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Restricted - Confidential Information

© GSMA 2008

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Innovation through Partnerships

Steve GlagowVP Marketing Operations

Orange

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2007 FT Group highlights

€ 52.9bn revenues € 7.8bn organic cash flow € 6.3bn Group share of net income

170 million customers (o.w. 115 million Orange branded) 187,000 employees operations in 180 countries

one of the world’s leading communication brands

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a footprint supporting businesses around the world

BRAZIL

INDIAEGYPT

support centers in 166 countries

a network covering 220 countries & territories

4 Major Service Centers

MAURITIUS

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SWITZ.

FRANCE

POLANDUK

EGYPT

SPAIN

JORDAN

ROMANIA

BELGIUM

SENEGAL

MAURITIUS + MADAGASCAR

IVORY COAST

SLOVAKIA

CAMEROON + GUINEA

MOLDOVA

a worlwide presence

C.A.R.

NIGERMALI

KENYA

WEST INDIES

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Who are Orange Partner?…

Orange Partner launched January 2004 to encourage, inform , develop and foster third parties for innovation

Orange wanted a global resource for third parties who are distributing / want to distribute their innovative mobile applications, content and solutions to customers of FT & Orange.

We created this global programme from country led programmes in OUK & OFR and we continue to provide benefits to both our external and internal customers to ensure we; source, identify, capture, and exploit external innovation.

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Orange Partner membership

The continuing aim is to help our partners develop compelling solutions for our customers in all areas of the Orange/FT business through offering marketing, commercial and technical support

To date there are 60,000 members of the programme globally.

The Orange Partner programme is free to join and has three levels of membership :

– Member – general information and support for people without a bilateral non-disclosure agreement

– Premium Member - more specific, sensitive information and support for people who have signed a bilateral NDA

– Contracted Partner – for global or local suppliers to Orange / FT

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Navigating through Orange Partner membership

Member Benefits – anyone can become a member. Information & educational material, Newsletters General support www.orangepartner No one-to-one support

Premium Member - companies then apply to become premium members. NDA information One-to-one support Developer Centre Access Trouble ticketing Product Submission and matchmaking Routes to market

Contracted Partner - Global or Local suppliers to Orange / FT Same as Member and Premium Member Specific, sensitive information One-to-one / online support ... provided in conjunction with the global / country with which they have a contract.

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The website – where to start

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Orange Partner: the gateway

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The Developer Centres

Actual locations London , UK (Orange Labs) Vélizy, France Boston, U.S.A (Orange Labs) San Francisco, U.S.A (Orange Labs) Glasgow, Scotland (with Scottish Wireless

Innovation Centre) Beijing, China (Orange Labs)

Coming shortly – NYC and Tel Aviv

Virtual developer centre www.orangepartner.com

Physical premises for Orange Partner premium members to

use:

Test your applications using Orange devices, over the Orange 2G and 3G networks – extension of the Orange UK Network

Download and test applications against a range of Orange handsets in dedicated device labs

Meet Orange representatives in pre-booked meeting rooms

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Why we do it...the value

...3rd parties and Orange will work together, to deliver compelling products

To do this we provide them with a wealth of key information about the Orange Worldwide distribution channels, our customers and our requirements from FT and the countries in which the Orange brand operates.

Inform, educate and train www.orangepartner.com

Help provide 3rd parties with the tools to develop Provide plentiful benefits at the different membership levelsDeliver products through our channels to marketRealise revenue together

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Partner Camps

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Navigating through Orange Partner – the technical

benefits…

Handset information and roadmap ideas Handset enabler information Network information OS roadmap information Technical OS information Development support and tools (including our network enablers) Detailed technical handset information Technical content guides Orange Compatibility testing of content and applications Signing of Applications Technical Forums – MWI, Java Defragmentation Tools and help

..we will provide you with many technical & commercial benefits

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Commercial Benefits

Orange ‘where we’re going’ information Ability to submit products solutions to us Orange Compatible endorsement General market information Routes to market information and channels Account Management Orange market/country information Member-to-member contact (multi-faceted) Orange project requirements Commercial contract information / revenue share information Matchmaking with the wider Orange Application Shop

Commercial benefits...help and guidance to potentially reach not only our consumer and business customers, across the FT group worldwide but also improve your own presence in your channels

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Innovation

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Innovation pipeline process - overview

Draft innovation paper – this will go various iterations before receiving final approval to

proceed to implementation

3. Innovation team review

1. Initial innovation concept (can come from almost anywhere) Anything suitable for Orange Partner and its channels is filtered at source

Other teams…

LCOs

Best practice sharing

3rd party company

Executive push

Propositions

Market research

Group Product Marketing

Innovation pipeline

V-Enable Customer Trial

Introduction

27 J une

2004 V-ENABLE Inc.

Sam Poole Dipanshu Sharma

CEO/ President CTO/ Founder

2. Introduced to Product Marketing through standard stage 1 innovation paper – Invited to join Orange Partner

Orange First

Innovation Everywhere

Approved innovation paper


Introduction

27 J une

2004 V-ENABLE Inc.



4. Idea taken to next stage (e.g. presented to Product Board for Gate approval, executed through best practice sharing, etc.)

