About Orange Polska Group
Orange Polska is one of leading telecommunication providers in Poland, operating in all segments of the Polish telecoms market.
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Comprehensive services

Orange Polska is a leading provider of telecommunication and ICT services in Poland, operating in all segments of the Polish telecoms market. The Group owns the largest telecom infrastructure in Poland, providing a broad portfolio of products and services for individual, business and wholesale customers on fixed and mobile networks. We are the biggest fixed-mobile convergent operator in Poland based on FTTH technology. For business customers we offer end-to-end solutions assisting in digital transformation.
#1 network in Poland

We are the #1 network in Poland, with the largest number of both mobile and fixed customers. We ensure that our customers can use new technologies safely. We operate in harmony with the environment. We want technologies to be simple and user-friendly for everyone.
Safety and reliability

We want the use of the latest technologies to be easy and risk-free. We have created a dedicated expert team, CERT Orange Polska, which monitors threats on the net, responds to them as they show up and supports Internet users.
Orange.one Strategy
Orange.one: A new momentum for Orange Polska
In September 2017, we announced a new strategic plan for 2017–2020 called Orange.one. Our vision is to become Poland’s first choice telecommunications operator for consumers and businesses by 2020, while creating a business model that will generate sustainable growth in both sales and profits. We expect to achieve these objectives by developing services and products of unmatched quality, supported by the comprehensive development of our fibre network and digital capabilities, and by significantly increasing our operational efficiency.

Orange.one reaffirms the key priorities of the previous strategy announced at the beginning of 2016, while giving them a new momentum. To achieve the goal of sustainable turnaround, we will need better execution, clearer focus and more agility. All our business decisions will be driven to a greater extent by value creation, and our customer propositions will be driven by simplicity and consistency. Poland’s telecommunications market is characterised by very intense competition and even though there are some clear signs of a shift towards value-oriented strategies, we do not expect any significant change in the level of competition.

Orange.one strategy
We have right assets at hand
We believe to have adequate assets to implement our strategy, and what we need is better execution to get the proper return and value out of these assets. We have Poland’s largest base of mobile and fixed line customers, who have trusted us. For several years we have continued to heavily invest in our mobile and fixed networks, and their connectivity has been appreciated by both retail and wholesale customers. We operate under a global and broadly recognised brand, which is a major source of competitive advantage, as it is considered innovative and enjoys very high awareness. The Company’s another strength is highly motivated and skilled employees, in whom we invest to make them contribute to value creation.
Strategy for Orange Polska
Orange.one Strategy
Consumer market strategy driven by convergence
The key to success in the B2C market is convergence, or sales of mobile and fixed line service bundles. Convergence addresses household telecommunication needs in a comprehensive manner, increases customer satisfaction and reduces churn. We still see a great potential in convergence for both upselling additional services to the households where we are already present and entering new households with our services. According to our research, about 90% of Polish households still buy telecom services from several suppliers. A fast, modern and reliable network is a critical factor to success in convergence. Our ambition is to have over 5 million households, or about 40% of all households in Poland, connectable to our fibre network by 2020. While implementing our strategy in the mass market, we also account for customers who for some reason do not need or do not want convergence, offering them attractive tariff plans and equipment at competitive prices. In customer acquisition and retention, our guiding principle will be to create value for the Company.
Business market strategy driven by digital transformation
In the B2B market, our main ambition is to become the first choice partner for our customers in digitisation. Digitisation is currently the key transformation process in business organisations with respect to both their internal environment and their products and services. This process involves increased demand for data transmission, business migration to the cloud, increased cybersecurity needs and demand for tailor-made and much more flexible ICT solutions. Development in these areas is our priority. We continue to improve connectivity, which provides the basis for digitisation of both corporations and small businesses. Convergence, which is the key growth engine in the B2C market, is also a pillar of our offer to small to medium companies, often supplemented by an ICT component. In the next few years, the Internet of Things will remain a major growth area. We continue development also in this segment, benefiting from the fact that we are currently the market leader in machine-to-machine (M2M) services.

Our common ambition for both B2B and B2C segments is to achieve the number one position in NPS (Net Promoter Score) ranking on the Polish market by 2020.

Financial goal: Sustainable growth of revenue and EBITDA in 2020
Proper implementation of the Orange.one strategy is to lead to the development of a business model which will enable us to return to a sustainable and stable growth path. In financial terms, this should result in a gradual improvement in trends, generating sustainable revenue and EBITDA growth.

