COMPETITIVE

ANALYSIS:
COMARCH
OUTLINE

• Comarch Company Overview

• Comarch Product Overview
• Comarch Market Positioning
• SWOT Analysis
• Company and Product Comparisons
• Mobinets Positioning and Competitive Differential
• Mobinets Responses to Comarch Strengths

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 COMARCH COMPANY OVERVIEW

HQ Krakow, Poland

Other Key Locations Warsaw Poland, Dresden and Munchen Germany, Lezennes France, Lviv Ukraine,
Moscow Russia, Strassen Luxembourg, Espoo Finland, London UK, Rosemont USA,
Dubai UAE, Shanghai China, Ho Chi Minh City Vietnam
(45 Cities 20 Countries 4 Continents)

Years in OSS Business 21 years

Annual Revenue $ 296 Million (BU:Telecoms, Finance, Utilities, SME, Public sector)
Annual Telecom OSS Revenue $ 50 Million (Estimate)
Employees 4220 (All BUs)
Major Telecom OSS Customers T-Mobile Germany, T-Mobile Austria, T-Mobile Poland, E-PLUS GRUPPE, MTS
Russia, Telefonica, Telefonica O2 –UK/ Germany/Latin America, Vodafone
Germany, Orange Poland, Department of Information Services of the State of
Washington USA, NetWorkS Poland, KPN

Major Partners Tango Telecom, Centum Solutions, Cisco

Recent Key Announcements

• September 2014: Telefonica selected Comarch as the recommended vendor of Configuration Management, Network Planning
& Design for Latin America and Germany
• February 2014: Launch of Software Defined Networking Technology broadens Comarch’s OSS Suite
• January 2014: TV Cable in Ecuador choose Comarch for Field Service Automation
3 • November 2013: Telefonica appoints Comarch a partner in its multi-country OSS transformation
COMARCH PRODUCT PORTFOLIO
COMARCH PRODUCT OVERVIEW

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COMARCH OSS SUITE
COMARCH RESOURCE VS SERVICE MANAGEMENT
COMARCH MARKET POSITIONING
Positioned in:
• Customer Management
• Revenue Management
• Supplier/Partner Management
• Product Management
• Service Management
• Resource Management
• Quality Management
» Business Continuity
• Services
» Business Process Optimization
» Cloud Computing
» Customer Analytics
» Data Center
» Data Protection & Security
» IT Audits
» IT Integration
» Loyalty Consulting
» Managed Services
» Mobile Channels
» OSS/BSS Transformations
» Outsourcing
» Program Management Services
» Training
» UPnP & DLNA Certification
» Sales Support Services
» Creative services
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Sells into following segments:
• Smarter Networks ( Planning, Inventory, SDN/SON )
• Mobility (Smart applications, Quality assurance )
• Cable/Satellite
• Cloud computing
• Digital Services (M2M, Smart BSS etc.)
• Convergence (MVNE/MVNO)
• Customer experience (B2B, Order to cash etc.)
•
Cost Efficiency
• VOIP
• ISP
• Public Network Operator
• Internet Banking
• Financial Services
Unique Business Value:
• Reputation as a Reliable, Flexible and Agile seller
• High quality software
• A large and varied set of partners
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COMARCH MARKET POSITIONING: GARTNER MAGIC QUADRANT

Mobinets

Mobinets
SWOT ANALYSIS: PRODUCTS AND BUSINESS

• 20+ years experience

• Well diversified product portfolio and customer
base.
• Heavy emphasis on R & D with in-house R & D
• Strong Financial position
• Excellent HQ based manpower resource/know-
how
• Strong in DACH REGION OF Europe(22%
revenue)
• 66% revenues from Services
• Comarch’s customers are mainly
Western companies – it does not have a
large presence in Asia or Africa.
• OSS Global solutions with average
specialization on specific domains (
Planning, PM/FM, SQM)
Comarch Comarch
• Quick growth of customers and
Strength Weakness portfolio that presents a continuous
challenge

Mobinets Mobinets
Opportunity Threat
• Asia, USA and Africa market growth •Strong European presence, difficult
potential to displace
• Targeted selling of integrated • Better e-TOM mapping makes
solutions vs Comarch’s large portfolio Comarch a strong OSS rival
•Comarch seen as Niche/Challenger
.
by Gartner
COMPANY COMPARISON Competitor

Mobinets Comarch
% Revenue from Telecom 100% 22.5% (Includes OSS/BSS and Digital Services
Operators & Cloud Enablement) of which
15% (Estimate) is from OSS (estimate)
OSS Market Share/Position < 1% 1-2% ( Challenger in the market)

Financial Stability Low Stable

Key Customers Vodafone UK, A1 Austria, Orange Moldova,
Zain Saudia Arabia, Wataniya Kuwait, Touch
Lebanon, Alfa Lebanon, Vodacom South Africa,
Safaricom Kenya, Orange Kenya, Meditel
Morocco, Inwi Morocco, Tunisiana Tunisia,
Syriatel Syria.
Within the OSS market: T-Mobile Germany,
T-Mobile Austria, T-Mobile Poland, E-PLUS
GRUPPE, MTS Russia, Telefonica Group,
Telefonica O2 UK and Germany, Vodafone
Germany, Orange Poland, KPN, Department
of Information Services of the State of
Washington USA and NetWorkS Poland.
Other customers include Healthcare
companies, Government, Financial
institutions, Airlines,

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PRODUCT COMPARISON

Property Mobinets Comarch

Carrier Grade Yes, telco-grade platforms. Yes

Scalability Mid-level scalability, Good- Handle large networks

Inventory & Asset Mgt Excellent Good

Planning & Optimization Excellent Not very specialized

Service level monitoring None Excellent

Performance Management Low Average

Fault Management Low Average

Workflow/Work Order Mgt Average, limited Good

CM and Service Activation Limited CM, No SM Good

MOBINETS POSITIONING AND COMPETITIVE DIFFERENTIAL

Positioning
• Network planning
• Inventory management
• Mobile and Fixed operators
• Provides E2E view of the network and root cause analysis

Competitive Differential
• Carrier grade, scalable product
• Specialized Transport KPIs
• GIS Map-based Inventory
• Centralized Auto-Discovery and Auto-Configuration to reconcile network inventory data
• Auto-Validation and reporting on network topology discrepancies
• Inventory data design oriented to Planning and Optimization management
MOBINETS RESPONSE TO COMARCH STRENGTHS
Comarch Strength
Well diversified product portfolio and customer
base
Two decades worth of experience in the industry
Heavy emphasis on R & D with in-house R & D
Department
Very strong in Work Order and Workforce
management
Has strong Config Management/Service
Activation
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Response
Mobinets is a niche player and offers a greater degree of product
specialization. This means, in other words – “what we do, we do well”
Mobinets offers products which are free of legacy and old technology
constraints developed in an agile environment .
Mobinets uses an innovative approach and incorporates cutting-edge
technology into its products. Examples are reacting quickly to market needs,
examples are: Google 3D incorporation.
Supports Work-order management and is being developed for external
systems. Manpower management is on the roadmap
Mobinets focuses on certain areas of OSS, bringing high specialization to
Inventory, and Planning Management. However, Mobinets NEP reads and re-
configures (off-line) network systems for optimized planning, design etc,
directing field teams to carry out the accurate/calculated configurations
through Work-Orders.
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