Final pitching for Enterprise challenge 2011 @ strathclyde university.

1. MiniPay$ - Touch others and empower people
Business strategy plan
We are with you to make the best investment happen and
make your life better

2. Executive summary
Business Ideas / Objective:
• Using mobile device as payment method for micro-financing
• Help MFI increase repayment rate
• Assist MFI / Telecom leverage and increase their customer base to generate more revenue
• Reduce poverty, assist them to get better life quality via promoting the growth of small-scale
local entrepreneurs
MiniPay$ Team:
Member Execution Background Country
Kurnia Sofia Rosyada • Strategy & Finance • BSc. Electrical Eng., Indonesia
• Field Engineer, Schlumberger Wireline
• Consulting staff, Boston Consulting Group
Sonia Siska • BSc. Industrial Engineer with minor in systems Mexico
• Operations Mgr engineering
• Product Manager, Grupo Multimedios
• Supply chain internship, Bosh Group
Kuan_Lin Chen • BSc. Information Management Taiwan
• Marketing & R&D • MSc. Supply Chain Management
• Junior project manager, Compal Electronics, Inc.
• Purchasing specialist, Bourns
We are looking for a ￡80,000 investment for 20% stake in our business.

3. MiniPay$ bring micro-payment services closer to customer (1)
SMS service and mobile apps to be launched
Front End Back End (MFIs, Telco, MiniPay$)
• Sign Up
• Create ID and
password
• Inquiry : • Process request
• Check balance • Inquire security code
• Statements
• Pay Loan
• Change PIN
• Setup alert
• Send security code to
confirm transactions • Verify code
• Complete transactions
Distinguished features : personal financier for tracking revenue VS spending, contact
groups & mentors - Will be available through mobile apps

4. MiniPay$ bring micro-payment services closer to customer (1)
SMS service and mobile apps to be launched
SMS
Services

5. MiniPay$ bring micro-payment services closer to customer (2)
SMS service and mobile apps to be launched

6. Microfinance sectors are expected to grow strongly
South Asia represents the majority of the development in microfinance
Microfinance has grown India and Bangladesh contributes 54% of the
steadily total loan borrowers
% to total loan subscribers (’10)
# of loan 50%
subscribers (Mn) 40% 32%
30%
120 22% 19%
16.2%
20%
9%
10% 5% 3% 3% 3% 2% 2% 1%
100
0%
80
60
40
Funding committed per region 2008 (%)
20 22.1%
13.0% 7.5% East Asia & Pacific
0
13.3% East Europe & Central Asia
2006 2007 2008 2009 2010
Latin America & Caribbean
CAGR Middle east and north America
South Asia
Sub-Saharan
24.7%
Others
4.8% 14.6%

7. Widely accessible mobile phone had fueled
the growth in mobile FS services
Mobile phone subscribers increases rapidly –
Strong growth in mobile financial services
driven by growth in Asia Pacific
# of mobile subscribers (Bn) Penetration ‘10 (%) Forecast of number of m-banking
6 Middle 79.4 users
In Mn
East
5 Africa 41.4 51.9% 894
1000
19.1%
4 55
CIS 131.5 0
3
2009 2015
America 94.1
2
Value of global mobile transactions
1 Europe 120 US$ Bn
0 2000 43%
1000
Asia & 67.8 1000 241
'05 '06 '07 '08 '09 '10
Pacific 0
2011 2015
Mobile phone can play a major role to bank the unbanked

8. Roll-out will begin in India, Bangladesh and Pakistan
Based on market potential, gross loan portfolio and number of mobile users
% to global gross loan portfolio
25% # of mobile users (Mn)
China
20% 747
15% 3
10% 25 Peru
2
752 India
Indonesia 98 Vietnam
159 42
5% Colombia 1
Bolivia 52
Chile16
6 84 Mexico
Bangladesh
Philippines
0% 16 76
Srilanka 94
-10 0 Pakistan 10 20 30 40
-5%
# of active subscribers
MiniPay$ should focus on South Asia leveraging the existing microloan
borrowers market before expanding to other regions

9. Key competitor and their core strength had been
identified
1 MiniPay$ 2 Safaricom 3 Globe 4 Econet
Product MiniPay$ M-Pesa G-Cash EcoCash
• Strategic • Innovation and • Strategic • Mobile FS
alliances know-how partnership – 50 replicating
rural banks & money-gram /
• Security • Mobile payments
Core 18K outlets Western union
• Innovative & beyond
Compete (P2P, B2P, etc) • Global expansion • Products tailored
ncy features tailored to the specific
• Pioneer in plan
to micro-loan market
customers needs mobile payment • Basic features
(Zimbabwe)
– incl. microloan offered
• Grameen Bank • Vodafone • Globe Telecom • Tawanda
Partners Nyambirai Bank
• SKS India
India, Bangladesh, Kenya, Tanzania, Af Philippines Zimbabwe
Key Pakistan ghanistan
market