It is to be driven by the following factors:

  • significant growth of convergent customer base and convergent services,
  • more focus on value generation,
  • successful development in adjacent business areas (ICT, Orange Energy, Orange Smart Care, sales of equipment), and
  • a diminishing share of legacy services in total revenues.

The improving revenue trend will contribute to an improvement in the EBITDA trend, which will be also driven by operating leverage and continued cost optimisation. We forecast a reduction of underlying indirect costs by 12–15% by 2020 versus 2016. Savings will be generated across all cost groups, including labour, outsourcing, general & administrative, energy and network maintenance costs. They will result largely from comprehensive transformation of Orange Polska’s processes at each stage of our business model: networks, products and services, distribution and customer care. The transformation of our processes will aim at their simplification, automation and digitisation.

The intended capex will reflect our connectivity programme and business transformation needs. Our capex ambition is to spend at least PLN 2 billion annually by 2020, including ambition to spend ca PLN 2.8 billion on fibre network deployment in 2018–2020 to cover more than 5 million households by the end of 2020.

Current performance and expectations validate strategic objectives
We believe that our financial performance in 2018 and 2019, as well as our expectations for 2020 fully validate our Orange.one strategy. In 2018, we reported the first improvement in our operating profitability measure (adjusted EBITDA) after twelve years of decline. The upward trend continued in 2019 (while adjusted EBITDA was replaced by EBITDAaL as the key measure of operating profitability). In 2018, the growth resulted exclusively from cost savings and higher gains on sale of real estate, whereas last year it was also driven by revenues, which grew for the first time in a long period. The reversal of prolonged negative trends has been mainly a result of the implementation of our convergence strategy, monetisation of fibre network investments, steady focus on value generation in our commercial activities, ‘more for more’ pricing strategy and very high cost savings. Operating profitability is improving despite continued structural pressure on high-margin traditional fixed line services, the erosion of which almost fully filters through to profits. The ambition to sustain this growth in 2020 has been significantly affected by the COVID-19 pandemic. We estimate that despite a 1.7% increase in revenues in the first half of 2020, it will not be possible to attain full-year revenue growth. The results of the first six months were strongly supported by very good performance in ICT, driven by contracts concluded before the pandemic and the consolidation of BlueSoft. In the second half of 2020, we expect pressure on the business market, especially in the ICT segment, a further decline in roaming revenues, and a potential further decrease in equipment sales. However, we are reiterating our full-year EBITDAaL growth guidance, as the results of the first six months, during which EBITDAaL increased by 8%, represent a significant contribution towards meeting the challenges in the second half of the year. Additional measures to mitigate the negative impact of the pandemic on the Group’s performance (e.g. a change regarding jubilee awards, enabling release of balance-sheet provisions) have been a major support in this area.
Our services

We want to be the number one operator for Polish households and the trusted partner of choice for businesses, supporting digital transformation. We offer a broad portfolio of telecommunication products and services for individual, business and wholesale customers. We are one of the biggest fixed-mobile convergent operators in Poland, offering fixed connectivity based on different technologies.

We provide modern fixed and mobile services, broadband and data services, as well as multimedia services. In addition, we offer comprehensive ICT (Information and Communications Technology) solutions for business, provide leased lines services, sell telecommunication equipment and carry out telecommunication infrastructure development. We also sell electricity to both residential and business customers.

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Orange Love convergent offer
We have already bet on convergence in 2017 introducing Orange Love as our flagship offer for Polish households. The Orange Love offer is a predefined set of fixed and mobile services, bundled together and sold at an attractive fixed price. The basic package can be extended with extra fees for additional SIM cards, higher fibre-broadband speed and additional TV content. On top of that we offer a wide range of smartphones at attractive prices. Importantly, Orange Love is available on any broadband technology (fibre and copper), and also on LTE positioned as home broadband. This allows us to market this offer all over the country, which is very efficient. By the end of 2022, Orange Love had attracted more than 1.6 million customers.
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Mobile services
We offer a variety of both post-paid and pre-paid services. In response to rapid growth in data traffic volume, we have steadily increased the number of our base stations and enhanced their capacity. LTE coverage for all bands was 99.9% of the population on 98.5% of Poland’s territory at the end of December 2022. Orange Polska provided 4G services via nearly 12,000 base stations. This included 10,600 base stations enabling spectrum aggregation. Despite the delay in the auction for the 5G-dedicated C-band, in 2021 Orange Polska launched its 5G service in the Dynamic Spectrum Sharing (DSS) mode in the 2100 MHz band. 5G coverage has been steadily extended and the number of our 5G DSS base stations exceeded 3.3k by the end of 2022.

