6 ,

.

Deutsche Telekom ( 40%)

.

, (, Internet, ),

, .

, .

, , ,

,

.

6

,

.

,

.

, .

71.

7

100%

SAT - MARITEL

94,08%COSMOTE

70% 30%

GLOBE

100%

ESTATE

100%

PLUS

100%

ACADEMY

100%

ROMTELECOM

54%COSMOTE

100%

Zapp

100%

AMCA

99,76%

NA Epi

100%

..

8 : ( , , )

: 2.852.060 : 1.261.590

ROMTELECOM : ( , , ICT)

: 2.252.563 : 1.249.987

COSMOTE : ( , Mobile Internet-3G/4G) : 7.476.980

AMC : A ( , Mobile Internet, 3G/4G) : 2.058.407

COSMOTE ROMANIA : ( , Mobile Internet-3G/4G) : 6.091.455

- :

: 255.912

OTEGLOBE : , Internet ()

9PLUS : ,

OTE SAT-MARITEL : Inmarsat Iridium

OTE ESTATE : ,

OTE ACADEMY :

OTE :

- ROMTELECOM : : 1.353.421

1.

1010

(&):

assets

.

(telecom incumbents)

60% ,

( ), /

() - -

( )

(

),

,

(

OTTs-ver the top content providers) .

> :

Internet ,

, (ICT)

.

> :

, 10 ,

4G .

(, , ).

.

:

,

, P

/ ( )

,

, ICT

.

-

,

-

- 2008 , 45%

( Hellas Sat, Globul)

NGA FTTC (Fiber To The Cabinet), VDSL . 60%

VDSL, V, 4G, ICT. OTE TV 114% 2013 , - ,

,

2013 .

pi 2008

OTE TV

2013

45%

114%

60% pi pi pipi pi

1111

(OTE)

(OTE)

Y , Internet & (GLOBE)

(Romtelecom)

()

(Romtelecom)

(COSMOTE)

(COSMOTE Romania)

(AMC)

(estate)

(OTEAcademy)

(OTEsat-Maritel)

(OTEplus)

1.

2013

: ,

2013

:

2013

2013

2013

,

:

6

7

10

11

14

19

21

24

27

28

32

37

39

46

51

56

64

68

69

74

76

78

79

84

87

89

92

94

95

96

14

: , 2013

(. )

2012 2013

4.330,3

4.054,1

N0 1

2012 2013

0,90

0,59

x ()(pi )

N0 3

N0 2

2012 2013

1.515,9

1.456,3

35,0%35,9%

EBITDA* (. )

* pi pi pi

EBITDA* (. )

pi EBITDA*%

* pi pi, / pi

pi*

*

*

N0 4

2012 2013

1.171,41.205,3

* (. )

723,6734,1

(471,2)(447,8)

15

2.

2

013

* pi

pi %

pi* %

pi % (pi )

2012 2013

1,7%

14,9%

1,4%

3,3%

11,6%10,3%

N0 6

* pi pi pi pi

N0 5

* (. )

-7,2%

pi pi

173,7

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-8,6%

-2,9%

+8,7%

2012 2013

2.843,7

2.64,1

pi pi

pi

510,5

pi

468,2

pi

990,8

pi

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168,7

pipi

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pi

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pi

276,4

16

2012 2013

2.879,3

1.495,6

(. )

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N0 9

2013 (pi pi) 74,3%

25,7%

2012 2013

1,7

1,0

/ Pro forma EBITDA*

N0 8

* pi pi pi

17

2.

2

013

* pi pi pi

N0 10

pi*EBITDA 2013(pi pi)

78,6%

21,4%

N0 11

2013 (pi pi)

29,7%

10,2%

10,0%pi1,9%

34,6%

13,6%

18

* pi pi pi

N0 12

pi* EBITDA 2013 (pi pi)

34,0%

8,2%

2,3%

5,6%pi

39,0%

10,9%

19

:

2.

2

013

2011 2012 2013

3.349

3.062

2.852

(000)

N0 14

2011 2012 2013

2.4902.329

2.253

Romtelecom (000)

N0 15

2011 2012 2013

1.097 1.1791.262

(000)

N0 16

20

2011 2012 2013

1.136 1.1971.250

Romtelecom (000)

N0 17

2011 2012 2013

1.179 1.265

1.353

N0 55

Romtelecom (000)

2011 2012 2013

59,9

119,8

255,9

TV (000)

N0 18

2011 2012 2013

16.20215.857

15.627

* (000)

N0 19

* pi

2011 2012 2013

28.474

27.330

22.667

pipi *

* pi pi

N0 13

21

(GDRs). 2010

.

,

(ADRs) OTC

(Over the Counter) ticker HLTOY Level I ADRs.

2013

> OTE

Bloomberg > HTO GA

Reuters > OTEr.AT

31.12.2013

> 4.739,75

> 9,70

> 4,35

> 1.506.886

2.

2

013

FTASE /ASE 20 Eurotelcos . 2013-. 2014

250

200

150

100

50

0

- 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

- 14

- 14

- 14

FTASE/ASE 20 Eurotelcos

. 2013-. 2014 ()

10.0

8.0

14.0

12.0

6.0

4.0

2.0

0.0

- 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

- 14

- 14

- 14

22

Global Medium

Term Notes (

),

.

2.

2

013

* pi 4% pi -

pi

Deutsche Telekom

E *

pi

, 31 2013

N0 20

(31 2013)

10,0%

7,9%

40,0%

0,2%

41,8%

2014 2015 2016 2018

. 2013-. 2014 ()

120

110

100

90

80

- 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

pi - 13

- 13

- 13

- 13

- 14

- 14

- 14

23

2.

2

013

(31 2013) ( .)

N0 21

pi & pi

1.460,8

13

2014

33

34

56

45

2015 2016

pi14

365

788

895

700

15 16 18

2017

56

2018

pipi1414 1515 1616 1818

A3

Baa1

Baa2

Baa3

Ba1

Ba2

Ba3

B1

B2

B3

Caa1

Caa2

- 08 - 09 - 09 - 10 - 10 - 11 - 11 - 12 - 12 - 13 - 13

Moodys

Baa3 Mar 11

Ba1 May 11

B1 Jun 11

B2 Oct 11

B3 May 12

Caa1 June 12

B2 Dec 13

pi pi Moodys

Baa2 May 08

(Investment Grade level)

Standard&Poor's

pi pi Standard&Poor's

BBB+

A-

BBB

BBB-

BB+

BB

BB-

B+

B

B-

CCC+

CCC

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BBB Dec '08

- May '10

BB Mar 11

BB- May 11

B Oct 11

B- Jun 12

B+ Feb 13

B- Dec 13

(Investment Grade level)

24

2013 ,

,

,

.

> 700 .

bookbuilding ,

700 . 2,7 ,

1,9 .

> 225 . (EBRD)

4G CosmotE

COSMOTE , ,

, 225 .

. COSMOTE 4G . 2018.

> Hellas sat

Hellas Sat, 99,05%, ArabSat. OTE 208 . 7 . .

> Globul telenor

100% Cosmo Bulgaria Mobile EAD (Globul) Germanos Telecom Bulgaria Telenor. 717 .

2013

> CosmotE

COSMOTE .

4,2 . .

>

,

, 2013 ,

.

> ( 2014)

1.827 .

94 . ,

, 73,5 .

.

> ( 2014)

,

500 , , .

2013,

1.000 .

:

,

> /

Internet, 50Mbps.

e-

email . e- OTE, (

),

, My OTE.

pi

pi

700 .

25

1.827 pi pi

94 . pi pipi

> 1.000pi pi

2.

2

013

VDSL Vectoring

DT 100 Mbps, VDSL Vectoring, 2015 Deutsche Telekom. DT ,

.

