Account Planning Workshop March 1-2 2006

1. Account Planning WorkshopMarch 1-2 2006 ABN AMRO Participants Facilitator Christopher Neil-Jones, Talent Capital (Executive Match) Chris@talcap.net +44 (0)207 078 3937 1

2. Business Trends & Priorities • Focus on reducing operational costs • Total return to shareholders • Reduce OPEX €500m by 2007, €600m by 2008 • Growth: acquisitions, India, Malaysia, Indonesia, China? • Drive to outsource; be a leader in sector, offshoring (back office, HR, Finance) • Focus on mass affluent segment • Need to open retail branches quickly • “One Bank” • Focus on core activities Customer’s Business priorities • Reduce operational risk • Value • Service excellence • Agility

3. IT Trends & Priorities • $1.5bn IT spend, reducing to $1.2m in 2 yrs • Outsource: Verizon, Avaya, IBM as guardian, ABN have purchase decision on assets • Global datacentre consolidation • Recognized security vulnerabilities (plan to spend $37m in CY06) • Focus on 4 pillars: • Reduce operational risk • Value • Service excellence • Agility • Disconnect between business & IT • IT wants to add value to business

4. Perception of Cisco • Disjointed account team. Everyone is GAM • Resources not where we need them • No clear visible structure • Too focussed on internal politics & remuneration issues – too visbile to us • Not customer oriented, just selling • They don’t understand our objectives • Better exec engagement that works • IBSG is great – interested to take this further • Individuals selling things that aren’t approved • Don’t tell me about products, talk about my needs • Talk about complete solutions, not components • Need to be grown-up in our behaviour & work with Avaya & Verizon • Making good progress in fixing issues Source: Interviews with senior customer executives by Talent Capital February 2006.

5. Our Objectives • FY05 = $22m, FY04 = $36m. Services $19.6m (FY05), $12m (FY04) • FY06 target = $26m +10/-8 • FY07 expected $22m, services $6m • Sort out account team roles & responsibilities • align resources according to ABN needs • communicate the plan • Security & Video: be recognized as strategic partner • Datacentre: align with IBM, get strategy to churn • Understand ABN business drivers & be seen as relevant • Align with regional operations people & help make the rollout work • Direct AS engagement (NOS) • Joint account plan with Verizon, including AS • Coverage model

6. Getting Our Act Together…. • The customer is telling us we must fix these things: • Define the relationship map • PJ team • Regional TNS • SE’s, AM’s, Service • Exec engagement • Global compensation issues • Use of job titles towards customer • Internal communications • Verizon contact matrix

7. Services Telecoms and Network Services Key * Target No Relationship Non-Supporter Developing Relationship Solid Supporter

8. MCI Verizon Key * Target No Relationship Non-Supporter Cisco Channel Team Brian Steel: CAM Europe Brigid Cerelli: SAM, Europe Developing Relationship Solid Supporter

9. Relationship matrix

10. Relationship matrix (2) To be completed (see actions)

11. Relationship matrix: exec engagement To be completed (see actions)

12. Business Flow

13. Third-Party Mapping

14. Actions

15. Team Actions