We offer a broad range of tariff plans to our B2C and B2B customers. Our post-paid offer for B2C customers consists of three major tariff plans (‘S,M or L’) at a fixed price of PLN 55, 65 or 85, depending on the selected data pool. All our mobile plans feature unlimited calls to all fixed and mobile networks in Poland as well as roaming calls within EU. All agreements are concluded for a fixed period of time, typically 24 months. Our customers can also buy handsets in instalments at any point during the lifetime of their service agreement. Our offer is complemented by a wide portfolio of other devices: tablets, netbooks, laptops, modems, routers and TV sets.

Our pre-paid offering, integrated under the brand name of ‘Orange na karte’, enables customers to get access to our network upon the purchase of a starter pack (SIM card + pool to be used for mobile services). In the pre-paid scheme, there are no monthly subscription fees and customers can top up their accounts at any moment.

Orange Polska’s mobile services base has been steadily growing. At the end of 2022, it reached 17.6 million. This figure included 12.6 million post-paid customers and 5 million pre-paid customers.

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Broadband access and TV services
We provide comprehensive data services using ADSL, VDSL and FTTH (Fibre To The Home) fixed technologies as well as mobile technology. B2C customers are offered agreements for 24 months or an indefinite period, with download speeds of up to 300 Mbps, up to 600 Mbps or up to 1 Gbps.

Total number of fixed broadband customers exceeded 2.8 million at the end of 2022. Our fixed broadband customer base is undergoing major technological transformation. Mostly non-competitive ADSL technology is being increasingly replaced by growth technologies, mainly fibre and wireless for fixed, owing to our investments in the network connectivity.

At the end of 2022, more than 7 million households were connectable with our fibre network. Our fibre customer base stood at 1.2 million at the end of 2022, reaching 42% of our total broadband customer base.

An important factor in competing for fixed broadband customers is the quality of the TV offer. Notably, the Polish market is characterised by very little exclusive content. Even expensive TV content (such as rights to broadcast sports events) is broadly distributed to cable televisions. Orange Polska continues to follow its strategy as a content distributor, co-operating with all major content providers.

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Orange Flex
In 2019, we launched an innovative offer called Orange Flex. It is fully digital and managed with a smartphone app, which enables customers to adjust their mobile plans using their smartphones and subsequently change packages depending on their needs with no loyalty agreements involved. Customers can choose from among four tariff plans which differ in data transfer limits. They can change these plans (as often as every month), as well as buy additional services in real time or even temporarily disable the service with no consequences. Customers effect payments with a payment card attached to the application, so there is no need for invoices.

Orange Flex was developed from scratch and based to a large extent on feedback from our customers. Flex combines the flexibility of pre-paid offers with the convenience of post-paid ones. A breakthrough feature is that customers can activate a new number in a few minutes with no interaction with an operator using eSIM technology. We believe that this highly innovative offer sets a new benchmark for the future of telecommunications services, which are to be marked by full flexibility and digital experience.

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Fixed voice services
As Orange Polska, we offer fixed voice services including local, domestic-long-distance, fixed-to-mobile and international calls. These are available both in PAYG or minute-packages in the subscription. At the end of 2022, we had 2.6 million fixed voice customers, including 1.2 million customers using these services in the VoIP technology.

Our fixed voice customer base (excluding VoIP) has been gradually eroding. The decline can be attributed mainly to structural demographic factors and the popularity of mobile services with unlimited calls to all networks. It is also a result of our convergence strategy, which stimulates partial migration of customers to VoIP.

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Data solutions for business market
We are the main provider of leased lines in Poland, both analogue and digital options, with a standardised transmission band. Our key customers include other telecom operators, government ministries, financial institutions and ISP providers.

We offer a broad service portfolio for small to medium companies as well as sophisticated solutions for large corporations.

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Regulatory environment
General rules
The Polish telecommunications market is subject to wide sector regulation, including that which is established at the EU level and transposed to national legislation. It is supervised by a National Regulatory Authority (NRA), the Office of Electronic Communications (UKE). As a general rule, the telecom market is divided into separate markets for wholesale and retail services (so-called ‘relevant markets’). UKE analyses the level of competition within each of these markets and, based on this analysis, decides on the necessary level of regulations. As a former incumbent operator on the fixed services market, Orange Polska is designated an entity with significant market power and is subject to regulations in certain market segments. In particular, the Company is obliged to prepare regulatory accounting separation statements and perform cost calculation for LLU and BSA services, which are to be verified by an independent auditor annually. As such, this regulatory regime has a significant impact on some of the services we provide. On the mobile market, regulations are equal for Orange Polska and other major market players. Our activities are also subject to supervision by the Office of Competition and Consumer Protection (UOKiK).
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Core regulations
We consider the following regulations to be the most important for our business at the moment:

