1. Case study – Finance for telcos
Marpij Associés
71 rue du Fbg St Antoine – 75011 Paris
Tel : +33 (0) 1 75 43 87 80
Fax : +33 (0) 1 75 43 87 81
RCS Paris 479 809 956

2. Development of management and regulatory accounting tool
Specify and develop an accounting tool for a global operator Analytic relationship Engagement procedures
Toutes données utiles au Contrôle de gestion
Donneur d’ordre Saisie du Bon de
(Owner) commande sous SIGA
DISI
trafics
Audit
CA, ventes
DRH
Analysis of the activity of the operator DWI
Signature Directeur
Audit of the current organization Paie
DFC
Factures interco
Général
Comptabilité
Audit Report Suivi des engagements
Contrôle de gestion
Demandes Directions Centrales Contrôle de
Tool specifications Comptabilité analytique
d’engagements
gestion
ABC cost allocation Accounting separation
Evaluation of production costs by activity
Preparation of P & L by offering
Evaluation of the cost of capital of the operator
Development in Access, Training and Support
Interfacing with operator ERP
Training
Submission to the authority
Results
Minute on- Minute off- Minute on- Minute off- Minute on- Minute off-
net A net national net B net national net C net national
A B C
Coût technique Coût commercial Coût d'interconnexion
Marpij – Confidentiel 2

3. Development of a cost/revenue model for ADSL offers
Customer Operations
100% des cas 74% des cas 24% des 74%
Develop an analytical model of revenues and costs for the 1 2 3
financial and commercial control of the ADSL business FSI CG ADSL CCA CCL
Audit of the current situation reçoit le client teste le DSLAM et les débits teste la ligne intervient sur la
ligne si nécessaire
2,73 DT 1,89 DT 2,02 DT
Analysis of DSL offerings
parcours erroné
Construction costs per job / function environ 5% des réclamations
Audit Report
Agence
Market outlook reçoit le client
0,20DT
Benchmark changes in a panel of relevant countries
Revenues evolution with throuput evolution
Proposal of a tariff policy Offre en débit 8M; 30D
Evaluation of penetration by offering 4M; 40D 4M; 30D 4M; 25D
Preparation of P & L by offering Changement
tarifaire sans
E
2M; 40D 2M; 40D 2M; 30D 2M; 25D 2M; 20D
migration de parc
D
1M; 40D 1M; 30D 1M; 20D 1M; 20D 1M; 15D
Formulations of recommendations migration de
parc vers l’offre
C
512K; 30D 512K; 20D 512K; 15D 512K; 15D 512K; 10D
In terms of products and prices de débit
supérieur pour
le même prix B
256K; 20D 256K; 15D 256K; 10D 256K; 10D Arrêt des
On processes Offres 256K
A
128K; 15D 128K; 10D Arrêt des
Presentation to the Management committee Offres 128K
09/ 2007 1/2009 05/2009 10/2009 01/ 2011
Margin per offers
EBITDA baisse du tarif de l’offre D fin 2009
margin
lancement de l’offre 10 DT
2008 2009 2010
80%
60%
40%
20%
0%
Offre A Offre B Offre C Offre D Offre E Total
-20%
-40%
-60%
Marpij – Confidentiel 3

4. Rewriting of the tariff structure of a pan-european SMS aggregator
Define the tariff plan of pan European SMS aggragator Value chain per business model
according to its competitive position in each country
Value chain definition according to the economic model
Pay Out model
Infra model
Simulation of revenue sharing between the actors of the
value chain (content provider, SMS aggregator, mobile
operator)
Current situation analysis
Current situation analysis
Competitive analysis on the various European markets
Margin analysis per client per country per client size
Recommendations for a new tariff structure according to the
customer size
Secure the key traffic contributors by proposing backward
margins on aggregation
Conquer medium size clients with an attractive pricing
plan Tariff strategy per customer
Increase Pay Out-like tariffs for small clients
Marpij – Confidentiel 4