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AsiaInfo-Linkage, Inc.
Leading Provider of Telecommunications
Software and Services
NASDAQ: ASIA March 1, 2013
The information contained in this presentation is as of March 1, 2013. AsiaInfo-Linkage assumes no obligation
to update any forward-looking statements contained in this presentation as a result of new information or
future events or developments. This presentation contains forward-looking information about AsiaInfo-
Linkage’s operating results and business prospects that involve substantial risks and uncertainties. You can
identify these statements by the fact that they use words such as “anticipate,” “estimate,” “expect,” “project,”
“intend,” “plan,” “believe,” and other words and terms of similar meaning in connection with any discussion of
future operating or financial performance. Among the factors that could cause actual results to differ
materially are the following: government telecommunications infrastructure and budgetary policy in China;
our ability to maintain our concentrated customer base; the long and variable billing cycles for our products
and services that can cause our revenues and operating results to vary significantly from period to period;
our ability to meet our working capital requirements; our ability to retain our executive officers; our ability to
attract and retain skilled personnel; potential liabilities we are exposed to because we extend warranties to
our customers; risks associated with cost overruns and delays; our ability to develop or acquire new products
or enhancements to our software products that are marketable on a timely and cost-effective basis; our
ability to adequately protect our proprietary rights; the competitive nature of the markets we operate in; and
political and economic policies of the Chinese government. A further list and description of these risks,
uncertainties, and other matters can be found in our Annual Report on Form 10-K for the fiscal year ended
December 31, 2012, and in our periodic reports on Forms 10-Q and 8-K (if any) filed with the United States
Securities and Exchange Commission and available at www.sec.gov.
Safe Harbor Statement
1
Company Background
• AsiaInfo-Linkage, Inc. (NASDAQ: ASIA) is a leading provider of high-quality
telecommunications software solutions and services (No. 1 BSS solution
provider in Asia Pacific)*
• IPO on the NASDAQ exchange in March 2000
• Delaware incorporated—US company
· The only US-listed Chinese software company, incorporated in the US
• Highest level of accounting and corporate governance policies
·
• Leading position in China’s telecom software and services market
Our vision is to be the leading solution provider in the global telecom industry,
enabling the connected digital lifestyle, helping our customers to build,
maintain, operate and constantly improve their network and IT infrastructure
2
A “10-K filer,” not FPI (foreign private issuer); subject to higher
disclosure requirements
* Source: Gartner
Steve Zhang
President and CEO
• Joined AsiaInfo-Linkage in December
1999 as VP for Software
• Appointed CEO of AsiaInfo-Linkage in
May 2005
• Prior to AsiaInfo-Linkage, 10 years
experience at several successful
companies in Silicon Valley
• Bachelor’s degree in Information
Science, University of Pisa, Italy
• Master’s degree in Computer
Science, Rice University
• Listed as one of “Asia’s 25 Hottest
People in Business” by Fortune
Magazine in 2012
Michael Wu
CFO
• Joined AsiaInfo-Linkage in August
2010 as CFO
• Served as the CFO of iSoftStone
Information Service Corporation
• Served as Finance VP at Huawei
Technology
• Served in other financial managerial
roles at Lucent Technologies China
and SAP China
• MBA from City University of Seattle
Presentation Team
3
Core Business Overview
Telecom Software Solutions:
 Customer Relationship Management
(CRM)
 Billing
 Business Intelligence (BI)
Serving all 3 telecom operators and
majority of provincial level entities
4
CRM
FY2012 Revenue Breakdown*
5
*As of December 31, 2012
China Telecom
17.2%
Others
4.2%
China Mobile
52.8%China Unicom
25.8%
Revenue Streams
6
On-going Services (OGS)—maintenance and daily
operational functions
3
Change of Requirements (CR)—smaller and
immediate upgrades
2
Project Revenue—new contracts and annual upgrade
requirements
1
Non-Recurring
Recurring
Key Facts
7
> 890m
customers serviced by our
systems
6b
call detail records processed
every day by our systems
7PB
data analyzed every day by
our BI systems
115m
WLAN/Broadband customers are
authenticated by our systems
20,000+
servers running our BSS
applications @ 24x7x365
36m Online Transaction / Day
48m Replenishments / Day
40,000+ agents
AsiaInfo-Linkage Competitive Advantage
8
What’s their Telco 2.0 Strategy ?
