5-Year Plan for Ex p andin g Into Managed IP Infrastructure Services

1. 5-Year Plan for Expanding Into Managed IP Infrastructure Services 10 March 2006 The information provided in this business plan is confidential. Please do not disclose it to anyone without checking with me first. Thanks. altaf@altafkhan.com

2. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

3. Key Assumptions • This company is currently successful in selling and supporting computer HW/SW • This company possesses a long list of repeat corporate clients • This company wants to improve her profitability through an entry into the more lucrative and rapidly-growing local and regional market for high-quality IP infrastructure Summary … Company … Services … Market Analysis … Strategy … Financials

4. Managed IP Infrastructure Services • A provider of secure, managed, guaranteed-high-availability IP infrastructure and applications • Focused on the financial, telecom and oil & gas sectors • Sales, support and training presence in Lahore, Karachi, Islamabad, Dubai, Dhahran and Beijing Summary … Company … Services … Market Analysis … Strategy … Financials

5. Mission Planned and sustained growth in: • Number of professionals • Revenue per professional Summary … Company … Services … Market Analysis … Strategy … Financials

6. Mission Build lasting relationships with our clients by consistently exceeding their expectations Summary … Company … Services … Market Analysis … Strategy … Financials

7. Key Objectives NOTE: These objectives do not assume the offering of managed services Summary … Company … Services … Market Analysis … Strategy … Financials

8. Strategy Summary … Company … Services … Market Analysis … Strategy … Financials

9. Main Risks Summary … Company … Services … Market Analysis … Strategy … Financials

10. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

11. Key Assumptions • This company is currently successful in selling and supporting computer HW/SW • This company possesses a long list of repeat corporate clients • This company wants to improve her profitability through an entry into the more lucrative and rapidly-growing local and regional market for high-quality IP infrastructure Summary … Company … Services … Market Analysis … Strategy … Financials

12. Growth Path Lahore TRAINING CENTER Dubai Islamabad Karachi Dhahran Beijing Summary … Company … Services … Market Analysis … Strategy … Financials

13. Growth in the Number of Sales/Engineering Professionals Summary … Company … Services … Market Analysis … Strategy … Financials

14. Start-Up Expenses Cash required for first year’s operations:PKR 20 million Net expenses for running first year’s operation:PKR 3 million Summary … Company … Services … Market Analysis … Strategy … Financials

15. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

16. Service Description • We will provided services for the deployment, monitoring, maintenance, and up-gradation of IP infrastructure • The reliability of our deployments and speed of our execution will be our hallmark • Our focus will be on IP infrastructure and services for the financial, telecom and oil & gas sectors Summary … Company … Services … Market Analysis … Strategy … Financials

17. Deployment/Maintenance, then Managed Services • Our initial focus will be on deployment, maintenance and network/information security • Later we will move into managed IP services. Managed services’ customers want service providers to not only deploy, but also manage their network infrastructure/applications (e.g. VPN, IP telephony) to reduce costs and improve reliability as well as security. Summary … Company … Services … Market Analysis … Strategy … Financials

18. List ofServices • LAN • WAN • Enterprise Networks • Core Networks • Wireless Networks • Fiber Optic Networks • VPN • IP Telephony • IP Contact Centers • Video Conferencing • Network Security Monitoring • Information Security Management Summary … Company … Services … Market Analysis … Strategy … Financials

19. Competitive Comparison (1) The competition comes in several forms: • No competition at all: • In-house team • Most significant • Disadvantages: Inefficiency; High employee turn-over • Our advantages: Focus; Speed; Cost; Long-term support Summary … Company … Services … Market Analysis … Strategy … Financials

20. Competitive Comparison (2) • Large, multinationals (e.g. NCR): • Disadvantages: Generalists; They drive their clients; Cost; Lack of innovation • Our advantages: Specialists; Innovative solutions; Speed; Managed services Summary … Company … Services … Market Analysis … Strategy … Financials

21. Competitive Comparison (3) • Local companies • Not many, yet! Unable to meet even the local demand • Disadvantages: Unplanned growth; Having problems in attracting/retaining talent; Focus on low-end deployments; Lack of control on cost/schedule/quality • Our advantages: Sector focus; Methodology fine-tuned for speed; Focused on attracting/retaining talent; High-end services (managed, security); Strong project mgmt. Summary … Company … Services … Market Analysis … Strategy … Financials

22. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

23. The Business Opportunity • Spending on IP infrastructure is increasing in Pakistan as well as the surrounding region (e.g. look at Cisco’s sales-team growth in Pakistan) • The convergence of voice and data networks requires corporate data networks’ up-gradation • The difference between supply and demand for IP services is widening with time Summary … Company … Services … Market Analysis … Strategy … Financials

24. Summary • We will be focusing on medium to large organizations • The reliability of our deployments and speed of our execution will be our hallmark • Our focus will be on IP infrastructure and services for the financial, telecom and oil & gas sectors Summary … Company … Services … Market Analysis … Strategy … Financials

25. Focused on long-term ROI. Security is a key focus area. Medium-size Organizations Market Segmentation Large Organizations Interested in the lower costs offered by managed services. Summary … Company … Services … Market Analysis … Strategy … Financials

26. We will be responsible for the deployment, 24x7x365 performance and security monitoring, maintenance, up-gradation, and meeting SLA targets. Types Our Contracts Managed Services Turn-Key Projects We will deploy and then handover the system to the customer. We will also provide on-demand maintenance. Summary … Company … Services … Market Analysis … Strategy … Financials

27. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

28. Why Pakistan? • The IP infrastructure is growing at a brisk pace in Pakistan as indicated by Cisco’s order-of-magnitude sales-force expansion • Same is happening in the region surrounding Pakistan. • The number of quality EE/TE/CE graduates is set to get a boast due to the launch of new programs at universities like NU (Lahore, Karachi, Islamabad, Peshawar), LUMS, and others Summary … Company … Services … Market Analysis … Strategy … Financials

29. Selling Our Services • Our services will be sold mainly on a word-of-mouth basis, with relationships with our partners/end-users and past experience being the important factors • The key to a favorable decisions made by our initial clients and partners will be based the trust in the professional reputation of the company Summary … Company … Services … Market Analysis … Strategy … Financials

30. Sales Strategy • We will start the sales effort in Lahore, followed by Karachi, Islamabad, Dubai, Dhahran, and finally in Beijing • Our initial focus will be on building strong partnerships with companies like Cisco and NCR. They will play a key role in brining us high-value customers. • The emphasis in Dubai, Dhahran, and Beijing will be on finding local partners of high repute along with leveraging our relationships with Cisco/NCR, etc. Summary … Company … Services … Market Analysis … Strategy … Financials

31. Sales Supplements The business expansion will begin with additions to the corporate Website establishing the positioning, followed by a printed brochure Summary … Company … Services … Market Analysis … Strategy … Financials

32. Certification/Partnership Target Summary … Company … Services … Market Analysis … Strategy … Financials

33. Revenue Growth Per Professional Our key corporate goal is to systematically increase the overall per (sales/engineering) professional productivity +20% +20% +20% +20% Summary … Company … Services … Market Analysis … Strategy … Financials

34. Revenue Forecast(million PKR) NOTE: This forecast do not assume the offering of managed services Summary … Company … Services … Market Analysis … Strategy … Financials

35. Overview • Executive Summary • Company Summary • Services • Market Analysis • Strategy & Implementation • Financial Info

36. Forecasts:Revenue,Pre-Tax Profits NOTE: This forecast does not assume the offering of managed services Summary … Company … Services … Market Analysis … Strategy … Financials

37. Investments Returns Over Five Years NOTE: These numbers do not assume the offering of managed services Summary … Company … Services … Market Analysis … Strategy … Financials

38. Start-up year’s ramp-up discount is shown in italics The number of professionals is shown in bold Financial Worksheet NOTE: This worksheet does not assume the offering of managed services

39. The Training Center • A non-for-profit, stand-alone, self-sustaining operation in Pakistan – focused on the training of networking professionals for our staff as well as others • Training will be provided by full-time trainers as well as members of our installation/maintenance engineering staff • Joining the Cisco Networking Academy program is an option as well. It will, however, require the registration of a separate non-profit entity.