VDSL Vectoring* DT, DT

.

xDSL FTTC .

OTE Video Conference:

15.000 - 2013 OTE Video Conference , ,

.

110 .

37% COSMOTE

DEALS for YOU 201337% COSMOTE DEALS for YOU 2012. 2013, 360.000 COSMOTE 740.000 SMS .

* VDSL Vectoring 100 Mbps FTTC (Fiber to the Cabinet).

OTE Double Play + OTE TV Full Pack Double Play OTE TV .

V OTE TV HISTORY HD , High Definition (WRC)

, High Definition NCAA TV,

,

.

VDSL 1.100 VDSL , 50 Mbps 170.000 .

Internet .gr site www.yourbusiness.gr ,

site

,

(url/domain)

.

O LiveCity

LiveCity, video (Live Video-to-Video Sup-porting Interactive City Infrastructure).

26

, SMS , 5 ,

.

> A

2010 Deutsche Telecom DT.

2014.

Work Force ManagementT Work Force Management . 3.200 tablets/laptops . WFM Netbooks, 19.000 , 6.700 .

ACT2: ,

. ACT2 (Advanced Certification in Telecommunications Technologies)

.

, PSTN, xDSL IPTV,

. 2014 .

18% COSMOTE Customer Experience Center 18% Customer

Experience Center COSMOTE 2012. H

, ,

,

24 .

> /

C2X 2014 C2X COSMOTE. 2013, Society of Consumer Affairs professionals in Europe (SOCAP).

2013, C2X, , 2.500 COSMOTE.

COSMOTE CRM Excellence Awards 2013 COSMOTE Gartner 1to1 media, CRM Excellence Awards 2013, Gartner Customer Strategies & Technologies Summit . 1 Integrated Marketing Performance, ,

CRM EMEA (Europe, Middle East, Africa) APAC (Asia Pacific, Australia & China).

-CosmotE COSMOTE 2013 ():

COSMOTE.

> Extel

, , o

Extel Europe 2013, Thomson-Reuters. , . , CFO . , 2007, Investor Relations Professional .

> -

-

( 1 . ).

, 100%

, ,

.

> Iso 14001:2004

O

ISO 14001:2004,

.

27

,

,

.

, , ,

,

, ,

.

, :

> ,

- .

> , ,

1 ,

.

> (core

businesses)

( single- double-triple play )

.

> ( Internet - -

ICt, cloud, m2m )

> ,

>

.

2.

2

013

28

, 2014

,

2010, ,

,

:

,

.

,

,

, .

, .

2013 . ,

,

.

,

,

. , ,

. ,

.

, 2013 .

.

2013,

.

,

,

. - Inter-

net VDSL . ,

250.000 OTE TV 43.000 VDSL, , ,

. ,

, Romtelecom

,

,

.

,

4G LTE, ,

4G smartphones. , 3G data. ,

.

, ,

,

.

2013, 1.800

.

2014, 94 . . ,

8.000 , 40%. , ,

.

, 500 . , ,

12 , 1.000 .

,

, .

,

2009. EBITDA 90 , 35,9%. ,

.

29

2.

2

013

2013, ,

,

,

, 1,5 . , EBITDA .

.

2014. ,

,

.

,

.

,

,

Deutsche Telekom. ,

2014.

.

1,2 . , (NGN), VDSL, 4G , vectoring, .

,

, HD Voice

. 2014, COSMOTE OTE double-play, .

.

. ,

, online

online ,

,

, .

,

.

.

.

,

, .

, ,

, .

32

ADSL: ,

2 Mbps, thernet ( DSLAM 223 PoPs), (48 DSLAMs 2013).

2013 4 Mbps ,

2 bps .

2013

().

1.832.000 2012, 1.891.000 2013.

2013 1.911.570 , 1.796.905 2012. (/) 173, , 785 , 56.

.

,

.

tDm

NGN, NGA (FTTx)

.

NGA FTTC (Fiber To The Cabinet), VDSL .

NGN, IP,

. IMS, ,

.

2013

>

NGA (FTTx): NGA

VDSL

(FTTC) MSAN/VDSL2 ( )

50Mbps.

2013 9 BNG, VDSL.

, , 2012-2013.

pi NGA

179 pi pi VDSL

KVs pi pi VDSL

pi pi pi VDSL (FTTC)

277

2012 2013

7.515 8.909

599 1.665

33

IMS 2013 IMS VoIP .

IMS 16 (IMS Core). VoIP VoIP .

2013 , 100.000 SIP Trunks 50.000 . 79.000 SIP Trunk 11.000

MSAN.

: IP IP:

108 IP VPN, VoIP VPNs & Direct Internet Access (DIA) / IP ( )

BRAS ( 15 ) BNG . IP Core

7 ( n x 10Gbps).

2013 IP ,

( OTEGLOBE Internet 190 Gbps IP core routers).

DIADirect Internet

AccessIP VPN

VoIP

VPN

s

Ypi pi P

pi

108

pi

pi

3.

2

013

34

>

2013 :

277 , VDSL

1.665 VDSL () .

O

,

2013 .

:

work force management (WFM) .

,

:

DWDM/SDH Legacy SDH ( 12,26 scrap ) 450.000 PSTN ( ),

, 3.500 , .

pi pi 2012 2013

80% pi pi pi ()

Voice, Internet, IPTV 13,6

pi 30

pi pi 10

Voice, Internet, IPTV

Voice, Internet, IPTV

18,2%

8,4%

13

17,2%

7,6%

35

> o

TETRA TETRA SERVICES (OTS) ,

,

. OTS 115 49 ( ,

).

. ,

ISPs, , MME, /Y. Inmarsat

(, ).

Olympia Radio VHF/HF/MF

.

Olympia Radio , ,

, , .

, Olympia Radio - ,

( , .).

2013, Olympia Radio, 125 , 678 , 2.565 14.193 NAVTEX ( ) 164 - ,

1.715 .

>

4G/LTE 2013, 4G/LTE , ( 4G) 35% 55%, 60.000 , ,

.

pi pi

4G pi 35%

55% 2013

3.

2

013

36

SRAN Single Radio Access Network (SRAN) ,

2G/3G/4G

( ).

(BTS/Node-B) (BSC/RNC), , , .

SRAN , ,

/ ,

.

2013, SRAN (, )

.

2017.

WiMAx WiMAX double play

, MSAN.

8 , 90 (PoPs), 3.000 . 2.100 , 53 PoPs,

MSAN WiMAX NTE.

MSAN 2013 MSAN ,

.

> : HD ( )

( V)

(SAT TV) (IPTV), .

, 2013, ,

Disaster Recovery ( ).

2013, , PVR Set Top Boxes TV .

, V 2013

standard &

High Definition .

2014

2014, :

NGA : VDSL MSANs (FTTC)

VDSL MSANs

IP core 50Mbps ADSL MSAN ( )

Metro Ethernet Ethernet switches Metro Ethernet BNG DWDM NG-SDH

, , WiMAX (), 160 PoPs , double play 6.200

TETRA

Software Release version IMS VoIP

(VoBB) 2nd screen (mobile, tablet, PC) IPTV (OTE TV VDSL ) High Definition

email OTE .

, 2014, 4G 4G/LTE Single Radio Access Network (SRAN) Project.

37

2013

>

2013 ,

,

, , ,

:

:

,

o

,

,

.

>

2013 , , :

,

,

,

. ,

,

, 2013 2013.

.

,

.

2013 , 2013 57 /, 36 21 /. 2

.

:

>

H (Europe 2020)

. ()

,

(Digital Agenda)

.

, , ,

(Connected Europe) :

.

:

( ) ,

28 -

,

(

,

-

SIM)

( )

.

.

.

3.