  • Access to wholesale broadband services (also known as Bit Stream Access, or BSA) and physical access to the last mile infrastructure (Local Loop Unbundling, or LLU) are mandatory under cost orientation obligation (verified by Margin Squeeze/Price Squeeze tests) and non-discrimination rules (including Chinese Walls), and this legislation covers both fibre and copper lines. Orange Polska is not obliged to provide BSA on fibre and copper infrastructure in 151 deregulated municipalities. LLU is not required in 51 deregulated municipalities. The Company, as other beneficiaries of public funds, is also providing wholesale access to its network built within the POPC programme based on BSA and LLU, as well as access to infrastructure.
  • Regulation of call termination services. The level of termination rates is established in the Delegated Regulation, and the following rates apply:
  • The single EU-wide maximum rate for voice call termination on a mobile network (MTR) will be 0.2 euro cents per minute from 1 January 2024. Since 01.01.2023 MTR was decreased to PLN 0.0190.
  • The maximum EU-wide rate for terminating a voice call on a fixed network (FTR) has been at 0.0032 PLN 0/min since 01.01.2022.

Obviously, as a business entity, we must also comply with administrative decisions and general law and regulations. 

Further amendments to telecom rules are pending at both European and national level.

 

Recent trends in the regulatory environment

In 2022, the legal environment was characterized by instability and high dynamics of change. Changes resulted both from the adaptation of Polish law to European Union law and from national initiatives. Frequent, wide-ranging and fast-paced legislative changes entail the need for constant and careful monitoring of the environment, especially as many of the changes underway involve the imposition of new obligations and consequently require complex and costly implementation and adaptation measures.

One of the most important regulatory developments in the telecommunications sector – the implementation of the European Electronic Communications Code – continued in 2022. Adoption of the new Electronic Communications Law (PKE) is planned for 2023. The current Act – the Telecommunications Law – has been in force for almost two decades. A number of revolutionary solutions will be introduced, opening a new chapter in the provision of electronic communications services, including the return of unused prepaid funds, direct billing regulations (adding payments for services purchased online, e.g. games or music, to the telecommunications bill), new pre-contractual information obligations, partial regulation of over-the-top services, and changes to contracts.

National legislative acts of significant sectoral relevance for telecommunications that were adopted in 2022 covered such areas as consumer protection, energy, infrastructure reporting system, security and defence, special prepaid solutions for Ukrainian citizens and construction law, among others.

Acts of significant relevance at the EU level include those on cybersecurity and the establishment of a new regulatory framework for digital markets and services. There are ongoing legislative works (currently at the government level) on the draft act on amending the act on the national cybersecurity system. In particular, the draft provides for the assessment scheme of so-called ‘highrisk vendors’, creation of the National Security Network, and some operational amendments regarding security of networks.

Recently, the regulatory policy has concentrated on amending domestic regulations and monitoring the EU regulations. The extended regulations lead to implementation of IP interconnection for termination of calls in Orange Polska’s network. The Polish NRA also focuses on new rules of regulation of access to wholesale broadband network by reviewing partially regulated BSA and LLU markets, but also issuing decisions regarding access to networks of beneficiaries of EU funds. New reporting obligations are also being implemented with respect to network elements, coverage of fixed and mobile networks, services, and investment plans. At the same time, the implementation of the EU regulations is monitored especially in the areas of roaming regulations and open internet regulations.

Organisation
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Orange Polska S.A.
The Orange Polska Group comprises Orange Polska S.A. and its subsidiaries(*). The Group is part of the Orange Group based in France. Orange Polska shares are listed on the Warsaw Stock Exchange. The Group is the principal provider of telecommunications services in Poland. The Group provides mobile and fixed telecommunications services, including calls, messaging, content, Internet access and TV. In addition, the Group provides ICT (Information and Communications Technology), leased lines sand other value-added telecommunication services, as well as sells telecommunication equipment. Furthermore, Orange Polska provides data transmission services, develops telecommunication infrastructure and distributes electricity and financial services.

The Orange brand is highly appreciated by Polish consumers for the choice and quality of the services offered. Currently, mobile and fixed voice, mobile and fixed broadband, data transmission as well as multimedia services: mobile television, mobile portal and music content are provided under the Orange brand. For more information about the Orange portfolio please visit www.orange.pl.

