Ali Ikram Email and Phone Number

• Developed industry verticals based compelling strategy for Embedded finance, Digital lending, Earned Wage Access & Payday loans, Open API monetization, G2P/P2G payments, Donations, Education & E-commerce payments, Nano lending & repayments• Defined clear roadmaps for future products to create the most compelling suite of B2B and B2B2C fintech digital products for strategic verticals • Delivered 4.7x revenue growth within two years by successfully leading business transformation of the Corporate/Enterprise business• Established Easypaisa Corporate as an imperative player in the payment value chains of various industries bringing efficiencies to our valued partners and experience enhancement for their customers• Added more than 300 new B2B and B2B2C partnerships within two years and managed a portfolio of 650+ clients and partnerships to create a sustainable growth platform for the future with competitive moats against rising competition in the digital financial services industry• Contributed as a member of working committee in designing the processes and business model for the central bank’s patronized Agent Interoperability for Cash-in/Cash-out Project which has a potential to unleash the exponential growth of digital payments by synergizing acquirers and issuers strengths in the value chain• Identified exploitation loopholes in pricing and established a robust evaluation process and pricing structure to ensure a profitable Mobile wallet and Revenue growth while maintaining mutually beneficial business models with the partners • Set up the analytics & insights function to explore new opportunities, early identification of risks and performance evaluation of partnerships and Corporate sales teams

An entrepreneurial venture for creating innovative services and solutions in the growing digital space• Established the business from ground-up by utilizing my experience and entrepreneurial skills of simultaneously handling all facets of the business including new product development, project management, sales and marketing, finance and accounting, legal and human resource• Developed working relationship with local and global technology companies to create B2B and B2B2C products and services• Created innovative offerings and solutions in the fields of m-learning, rural social media, m-advertisement, core network connectivity solutions, mobile network based services and location based services

• Led Business planning and Commercial Control for three business verticals -Digital Transformation & Innovation, International Voice/Data wholesale & Roaming, Customer Operations• Created budgets from top line revenue to EBITDA level for the three commercial units including detailed OPEX evaluation against business drivers. Also responsible for evaluation of CAPEX investments vis a vis long term business plan of the company• Regularly prepared rolling forecasts of the performance against the budget to identify gaps in financial KPIs of the commercial functions against targets to report monthly to the management and quarterly to the board of directors• Evaluated and rationalized the recovery product roadmap submitted by the business to bridge the gap from the budgeted targets and actively engaged with the commercial heads for prioritizing the recovery initiatives for efficiency and pragmatism• Enforced Commercial Controlling through business scrutiny and evaluation for new Digital initiatives pertaining to IoT, M2M, Managed services, Smart City, Big Data monetization, Mobile advertisement etc• Ensured profitability for International Voice hubbing, International roaming and data circuits wholesale deals• Business rationale evaluation and control for commercial purchases pertaining to cost of sales, opex and capex spends• Acted as finance lead for DT&I, IW&R and Customer Ops for the organization-wide Cost Efficiency project RESET implemented via AT Kearney engagement

• Formulated the Commercial strategy for Consumer Business encompassing mobile and fixed, distribution channel enhancement and deliverance of differentiated customer experience to realise the annual and long term profitable growth ambition laid out in the business plan• Introduced the new customer segmentation model built around Mass and Premium segmentation. Classified the prepaid and postpaid customer base into further six tiers within Mass and Premium segments and defined clear tagging mechanism in the existing CRM system. Developed migration rules for realising the differentiated experience to customers across all contact points for generating higher customer loyalty• Developed a clear segmented strategy for international calling business with market sizing and target market analysis for the three international calling mediums –Mobile IDD, Calling Cards, VoIP• Identified key focus elements for mobile data growth comprising on a mix of exploiting smartphone penetration, conversion of non-data users, eradication of data bill shock and bundling of data services. This strategy resulted in a 25% increase in mobile data adoption for the consumer business• Developed a geo-marketing based plan for promotion of mobile data services through the indirect channel• Designed the Quality of Sales monitoring methodology involving age on network, revenue, and level of usage & recharge activity. This enabled tracking of quality of each SIM sold and linking it to the unique Sales ID for detecting problematic POS and their management through incentives and claw backs• Generated actionable insights through deep dive analytics for products and distribution channel heads