2

013

38

,

,

(

/ 2013 7 , / 12 ) ,

ex-ante , 2002/21/ EC

.

ex-ante 4, 7 ,

(NGA) Fibre to the Home (FTTH) (MAN, Rural ..)

,

.

0,9 6 . ,

,

1,4 4 .

2,2 6

/ ,

,

2014

FTTC, ,

Virtual Partial Unbundled Loop (VPU) (EMA),

2012

4070/2012 4053/2012

,

,

.

2013

, 2013

,

.

2013 .

2014

,

2014, :

,

( ,

..)

39

2. 3. 4.

5. /COSMOTE .

,

,

workshops focus groups, .

2013 , 5 .

2013, : 68% 5 85%

,

.

, .

,

,

.

,

.

,

.

2013, 3 :

>

.

5 : 1. -

,

pi - pi pi

pi

- pi

pi pi

/COSMOTE - pi

5

3.

2

013

40

>

To 2013 - 2012- .

,

. , 1.800 ,

.

94 ..

,

, 73,5 .

.

pipi .E

N0 22

pi ..

11.369

2009 2010

10.925

10.569

8.750

6.878

2011 2012 2013

379

353

325

357

422

, ,

, 2013 786 .

- -

.

41

>

2013

,

.

,

80%

. 72 ,

45 , 63% : 63% .

, 2013,

(

2B & B2C). , , & .

3.

2

013

pipi

OTE

pi

N0 23

pi 5,5%

52,7%

4,2%

5,9%

pi 30,2%pi 1,4%

pipiOTE

51- 60 20,6%

41-5041,7%

31-4035,5%

N0 24

20- 30 2,2%

60+ 0,1%

42

2013

>

,

, . , ,

,

.

.

,

,

.

HR

Competency Centers - HR Business Partners - HR SharedServices, , , ,

.

>

,

.

,

.

.

.

2013 ,

,

.

/Customer Experience. ,

(.

, ).

,

, 112

.

, PPR (Performance and Potential Review), ,

, Deutsche Telekom.

.

,

,

.

, 2013 ,

, ,

,

. , 669 369 COSMOTE.

,

, : /, & , , , & Marketing . TEcademy, .

> ACt2

2013, ACT2 (Advanced Certification in Telecommunications Technologies),

. ACt2,

,

.

,

,

,

,

.

2013, 500 ACT2, 2014 1.800 . , .

> C2X

,

otEAcademy

,

,

(C2X)

. COSMOTE

43

2013, 2014 .

,

Society of Consumer Affairs Professionals Europe (SO-CAP). COSMOTE 2013 2014.

2013 ,

(reskilling) (up skilling),

(employee engagement).

,

,

.

,

2013.

. 2013, 54,2% .

, 786 ,

.

2013, 759

. 2014

.

COSMOTE

(Job Fair Athens 2013, ALBA Graduate Business School Career Forum 2013, Career Day Opportunities,

AIT Career Days 2013, Career Days 2013). , , ,

.

Welcome on board

,

2013 Welcome On board.

, quiz,

,

.

.

2014, 500 .

> ,

,

. ,

,

.

-

e-mail changemanagementcomms@ote.gr . , HR Help Desk

(..

, ).

,

,

,

& , .

,

,

3.

2

013

* pi & COSMOTE pi pi pi Customer ExperienceExcellence pi COSMOTE 2013.

pi, 2013

COSMOTE

13,68 25,76

9,76 20,68

12,46 23,17*

44

, ( ) , ,

.

Executive Grading Project ,

,

, DT.

, .

,

2013

, .

.

, ,

Deutsche Telekom ( )

.

>

, ,

.

, ,

.

, ,

100% .

2013 , :

COSMOTE, OHSAS 18001 ,

.

/

,

COSMOTE,

(, ),

,

,

,

.

, .

(teaming toolbox).

OTE

. -,

. 2013 2 , COSMOTE OTEplus, DT. 300

2012,

.

2 ,

,

,

,

. 2 ,

Intranet sites.

2014 (roll out process)

(follow up process).

>

. 2013

COSMOTE,

31-12-2014.

>

2013 , ,

. (JFM) ,

,

(career path). H .

45

,

/ , ,

& 2 .

2012,

& , ,

/ , .

2013

. ,

.

130 .

2013 , COSMOTE Partner of Excel-lence Workplace Health Practices for Employees with Chronic Illness,

.

3.

2

013

46

Dt, Con-

nected Life and Work, Connect the Unconnected

Low- Carbon society.

2013

2013, ,

, ,

. COSMOTE

,

,

,

,

. OTE COSMOTE, 2013, .

>

, , COSMOTE, .

, .

, , , ,

COSMOTE, (),

.

, , , ,

, ,

(materiality) .

TE-COSMOTE,

, (Sustainability Reporting Guidelines) GRI (Global Reporting Initiative) ,

AccountAbility Standard 1000. ,

,

.

,

,

,

,

.

o otE CosmotE,

Deutsche telekom (Dt),

,

:

, , pi, pi, pi,

COSMOTE pi pi pipi , pi pi ,

pi pi pi

Connected Life and Work Connected the Unconnected Low-Carbon Society

pi pi Mobile Internet pi M pi pi pi pi

pi pi

pi pi pi / pi pi

pi pi pi

47

, -COSMOTE 50 . .

> / (materiality)

, 2013,

. ,

2013 2014, : COSMOTE .

,

.

.

.

, DT, International CR Manager Network DT, , ,

.

, , ,

OTE ,

, , .

,

. ,

Integrated Management System, Management Systems' Steering Committee. , ,

,

.

3.

2

013

, OTE - COSMOTE

,

4,50

4,00

3,50

3,00

2,50

2,00

1,50

1,00

0,50

0,50 1,00 1,50 2,00 2,50 3,00 3,50 4,00 4,50

116

13

26

10

11

9

8

12

18

27

23

21 20

14

2824

19

226

15

54

717

2

3

1. 2. 3. pi 4. pi mobile internet5. pi Marketing6. pi 7. 8. pi pi 9. A pi 10.

11. 12. pi 13. 14. pi15. pi 16. pi17. 18. 19. pi20. pi

21. 22. pi23. 24. pi25. 26. pi 27. 28. pi

25

48

, 2010, Carbon DisclosureProject (CDP)

CDP. CDP

,

.

, 2008, FTSE4Good Index Series. FTSE4Good FTSE Group

.

2008, CRI , ,

BITC (Business in the Community). 2008-2009 Silver, Gold 2010-2011 Platinum 2012. 2013 .

>

COSMOTE . , , ,

. ,

, , ,

,

.

2013, COSMOTE EIRIS, ,

(ESG), Vigeo,

,

ESG.

5

49

, ()

,

65.000

COSMOTE, ,

5 1 COSMOTE, SBI (Awareness and Social Behavior Index), 2013 , ,

,

, ,

,

,

,

( 2,6 .) ,

550.000 , COSMOTE , .gr , COSMOTE StartUp, , , Share your Success COSMOTE, egg - entergrowgo 46 , OTE-COSMOTE () ISO 14001:2004, ,

COSMOTE ( 1% 2012) 2013, ,

,

.

()

,

OTE / COSMOTE, 2,3 . 2013, COSMOTE. (2 ) (,

>

2013, COSMOTE

.

Environmental Awards 2014, Boussias Communications Plant Management,

: - Waste Management ( ): Grand - Sustainable Built Environment-Energy Building ( - ): Gold - Climate Protection-GHG Offset ( - ): Silver - 2013 2 : - - 2013 - - 2013 2013,

, OTE COSMOTE, 2012, 3 Tech Excellence Awards 2012, PC Magazine: - Internet (ISP)

- COSMOTE 2012 2013,

(): - 1

- COSMOTE 1 .