Orange Polska’s registered office is located in Warsaw at 160 Aleje Jerozolimskie St.

(*) The full list of subsidiaries of Orange Polska you can find  here

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BlueSoft
One of the market leaders in software and applications for business. It provides IT services in areas such as application development and integration, system customisation, analytics and cloud services. BlueSoft sells its tailor-made solutions to blue-chip clients from a number of sectors, including banking and insurance, utilities, pharmaceuticals, telecommunications and logistics.

Established in 2002, the company was acquired by Orange Polska in 2019. About 650 people, mainly consultants and programmers, work for the company. It generates revenues of approximately PLN 120 million per year. Over 80 companies around the world use BlueSoft’s services.

For more information please visit: www.bluesoft.com

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Orange Energia
The largest alternative retail electricity reseller in Poland. The company was established in 2017 and is the only member of the Orange Group operating in the area of electricity distribution. It provides clean energy, 100% from renewable sources (RES), to over 120,000 customers.

For more information please visit: www.orange.pl/view/energia

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Craftware
The company has been in business since 2009. It offers the analysis, design and implementation of customer relationship management (CRM) systems. It has extensive experience in the implementation and integration of connected CRM systems, specialising in Salesforce, which is world’s #1 CRM platform used by more than 150,000 companies worldwide. Craftware’s customer base includes blue-chip companies from the pharmaceutical, FMCG, retail and finance industries. Its workforce exceeds 300 people. It generates revenues of approximately PLN 63 million per year.

On December 7, 2020, Craftware was acquired by BlueSoft, a member company of the Orange Polska Group. With this acquisition Orange Polska has expanded its ICT competence in the market of specialised services for enterprises, thus responding to the growing needs of business customers related to digital transformation.

For more information please visit: www.craftware.pl

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Integrated Solutions
One of the largest ICT system integrators on the Polish market. It has been active since 2011, offering innovative solutions in the areas of integration of local and wide area networks (LAN and WAN), unified communication, security of networks and devices, as well as data centers along with cloud computing. It sells its products to transport and logistics industries and holds a significant market share in solutions for public institutions, education, banking, media and a number of other sectors.

Integrated Solutions advises its customers on how to develop their business even further with digitisation and modern technologies. It provides ready-made solutions and ensures the highest level of implementation security.

For more information please visit: www.integratedsolutions.pl

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Orange Foundation
The Orange Foundation works for the modern education of children and youth. It teaches young people how to use technology wisely and creatively, so that they can fully develop their potential and competencies necessary in the future. With the Foundation, they learn the online safety rules and the basics of programming, robotics, artificial intelligence and 3D printing. It also supports teachers and parents in developing digital skills. Orange employees are actively involved in the activities of the Foundation as volunteers.

The Foundation was established in 2005 by Orange Polska S.A. to achieve socially useful goals. It has received numerous awards and distinctions for its initiatives since then.

For more information please visit: www.fundacja.orange.pl

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History

The timeline below offers a few glimpses into the development of Orange Polska S.A. from a national telephone company to a twenty-first century communications corporation.

  • June : Orange Polska announces Orange.Grow  – the new strategy for 2021-2024
  • April: creation of Światłowód Inwestycje (FiberCo), a 50/50 % joint venture partnership with APG
  • Acquisition of 100% shares in Craftware, an ICT integrator, specializing in CRM solutions
  • Orange Polska is expanding its ICT business by acquiring 100% shares of BlueSoft, software house providing tailor-made solutions for blue-chip clients
  • Launch of Orange Flex, a fully digital offer supported by a mobile application
  • Launch of Orange Love, a convergence offer for households
  • Announcement of the Orange.one strategy for 2017-2020
  • The Company commences massive development of FTTH lines
  • 31.12.2013 TP S.A., PTK Centertel and Orange Polska sp. z o.o. merged into a single company known as Orange Polska S.A.
  • Orange becomes main trade brand
  • TP S.A. signs a co-operation agreement with TVN
  • TP S.A. signs a groundbreaking Arrangement with the Regulator
  • TP S.A. introduces its TV offer (IPTV and satellite)
  • PTK Centertel, the mobile arm of the Group, launches services under the Orange brand
  • Consortium increases share ownership to 47.5%
  • Consortium of France Telecom and Kulczyk Holding SA becomes strategic partner of TP S.A. (35% shareholding)
  • Privatisation and listings in Warsaw and London (GDR)
  • Telekomunikacja Polska established
  • Polska Poczta, Telegraf i Telefon (Polish Post, Telegraph and Telephone) established
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