• Adding value to OTT services and
generate new revenues
Operational Challenges:
• How to increase subscribers and
increase ARPU in the highly saturated
market?
• How to lower the cost to support
larger customer base?
Heavy Investment in Infrastructure:
• New Technology for Infrastructure
• New Application Platforms
AsiaInfo-Linkage
Capabilities
Operators Strategic
Initiative
Infrastructure
Integrator
Business
Operational Consulting
IT Planning &
Consulting
IT Project Implement &
System Maintenance
• Understand the
strategy
• Enable the digital
lifestyle
Business
Strategy
Business
Operation
Business Support System
Infrastructure
Satisfy operators’ key strategic and operational initiatives with core IT solutions
Investment Highlights
& Business Strategy
9
Investment Highlights
Large and growing market opportunity
Market leader with extensive customer base
Comprehensive product and service offering
High product stickiness and barriers to entry
Strong financial position
Disciplined growth strategy
10
Over 18 years of operating history1
6
7
5
4
3
2
EBITDA Margins (2012)
45%
34%
Enabling our Customers’ Financial Success
Subscribers (2012)
715 million
107 million
BSS/OSS
spend per sub (2012)
$0.70**
$10.00*
China Mobile AT&T
* Conservative estimate from published data
** ~$500 million (60% of which is AsiaInfo-Linkage)
12
Dominant Market Share
13
CRM/Billing/BI
Leading position in three core products
with about 50% market share
AsiaInfo-
Linkage
56%
Others
44%
China Operators’ Billing Market Share
56% Market Share
AsiaInfo-
Linkage
37%
Others
63%
China Operators’ BI Market Share
37% Market Share
AsiaInfo-
Linkage
56%
Others
44%
56% Market Share
China Operators’ CRM Market Share
14
AsiaInfo is Financially Strong
37% CAGR
+
+
3 Groups
×
31 Provinces
96
Potential
Customers=
3 + 93 Operators
Market Leader with Extensive Customer Base (cont’d)
14
Digital Lifestyle Enablement
15
Stage I
Jan 13, 2010 Chinese
government pushing
convergence
Policy Launch
Stage II
Focus on cable / telco dual-
way entrance
Pilot
Stage III
Pilots wrap-up and expansion
Implementation
Mobile
China Mobile
China Unicom
Cable
Many small
operators
Stage I
Fixed+ Broadband
China Telecom
China Netcom
Stage II
Cable
Many small
operators
Fixed+Broadband+Mobile
China Mobile
China Telecom
China Unicom
Triple play
China Mobile
China Telecom
China Unicom
One Cable operator
Stage III
Triple Play – New Market Dynamic
16
Our International Expansion
Up to 2010…
• No. 1 in China
• Strong
customer base
• High entry
barriers
• Remarkable
success &
potential
2010 onwards
• Zong
• Mfone
• U Mobile
• Nepal Telecom
• And more…
2012
• Regional HQ in
Cambridge UK
• Appointed Alex
Hawker as GM
EMEA
• International
Marketing
established
• Completed
Phase 1 BSS
transformation
for Nepal
Telecom within 4
months
2013 & beyond
• Launched
Veris™ product
suite for EMEA
• Showcased
Veris™ at
Mobile World
Congress 2013
• Kick-started
customer
engagement in
Europe and
Middle East
17
High Barriers to Entry in Domestic Market
18
Competitors
Early Mover Advantage
Comprehensive Product and Service Portfolio
Product Stickiness – High Switching Costs
Deep Relationship with All Three Chinese Telecom
Operators at HQ and Provincial Levels
Large Investment in R&D
1
4G
Mobile Virtual Network Operator (MVNO)
Monetization of Data
2
International expansion—Southeast Asia telecom market
and other regions around the world
Disciplined Growth Strategy
3
Expand into domestic cable market—Triple Play
Mobile number portability (MNP)
19
4 Move up the value chain within the domestic telecom vertical
Financial Highlights
20
0.0
100.0
200.0
300.0
400.0
500.0
600.0
2006 2007 2008 2009 2010 2011 2012
Service & third-party hardware revenue net of third-party hardware costs
Software products and solution revenue
9778
134
202
329
US$ mm
Consistent Revenue Growth
21
464
530
Net Cash Balance (1)
Strong Balance Sheet and Margin Profile
Non-GAAP Gross Profit and Margin (2)
Non-GAAP Op. Profit and Margin (2) Non-GAAP Net Income and Margin (2)