> otE CosmotE 2013

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,

COSMOTE, , COSMOTE Integrated Management System Management Systems' Steering Committee (.. OTE Business Cloud, , -M2M- - ..),

,

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013

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.

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, (

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pi

pi 2013

OTE COSMOTE ROMTELECOMCOSMOTERomania

AMC

6.878 2.045 6.796 1.283 471

31% 51% 36% 50% 59%

( )

0 0 0 0 0

(%) 99% 92% 100% 0% 0%

M ( )

31 14 3 1 0

pi (/) 10,53 31,86 13,39 52,01 8,30

- (pi ) () 1.052.129 1.559.517 108.501 79.302 78.500

pi

5 4 2 3

pi pi pi pi ( pi)

28.050 1.370 200 1.485

( pi pi )

2.994 1.911 179 34 255

(GWh) 251,80 156,21 139,20 82,01 17,98

(GWh)

(scope 1) pipi CO2 (t)

(GWh) 27,67 7,98 41,77 6,10 1,76

9.777,41 6.363,09 14.130,65 1.787,24 2.722,21

(scope 2) pipi CO2 (t) 181.295,47 112.472,12 72.659,33 40.920,84 125,88

12,36 16,60 32,40 1,29 8,58

, 2013 9 10 210 .

51

, ,

(), / () 2013.

2013.

,

,

.

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,

.

, ,

. (soft law), .

, (LSE), .

, (ADSs) OTC (Over the Counter) Level I ADSs.

, ,

.

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pi 15/6/20122015

*pi,

23/6/2010pi 15/6/2012

27/9/2013

Raphael Kbler 23/5/2013 2015

Klaus Mller 15/11/2011pi 15/6/2012

2015

Claudia Nemat 26/10/2011pi 15/6/2012

2015

11/10/2013 2015

pi 19/7/2012 2015

11/10/2013 2015

3/9/2013 2015

pi

17/6/2004pi 15/6/2012

( pi pi)2015

pipipi

11/10/2013 2015

* 23/6/2010pi 15/6/2012 3/10/2013

pi, 29/12/2013,

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3.

2

013

52

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. Raphael Kbler.

.

>

2013 : ( - ), () (). .. , 30/12/2013 .. . . -

.

2013 : (), X. () . Claudia Nemat (). . , .. 26/9/2013 . .

** 23/6/2010pi 15/6/2012 12/8/2013

pi*

23/6/2010pi 15/6/2012 27/9/2013

*

23/6/2010pi 15/6/2012 27/9/2013

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53

2013-2014 .

3.

2

013

pi

pi

pi

/ ,

pi

(pi 2/4/2013)

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pi pipi

pi pi

pi (pi 15/12/2012 1/4/2013)

54

>

. , ,

,

.

2013, 2013 ,

, 478.000,00.

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, . 3556/2007, 1/434/3.7.2007 . 33 ,

. 3340/2005

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. 2190/1920, , ,

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.

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.

2013 2013,

.

.

.

, ,

,

.

2014 2014 :

.

55

3.

2

013

, e-learning

,

, , .

2014 :

BS 10500 ( ).

>

,

, :

( , , ) , , ,

, , , , road shows ( ) - .

2013, : https://www.ote.gr/web/guest/corporate/ir/publications/corporate-governance-reports.

56

>

,

.

, 2013,

nternet , .

, ICT,

(/ICT)

, T (Information &Communication Technology-ICT)

( )

,

.

(connectivity), 2013

(.. , )

, (IP

VPN, Ethernet).

T :

>

2013 ,

2012. ,

.

,

,

2013, 2012 44% .

,

. , ,

, ,

VDSL.

2013, ( 2012)

.

,

Internet ,

.

double play

.

, ,

,

(..

online ),

( , ,

..).

,

2013 .

, 2012, ,

.

7% 2012 1.261.590 . Internet VDSL, 2013 VDSL 43.482.

()

57

3.

2

013

N0 25

2011 2012 2013

22%

24%26%

N0 26

(000)

2011 2012 2013

196

209223

58

,

- , VDSL (/), Internet 50 Mbps. 2013 VDSL 277 , 2012 179 .

ADSL 2013 1.891.000 1.832.000 2012.

> :

2013,

, ,

. ,

(

), .

.

,

.

2013

> VDsL

(New Generation Access - NGA), 2010. 2013, NGA , 25% ( 20% 2012). , 1.200.000

OTE VDSL ( 1.000.000 2012).

VDsL2 FttC (Fiber to the Cabinet)

,

( KV),

. ,

-

. 2013, VDSL, FTTC, 1.665 599 2012.

2013277

1,665

2012

2013

2012

179599

pi

VDSL FTTC

59

3.

2

013

N0 27

(000)

2011 2012 2013

2.458

1.360 1.487 1.628

1.097 1.179 1.262

2.6672.889

( + LLU)

N0 28

2011 2012 2013

(LLU + )

55,4% 55,8% 56,3%

44,6% 44,2% 43,7%

2013, brand preference .

,

.

> -

:

OTE Double Play,

. 2013 o OTE Double Play Internet 4 Mbps

,

.

, 6 , .

, Double Play VDSL 2012, 2013 , 2013 5 .

2013 1 OTE Double Play OTE TV.

triple play .

triple play

2014.

:

60

. , OTE Business Double Play .

,

Business Double Play 2, , ,

,

. OTE Business double play

(FMC) , 1.000 ( COSMOTE Business ), 500 . , ( I,II,III,IV). 4 : Single Play, Basic, Web Pack, Web Pack Static .

Cloud

,

,

OTE Business Cloud, Cloud Computing. (hardware soft-ware). Business Cloud

11888 11888 , o

, web mobile . 11888

.

11888 (, web, mobile app) Top of Mind .

14784 14784

(). , 24 , : ( web, telephone, Smartphone tablet-application).

: ICt

Cloud

,

, ,

(connectivity) Data Center.

2013,

VDsL

OTE Double Play 4

OTE Double Play 2013

Internet

pi 6

4 Mbps 210 30 27,90 23,90Economy

4 Mbps pi _ 32,90 27,90OTE Double Play 4pi

4 Mbps pi 120 36,90 31,90OTE Double Play 4pi Plus

24 Mbps 210 30 32,90 27,90OTE Double Play 24Economy

24 Mbps pi _ 36,90 32,90OTE Double Play 24pi

24 Mbps pi 300 40,90 36,90OTE Double Play 24pi Plus

30 Mbps pi _ 41,90 36,90OTE Double Play VDSL 30pi

30 Mbps pi 60 45,90 40,90OTE Double Play VDSL 30pi Plus

50 Mbps pi _ 46,90 41,90OTE Double Play VDSL 50pi

50 Mbps pi 60 50,90 45,90OTE Double Play VDSL 50pi Plus

61

(hardware/ software)

(SLA) . (pay-as-a-service), .

OTE Business Cloud on-line , ,

, .

ICT cloud

as a Service ,

cloud ,

/ cloud .

2013 , .gr (yourbusi-ness.gr) , , web (web sites, e-shop), domain name (email & sms , newsletters, ..

..).

ICt

ICT (Information and Communication Technology),

.

ICt .

(tailored solutions),

.

,

soft-ware .

/

2013 IP VP . ,

Secure IP VPN Access,

IP VPN . 2 2013, , managedservices (Managed WAN)

(VPN) (DedicatedInternet access).

Business solutions

2013 (Information Security) , :

(Vulnerability Assessment, Penetration Testing, Information Security Policies, etc.)

(Managed Security Services) Security Operations Center (24x7x365).

,

:

3.

