for
broadband services)
→ Administrative
processes (e.g. ground
leasing)
→ Pay-roll management
IT Planning &
Development
→ Industrial
agreements (e.g. VIVO
MoU)
→ Innovative
Technologies (Massive
MIMO)
→ TIM Live’s
Transformation with
partnership
→ Cloudification (storage
as commodity)
Process efficiency Digital & Automation Make vs buy Smart CAPEX
Being competitive: increase
return on investment by
focusing it where we can
apply differentiation.
Productivity: focus on the
core.
Brazilians are already
digital: unique environment
opportunity.
Gaps as opportunities:
Close gaps and surpass the
benchmark.
12. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Mobile: From Volume to Value
Innovation Positioning with Unique Assets to Leverage
12
Low price
Convergence
2014
2019
2022
P2
P3
P4
Innovation
Premium price
Ensuring execution and
customer satisfaction to
succeed.
“
4G: Widest Coverage and Availability.
Regional Leadership: Solid presence in North-
East and Paraná/Santa Catarina.
Financial Discipline: Positive performance over
the last years, leanest Opex structure, capability
of cash flow generation.
3
13. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Mobile: From Volume to Value
Move from volume to value to sustain mobile business growth, leveraging CEX
→ Prepaid: acceleration w/ regional +
smart promo, channel management
→ Postpaid: brand positioning, and
outstanding customer service level
→ SMB: consumerization
→ Eliminate pain points: discount
management
→ Lock in high propensity customers
→ Improve service level
→ Unlock upselling opportunities
→ Price with “more for more”
approach
→ Boost big data, data analytics, NBA
capabilities
Playing by opportunity, meeting clients true needs
Residual growth: churn management becomes more important
Increasing “share of wallet”
Attack all
segments
Reduce
churn
ARPU
increase
2022
CUSTOMER BASE MIX (mln)
167 185
117
30 56
82 Postpaid
Prepaid
MOBILE UNIQUE USERS (mln)
104
139 146
SIM PER UNIQUE USERS1 (mln)
1.9 1.7 1.4
2010 2015 2020
Postpaid >45% in 2022
TIM MOBILE CUSTOMER BASE BY
SEGMENT (mln)
3.5% 3.8%
-0.6 p.p. until 2022
POSTPAID CHURN RATE (% p.m.)
TIM MOBILE ARPU (R$/month)
22.5
23.7
CAGR 19-22:
low to mid single digit
2018 20222020
3
36 33
20 21
13
14. TIM Brasil | Investor Relations
Strategic Plan 2020-22
Footprint expansion and operational improvement
Cherry picking deployment, Reduce early churn, Improve care and self-care, Reliable bill to cash processes
Differentiation: UBB + Content
OTT content friendly approach, Wi-Fi experience
4Broadband: Acceleration
Broadband Revenues will be the Lever for Fixed Business Growth
14
2018 2019 2020 2021 2022
TIM Live >30%
CAGR 19-22
TIM Live
Others
FIXED NET REVENUES (R$) FTTx CUSTOMER BASE (mln)
2018 2019 2020 2021 2022
FTTH
FTTC
+15
cities
+42%
households
covered
FROM EVOLUTION…
15. TIM Brasil | Investor Relations
Strategic Plan 2020-22
4Broadband: Acceleration
Smart Capex to Ensure Acceleration
(1) Anatel (dec-19), internal analysis. 15
> 60%
20% - 40%
0% – 20%
40% – 60%
Broadband
Penetration
25 26 26 23
2 3 6 10
27 29 31 33
2016 2017 2018 2019
Others
Fiber +79%
-3%
+7%
CUSTOMER BASE BY
TECHONOLOGY (mln)
BRAZIL’S BROADBAND MARKET
BROADBAND AND FIBER PENETRATION (on HH)
Expanding TIM Live's services with the
right balance between Sales and Capex,
unlocking additional value of this asset
Create in partnership a neutral fiber
infrastructure asset in Brazil
Market sound process with an advisor to
find the right partner out of the telecom
space
…TO TRANSFORMATION
Strategic Partnership
FIBER PENETRATION TOP 5
São Paulo 24%
Santa Catarina 23%
Minas Gerais 23%
Paraná 21%
Ceará 19%
Brasil 16%
CAGR
16. TIM Brasil | Investor Relations
Strategic Plan 2020-22
5Beyond Core: Leveraging our Assets with Strategic Partnerships
Exploring B2B New Services
(1) Global Data Market Opportunity Forecasts to 2023: Global IoT. 16
360
184
~750
~400
-
1.0
2.0
3.0
4.0
5.0
6.0
0% 20% 40% 60%
Connections
Share of IoT Revenues
From
(2018)
To
(2022)
From
(2018)
To
(2022)
Transport
Agriculture
IoT MARKET SIZE1
= USD Revenues (mln)
IoT IN LATIN AMERICA DEVELOP AT SCALE AND MONETIZE IOT
VERTICALS
4G TIM no Campo
Sole operator in the
initiative developing
agribusiness solutions based
on IoT.