• Headed the annual and long term Business Planning exercise involving detailed market assessment and future industry outlook• Developed performance management KPIs scorecard and cascaded them to all commercial divisions (Marketing, Sales & Distribution and Customer Services)• Regularly conducted competition benchmarking exercise to compare performance vis a vis competition• Optimized the ROI of around $1billion worth of network footprint by reducing the sliding revenue cell sites by 96% and relocation of low potential cell sites• Managed rigorous deep dive business analysis resulting in; ✓ efficient network capacity utilization through 70% footprint being covered via location based offering ✓ optimization of revenue of installed network through competition benchmarking and area potential measurement of existing sites ✓ improvement of quality of sales, market float and retail coverage via efficient retailer and franchise level tracking• Created the company’s new CVM function from scratch and successfully delivered around 2.5% incremental contribution in revenue via CVM ✓Established a highly motivated team of data scientists, campaign designers and channel marketers in the CVM function ✓Established CVM processes -KYC and NBA; utilizing analysis and campaign management tools –Teradata event triggers, KXEN and IBM’s Unica platform ✓Set up a micro-segmentation model for Identifying business opportunities & business risks ✓Developed dormancy tracking and predictive churn models ✓Developed framework for social network analysis and multi-SIM models ✓Implemented comprehensive campaign ROI analysis and fine-tuned the campaigns to ensure profitability

• As custodian of Ufone’s 24 million subscriber base -managed the overall topline budgeted objectives through delivering key KPIs of Revenue, Nets Adds, Net Churn, PPM and ARPU• Achieved topline growth of 55% in a span of 3 years by delivering double the CAGR compared to the rate of growth of the industry• Developed numerous tariff plans for prepaid and postpaid involving standalone and integrated bundles for voice & data for local, international and roaming offers• Headed preparation of end to end marketing plans and roadmaps of all consumer and business segments• Launched the new ‘Uth brand’ for youth segment and raised it to contribute 35% of company’s prepaid revenue in a span of just 1 year• Developed a unique blend of telecom and affinity based consumer products offering for the female segment of the market. This started a new trend in the industry of creating value through non-telecom products to avoid value destruction caused by price cuts• Accomplished the first unilateral price increase in voice tariff in a highly price sensitive market with falling voice ARPU. This resulted in a 2% sustained rise in revenue; replicated later by the market leader• Spearheaded the launch of Etisalat group IDD initiative that resulted in a 3 times traffic increase to partner network. It was later used as a proof of concept for similar initiatives for the rest of the Etisalat operations• Conceived Ufone’s most successful consumer promotion ‘Solid Offer’ with record subscriptions of around 1.7 million in a month. This started a new chapter of high value driven usage increase pricing offers in the industry• Led the cross functional team for end to end implementation of multi-million dollar next generation Online Charging Solution from Huawei from RFP to user testing and commercial launch

• Raised the VAS revenue contribution to over 15% of total outgoing revenue at a time when the industry average was at 9%• Successfully launched over a 120 VAS products along with several content and third party white label services including Blackberry, Nokia Intellisync, RBT, call completion suite, music portal, infotainment portal, speech recognition based content portal, mobile financial services app, IVR and SMS based services etc• Restructured the VAS team into specialized functions which resulted in significantly shortening the time to market for products & services• Developed contact policy and communication channel efficiency management processes to ensure a balance between customer experience and product uptake

• Member of the core launch team that successfully rolled out commercial cellular operations of Warid Telecom• Registered a record one million prepaid sales in just 88 days of commercial operations of Warid Telecom in 2005.• Developed the overall brand architecture for launching a segment focused marketing program of the company• Spearheaded Corporate, Prepaid and Postpaid brand profiling with regards to the product offerings in line with market opportunities established through research• Formulated launch marketing plan and executed the first ever communication campaign “Be Heard” for the Corporate brand• Developed and executed all elements of 360 degrees customer communication for the prepaid brand including product packaging. Managed all communication mediums including media planning

• Developed annual brand plans for achieving the targeted brand health KPIs• Developed rolling production forecasts and ensured regional and nationwide target achievement of monthly sales• Developed new brand positioning and brand plans for the first liquid tea whitener brand of the country – NESTLE EVERYDAY liquid• Managed a phenomenal growth of 86% for NESTLE EVERYDAY liquid in one year• Planned and executed a Nationwide Joint consumer promotion of NESTLE EVERYDAY with Lipton Yellow Label that increased sales by 80% in two months• Conducted usage and attitude research to tailor the packaging and product profile according to consumer preferences• Developed new point of purchase strategy as a result of conducting researches on “Shopper Insights” for liquid milks and “Tea creaming Habits” for NESTLE EVERYDAY

• Managed and executed hardware/software upgrades of Telecom Switches for Mobile and Fixed networks throughout the country• Executed a total of 54 Switch upgrades for Mobile (Mobilink- an Orascom Telecom Company) and fixed line (PTCL). This was the highest number of upgrades by an individual in the local telecommunication sector• Supervised operations of Siemens switches for PTCL at Operations and Maintenance Center (OMC) Rawalpindi