22
1. Cash balance excludes restricted cash and short term investments.
2. Reflects GAAP gross, operating and net profits as a percentage of net revenue.
3. Excludes amortization of intangibles resulting from the acquisition of Linkage Technologies.
US$mm
US$mm US$mm
6%
11%
14%
17%
25%
24%
14%
0%
5%
10%
15%
20%
25%
30%
0
20
40
60
80
100
120
2006 2007 2008 2009 2010 2011 2012
Operating Profit % Margin
29%
41%
46%
56%
55%
50%
45%
0%
10%
20%
30%
40%
50%
60%
0
50
100
150
200
250
2006 2007 2008 2009 2010 2011 2012
Gross Profit Gross Margin
5%
15%
18%
25%
28%
24%
16%
0%
5%
10%
15%
20%
25%
30%
0
20
40
60
80
100
120
2006 2007 2008 2009 2010 2011 2012
Net Income % Margin
0
50
100
150
200
250
300
2006 2007 2008 2009 2010 2011 2012
Net Cash Balance
US$mm
2013 Q1 Guidance Overview
(US$ mm, except EPS, Margin)
2012 Q4 Margin 2013 Q1
Net Revenue (non-GAAP) 155.2 - 133.0-136.0
Gross Profit 55.2 47.4% -
Operating Income 29.5 19.0% -
Net Income (non-GAAP) 30.1 19.4% -
EPS (basic, non-GAAP) 0.41 - 0.23-0.25
1. Margins are non-GAAP of net revenue
2. Non GAAP Net revenue and Non GAAP net income per basic share
3. Gross margin of net revenue (non-GAAP) is calculated by dividing gross profit, , excluding third-party hardware costs, amortization of acquired intangible
assets, and share-based compensation expenses, by net revenue (non-GAAP)
4. Operating margin of net revenue (non-GAAP) is calculated by dividing income from operations, amortization of acquired intangible assets, share-based
compensation expenses, and non-recurring consulting related expenses, by net revenue (non-GAAP)
5. As of December 31, 2012, includes cash and cash equivalents, restricted cash and short-term investments
6. Weighted average of basic shares as of December 31, 2012
Cash Balance: $353.9 million
Shares Outstanding: 72.7 million
23
(5)
(6)
(3)
(2)
(1)
(4)
(2)
Thank You.
Jimmy Xia
Investor Relations
ir@asiainfo-linkage.com
+86 (10) 8216-6039

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Asia corporate presentation_20130301

  • 1. AsiaInfo-Linkage, Inc. Leading Provider of Telecommunications Software and Services NASDAQ: ASIA March 1, 2013
  • 2. The information contained in this presentation is as of March 1, 2013. AsiaInfo-Linkage assumes no obligation to update any forward-looking statements contained in this presentation as a result of new information or future events or developments. This presentation contains forward-looking information about AsiaInfo- Linkage’s operating results and business prospects that involve substantial risks and uncertainties. You can identify these statements by the fact that they use words such as “anticipate,” “estimate,” “expect,” “project,” “intend,” “plan,” “believe,” and other words and terms of similar meaning in connection with any discussion of future operating or financial performance. Among the factors that could cause actual results to differ materially are the following: government telecommunications infrastructure and budgetary policy in China; our ability to maintain our concentrated customer base; the long and variable billing cycles for our products and services that can cause our revenues and operating results to vary significantly from period to period; our ability to meet our working capital requirements; our ability to retain our executive officers; our ability to attract and retain skilled personnel; potential liabilities we are exposed to because we extend warranties to our customers; risks associated with cost overruns and delays; our ability to develop or acquire new products or enhancements to our software products that are marketable on a timely and cost-effective basis; our ability to adequately protect our proprietary rights; the competitive nature of the markets we operate in; and political and economic policies of the Chinese government. A further list and description of these risks, uncertainties, and other matters can be found in our Annual Report on Form 10-K for the fiscal year ended December 31, 2012, and in our periodic reports on Forms 10-Q and 8-K (if any) filed with the United States Securities and Exchange Commission and available at www.sec.gov. Safe Harbor Statement 1