10. MiniPay$ differentiate itself through unique value
offering towards customer
Mobile FS value chain
Float Holding Contributed by MiniPay$
License acquisition, regulatory engagement and compliance
Product and business development
Marketing Cash in/out Technology Customer
network Transactional Care
Branding
Liquidity platform
Communication management Access to handset
2 • Mobile FS risk security expertise
• Build a “trusted”
3 brand • Features tailored to empower micro-loan customers :
• Leverage partner’s Personal financier (track spending)
channels
1
• Support micro-financing environment via mobile apps:
subscribe to group, contact mentor, discussion & sharing
platform

11. Detailed strategy roadmap 2011 - 2016
2012 2014 2016

12. Collaboration required amongst MFIs, Telecom and
MiniPay$
MFIs / Banks Telecom
Customer
MFIs/Banks Telecom
• Banking and branches platform • Large & growing customer base
• License for financial transactions • Pervasive airtime distribution network
Asset • Relationship with govt. regulatory inst. • Robust high volume, low transaction pro-
• Reputation cessing platform
• High mass-market awareness
• Customer’s trust
Compete • Risk, fraud & liquidity mgmt • Distribution network expansion
ncy • Financial product devt • Mass market brand-building & advertise

13. Key partnership had been identified
MFIs /Banks Telecom
India
Bangla
desh
Pakistan
Global

14. Our organization approach to deliver company’s
objectives
Kurnia Rosyada
Strategy
Sonia Siska Kuan Lin Chen Kurnia Rosyada
Operations manager Marketing and R&D Function support
IT & Software External Affairs Financ Legal
Integrated Marketing R&D Risk
& Web e& &
support design HR manag
Accou Compli
ement
nting ance
Partnership
Software
Web designers
developers

15. Great financial opportunity expected
through MiniPay$
Opportunity to tap into growing market Strong financial return is expected
Market size in targeted Revenue in US$ Mn
countries (in U$ Mn)
3 $1.00
0.1 Revenue $0.85
2.5 0.4
$0.50
0.1 $0.38
2
0.4 $0.16
Pakistan $-
1.5 0.1
0.4 Bangladesh 2012 2013 2014
2.4
1 India
1.6 Cost 2.2 0.2 0.2
0.5 1.1
Profit -0.06 0.2 0.66
0
2012 2013 2014
NPV = US $ 684K
Total 1.6 2.1 2.8
IRR = 442%

16. Revenue generated from both SMS service
and mobile apps platform
Customer
Income due to transactions fee Rs 100
Rs2 Transaction
SMS Service Fee
(2%) Mobile APP
5% TF 5% TF MiniPay$ Rs0.04
MiniPay$ Rp0.04 95% TF
Micro Financial Institutions
Customer
Income due to services
Usage
1 SMS cost
SMS Service Per login
(Rs 1)
Mobile APP
Telecom 97%
MiniPay$ 3% MiniPay$ Rs0.1
Micro Financial Institutions
Charged to Telecom Charged to MFIs
(Maintenance fee)

17. Risk Analysis
(Scenario Analysis Assessment)
Best Case Expected Worst Case
 Fast growth of MFIs market  Moderate growth of MFIs  Slow MFIs and mobile market
and mobile market market and mobile market growth
 Decrease on delay of  Customer engagement with  Slow market penetration
repayment loan service  Increase on delay of repayment
 Customers engagement &  Moderate market loan
loyalty with service penetration  Lack of liability mechanism to
 Increase of mobile payment  Market awareness of the support financial services
popularity service  Unprofitable transaction
 Viral marketing payment
 Compliance with government  Customer losses
policies  Government regulatory threats
Planned Response Strategies
 Development of additional  Market penetration strategy  Assessment of business
features and services  Built customer loyalty model
 Establishment of new strategic  Strengthen commercial  Exit strategy : M&A, Selling
alliances alliances share through public offering
 Market expansion

18. Appendix

19. Kurnia Sofia Rosyada
Kurnia Sofia Rosyada had electrical engineering background and had worked as a consulting staff in BCG for 1.5 years. She then worked
with Schlumberger as a wireline field engineer.
Education
• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013
• Bachelor of engineering in Electrical Engineering, sub major Biomedical Engineering - School of Electrical and Informatics
Engineering,Bandung Institute of Technology (ITB) 2003-2008
• Japanese Youth Program in English (JYPE) – Tohoku university, Sendai, Japan 2006-2007
Working experience
• Field Engineer, Schlumberger Wireline, October 2010 – Sept 2011
• Wireline engineer in charge for offshore rig “GSF Parameswara” operated in Kalimantan, Indonesia. Supervised operations and
provide services such as :
• Modular dynamic tester for formation pressure and fluid analysis
• Gamma ray, neutron-density and resistivity analysis
• Perforation activities and well-completion
• Tough logging condition (TLC), Fishing operation and High-tension operation
• Junior Field Engineer, Schlumberger Wireline, January 2010 – Sept 2010
• Consulting staff, The Boston Consulting Group
• Worked with several clients related to financial services and energy practice in areas ranging from building growth strategy to
process improvements. Selected case experience :
• Designed the go-to-market strategy for leading auto financing company in Indonesia
• Developed winning business model and lean banking branch processes for retail bank in one of Indonesia’s largest bank
• Developed bio-fuel strategy for one of the NOC in SEA
ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt 19