Approval

Approval

A range of options are now possible for an approved idea…see following slides

FT R&D

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Innovation process submissions pass through a series of stages, each with increasingly detailed requirements

First draft innovation

paper – half page overview (stage 1: Alpha Paper)

Other teams…

LCOs

Best practice sharing

3rd party company

Executive push

Propositions

Market research

Group Product Marketing


Introduction

27 J une

2004 V-ENABLE Inc.



Orange First

Innovation Everywhere

2-page paper returns to innovation team with additional

economic detail (stage 2:

Beta Paper).


Introduction

27 J une

2004 V-ENABLE Inc.




Introduction

27 J une

2004 V-ENABLE Inc.



Final paper returns to innovation team with

further detail – principally informal country

feedback & costs

(stage 3: Gamma paper)


Introduction

27 J une

2004 V-ENABLE Inc.



Approved stage 3

gamma paper may be taken

to implementatio

n (e.g. submitted to

global marketing board for approval,

executed as best practice

sharing, submitted to Innovation

Everywhere, etc)

Specific actions may be requested at any stage – e.g. market research via Product

Insights Programme

FT R&D

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Introduction

27 J une

2004 V-ENABLE Inc.



Innovation team review – possible outcomes

Draft innovation paper (at

stages alpha, beta or gamma)

Innovation pipeline

Approved innovation paper


Introduction

27 J une

2004 V-ENABLE Inc.



Innovation team review

Paper approved (perhaps with minor changes); approval to proceed to implementation (mostly for gamma stage papers)

Request for further Product Marketing work - move to next stage or re-submit at existing stage

Fail – idea is killed immediately*

Request for market research or analysis (existing or new, Group Mkt Res team, FTR&D, etc) 0

10

20

30

40

50

60

70

80

90

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

East

West

North

*with positive and encouraging feedback to the idea originator !

Passed to Orange Partner to manage

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Orange Partner DVD

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Questions ???

Thank you

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Industry View

Landscape is changing: we are finding new ways to co-exist, collaborate and compete We saw In 2007, many new market entrants in an evolving mobile and digital landscape:

o Google – once search/software, now developing mobile apps o Apple – once PCs, then entertainment devices/content, now iPhone o Orange – once mobile operator, content services now online advertising

More experiences in today’s digital world (music, TV, social networks) o Digital pace is faster, Orange is finding new ways to simplify – and extend - this experience for customers o In this new digital environment no one can deliver every element of the customer experience o Orange believes in partnering to give customers a simple straightforward and consistent experience, on any device

The consumer market landscape • Increasing consumer desire for application-rich devices and personalised services

o e.g. Push Content to give consumers more choice and control of services/ Call Plan to keep consumers up to date on usage and plan status

• Greater device upgrading requiring greater consistency of application, UI and experience • New genres of applications: social networking - tailored services in a changing market • The need for market segmentation and personalised services to maximise customer loyalty

Signature Introduction Orange differentiates itself by providing an end-to-end customer experience of value added

services, delivered through our Signature portfolio of devices.

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Industry View

The Orange Signature portfolio: improved customer experience drives demand for better handsets and applications o 27 million devices were shipped in 2007 - 70% of these Signature devices o Over 200 Signature devices lauched since the programme began (stated over 180 at the end of 2007) o On average a Signature device was launched every 5 days in 2007. o Orange is on target to have 80% of device shipments and an installed base of 50% Signature devices by the end of 2008

o Around 10% of our device volumes are from open OS handsets which is above the EU average and set to significantly increase

The challenge is to continue to deliver bespoke services amidst the proliferation of devices and platforms.

Orange provides the software of the Signature Accelerator Programme, enabling pre-integrated applications in the open OS to help the device manufacturer to adapt his device. This ensures a great Orange experience through the delivery of embedded, Orange customised, applications. Microsoft S60 and ACCESS are our key platform partners within the Orange Signature Accelerator Programme. (also Java)

Platform challenges The emergence of the iPhone and Android, LiMO, Linux, Symbian consolidation presents new

challenges in addition to the evolution of existing platforms e.g. new generations of Windows

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Industry View

Orange welcomes all initiatives whose objectives are to establish consistent open environments, that positively encourage innovation and reduce fragmentation. We feel that the LiMo Foundation best reflects these objectives in its desire to create a truly open approach to Linux based devices. It is also the reason why we are focusing our resources in developing a standard LiMo platform in collaboration with our other LiMo members. Android is an interesting initiative and we would certainly look to provide our customers with devices built on this platform, should the device, its services and user experience meet our customers' needs.

Operator and developer needs • Operator requirements for differentiated consumer experience within parameters of workable technical specifications

• Developer need for advanced access to platform developments • Operators and developers want to cut time to market without compromising breadth and range of application quality

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