Connected Car
First mover: agreement
with car manufacturer to
provide in-car connectivity
and automation.
~5 mln
acres with 4G
1
st
place in 4G
coverage in Brazil
>3k
cities with NB-IoT
major partners in agro
17. TIM Brasil | Investor Relations
Strategic Plan 2020-22
TIM Ads addressable environment
5Beyond Core: Leveraging our Assets with Strategic Partnerships
The Mobile Advertising Opportunity
(1) Latin America Digital Ad Spending 2019 eMarketer, internal analysis. 17
R$ 24.2 bln
digital ad market in 20221
R$ 19 bln
delivered through
mobile
>2x upside
for TIM
in 2022
Brands1
Ad agency2
Demand side
Platform3
Connection
mechanisms4
Supply side
Platform5
Publisher6
DMP
5%
50%
45%
VALUE
POOL
18. TIM Brasil | Investor Relations
Strategic Plan 2020-22
5Beyond Core: Leveraging our Assets with Strategic Partnerships
TIM’s Positioning as Publisher and Ad-Tech Player
18
As is To be
Opportunistic
approach
→ SMS to any 3rd
parties
→ ~R$ 190 mln
already generated
in mobile ads
products
Becoming a front
runner
→ Data monetization:
enhancing 3rd parties
campaigns
assertiveness with
customer knowledge
→ Operators
cooperation
→ Aligned with LGPD for
scoring and new
economy
TIM AS AD TECH PLAYER
Leveraging on customer data and ownership
to enhance advertisers knowledge.
TIM AS PUBLISHER
Exploring owned touch-points (digital and
physical) to advertise 3rd parties.
Close the gap
→ Exploring Captive
Portal interactions
to display 3rd
parties ads
→ New trial
contracts signed
in the past 2
months
→ Fine-tuning and
new products
development
~1902019
2020
2022
MOBILE ADS REVENUE (R$ mln)
+35%
+70%
19. TIM Brasil | Investor Relations
Strategic Plan 2020-22
LOW-END
Access to banking
services.
2
→ Symbiotic partnership
(JV like)
→ Value generated by profit
sharing
HIGH-END
Convenience and
simplicity.
1
→ Full bank offer
→ Commercial partnership
→ Value generated by
commissions in fees +
equity
EXPLORING PARTNERSHIP OPPORTUNITIES
5Beyond Core: Leveraging our Assets with Strategic Partnerships
FinTech’s Playing Field is Moving Fast and We Have a Unique Window of Opportunity
(1) Population > 15 years old (Global Findex Database 2017); (2) Population > 10 years old; (3) Population > 16 years old (Locomotiva). 19
Telecom + digital
banking services.
Agreement with a digital
bank to be announced in
the coming weeks.
Partners short list under
analysis.