2

013

> otE Business : OTE Business , Business

> otE Business Double Play: , 500 ADSL 4 24Mbps VDSL 50bps Internet

> & Business Internet: Internet

: IP VPN, OTE Ethernet Business Internet: usiness ADSL & VDSL ( 50 Mbps), Dedicated Internet Access ( 1 Gbps), OTE Managed Network services ( online ), OTE Internet Presence-OTE Web Hosting ( web servers Data Centers, Domain Names), OTE Web Portal Packs corporate site e-shop

> Business solutions: System Integration. Business Cloud: Infrastructure-as-a-service, cloud servers & virtual servers Unified Communication Box: all-in-a-box IP TDM . Data Center ( ) , ,

otE Audio & Video Conference.

62

20 COSMOTE (11 3 ) 134 OTE 363

, ,

,

(multi-media contact center),

(segmented contact approach). & , , ,

.

11.000.000 , :

.

:

,

(IP

TV & SAT TV) , , ,

(acquisition), (growth & development) (retention)

, end2end ,

/

,

,

.

>

:

- (e-experience)

..

OTE Care Voice Interactive system (IVR) , SMS . ,

,

24 ,

/

.

, CSMOTE , COSMOTE .

COSMOTE look & feel. , 98 2014 .

O

COSMOTE , , .

,

,

(.. tablets)

.

, , :

Laptops/ Tablets/smartphones. MULTIMEDIA in-store .

: 33 COSMOTE (corners)

N0 29

134

20

363

OTE COSMOTE

63

/my account (My OTE, My Cosmote)

advance selfcare.

2014

, 2014 :

VDSL

OTE Double Play, OTE My WiFi Fon ( nternet ) Cloud ( email cloud) COSMOTE,

Triple play (, , ).

, 2014, :

(3G/4G/VDSL) SLA (Service level Agreement), ,

, Cosmote,

,

(ICT)

Business Cloud .

: ,

,

VIP

.

e-channels

2013 ote.gr

.

, online

ote.gr. E:

, , , online

y ,

, , online,

To site -- online ,

nline Chat Call Back site , Life, blog ,

( ).

2014, e-commerce 3 site (ote.gr, Cosmote.gr, e-germanos.gr). personalization ( )

3.

2

013

N0 35

. - pi (. )

ITDA* ITDA%

1.912,2

2011

560,3

1.704,0

494,5

568,3

1.557,2

2012 2013

29,3% 29,0%

36,5%

* pi pi pi

64

, Brand Wholesale, - ,

,

.

T :

2,2% (4,8 2013, 4,9 2012) ,

o 2013 .

Wholesale, .

,

.

4,19 ( 87,5%) . 2013, 2,89 , 26%.

, 23, 13 , 7

(LLU).

:

2013

,

.

, 2013, , ,

,

. ,

:

VDSL NGA

Ethernet .

Ethernet 2013

1.120 ,

,

2,5 Gb 10 Gb wholesale Ethernet

(90xx) ,

,

, , ,

W-CRM LLU, ADSL , , W-CRM

(W-CRM WIL),

(W-CRM WLL) WLR ( ).

> otE Wholesale

(LLU) 2013 (LLU) .

113.000 LLU, 13% 2012. 2013, LLU 1.907.303. 2013, 9.395 LLU.

. 2013, (/) 173 (85 / , 15 73 ), / LLU 729 715 2012.

: Wholesale

VDSL 2013, 1.100 VDSL , ADSL 25.000. , , :

()

65

3.

2

013

,

(LLU),

.

(Wholesale Line Rental-

WLR) (WLR),

,

.

x

. 2013, WLR 47.100 64.000 2012.

,

Ethernet 2013 Ethernet , .

,

,

1.055 Point to Point , 507 () (). Point to Point

.

2 bps (Interconnection Links) 4.450 ( 4.500 2012). , 2.840 -/- 2.750 -/- 2012. Ether-net 2013 378 324 2012. ,

.

2012, 4,57 . 2013.

1,1 2013, 2012. 0,4 . 0,8 . 2012.

(CPS) 89.000 ( 122.000 2012), 2.281.000 ,

2.092.000 2012.

1.665

1.795

1.907

N0 31

LLU (000)

2011 2012 2013

874888

902

N0 32

2011 2012 2013

LLU pi

701 715 729

173173 173

66

> otE Wholesale

, 2013, ,

. :

W-CRM (Wholesale CRM)

VDSL

, :

W-

CRm

reports

(LLU) , WholesalexDSL, , (WLL), WLR.

2014

2014, ,

.

.

pi 2013

LLU

pi

(WLR)

1.047.000

376.000

6.800

24.160

11.380 pi

67

3.

2

013

345,2322,8

315,6

N0 33

pi pi pi ( .)

2011 2012 2013

pi pi /pi/, , ADSL , pi /.

pipi pi

2013

N0 34

Broadband 0,7%

pi 2,5%

10,0%

pi 18,1% pi (LLU)68,7%

68

OTEGLOBE , Internet

:

, , , Data

( IP VPN)

.

>

OTEGLOBE : ) TBN, , ) GWEN, , ) IP/MPLS Internet VPN )

, softswitch, .

, OTEGLOBE ( SMW-3), 150 .

>

,

,

. ,

OTEGLOBE - . . , /

.

:

OTEGLOBE, , .

Internet. , Inter-net, . , . . 2009-2013 50% - 70%.

, ,

NGN , hubbing,

.. , .

.

2013

2013 OTEGLOBE,

,

,

.

2013 :

Asia Africa Europe 1 (AAE-1), 25,000 . 40 Tbps, (

), 2016 NGN Hubbing. ,

,

IP

OTEGLOBE . . ,

.

NGN , TBN/GWEN, .

>

OTEGLOBE, , 2013. , 6% 2012 ( 282,15 .)

EBITDA ( 8,2% 2013, 9,5% 2012) ,

.

2014 , AsiaAfrica Europe -1 (AAE-1) , .. . , . & ..,

.

, INTERNET (GLOBE)

69

:

Romtelecom

(),

.

Romtelecom

.

Romtelecom

.

,

. ,

.

Romtelecom

(ICT).

,

(VPN premium )

. ICT

Romtelecom

B2B. IP.

2013

1 2013, . Nikolai Beckers Romtelecom, COSMOTE Romania,

,

,

,

.

1 2013, ,

Romtelecom COSMOTE ,

. 1 ,

, .

2013, Romtelecom COSMOTE Romania,

. .

2013, , Romtelecom

6.796, 622 2012.

(ROMTELECOM)

3.

2

013

pi pi

N0 52

23,0%

122,0%

18,0%20,0%

4,0% 11,0%

pi

DTH

pi

70

Epi

DTH

49,0%

32,0%

47,4%

Romtelecom

N0 53

2011 2012 2013

7.451 7.4186.796

pipi Romtelecom

N0 54

pi Romtelecom

Ypi

pi

45,6%

2011

47,4%

51,4%54,3%

60,1%55,5%

2012 2013

N0 49

71

3.

2

013

> 2013-2014

2014,

bottom-up.

: 0,96 / ( 3,07 /) 0,14 / (

0,67 /).

(

),

.

:

2014, (ANCOM) (

). ,

ANCOM ,

.

Romtelecom,

( )

.

MVNO 2014, MVNO ( .

( ,

)

MVNO ,

,

(

).

> /

2013, Romtelecom :

(take-up) , .

A Romtelecom

. 2013,

, ARPU ,

(, ) COSMOTE .

2013, Romtelecom 4,5% . ,

(FTTx) ,

.

Romtelecom

,

( DECT), modem WiFi tablet .

FmC

Romtelecom

, .

. , ,

Romtelecom

.

,

TRIM,

Romtelecom

. Romtelecom

,

.

,

Romtelecom

.

.

.

Romtelecom

:

MPLS ,

,

72

Romtelecom , premium (MetroNET VPN),

.

