Vamsi MadhavVP & Head Product Management,

Mobile Financial SolutionsMahindra Comviva

Acceleratingmobilemoneygrowth27APRIL2017 GSMA360WestAfrica

3

WestAfrica

15 Countries

366Mn people

178Mn49%

Uniquemobilesubscribers

mobilepenetration

327Mn29%

mobileconnection

smartphones

Mobilemoneyisrevolutionizingpayments…

…butstillthereisalongwaytogo

58mobilemoneyservice

EarlyIntroductionofenablinge-moneyregulationsin2006

18crossborderwallettowalletmoneytransferservices

99.3%Students(Côted’Ivoire)paidfeeviamobilemoney

50% electricitypayments(Côted’Ivoire)viamobilemoney

Just1countryintheregionhas 40% adultsusing

mobilemoney

Mobilemoneypenetration:

20%inWestAfrica 55%in

EastAfrica

Côted’Ivoire:

50% registeredcustomerhavenoactivityin90days

Alargeportionofthemoneyinthemobilewalletsiscashedout

Needtoextendbeyondairtimetop-up,P2Ptransfer,billpayments

Mobilemoney:DrivingWestAfricatoacash-lightfuture

4

LookingEastforthesuccessstories- EcoCash

Subscribers Revenue(FY2015-16)

Econet:10Mn

EcoCash:6.5Mn

65%Econet:$641Mn

EcoCash:73Mn

11%

RO B U S T G ROW T H E X PA N S I V E E C O S Y S T EM

CON T I N UOU S S E R V I C E I N N OVAT I O NS I G N I F I C A N T E C O NOM I C I M PA C T

30,000Agents

20,000Merchants

2,000Brand

ambassadors

1,200GreenKiosks

7Bank

partners

10,000StewardBank

POS

3,114Billersand

Payrollpartners

Mobilemoneyaccountedfor

81.2%ofallelectronic

paymentsvolumein2016

EcoCashprocessed$6.6Bn

transactionsinFY2015-16equivalentto

47%ofZimbabwe’sGDP

EcoCash handled

97.8%ofallmobiletransactionsinZimbabwe

2012 2013 2014 2015 2016

Merchantpayments

Interconnectwithbanks

EcoCash$ave

EcoCashPayroll

EcoCashLoan$

EcoCashDiaspora

EcoCash App

MasterCardcompanioncard

EcoCash ta!(NFCpayments)

EcoCashSavingsClub

Cross-bordertransfer

Electricitytokenpurchase

5

Facilitatecashinflowsfrommultiplesourcesatlowercost• Remittance• Salarypayments• Financial-aid• BanktoWallettransfers

Retainingmoneybymobilizingmicro-savings• Micro-savings• RecurringSavings

• SavingsClubDigitizingretailpaymentstominimizecash-out• Billpayments• Merchantpayments

• Onlinepayments• TransportPayments

LeveragingEcoCashforpartnerservicestoreachdifferentconsumer-segments• EcoFarmer• EcoSure• EcoSchool• EcoHealth• Econet ConnectedCar

EcoCash:The4strategicgoaldrivingtheserviceportfolio

6

EcoCash Diaspora• EcoCash haspartnered10MTOs,MTNZambiaandSouthAfrican’sMVNOCallHome toenableremittancefrom200countries

• 30%ofZimbabwe’stotalremittanceisreceivedviaEcoCash Diaspora

EcoCash Payroll• Enablessmall,mediumandlargeorganizationstopaysalarytoemployees

• 1100companiesuseEcoCashPayrollservices

EcoCash Bankingservices• AllowscustomerstotransfermoneybetweenbankaccountandEcoCash wallet

• Interconnectedwith7bankstoenabletheservice

Financialaid• NGOssuchasPlanInternationalandWorldFoodprogramareusingEcoCash toprovidefinancialaidtodrought-effectedpeople

• Financialaidhasbeenprovidedtoover28,000beneficiaries

EcoCash:Enablingcashinflowsfrommultiplesources

7

EcoCash Save EcoCash SavePlus EcoCash SavingsClub

Aninterest-bearingmicro-savingsaccountoperatedfrommobilephone

Nodocumentationandopeningormaintenancefeerequired

1.5millionEcoCashSaveaccounts,outnumberthetotaldepositaccountsinallcommercialbanksinZimbabwe

Forpeoplewhowanttodolong-termsavingsandhavespecificSavingGoals

Requiresminimumbalanceandrecurringmonthlydeposits

Higherthesavinglevelmoreinteresttheconsumerreceives

Secure,transparentandconvenientwayforpeopletopoolfunds

DigitizestraditionalSavingsClubbyusingmobilemoneytoopenagroupsavingsaccount,depositandwithdrawmoney

60%customersarewomen

EcoCash:Retainingmoneyindigitalformatwithsavings

8

AirtelTimiza:Masteringthemicro-lendinggame

• Tanzania’slargestmicrolender• Usedby2millionAirtelMoneycustomers(48%oftotalAirtelMoneycustomerbase)

• DisbursesloansworthUSD60Millionperyear

• Onethirdof50,000 AirtelMoneyagentsuseTimiza

• SomeagentsarenowqualifyingforloansofTZS1million

AirtelMoneyagentscanalsotakeloantoboosttheircapital

andbusiness

Agentloans

TherepaymentamountisautomaticallydeductedontheduedatefromAirtelMoneyaccount

Loanrepayment

Theloanamountdependsoncustomer’sageontheAirtelNetwork,usageofAirtelline

andAirtelMoneyandpreviousloanrepaymentbehavior

Eligibilitycriteria

Theloancanbeobtainedfor7,14,21or28days

Shortterm

TheloanisappliedthroughmobilephoneandcreditedintoAirtel Moneyaccount

Mobile-based

AirtelTimiza impact:

9

EcoCash:Acomprehensivemerchantpaymentexperience

OPEN

PAYM

ENTS

CLOSED-LO

OP

PAYM

ENTS

EcoCashMasterCardDebitCard• Twovariants:SwipeandTap&Pay(NFC)• Acceptedat30MnMastercardPOSglobally• FacilitatesATMcash-outglobally• Prominentlyusedinsupermarkets EcoCashta!(NFCpayments)

• TargetedatSMEs.Merchantsaregiven• anaffordable,small-sizedportablePOS• ConsumersgetaNFCstickerwhichtheytapontheNFCPOStomakepayments

• 2000+merchantsuseEcoCashta!EcoCashMasterCardVirtualCard• Usedforonlinepayments• CarddetailsdeliveredviaSMS• Significantnumberoftransactionsarepurchasesfrominternationalportals MerchantPayments

• ConventionalmerchantpaymentswithUSSD/appinterfaceusingmerchantID

• Usedbysmallermerchantssuchaschemistsandgrocers

Merchantpayments

10

Thankyouwww.mahindracomviva.com

DisclaimerCopyright © 2014: Comviva Technologies Ltd, Registered Office at A-26, Info City, Sector 34, Gurgaon-122001, Haryana, India.

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130+Deployments

55+Countries

1 B+Consumers

$85 B+Transaction value

3 of top 10Mobile money services

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