Open Innovation @ KPN Marie-José van den Boomgaard ------- Liaison Manager Startups & Incubators KPN

Why KPN is Engaging With Startups VIEW Create a 360° view around KPN and detect outside-in innovations and entrepreneurial talent CONNECT Establish partnerships and accelerate growth of connected ventures by leveraging KPN's expertise, industry network, technical infrastructure and marketing power RETURN Build a portfolio generating financial and strategic value for KPN’s customers, organisation and shareholders Financial return Financial return on investments through external exits, not acquisitions Strategic return Strengthen innovation and new business insights and capability, while reducing cost of experimentation. Bring innovations faster to market, providing value to KPN customers and growing revenues, retention and NPS.

New Business to Regular Business Liaison Search & Qualify Incubate Grow Regular Business M-Commerce Smart Building Smart City Internet of Things (incl. Lora) Security Services Smart Life Regulier KPN portfolio (Vast, mobiel, TV, etc..) NBB NBB N B N B

PARTNERWORLD FOR STARTUPS Matching Startups with KPN; Co-creation KPN as Launching Customer KPN as Distributor Investment by KPN Ventures KPN as supplier No go/ tips or intro network

Some Startup Cooperation Examples Co-creation Co-creation Pilot Supplier LoRa keys Pilot Co-creation

Some Startup Cooperation Examples (Ventures & Distribution)

Mobile & OTT Consumer Services INVESTMENT FOCUS SEGMENT FOCUS GEOGRAPHIC FOCUS Internet of Things Connected Home HQ ROTTERDAM Cloud Computing Cyber Security Data & Analytics Digital Health Mobile & OTT Consumer Services

INVESTMENT STAGE & SIZE KEY INVESTMENT CRITERIA INVESTMENT STRATEGY INVESTMENT STAGE & SIZE Direct investments Venture stage (series A/B) EUR 0.5-2.5 million initial deal size Minority (co-)investments Fund-in-fund investments Complementary stages (seed and growth stage) Supplementary expertise and network Segment focus KEY INVESTMENT CRITERIA Team strength Product innovation and USPs Commercial traction (>EUR 0.5m in revenues) Market potential Realistic growth plan Potential for cooperation with KPN Pre-seed stage Idea Seed stage MVP Venture stage Commercial traction Growth stage International scale-up Later stage Cash flow positive

PORTFOLIO ‘Internet of Tools’ construction equipment tracking solution IOT (M2M) management platform IOT (Lora) infrastructure technology Industrial cyber security anomaly detection Mobile heart monitoring (ECG) solution Threat intelligence platform IP/science-based early-stage venture capital fund Optical time distribution technology Growth-stage venture capital fund

ECOSYSTEM PARTNERS

KPN Startup Evening Over 350 people attending (startups, corporates, investors and knowledge institutes) Focus on Networking in KPN’s Startup ecosystem Exposure of KPN and Startup Innovations

Some tips for you Be transparent and open Timing is everything Customize your pitchdeck Be clear in your needs Go for it!

KPN Ventures www.kpnventures.com herman.kienhuis@kpn.com KPN New Business www.KPN.com/innovation marie-jose.vandenboomgaard@kpn.com