6,7 Telin Kingdom Saudi Arabia

116 PT Telkom Indonesia Persero Tbk Revenues 2014 restated Revenues 2013 Segment Revenues Comparison

9, 34

9 8 .7 9, 46 3 9 .7 29 ,4 15 2

7.4 25

,59 2 6 .2 1,883 1.8 1,138 1.2 6 6,68 6 62.1 61 ,386 62.9 Expenses 2014 restated Expenses 2014 restated Expenses 2013 Expenses 2013 Segment Expenses Comparison Segment Results Comparison 8,9 60 11 .5 8,8 85 1 2. 7 22 ,6 63 2 9 .0 20 ,37 5 2 9 .2 1,718 2.2 1,008 1.4 4 4,78 6 57.3 39 ,463 56.6 38 9

1. 3

57 8 2 .1 165 0.6 130 0.5

21, 90

0 7 5.0

21, 92

3 7 8.7 6,7 52 2 3 .1 5,215 18 .7 117 PT Telkom Indonesia Persero Tbk MARKETING STRATEGY We have implement a comprehensive marketing strategy to bolster our brand and to boost sales as well, including through marketing communication activities and product and service distribution channel development. We implement a “paradox marketing” framework in managing our marketing as illustrated in following diagram: In our implementation of the “paradox marketing” framework as illustrated above, the “more for less” concept is based on the value preposition of the products and services we ofer to customers, with the aim that customers can acquire more relevant beneits at a lower price compared to our competitors, with mass customization that is in line with customers’ requirements for our products and services. In the consumer segment business portfolio which includes consumer home services and consumer personal services, in 2015, we introduce the new IndiHome service, which bundles in all in one packages at a competitive price services consisting primarily of broadband Internet, ixed line residential phone, and interactive TV services. The IndiHome package includes high speed internet services of up to 100 Mbps, and domestic calls which may include, depending on the speciic package, a limited amount of free domestic calls. The interactive TV service, which is supported with IPTV internet protocol television technology, provides customers with a new lexible way to watch television that allows customers to pause, rewind and replay content, and also to select and watch re-runs of TV programs which has aired up to 7 days before. The IndiHome package also includes free unlimited music streaming from MelOn digital music service and three-months free antivirus protection. In addition, we have also developed additional or add- on services to provide more beneits to the customers, PLACE Community Based Channel Partnership “Buyer as a Seller” MAIN TACTIC: “ThE TOP” PRODUCT Bundling of Connectivity + Content “Commodity customization” CONSUMER ENTERPRISE PRODUCT PRICE Small Domination “Perceptions are MORE important than reality” RETAIL WhOLESALE PRICE PROMOTION Social Networking Based Promotion “Low budget high impact” SOCIAL PERSONAL PROMO TION SUPPORTING TACTIC: “ThE PILLARS” PRIVATE PUBLIC PUBLIC SEGMENTATION Community Based - Horizontal-Vertical-Cluster POSITIONING “More for Less” Mass Customization TARGETING End to end Solution Infografer STRATEGY: “ThE fOUNDATION”

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PT Telkom Indonesia Persero Tbk such as IndiHome Telephone Mania, an unlimited voice call plan from a home phone to any Telkomsel phone numbers, IndiHome Global Call, an international call plan with special prices to selected favourite destination countries, and Seamless wii.id, an add-on service for IndiHome customers to enjoy unlimited internet access at all Indonesia wii access points in Indonesia. To provide the best experience to our customers, we have also focused on the latest infrastructure technology based on a iber optic network, which provides more reliable, stable and robust connectivity, that is deployed as part of the Indonesia Digital Network. The IndiHome service was developed based on the “more for less” strategy framework, whereby customers get more beneits with less cost compared to the cost of the individual services, and which we believe is an example of our focus on value innovation to strengthen our positioning and diferentiation compared to competitors. In the corporate segment business portfolio which includes enterprise, government and business customers, we have 10 primary marketing strategies, as outlined below: 1. Enhancing Center of Excellence Strategy, which relates to development of human resources, and particularly the development of account management teams; 2. New Enterprise Business Development Process, a strategy relating to our business development process for the enterprise market, covering strategic account management, CRM enhancement, customer service and team incentives; 3. Smart Business Portfolio Unlocking, which is a business and customer portfolio development strategy that includes customer experience enhancement and service quality enhancement. 4. Telkom Group Business Synergy improvements, a strategy aimed at enhancing synergies within Telkom Group businesses by exploiting the competitive advantages of diferent subsidiaries, covering pricing synergy, productsolution synergy and channel promotion synergy within the Telkom Group; 5. High End Market Focus and Diferentiation Strategy, a strategy relating to the implementation of brand and marketing communications, including marketing program for new productssolutions 6. International MNC Expansion IMEX, a strategy to provide ICT solutions for Indonesian multinational companies that are expanding their business internationally; 7. Building a Paradox Business Model for Enterprise Segment, a strategy aimed at developing the paradox business model for enterprise customers to create a digital ecosystem with mutual beneits for entities; 8. Enhancing the Indonesia Digital Convergence Program INDICO Program, which is a derivative program of the Indonesia Digital Network IDN program, but focused more on the development of digital convergence technology for the enterprise market; 9. Synergizing integrated Ecosystem Business in Enterprise Market, a strategy to strengthen our position in the enterprise market by providing solutions based on the customer’s ecosystem, including deploying Fiber to the High End Market FTTHEM to support the ecosystem business; and