Sales _ Distribution Magazine Design

OPTIMISE YOUR DISTRIBUTION MANAGEMENT & TRACK THE EFFICIENCY OF YOUR SALES REPS. DON’T WANT TO READ THE FULL BROCHURE? PLEASE SCAN THIS QR CODE FOR A 1-MINUTE VIDEO

Your challenges Coming either from tough competition or the local regulator, voice ARPU has been declining constantly in the last few years. Combined with moderate subscribers growth rates, telecom operators are pursuing a diversified portfolio including mobile money, insurance services or platforms. This has in turn added pressure on the S&D teams to reach higher objectives with decreasing budget. To realise your objectives, • You require real-time insights into which region’s performance is deteriorating. • You need visibility on your Points of Sale (POS) and your distributors’ activity. • You want to quickly know which field visits can create the most impact on your recharges and activations You want to track your field team’s activities and performance. Our Telecom Sales & Distribution solution focuses on 4 main use cases Explore your commercial performance Sales & Distribution gives you a unique view on all your key indicators, tracking performance at the most granular level for all your distribution, marketing and mobile money metrics. Prioritize your field visits & Act Our analytics engine recommends your sales teams which POS they should focus on and what actions should be taken. Track your actions plans and learn After creating your actions plan, monitor your daily execution and reallocate your team based on the results. Ensure your POS have enough stock Sales & Distribution displays in real time the areas at risk of stock-outs so to replenish them very quickly.

Orange Botswana Let me use a metaphor. Before, we were driving a car, but it felt like there was fog and we couldn’t see anything through the windscreen. Since we implemented Business Monitoring (the name given to S&D by our client), we know exactly where we are going. We understand where the issues are on a map and we can act directly at the POS level.” MTN South Africa “In the area of Big Data, where we’ve got a lot of information at our fingertips, it is a huge source of competitive advantage for anyone in the sales field to be able to make decisions with the right information, in real time. What I’m most excited about the Engine Room (the name given to S&D by our client) is how we can use it to assess the needs of our customers in the market so we can provide our customers with a better MTN experience.” One of our clients, a medium operator in West Africa, adopted Sales & Distribution in 2019. We conducted an analysis at a micro level (localities) to understand the impact of the tool’s usage. +3% sales High usage localities generate 0.8% to 3% more sales per month. x 2.13 chances of being over-performant with our tool Localities are 2.13x more likely to be over-performant if they use the tool intensively.

We are not S&D BI Sales Force a BI solution tools Automation Explore your Connect to multiple data sources to commercial compute KPIs tailored to your needs performance (Airtime, Mobile Money, revenue, market share, network, etc.) Visualize and explore KPIs on interactive dashboards across geographical levels (Country, Region, City, POS, BTS) Get daily reports on selected KPIs: distributor’s performance, POS performance, Field agent performance, Track your Log and follow up local strategic initiatives actions and monitor the impact vs target on selected KPIs plans and learn Get recommendations on where to act based on POS insights (Stock out, inactivity, underperformance)… Turn recommendation into action, assign tasks to your field teams through a built-in customizable workflow Map and segment all your POS according to distributor, channel, turnover, etc. Prioritize Collect information and feedback from field your field operations and monitor your teams on the visits & Act ground Record the information online or offline with a dedicated Mobile app for your field force Ensure your Understand stock out risks in real time and POS have automatically alert your distributors agents enough stock

Key features 1. Commercial performance Promote coordinated strategies by aligning your teams and different channels around the same metrics of recharges, SIM cards, mobile money, network etc. With precisely localised insights by network site and Point of Sale, you will understand exactly where you need to focus your efforts Features - Adapted visualisations (map, treemap, list, chart) - Flexible timeframe (compare Easter or Ramadan vs. the same period last year) - Geographical and distributors restrictions 2. Field visits’ prioritisation Our action plans also determine which stores to prioritise visiting based on identified issues and opportunities. Features - For Mobile Money, recharges & SIM activations - Specific recommendations for each geographical level and distributor - Ability to take into account qualitative characteristics (branding, date of last visit etc.) 3. Action plans tracking Build comprehensive action plans to reach your sales targets. These are automatically updated and easily shared, to allow you to act immediately in case of deviation. Features - Creation of your action plan including your target - Prediction of your target achievements - Alert in case your target won’t be achieved

Key features 4. Field force automation Improve the efficiency of your field agents, even when they are offline, thanks to our Salesforce Automation Tool (SFA) called “Globe Trotter”. Your field team receives their planned visits with all the information required about each Point of Sale. Supervisors can track their execution in real time and analyse the collected field data. Features - POS history (completed tasks) & ID card - Flexible surveys - Work offline 5. Real-time stock management Work hand-in-hand with your distributors and get real-time alerts on your shops’ stock. Act immediately to avoid any stock-out for both your recharges and mobile money. Features - Real-time visibility - KPIs such as Out-of-Stock POS, Balance - For both mobile money and recharges 6. A dedicated Customer Success Manager After the implementation, each client is followed by a dedicated customer success manager to guarantee effective usage. Working hand-in-hand with a local champion, they will make sure your team fully understands and implements internally the new processes such as firefighting and driving growth. The goal is to remove silos within the opco and work together with sales, mobile money, marketing and network. 7. Seamless data integration S&D software eliminates hours of manual work for your sales team, allowing them to focus on what they do best: increase sales. We connect with and integrates any telecom data sources, centralizing all data in one data-mart, eliminating the unnecessary extra work for your sales or BI teams.

For the whole Sales & Distribution team 1. Management - Get a dedicated dashboard to follow KPIs at all levels - Visualise your stock-outs in real time - Follow action plans at each level 2. Sales managers (from the regional level to the locality) - Track sales KPIs down to sites and stores - Prioritise teams’ visits using targeted recommendations - Manage distributor performance 3. Field representatives - Get insights on your shops’ issues - Understand which POS need to be visited first - Collect data from the field and share easily 4. Distributors - Ensure sufficient stock in your territory - Track which POS are at risk of a stock-out - Get alerts on your phone when POS are out-of-stock

Contact www.riaktr.com [email protected] Place du Champ de Mars 5/13, 1050 Brussels