Strategy - Claranet RI

Our growth strategy is also based on replicating, in Brazilian market, the consolidation model successfully implemented in Europe by Claranet Group, combined with a meritocratic and results-oriented culture developed in Brazil.

The main pillars of our strategy are:

Organic Growth: Continue growth through acquisitions of customers organically, continuous efforts to renew contracts and innovation proposal;

Acquisitions: Acquire scale and/or skills to improve our competitive position;

Culture: Continue and evolve the culture of earnings management, cash generation and EBITDA, transparency and meritocracy, aligning our main executives with an aggressive compensation plan and challenging targets; and

Financial discipline: Continue to focus on efficiency, automation and disciplined capital allocation.

We believe that the segment in which we operate offers great growth opportunities, due to the still low penetration of services in Brazilian market. We also believe that we are well positioned to participate in a consolidation movement, supported by organic and inorganic growth.

The chart below shows the Compound Annual Growth Rate – CAGR (2020-22E) of technology segments:

Analyzing the context of Latin America, the digitalization process that had been taking place gradually, tends to be accelerated in the coming years. According to GSMA (Global System for Mobile Communications) estimates, the percentage of the population with internet access will grow from 55% in 2019 to 64% in 2025, while the number of people with smartphones is expected grow from 69% in 2019 to 80% in 2025.

In Brazilian market, in addition to the growth opportunity promoted by the digitalization of companies, the cloud segment still shows low penetration. According to IDC, currently, around 90% of large Brazilian companies still use traditional data centers and, of these, 49% also use cloud services as their IT infrastructure, highlighting a huge demand for digital migration, and offering room for expansion by independent providers of cloud technology and infrastructure. Along these lines, IDC estimates point to a 46.5% growth in spending on IaaS and platform as a service (PaaS) in Brazil, between 2020 and 2021.