& Internet B2B. NETBusiness (Internet xDSL, FTTx), MetroNET (premium nternet ) VPN.

NEt Business

NET Business B2B xDSL FTTx , : e-mail hosting, web hosting, , Cloud Backup, antivirus modem Wi-Fi. NET Business

: Cloud backup, Site Builder ( ), .

metroNEt

MetroNET ,

1Gbps. MetroNET

. : e-mail & webhosting, Cloud Ready ( ), , IP

, unified communications ( ), Virtual Private Server, Cloud ERP / CRM, E2E (end-to-end) , , . Cloud Ready MetroNET

.

(xDSL) .

,

Romtelecom.

Romtelecom

,

. ,

.

cloud. , ,

.

MetroNET Cisco

Master Managed Services.

VPN

Romtelecom

VPN. VPN

. VPN

MPLS. MPLS Cisco

.

VPN : 1Gbps ( ), , (Class of Service CoS), E2E, (back-up), VPN , VPN Defender+ , ,

VPN ..

.

MetroNET,

VPN Cisco

Master Managed Services.

, Romtelecom

,

Internet,

. Premium & Internet (MetroNET, VPN, ) 10-15% . Romtelecom

,

TRIM. ,

Romtelecom

.

ICt

Romtelecom

usiness Solutions

(ICT)

, desktop virtualization, , (IT),

,

. , Romtelecom

ICT (, , ).

Romtelecom

IT

2013 ,

.

Romtelecom

CE 2.0 MEF (Metro Ethernet Forum) Ethernet.

.

, Romtelecom .

L2Connect 2.0 E-Line L2Connect 2.0 E-Access Romtelecom

,

.

73

3.

2

013

2011 2012 2013

2.490 2.329 2.253

Romtelecom (000)

N0 50

N0 56

Romtelecom - pi (. )

EBITDA*

pi EBITDA%

655,1

2011

149,5

619,6

166,1159,3

609,5

2012 2013

22,8%26,8%

26,1%

* pi pi pi

2011 2012 2013

1.1361.197

1.250

Romtelecom (000)

N0 51 2014

Romtelecom 2014 :

FMC: FTTB (Fiber To The Building) Romtelecom

(

)

, , Internet ( 2005), Romtelecom

. Romtelecom

,

VPN .

74

T :

2013 19% ~14% 2012.

otE tV

,

(Net)

( +136.000 ).

,

. ,

2013, TV

Triple Play , Internet .

(DTH)

IPTV (Internet Protocol TV)

.

,

,

,

. OTE TV

.

V (high definition DtH), , .

> otE tV

,

2013 ( Barclays Premier League, - ,

Disney Junior Disney XD), (HD),

.

()

2013 TV :

Personal Video Recorder (PVR) OTE TV: 2013, / ,

rewind , (Pause Live TV) (Time Shift) add-on OTE TV SMS.

OTE TV ,

, ,

.

, 2013:

, 1 (OTE Sport 5) 4 (Disney XD, Disney Junior, Motorvision HD, Body & Balance), HD Sport 3 OTE Sport, , Premier League, , o OTE

3 Hollywood Studios 20th Century Fox Universal OTE Cinema, Sony Pictures, Walt Disney Miramax ,

V

,

Sherlock BBC , (Downton Abbey) ITV high definition Eurobasket

ATP 1000 3 .

> V

T 2 TV, ,

,

.

V

OTE TV (

), -

,

.

E,

OTE TV , 2013, :

75

3.

2

013

OTE TV.

e-Newsletter OTE TV

Welcome Kit ,

OTE TV

18

.

2013 :

ERMIS AWARDS 2013 : ERMIS PRODUCTION TVCs PRODUCTION : Ermis Silver : Brand Campaign " " : ERMIS PR EVENTS : Ermis Silver : "Sherlock".

> otE tV

OTE TV (IPTV & SAT), (high tech users), IVR 13888,

.

TV, 24 ,

, , ,

.

, , ,

(multi-channel access)

(operational excellence).

:

e-channel ote.gr

, .

2014

2014 TV, :

multi screen ,

OTE TV

(TV Everywhere)

N0 30

TV (000)

60

120

256

2011 2012 2013

76

:

, ,

ARPU . , Romtelecom

(

) . ,

, Romtelecom

.

, (Over The Top), DolceTV.ro,

Romtelecom 2011 online

, .

Romtelecom TV Everywhere. , 3D-HDTV OTT (over the top)

,

video (Voyo, HBO GO, tbd

RDS) V/M-oIP (Digi Oriunde, WhatsApp).

2013

Romtelecom

(, IPTV

), 120 :

19 19 ( Dolce Sport, 2013, UEFA Europa League Champions League).

2013, 7%

,

, ,

marketing Romtelecom.

2013 :

FTTx

. ARPU ,

Next Best Offer.

, ,

Romtelecom

,

,

(credit control) .

Romtelecom :

(HBO & HBO Comedy) (Dolce Sport, Discovery )

.

> /

Romtelecom

HBO, Sports, Comedy Central & Ginx ( ), Voyo ( OTT)

.

HBO, comedy channels HBO BBC Knowledge, triple play (, , ).

Romtelecom

Romtelecom

, 2013 Fiber To The Home (GPon) VDSL Fiber To The Building. , .

.

: (VoIP), Internet (100 Mbps), IPTV,

( - STB) (DVB-C STB Required)

Romtelecom web TV Dolce TV.ro,

, .

COSMOTE .

2013, HD (high def-inition)

,

(

SD).

HD

DTH

.

(ROMTELECOM)

77

3.

2

013

2011 2012 2013

1.1791.265

1.353

Romtelecom (000)

N0 48

2014

Romtelecom 2014 :

Romtelecom Over the Top market DolceTV.ro ( OTT)

Dolce (36 Optimum channel line)

,

DVBC, CATV (Cable TV) Romtelecom

,

(

).

78

H CosmotE,

3 4

. , COSMOTE

.

COSMOTE,

. ,

, COS-MOTE, C COSMOTE Romania.

2011 2012 2013

16.20215.857

15.627

N0 36

pi * (000)

* pi

7.477

2.058

6.091

N0 37

pi (000)

79

3.

2

013

2011 2012 2013

7.8857.697

7.477

N0 38

pi - (000)

:

2013, ,

,

.

,

,

,

COSMOTE .

,

,

.

,

,

2013.

2013

, 2013:

COSMOTE, .

COSMOTE , 1500 SMS COSMOTE 20. , COSMOTE , 65, 1500 1500 SMS Internet.

COSMOTE , SMS

25 50.

COSMOKAPTA

WHATS UP ,

WHATS UP.

, ,

, COSMOTE

3G 4G, .

2013 4G ,

,

4G 55% .

mobile broadband

Internet

Internet .

, smartphones COSMOTE / tablets ( 8% mobile data 2012).

>

, 2013, COSMOTE .

Roaming I& II , Roaming II (531/2012). O K , SMS &

.

2013.

>

COSMOTE 1.336,5 ., 12% 2012, ,

.

COSMOTE ,

E (COSMOTE)

80

COSMOTE : COSMOTE ( 20), , . ,

mobile Internet

COSMOTE : SMS , mobile Internet,

COSMOTE : ,

,

, ,

1.500 COSMOTE, (

/), .

:

WHATS UP 18-24 COSMOKAPTA FROG .

CALL THEM ALL 600 WHATS UP 600 Whats Up 5.

,

& brand equity. EBITDA 500,2 .

37,4%.

CosmotE

2013,

,

.

> /

, , SMS mo-bile Internet.

4G COSMOTE,

.

COSMOTE :

N0 39

- pi (. )

ITDA*

ITDA%

1.647,5

2011

628,1

1.524,7

613,1

500,2

1.336,5

2012 2013

38,1%40,2%

37,4%

* pi pi pi

81

3.