  • 3. Company Background • AsiaInfo-Linkage, Inc. (NASDAQ: ASIA) is a leading provider of high-quality telecommunications software solutions and services (No. 1 BSS solution provider in Asia Pacific)* • IPO on the NASDAQ exchange in March 2000 • Delaware incorporated—US company · The only US-listed Chinese software company, incorporated in the US • Highest level of accounting and corporate governance policies · • Leading position in China’s telecom software and services market Our vision is to be the leading solution provider in the global telecom industry, enabling the connected digital lifestyle, helping our customers to build, maintain, operate and constantly improve their network and IT infrastructure 2 A “10-K filer,” not FPI (foreign private issuer); subject to higher disclosure requirements * Source: Gartner
  • 4. Steve Zhang President and CEO • Joined AsiaInfo-Linkage in December 1999 as VP for Software • Appointed CEO of AsiaInfo-Linkage in May 2005 • Prior to AsiaInfo-Linkage, 10 years experience at several successful companies in Silicon Valley • Bachelor’s degree in Information Science, University of Pisa, Italy • Master’s degree in Computer Science, Rice University • Listed as one of “Asia’s 25 Hottest People in Business” by Fortune Magazine in 2012 Michael Wu CFO • Joined AsiaInfo-Linkage in August 2010 as CFO • Served as the CFO of iSoftStone Information Service Corporation • Served as Finance VP at Huawei Technology • Served in other financial managerial roles at Lucent Technologies China and SAP China • MBA from City University of Seattle Presentation Team 3
  • 5. Core Business Overview Telecom Software Solutions:  Customer Relationship Management (CRM)  Billing  Business Intelligence (BI) Serving all 3 telecom operators and majority of provincial level entities 4 CRM
  • 6. FY2012 Revenue Breakdown* 5 *As of December 31, 2012 China Telecom 17.2% Others 4.2% China Mobile 52.8%China Unicom 25.8%
  • 7. Revenue Streams 6 On-going Services (OGS)—maintenance and daily operational functions 3 Change of Requirements (CR)—smaller and immediate upgrades 2 Project Revenue—new contracts and annual upgrade requirements 1 Non-Recurring Recurring
  • 8. Key Facts 7 > 890m customers serviced by our systems 6b call detail records processed every day by our systems 7PB data analyzed every day by our BI systems 115m WLAN/Broadband customers are authenticated by our systems 20,000+ servers running our BSS applications @ 24x7x365 36m Online Transaction / Day 48m Replenishments / Day 40,000+ agents
  • 9. AsiaInfo-Linkage Competitive Advantage 8 What’s their Telco 2.0 Strategy ? • Adding value to OTT services and generate new revenues Operational Challenges: • How to increase subscribers and increase ARPU in the highly saturated market? • How to lower the cost to support larger customer base? Heavy Investment in Infrastructure: • New Technology for Infrastructure • New Application Platforms AsiaInfo-Linkage Capabilities Operators Strategic Initiative Infrastructure Integrator Business Operational Consulting IT Planning & Consulting IT Project Implement & System Maintenance • Understand the strategy • Enable the digital lifestyle Business Strategy Business Operation Business Support System Infrastructure Satisfy operators’ key strategic and operational initiatives with core IT solutions
  • 11. Investment Highlights Large and growing market opportunity Market leader with extensive customer base Comprehensive product and service offering High product stickiness and barriers to entry Strong financial position Disciplined growth strategy 10 Over 18 years of operating history1 6 7 5 4 3 2
  • 12. EBITDA Margins (2012) 45% 34% Enabling our Customers’ Financial Success Subscribers (2012) 715 million 107 million BSS/OSS spend per sub (2012) $0.70** $10.00* China Mobile AT&T * Conservative estimate from published data ** ~$500 million (60% of which is AsiaInfo-Linkage) 12
  • 13. Dominant Market Share 13 CRM/Billing/BI Leading position in three core products with about 50% market share AsiaInfo- Linkage 56% Others 44% China Operators’ Billing Market Share 56% Market Share AsiaInfo- Linkage 37% Others 63% China Operators’ BI Market Share 37% Market Share AsiaInfo- Linkage 56% Others 44% 56% Market Share China Operators’ CRM Market Share