20. Sonia Siska
Sonia Siska had industrial engineering background and had worked as a product management in Multimedios for 1.5 years.
Education
• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013
• Bachelor of engineering in Industrial Engineering with minor in Systems Engineering
• Technische Universität Hamburg- Harburg, TUHH Hamburg, Germany
Working experience
• Grupo Multimedios - Monterrey, Mexico
• Position: Product Manager
• Responsabilities: Traffic and cost analysis, benchmarking research, integration of new services and continuous improvement
projects for websites.
• Achievements: Commercial agreement with DRIDCO.
ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt 20

21. Kuan_Lin Chen
Kuan_Lin Chen had Information Management and Supply Chain Management background as well; worked as a junior project manager in
NB division of Compal Electronics, Inc which is the largest ODM laptop company for 3.5 years.
Education
• MSc in Global Innovation Management, Univ. Of Strathclyde, 2011 – 2013
• Bachelor of Information Management,Jin Wen Institute of Technology (JWIT) 2001-2002
• Master in Supply Chain Management and E-Business , CA. U.S.A 2006-2007
Working experience
• Junior Project Manager in NB division, Compal Electronics Inc., Apl. 2008 – Aug. 2011
• in charged of American customer’s product line
• Leaded of customized BOM structure establishment & material preparation
• Took Responsible of overall project schedule controlling
• Coordinated in project progress and issues tracking
• Experienced projects: 2 gaming machines - M11X, M14X, 2 consumer laptops, 1 netbook
• Purchasing specialist in Global Supply Chain Purchasing Department, Bourns, Aug. 2006 – Dec. 2006
• assisted in finding contract manufacturers, negotiate and analyze costs, work with domestic and international vendors to
provide overall order fulfillment
• Negotiate contracts and sign off on purchase of product, analyze delivery schedules and other terms and conditions for all
company requirements
• Responsible for product, commodity and service availability and preparedness of back-up supply
ECER POIC-Commercial Proposal-5Dec08-JL-KLP.ppt 21

22. SMS platform required collaboration amongst key player
MiniPay$ to provide competitive edge technology and innovative feature
Micro Financial Mini Pay$ Messaging Platform Networks
Institution
Connectivity Management
Front End Services
API: Application Programming Interface
Registration
HTTP/ S
Authentification
SMTP
Database
FTP
Web Interface
Sub-user
XML
management
COM Object
Administration
Smmpp
Balance
Xml / Soap
Payments
applications

23. Detailed process flow for SMS-based
transactions

24. Detailed process flow for mobile apps

25. Competition Brief
(Direct and Product Substitution)
Findings and challenges:
• Monitise and Sybase are the world leaders in
Other Joint
Ventures mobile Technology and have an strong Know-
how advantage.
In-source
Business Model Out-source (direct competition)
(substitute) • Both offer mobile banking APPs and SMS
services.
Main Customers MFIs Commercial Banks • Joint Ventures are business models for
developing SMS Banking but require an
Location UK USA
additional development provider.
UK and USA India
Target Market India Worldwide
Key Benefits of our product:
 We are the pioneers in loan services.
Relevant
Partners
MFIs and Telcom Mobile Providers  We offer to MFIs integrated and
tailored solution.
 Avoid MFIs need to establish alliances
Core Pioneering in loan Technology Countries largest
services and strategic Alliances
Competencies alliances pioneer commercial bank
with mobile providers.
 Full development and maintenance of
the service.
Analysis foundations:
Based on the analysis and findings of 5 direct competitors (worldwide) and 3  Avoid in-source development costs.
Joint Ventures between India’s Private Banking and mobile providers.  Experience and consultancy.

