© GSMA 2014 July 2014 Member Services and Digital Commerce Collaboration Restricted - Confidential Information © GSM Association 2014 All GSMA meetings are conducted in full compliance with the GSMA’s anti-trust compliance policy

© GSMA 2014 Member Services Team Hana Jelinkova Member Services Co-ordinator Hana Jelinkova Member Services Co-ordinator Nazia Haque Database Administrator Nazia Haque Database Administrator Shafiq Karim Eloqua Co-ordinator Shafiq Karim Eloqua Co-ordinator Vicky Sleight Senior Director Member Services Julia Higginson Senior Database Manager Gregory Geodjenian Senior Manager Member Services Clare Mabin Membership Manager Clare Mabin Membership Manager Anita Tewarrie Member Services Co-ordinator Anita Tewarrie Member Services Co-ordinator Digital Commerce liaison

© GSMA 2014 Types of Membership Operators Full Membership: 801 Manufacturers/Suppliers Associate Membership: 260 Committed to LTE or wishing to Roam on GSM Rapporteur: 4 Target:£22.9m

© GSMA 2014 Participation In: CEO invite to annual Mobile World Summit Industry thought leadership Regional Interest Group events (full members only) GSMA Working Groups & initiatives (full members only) Creation/influence on use cases, guidelines and government lobbying GSMA Mobile World Congress, Mobile Asia Expo & Mobile 360s Membership Benefits

© GSMA 2014 Membership Benefits Networking with GSMA Membership Meeting & Event calendar Discounts on GSMA Intelligence subscription fee GSMA information, documents, white papers, e-newsletters Members Database and contact details Industry research reports GSMA Strategic Agenda and Business Plan Education Sessions Webcast updates Full access:

© GSMA 2014 Membership Tools and Benefits: InfoCentre² Regional Interest Groups Regional Interest Groups Working Groups Marketing Opportunities Marketing Opportunities Advanced Search Programmes

© GSMA 2014 Member Services Remit  Acquisition and retention [£22.9m]  Identify member needs & drive  Member Satisfaction  Member Communications  Customer care  Member database control & updates  Deliver / maintain / improve services & benefits

© GSMA 2014 Database  INFOCENTRE 2 – Members extranet  Data Protection - MEMBER SERVICES INTRANET for more information  ELOQUA – marketing tool  SALESFORCE – CRM (relationship management) tool  Data Request Form ensure that the data you are using is up-to-date complies to data protection rules (i.e. optouts have been removed)  Check any existing lists for UP-TO-DATE member status No Spreadsheets – data must be reviewed by database team  s to 50+ contacts Must be sent via Eloqua  Updates - forward to Infocentre 2 – a collaborative communication tool for use by GSMA members and GSMA staff

© GSMA 2014 Collaboration with programmes Encourage members to become involved in GSMA programmes which shape the industry: Become more engaged with Digital Commerce Participate in Digital Commerce projects Showcase digital commerce products and services Contribute to White Papers and other technical documents Network with key industry colleagues within the ecosystem

© GSMA 2014 Best Practice – Digital Commerce Inform Member Services who you are talking to Find out if a member, if not, encourage them to join (if relevant) Make sure correct type of agreement is in place: – NDA for ongoing flow of information between parties – NMPA for organisations contributing to a project deliverable but not members (or not relevant to be members) Advise Member Services of any event/workshop etc. – Invite Member Services to attend – Share list of attendees – Highlight companies of interest Laura and Janette are the Digital Commerce liaison with Member Services – please refer to them if you need help.

© GSMA 2014 Incentive for Digital Commerce £99,000 =£1,000 £74,500 = £ 700 £49,500 = £ 450 £24,500 = £ 450 £14,500 = £ 450 £ 9,900 = £ 450 Membership fees You receive:

© GSMA 2014 Any questions? Thank you