2

013

, smartphones ,

WHATS UP application. Whats Up

.

2013, COSMOTE Spotify. Spotify Music Streaming 26 . 20 . Spotify social media,

.

, on-line

(COSMOTE Books) 1.000.000 , (ebooks), ,

.

2013, COSMOTE (High Definition Voice - HD Voice). COSMOTE ,

,

. HighDefinition, , , 3G COSMOTE HD Voice.

(2), 2013, :

COSMOTE BUSINESS .

, 1500 , , egabytes Internet , 1500 SMS

COSMOT BUSINESS Internet. ,

1.500 COSMOTE ,

egabytes Internet " 80%", , ,

. " 80%",

SMS 80% ,

, Megabytes. , , ,

Internet

"COSMOTE Internet On the Go AnyWay" COSMOTE Internet On the Go Extra SIM

,

, egabytes & Mobile Internet , , laptop tablet.

, 2013 :

COSMOTE Machine to Machine,

,

() 65.500 Machine to Machine (2) . , COSMOTE M2M . , o :

M2M (stand by, active, inactive) alerts, SMS email,

2 report

.

2013, COSMOTE , 397 179 , data roaming 234 113 . , 2013, ,

COSMOTE Traveller Travel & Surf ( 2014).

>

Mobile COSMOTE iPhone Android

,

.

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.

Cosmote, ,

. Mobile Internet COSMOTE , ,

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82

Society of Consumer Affairs Professionals in Europe (SOCAP).

7.500 2014.

,

.

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.

COSMOTE (13838 13839 ) ,

. , COSMOTE O , .

COSMOTE ,

.

,

18,5 . .

COSMOTE DEALS for YOU. 2013, ,

37% 2012. 2 1 , , ,

,

COSMOTE. , 2013, COSMOTE, ,

"Cosmote share your success" Facebook.

. 1.000 ,

20.000 .

>

,

2013 Customer Experience Excel-lence.

2.200

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pi

pi

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83

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(operational excellence) (growth & retention) .

E-channels 2013, COSMOTE cosmote.gr, , online .

site My COSMOTE,

, ,

Internet, ,

,

.

2014 e-commerce 3 site O (ote.gr, cosmote.gr, e-germanos.gr).

my account (My OTE, My COSMOTE) advanced selfcare.

2014

, COSMOTE

,

.

84

:

2012, 2013 .

,

.

( ),

2014.

2013

2013, COSMOTE Romania ,

GSM . COSMOTE Romania ,

.

2013, COSMOTE Romania 23% 6,1 . ( Zapp).

26% 2013, 1,4% 2013 .

>

2013 COSMOTE Romania (EBRD) 225 ,

, 4G (

2012).

>

2013, COSMOTE 3G 43,2 Mbps 248 3.850 , 67% .

(COSMOTE Romania)

3G

HSPA+

80% pi 3G pi

COSMOTE Romania

43,2 Mbps

248 pi

21,6 Mbps

284 pi

pi pi3.850

67% pi

85

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2

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E, COSMOTE Romania 21,6 Mbps HSPA+ 284 ' . , 3G 80% .

, 2013, 4G 90% , Otopeni, Ploiesti, Cluj, , Sinaia, Busteni Predeal. 2G 99,5% 92% .

> /

COSMOTE Romania

,

, , MMS Romelecom. ,

Cartela MTV Mobile COSMOTE,

.

,

COSMOTE .

,

.

, , 2013, COSMOTE Romania

Dolce TV

COSMOTE, 20% / .

COSMOTE Romania

. ,

2013, 10% . , Romtelecom

, BCR Bancpost.

, , COSMOTE 3G 4G.

smartphones, , Taramul Basmelor ( ), Taxip-lon, Clickshop Cosmote Recharge. H COSMOTE Romania smartphones,

,

smartphone. ,

,

4G COSMOTE. , smartphones

tablets , .

, COSMOTE Romania , ,

2013, 520 .

2013, COSMOTE Romania . H COSMOTERomania (ISO 27001), (ISO 9001).

>

2013, 1% 2012, 458,5 . EBITDA 118,9 . EBITDA 25,9% 2012.

86

2011 2012 2013

6.4996.286

6.091

pi - (000)

N0 42

- pi (. )

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ITDA%

468,2

2011

100,1

462,8

119,5118,9

458,5

2012 2013

21,4%

25,8% 25,9%

N0 43

* pi pi pi

87

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2

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2013

2013, , AMC ,

,

EBITDA . ,

.

>

2013, 3G, 85% ( 2013) .

(NodeBs) 3G 280, 96,5% 85% . 3G (No-deBs) HSPA+ 21 42 Mbps 58% / IP 100% 3G, ,

,

.

, 2G (KPI) -.

, 2013, AMC :

(RNC) (Packet Core), 3G BSS: legacy BSC2i . legacy MSCi-s MSS/MGW-s. All-IP, IP/MPLS ( Lapraka Kashari).

> /

2013, AMC. , , : , .

2013, ,

,

.

, AMC

.

2013

.

AMC , , Universal Surf,

.

AMC 56% .

, AMC , 2013, AMC Relax, .

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.

2013, AMC ,

,

.

, .

( LESP) . mobile internet (full con-nectivity) . ,

( odem 3G WIFI)

.

, AMC USB Modem 42Mbps .

,

.

Roaming Data Passes .

smartphones 46% ,

.

To ,

.

A (AMC)

88

>

AMC 86,2 . 2,7% 2012. EBITDA 33,7 ., 15% .

2011 2012 2013

1.819 1.8742.058

N0 40

pi - (000)

- pi (. )

ITDA

ITDA%

94,2

2011

37,6

88,6

29,3

33,7

86,2

2012 2013

39,9%

33,1%

39,1%

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,

.

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2

013

pi2.298

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303

,

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.

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.

,

.

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.

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estate , .

2.298 , 1.995 303 .

, ,

.

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, 300 82%

, 2013 947 .

:

.

, ,

.

(ESTATE)

90

2013

>

,

35.676 .., 2013.

,

COSMOTE, Voicenet cosmoOne

1.600 .. .

, 19 4.000 ..

,

20%, 21%.

,

, 2013, 5.500 ..

.

>

,

,

,

. ,

,

.

>

2013, 63,3 . 67,5 . 2012. EBITDA, 2013, 53,1 ., 50,3 . 2012 6%, .

91

3.

2

013

2014

2014,

:

OTEestate

,

,

.

N0 45

OTE - COSMOTE93,5%

pi 3,5%

3,0%

92

Academy, , ,

.

2013

> ,

2013, Academy:

,

( ), : (training voucher) 3 .

136 From Social Media to Social Business,

case studies . 5 workshops, 125 , ,

, / 2007-2013,

online

.

RomTelecom, Blue Point IT Solutions Academy. , Academy 2013, 15

.

, 6.300 ,

: Shifting for Excellence in Customer Care Coaching"

( 13 ) Shifting for Excellence in Management Skills 3 COSMOTE ( 42 ) Shifting for Excellence in B2B ( 12 )

( 138 )

SAP ( 16 )

-COSMOTE, ,

( 72 ) Customer Eperience Ecellence C2X, Customer Experience Program . ( 2.260 , 2014 1.270 ) Shifting for Excellence in Compliance e-Learning OTE (Compliance) ( 971 ) Situation at The Shop / Classroom Training ( 129 ) Situation at The Shop / e-learning ( 1.331 ).

, , :

ACT2, . ACT2 ,

.

.

.

OTEAcademy

( 2013 493 )

Work Force Management - . OTEAcademy, e-learning Work Force Management Ph2 & Ph3, WFM Click ( 1.038 ).

(OTEACADEMY)

93

3.