26. Competition Detailed
(Direct and Product Substitution) Competition Analysis
Company MinyPays Monitise Sybase Clickatell Tieto Mobilenik Joint Ventures / Product substitution
Business model Outsource Outsource Outsource Outsource Outsource Outsource In-house
Product name MinyPays Mobile Money mBanking 365 SMS Services SMS NA NA NA NA
RBS, Natwest, Ulster Citibank, United Bank of Fortis Microfinance
Main customers Bank, First Direct, Lloyds India, BBVA Compass, Bank, First National Storebrand Bank Santander SBI State Bank of India ICICI Bank Axis Bank
TSB and HSBC Bank of Baroda Bank (FNB)
MFIs
Founded 2011 2003 1984 2001 1999 2000 2011 2011 2010
Location UK UK and USA USA USA Finland Argentina India India India
UK and USA (planning on
North America, Europe-
going into new
Middle East-Africa, Asia
Target Market India (1st phase) territories, particularly Worldwide Russia and Poland Argentina India India India
Pacific and Latin
(Pakistan and Bangladesh Hong Kong, China, Africa
America
2nd and 3rd phase) and India)
(All Uk providers)
Vodafone, O2, Orange, T-
Partners Mobile and 3. Visa, First SAP, Verizon Vodafone Microsoft Blackberry Bharti Aairte Vodafone IDEA Cellular
Eastern and Carphone
MFIs and Telcom Warehouse
Technology Pioneer 40 years’ experience in
Alliances and Gartner's India's third largest
Pioneering with loan (World Economic Forum The world's leading financial IT. Among the 3
2011 Data Warehouse Blackberry Alliance Elite The country’s largest Largest private sector private bank and 3rd
Core competency services and strategic in 2006) and world- mobile messaging largest mobile device
Database Management Member commercial bank finance largest national mobile
alliances leading mobile provider software R&D services
System Magic Quadrant operator
technology in the world
SMS Service X X X X X X X
Balance X X X X X X X
Balance alert X X X X X X X
SMS Features
Transactions / Payments X X X X X X X
Transactions alerts X X X X X X X
Service Activation X X X X X X X
Minimum payment amount and due date X
Mini statements X X X X X X X
Change PIN X X
Mobile APP X X X Tailored Tailored
Real-time statements X X X X
Real-time account balance X X X X
App features
Usage History X X X X
Transactions / Payment X X X
Apply for loan X
Manage user profile / change PIN X X X X
Manage alerts X X X
Findings:
Monitise and Sybase are the strongest competitors. Clickatel and specific JV have expertiset in SMS Service but don’t offer any mobile APP solutions.
Tieto and Mobilenik are leaders developing mobile Apps and have developed for financial institutions.

27. Competition Detailed
(Strategies analysis)
Competitive Advantage SMS & Mob
APP
MiniPays Strategy main features:
Monitise Sybase
Broad Clicka SMS
 Targeted to an specific market and
Cost Leadership Differentiation
target tell
specific services
Globe
 Differentiated by:
Tieto  Alliances
Safaricom
Mobile
money
 Safety
Specific Mobil
target
Focus
enik Econet
Focus
 Mobility
Mini
Pay$
JV
Mob Lower cost Differentiation
APP
*Based on Michaels Porter's Generic Strategies Analysis
Sources:
Monitise’s technology platform has been designed to deliver mobile banking, payments and commerce services anywhere in the world. The group’s aim is to be the platform of choice for banking and other financial institutions throughout the world. Having established itself and proven
the technology in the UK, US, Asia Pacific, India and Africa, Monitise’s strategy is to continue to invest in its technology and to expand its reach, initially into other markets with high growth potential, by working with local and international partners who can provide the local
infrastructure and international functionality where necessary.
http://www.monitisegroup.com/media/press_releases?id=470
Market leader – in data management, analytics, mobile messaging, and enterprise mobility , Proven – 40,000+ enterprise customers and 91 of the Fortune 100 rely on Sybase , Experienced – heritage in enterprise software since 1984, Innovative – 148 patents awarded in data
management and mobility; 185 patents pending , Global – 4,000+ employees in 60 countries
http://www.sybase.com/about_sybase
Clickatell competes in a global mobile messaging market that is expected to grow from $150 billion in 2009 to $233 billion by the end of 2014 (Portio Research). Associated SMS text messaging traffic is projected to double from five trillion messages in 2009 to 10 trillion in 2013.
http://www.clickatell.com/about_us.php
With the mission “to be the leading company in research and implementation of new mobile technologies in SMEs” http://www.best-choice-tech.com/mobile-cell-phones/interview-with-director-of-mobilenik-brands-want-to-be-on-the-phone-but-do-not-know-which-path.html
We aim to be a leading service integrator creating the best service experience in IT. We differentiate ourselves through superior customer centricity. http://www.tieto.com/about-us/strategy/strategic-cornerstones/differentiation

28. Exit Strategy
(Merge)
Merge
 Mini Pay$ can create more value as one company, this way we believe there is an opportunity in merging with a
Mobile Network Provider.
 Why a MNP?
 To achieve vertical integration
 To strengthen our industry Know-how
 To work with a former partner
Potential Benefits
 Gain a greater market share
 Achieve greater efficiency
 Offer integrated services
 Reduce operation cost
 Competitive advantage
 Increase barriers of entry
 Develop core competencies