27%
59%
79%
Credit Card
Debit Card
Mobile
Unique
Users
1
2
FINANCIAL SERVICES IN BRAZIL
OWNERSHIP PENETRATION OF… (% population)
1
45
mln
Brazilians have
no bank account3
817bln
annual transactions of
unbanked population
in Brazilian economy3
R$
83
%
top 5 banks’
market share
EOP 2020
BCB expects to
launch its instant
payment system: PIX.
20. TIM Brasil | Investor Relations
Strategic Plan 2020-22
TIM Brasil plans to improve its ESG practices based on its materiality matrix
ESG: TIM’s commitment with a positive transformation to all stakeholders
20
6
→ Increasing efficiency and taking advantage of green energy cost
reduction
→ Developing infrastructure and data center to give more to our
customer with less impact from operations
Environmental
We want to be green.
→ Improving internal workforce valorization and talent management
→ Accessing Brazilian Top Employer ranking based on diversity issues
→ Promote digital capabilities and ESG Culture among the employees
→ Developing the digital education to support demand for connectivity
Social
New capabilities are a
key factor to maintain
leadership.
→ TIM recognized as a company with highest level of commitment to
sustainability and corporate governance
→ Reinforcing and disseminating the ESG principles to the high risk
suppliers
→ Adopting best practices regarding compliance, information security
and privacy protection ("LGPD“)
Governance
Efficient mechanisms
to fairly balance the
interests of all
stakeholders, while
improving transparency
and controls.
Indirect emissions -70%
Eco-efficiency in traffic
transmitted
+75%
Employees engagement >MQ3
Digital capability
development
1k people
Employees trained on
ESG culture
>95%
2025
2022
Carbon neutral by 2030
Novo Mercado and ISE Maintain
ISO 27001 and ISO 37001 Obtain
United Nations Agenda: 10 relevant goals for TIM Brasil
21. TIM Brasil | Investor Relations
Strategic Plan 2020-22
TIM Brasil 2020-’22 Targets
Key Performance Indicators (IFRS 15/9)
21
≥40%
CAGR 2018-21:
~3%
CAGR 2018-22:
~2%
4.7%
2.4%
0.4% 1.5%
2018 2019 2020 2021 2022
NET SERVICE REVENUES (% YoY)
Mid Single Digit
CAGR 2019-22
10.6 10.6
10.6
10.8
2018 2019 2020 2021 2022
OPEX (R$ bln)
New Plan
Old Plan
6.4 6.8
37.5%
39.1%
2018 2019 2020 2021 2022
EBITDA AND MARGIN EXPANSION (R$ bln; %)
Market
TIM
2.5 2.9
15.0%
16.9%
2018 2019 2020 2021 2022
EBITDA - CAPEX (R$ bln; %)
≥20%
22. TIM Brasil | Investor Relations
Strategic Plan 2020-22
TIM Brasil 2020-’22 Targets
Guidance
(1) KPIs with IFRS 15/9, except when otherwise indicated. 22
GOALS DRIVERS
SHORT TERM TARGETS
(2020)
LONG TERM TARGETS
Revenue Growth
Sustainability
→ Leverage mobile ARPU improve
→ Expand Residential UBB operations
→ Tap B2B opportunity
Service Revenues Growth:
Mid single digit
(YoY)
Service Revenues Growth:
Mid single digit
(CAGR ‘19-’22)
Improve
Profitability
→ Accelerate digital transformation
→ Maintain zero-based budget approach
→ Reliable bill to cash process
EBITDA Growth:
Mid single digit
(YoY)
EBITDA Margin:
≥40% in 2022
(≥47% w/ IFRS 16)
Infrastructure Development → Smart and selective Capex approach
Capex on Net Revenues:
Low 20’s
Capex:
R$ 12.0 - 12.5 bln
(∑‘20-’22)
Expand Cash
Generation
→ Strict financial discipline
→ Continue debt and tax rate optimization
EBITDA-Capex on Net
Revenues:
>16%
(>20% w/ IFRS 16)
EBITDA-Capex on Net
Revenues:
≥20% in 2022
(≥25% w/ IFRS 16)
23. TIM Brasil | Investor Relations
Strategic Plan 2020-22