2

013

Cisco Ian Farmer Associates

Corporate Member CXPA (Customer Experience Professional Association.

OTEAcademy , ,

.

, -

Facebook & LinkedIn.

>

T OTEAcademy 2013 6,7 . EBITDA 0,3 . 0,2 . 2012,

.

> -

2013, . OTEAcademy :

Microsoft - Academy Alcatel Lucent Enterprise N.A. Alcatel Project Management Institute (PMI) - Registered Education Provider P.M.I. , Pearson VUE (Virtual Computer Based Testing for ICT) Prometric ECDL , Certiport Microsoft Office Specialist IC3 Hewlett Packard Oracle

N0 46

pi56,9%

/pi 43,1%

N0 47

65,3%

21,9%

12,8%

94

OTEsat-Maritel, ,

.

H

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,

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.

(

, , ,

) ,

OTEsat-Maritel Inmarsat, Iridium VSAT,

,

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, , OTEsat-Maritel ,

.

,

:

Inmarsat, Iridium, VSAT (, , )

(/ GR01 GR12) Inmarsat (PSA) Iridium

Web

,

24 ( 24/7).

2013

2013, :

Inmarsat FleetBroadband, VSAT Iridium OpenPort,

.

>

2013 OTEsat-Maritel 18,5 ., EBITDA 0,8 .. 20%

.

2014

2014 :

Service Providers & Agents

/

( )

Inmarsat (Inm-B, mini-M, Fleet 77/55/33), Inmarsat FleetBroadband, VSAT Iridium OpenPort

(browsing, VoIP, e-mail, ..), - ( -

).

(OTESAT-MARITEL)

95

3.

2

013

plus, ,

& (HR Services), (ICT),

Management Consulting.

plus:

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: E, /

,

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( & ).

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>

2013, ,

:

1. 2. & 3.

,

/ , ,

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.

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Agiltech, OTEplus ORATON,

.

,

plus ,

.

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11 , - ,

.

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,

370 .

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98

I.

II.

III.

IV.

V.

VI. ( ) 10

. 3401/2005

100

101

133

134

218

219

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.

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, 5 2014

.. . ..&

, , 5 2014.

. Y ( 4 . 2 . 3556/2007)

101

2.640,1 . 2013 2.843,7 . 2012, 7,2%.

1.572,9 . 2013 4,2%, .

:

31,8% 4,7% 17,9% 17,2% 39,3% 16,4% 8,7%

250,9 . 11,5% .

999,5 . 2013 1.211,6 . 2012, 17,5%.

,

2013 335,4 ., 574,5 . 2012, 41,6%.

2013 5,1 .

63,4 . .

2013 1.177,9 ., 1.392,9 . 2012, 15,4%. 29,1% 32,2% .

,

2013 1.456,3 ., 1.515,9 . , 3,9%. 35,9% 35,0% .

2013 317,4 ., 371,5 . , 14,6%. 20,4% 21,8% .

,

2013 568,3 ., 494,5 . 14,9%. 36,5% 29,0% .

, 2013

( )

136 .. 2190/1920, 4 .3556/2007 2 7/448/2007 ( ) 31 2013 .

( ), ,

, .

(....), .

,

1 2013 31 2013, ,

2013,

, ,

,

,

.

. 2013

2013 6,4% 2012 4.054,1 .. :

4,3% 8,1%, 17,1%.

,

1.557,2 ., 8,6%. 8,5,%, 14,3% 9,9%.

3.761,0 . 0,6%, .

8,3%, 23,3%, 10,2%, 2,9%, 4,5%, 15,5% 4,4%.

121,5%, 8,7% 2,9%.

.

4.

102102

19,1%. , ROMTELE-COM, COSMOTE ROMANIA OTE AKINHTA.

31 2013, 2.956,4 . 4.050,8 . 31 2012, 27,0%. (

) 31 2013 1.495,6 . 2.879,3 . 31 2012, 48,1%.

.

31 2013, 86,5 .

685,8 . 31 2012, .

. -

. :

( ), ICT

,

,

, 2012-2013.

> 2013

2013 . ( Deutsche Telekom ( DT)) .

7 2013 :

1. . B2B (, )

249,0 ., 0,7% 2012. 2013 8,8 ., 38,9% .

0,4 . , 3,9 . , TELEKOM SRBIJA. 216,8 . 2013,

HELLAS SAT 62,2 . GLOBUL GERMANOS TELECOM BUL-GARIA A.D. 154,2 ., 225,1 . , 20% TELEKOM SRBIJA. 2,3 . 2013 1,3 . ,

RON.

()

20,9 . 2013, 79,9%, ,

50,0 . ,

, 20% 26%.

,

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2013 ,

2013, 28,9 . 31,7 . .

2013 6,1 . 25,2 . 2012, ROMTELECOM.

,

2013 316,7 ., 471,9 . .

6,4% 2012 1.091,9 . ( 55,7 . ).

,

,

.

(CAPEX)

2013 604,7 . 507,9 . ,

103

26%,

1,2 .

> 2014

2014,

.

2013, , DT.

:

1.

VDSL & 4G (TV, VDSL, ICT)

.

( ..

, , ).

2.

(value for money)

3play/4play (, , , ).

(B2B).3.

.

.

4.

on-line

(e-sales, e-care, e-billing, e-com-pany)

.

.

5.

DT.

6.

, , IP-transformation.

.

( ) ICT

( ).

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- (, ) . ,

Real Estate.3.

2012 2013, .

.

4.

DT, 2013, 94 . .

5.

(.. )

(..

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VDSL 4G /

.

.

7.

OTE DT,

. ,

DT

,

IMS ( center of excellence) Vectoring.

,

2013 , :

4.

104

333,0 . 100,0 . . 11 2013, 100,0 . .

225,0 . (EBRD)

24 2013, COSMOTE ROMANIA 225,0 .

4 . H

COSMOTE ROMANIA 75,0 . EBRD 150,0 . . Euribor

5,25%

2018. 22 2013, COSMOTE ROMANIA 225,0 . . 25 2013, COSMOTE ROMANIA , 11,2 .. 31 2013 209,8 ..

16 2013, OTE PLC

187,0 . 2013 187,7 . 2015. 187,0 . 2013 . 600,0 . 2008 2015, 7,25%. 700,0 .

7 2013, PLC 7 2018 700,0 . 7,875%, . PLC

29 2013, OTE PLC 2013 1.250,0 . ( 2013) 2014 500,0 . ( 2014). , 11 2013, PLC 106,2 . 2013 92,5 . 2014. . 2013 2014 713,8 . 407,5 . . 1.250,0 . 5 2013

5 2013, OTE PLC 713,8 . 5 2013 .

7.

.

.

2013

> HELLAs-sAt

7 2013, 99,05% HELLAS-SAT Arabsat Cyprus Ltd, 100% Arab Satellite Communications Organization. 26 2013 . 208,4. , 7,0 .

> GLoBUL GERmANos tELECom BULGARIA A.D.

26 2013, 100,0% GLOBUL GERMANOS TELECOM BULGARIA A.D. Telenor Mobile Com-munications AS, . 31 2013 . 717,0 . ( enterprise value, ),

53,8 .

.

663,2 . 31 2013.

154,2 . 2013.

>

7 2013, ,

.

2013, ,

. 250,9 .

2013.

>

900,0 . ( ) 11 2013, 400,0 . . 10 2013, 200,0 . 67,0 . 133,0 . . 1 2013, 133,0 .. 4 2013, 433,0 . ,

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.

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.

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,

.

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, ,

.

.

:

.

.

.

.

31 2013,

93%/7% (2012: 74%/26%). 31 2013,

357,5 .. ,

81%/19%.

, 2013, PLC

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.

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.

.

.

,

.

,

.