  • 14. 14 AsiaInfo is Financially Strong 37% CAGR + + 3 Groups × 31 Provinces 96 Potential Customers= 3 + 93 Operators Market Leader with Extensive Customer Base (cont’d) 14
  • 16. Stage I Jan 13, 2010 Chinese government pushing convergence Policy Launch Stage II Focus on cable / telco dual- way entrance Pilot Stage III Pilots wrap-up and expansion Implementation Mobile China Mobile China Unicom Cable Many small operators Stage I Fixed+ Broadband China Telecom China Netcom Stage II Cable Many small operators Fixed+Broadband+Mobile China Mobile China Telecom China Unicom Triple play China Mobile China Telecom China Unicom One Cable operator Stage III Triple Play – New Market Dynamic 16
  • 17. Our International Expansion Up to 2010… • No. 1 in China • Strong customer base • High entry barriers • Remarkable success & potential 2010 onwards • Zong • Mfone • U Mobile • Nepal Telecom • And more… 2012 • Regional HQ in Cambridge UK • Appointed Alex Hawker as GM EMEA • International Marketing established • Completed Phase 1 BSS transformation for Nepal Telecom within 4 months 2013 & beyond • Launched Veris™ product suite for EMEA • Showcased Veris™ at Mobile World Congress 2013 • Kick-started customer engagement in Europe and Middle East 17
  • 18. High Barriers to Entry in Domestic Market 18 Competitors Early Mover Advantage Comprehensive Product and Service Portfolio Product Stickiness – High Switching Costs Deep Relationship with All Three Chinese Telecom Operators at HQ and Provincial Levels Large Investment in R&D
  • 19. 1 4G Mobile Virtual Network Operator (MVNO) Monetization of Data 2 International expansion—Southeast Asia telecom market and other regions around the world Disciplined Growth Strategy 3 Expand into domestic cable market—Triple Play Mobile number portability (MNP) 19 4 Move up the value chain within the domestic telecom vertical
  • 21. 0.0 100.0 200.0 300.0 400.0 500.0 600.0 2006 2007 2008 2009 2010 2011 2012 Service & third-party hardware revenue net of third-party hardware costs Software products and solution revenue 9778 134 202 329 US$ mm Consistent Revenue Growth 21 464 530
  • 22. Net Cash Balance (1) Strong Balance Sheet and Margin Profile Non-GAAP Gross Profit and Margin (2) Non-GAAP Op. Profit and Margin (2) Non-GAAP Net Income and Margin (2) 22 1. Cash balance excludes restricted cash and short term investments. 2. Reflects GAAP gross, operating and net profits as a percentage of net revenue. 3. Excludes amortization of intangibles resulting from the acquisition of Linkage Technologies. US$mm US$mm US$mm 6% 11% 14% 17% 25% 24% 14% 0% 5% 10% 15% 20% 25% 30% 0 20 40 60 80 100 120 2006 2007 2008 2009 2010 2011 2012 Operating Profit % Margin 29% 41% 46% 56% 55% 50% 45% 0% 10% 20% 30% 40% 50% 60% 0 50 100 150 200 250 2006 2007 2008 2009 2010 2011 2012 Gross Profit Gross Margin 5% 15% 18% 25% 28% 24% 16% 0% 5% 10% 15% 20% 25% 30% 0 20 40 60 80 100 120 2006 2007 2008 2009 2010 2011 2012 Net Income % Margin 0 50 100 150 200 250 300 2006 2007 2008 2009 2010 2011 2012 Net Cash Balance US$mm
  • 23. 2013 Q1 Guidance Overview (US$ mm, except EPS, Margin) 2012 Q4 Margin 2013 Q1 Net Revenue (non-GAAP) 155.2 - 133.0-136.0 Gross Profit 55.2 47.4% - Operating Income 29.5 19.0% - Net Income (non-GAAP) 30.1 19.4% - EPS (basic, non-GAAP) 0.41 - 0.23-0.25 1. Margins are non-GAAP of net revenue 2. Non GAAP Net revenue and Non GAAP net income per basic share 3. Gross margin of net revenue (non-GAAP) is calculated by dividing gross profit, , excluding third-party hardware costs, amortization of acquired intangible assets, and share-based compensation expenses, by net revenue (non-GAAP) 4. Operating margin of net revenue (non-GAAP) is calculated by dividing income from operations, amortization of acquired intangible assets, share-based compensation expenses, and non-recurring consulting related expenses, by net revenue (non-GAAP) 5. As of December 31, 2012, includes cash and cash equivalents, restricted cash and short-term investments 6. Weighted average of basic shares as of December 31, 2012 Cash Balance: $353.9 million Shares Outstanding: 72.7 million 23 (5) (6) (3) (2) (1) (4) (2)
  • 24. Thank You. Jimmy Xia Investor Relations ir@asiainfo-linkage.com +86 (10) 8216-6039