Member of Presentation Successful Value Added Services business models - Example from Deutsche Telekom and other operators October 2003

Page 2 Content for large business customers: Collaborative Commerce for residential customers: T-Vision Successful VAS business models:

Page 3 Collaborative Commerce is The most advanced form of e- business Facilitating a seamless flow of information throughout systems and applications Inside an enterprise, its partners and stakeholders Electronic interaction through networking eliminating point-to- point connections and manual transactions... Production Transport & Logistics Administration... Production 1.Collaborative Commerce Networking and interaction

Page 4 customer store house fax phone logistic company vendor fax store house ERP fax supplier ERP production producer 1.Collaborative Commerce Today: Restricted flow of information.

Page 5 supplier A vendor logistic company A supplier B... customer logistic company A finance, controlling.... finance, controlling production store house.... finance, controlling production store house producer 1.Collaborative Commerce Tomorrow: Virtual enterprise through internal and external networking.

Page 6 The Market growths by over 8% in Germany. This is more than double the growth in standard telecommunication services To establish a successful business model it has to be taken into consideration that the market is divided into sub-segments. Collaborative Working Market Germany in Mio. Euro Quelle: MetaGroup, PAC, Detecon Soft- ware 23% Net- work Serv. 18% Hard- ware 29% other Serv. 30% CollaborationMarkt Deutschland-Teilmärkte 2007: 6.318mEURO2002: 4.252mEURO other Serv. 36% Hard- ware 18% Net- work Serv. 16% Soft- ware 30% Soft- ware 23% Net- work Serv. 18% Hard- ware 29% other Serv. 30% : 6.318mEURO2002: 4.252mEURO other Serv. 36% Hard- ware 18% Net- work Serv. 16% Soft- ware 30% Collaborative Working Market Germany - Segments 1.Collaborative Commerce High growth potential

Page 7 multi dimensional cost savings enhancing time-to-market process optimisation consistence and actual information innovative business models optimising the collaboration between partners short delivery times increasing team-working efficiency rising end customer satisfaction increasing employee satisfaction etc Good price/benefit ratio Expertise (References) Trust One hand solution provider Customer / problem specific solutions Fast implementation Continuance of provider Process competence customer requirement - to the Collaborative Commerce solution provider customer benefit 1.Collaborative Commerce Customer requirements to the CC-solution provider

Page 8 Quelle: PAC, Detecon, Homepages The success of the business model lies in the combination of I. the strength in the T - brand (awareness, trust) and II. expertise in network as well as other services (system integration, IT infrastructure planning etc.) III. combined with (non exclusive) partnering in the Software area (mainly SAP) IV. and selling it all under one name (one face to the customer) strong segment weak segment Revenue of C-commerce within T-System 1.Collaborative Commerce Competition and successful business model

Page 9 Content for large business customers: Collaborative Commerce for residential customers: T-Vision Successful VAS business models:

Page 10 2.T - Vision Positioning of T-Vision Services

Page 11 Navigation Grundstruktur Multimedia Suche: T-Vision Internet T-Vision Movies Games Musik Info My T-Vision T-Vision Club Tools „Live / Exklusiv“: My T-Vision In 2 Tagen beginnt der Vorverkauf für das Britney Spears Special auf T-Vision. Im Moorhuhnrace liegt der neue High Score bei 2, 41 Minuten von Bernd aus Münster. Partner ZDF Vision Bild. de Info-Welt Sport Sparten News Programm Guide Movie TippGame Tipp Musik Tipp 11:00 ZDF info | bis 11:45 Uhr Tele-Akademie Bildungsprogramm 11:00 T-Vision | bis 11:05 Uhr Newsflash Events Entertainment Information Personalisation 2.T - Vision Basic structure

Page 12 Interaktive Programm Guide The program guide is the roof over T-Vision and partner programs (see. texxas.de) The program guide is the roof over T-Vision and partner programs (see. texxas.de) 2.T - Vision Interactive program guide

Page 13 Exclusive game:  Multiplayer Online games Player [Exxent]:  Mass market game Online Show:  TV adapted to online format TV adapted to online format Online Sneak Preview:  Film previews before cinema start Personalised radio:  Mix of Music, News and advertising Short film:  8-10 Min. „films“ Entertainment Magazines:  Special magazines (travel magazines, etc.) Marketing Events:  Sport, Music, Reality-Shows, etc. XXX offer:  Interactive Shows etc. Information News:  News coverage Interactive films / series:  Interaction by the users 2.T - Vision Services

Page 14 ===!"§==Online= 1. User generated (Audio & Video) 2. Video-mail 3. Instant Video- Messaging 2.T - Vision Broadband services with support for user generated services

Page 15 2.T - Vision T – Vision VAS business model

Page 16 Numerous VAS services for business as well as residential users are currently be developed and entering the market The success in terms of revenues/profits depends on four basic factors: T – Vision and C-Commerce Last remarks (1) I. success with customers (willingness to buy AND pay for it) II. success within the market (competition etc.) III. success within the company (getting the visions into realty!) IV. taking into consideration the environment l social: what are the number of potentials subscribers, development of these etc. l economical: are these willing and able to pay what is asked for the services l technical: is it technical already feasible and is there a technical threat by a new service l regulatory: what am I allowed to do and my competitors?

Page 17 T – Vision and C-Commerce Last remarks (2) Successful business models therefore vary from country to country considerably but a thorough analysis of the influencing factors will save a lot of time AND money - so does of course learning from others mistakes Thank you!

Page 18 Contact Thank you for your attention, we would be happy to serve you! Jochen Dinger Director Strategy Department QD-DeteconConsulting Co., Ltd. Air China Plaza, 11th. Floor, No Yiaoyou Road, Beijing Telefon Ext. 161 Telefax Member of Ma Yao Director of Marketing QD-DeteconConsulting Co., Ltd. Air China Plaza, 11th. Floor, No Yiaoyou Road, Beijing Telefon Ext. 121 Telefax Member of Yan Haishan Senior Consultant QD-DeteconConsulting Co., Ltd. Air China Plaza, 11th. Floor, No Yiaoyou Road, Beijing Telefon Ext. 131 Telefax Member of