A registrars prospective on ccTLD’s

1. A registrars prospective on ccTLD’s Presented by: John L. Kane Vice President, Business Development eNom, Inc. This information is deemed proprietary and confidential

2. About eNom • 6 million names on the eNom platform • 4.7 million eNom names • 1.3 million others • 12,626 active resellers • Won “Best Registrar for Resellers” award • The largest reseller network • From large companies to individuals • Technology platform for 90 ICANN registrars • 2 billion DNS queries per day • Currently offering over 40 TLD’s…and growing • Hundreds of geographically dispersed servers : Seattle, Chicago, Dallas, Washington DC, San Jose, London This information is deemed proprietary and confidential

3. The countries where eNom has resellers include: This information is deemed proprietary and confidential *Not a complete list

4. Role of ccTLD registry: Preserving the role of the registrar relationship Registry Registrar Registrant • Registry should be responsible for providing support and service to the registrars while fulfilling the charter. We understand that all ccTLD’s are not allotted the same flexibility in working with registrars or customers. • Registrars are responsible to maintain the relationship with the registrants. • When registrants can manage their domains though the registry issues such as accurate whois, contact data, name servers and expiration dates can get out of sync with the registry and registrar This information is deemed proprietary and confidential

5. Growth Challenges • Many new ccTLD’s are offered without any value proposition • Getting the word out • Expensive for large companies to protect their brand; typically focus on the largest ccTLD’s • Too many restrictions make it hard to registrar • Manual components to the process…too labor intensive This information is deemed proprietary and confidential

6. Growth opportunities Partner with a existing registry (Afilias or VeriSign, others) or aggregator (Key Systems, Name Store) to offer services • Recent successes such as .in (india) still had many restrictions but easier from a registrar prospective to offer • Piggy back on marketing efforts • More aggressive pricing • Registrars are able to offer more ccTLD’s per integration Registrars want to offer more ccTLD’s to their customers and registrants want one registrar to manage their domains This information is deemed proprietary and confidential

7. ccTLD’s Successes Successful alternate “value propositions” (.am, .fm, .tv, .tm etc) Opening up second level domains for registration (.es and .tw) Simplifying the transfer process Registration in EPP (.eu) Creating a “buzz” around the brand or new offerings This information is deemed proprietary and confidential

8. 4P’s Conclusions • Product: • eNom could offer more ccTLD’s if integration was easier or platforms were standardized. Keep manual paperwork to a minimum; if any. • Price • eNom must provide resellers prices that will allow them to compete effectively in their markets • Proposition • ccTLD’s must understand who their prospective customers are to truly take advantage of its markets; build brand around strengths • Promotion • ccTLD’s should systematically improve their marketing capabilities and marketing message; provide registrars with better marketing tools • ccTLD’s should invest more resources in a targeted marketing efforts This information is deemed proprietary and confidential