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Agenda

Agenda. Trends in the world today Target Market approach About Getronics About our Global Alliances & Technology Partners. Trends in the world today. A world of continuous change – we will never reach stability 80% of businesses expect to do the same or more outsourcing in 2003

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Agenda

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  1. Agenda • Trends in the world today • Target Market approach • About Getronics • About our Global Alliances & Technology Partners

  2. Trends in the world today • A world of continuous change – we will never reach stability • 80% of businesses expect to do the same or more outsourcing in 2003 • Customers will only outsource to those who can demonstrate expertise and offer cost-savings • Connectivity and security: how to maximise one without compromising the other • People want to pay for what they use:use is better than ownership

  3. ICAT trends in IA and ICT

  4. Our global Suppliers Global Alliances & Technology partners Market Specialised Partners in Realising Added Value Getronics Interactively Collaborating Apart Together

  5. Agenda • Trends in the world today • Target Market approach • About Getronics • About our Global Alliances & Technology Partners

  6. Our Clients per Target Market Retail and Transport: 16% Finance: 34% Getronics serves 27 of its top 50 clients on an international basis Over 50% of our Top 200 are multi-national Manufacturing:14% Technology, Media and Telecom: 15% Government: 21%

  7. Our Clients per Target Market Financial Services Abbey National ABN Amro AGF Allianz ANZ AXA Group Banco Bilbao Vizcaya Bank of Tokyo-Mitsubishi Barclays Bank Citigroup Community First Bank Fortis HSBC Independence Bank ING Group IntesaBci La Caixa Mizuho National Life Rabobank SanPaolo Imi Santander Central Hispano Government/Public Sector Commonwealth of Mass. (US) Deutsche Post European Community Florida Dept. of Law Enforce. (US) Interpol Ministry of Defence (NL) Ministry of Education (Spain) Ministry of Health (Spain) Ministry of the Interior (Italy) Ministry of Justice (NL) Ministry of Finance (BE) Ministry of Water (NL) Prince William County (US) Social Security (BE) Social Security (Italy) State of Georgia (US) State of Illinois (US) Treasury (Italy) Treasury (NL) Manufacturing & Petrochemical ARCO BP Daimler Chrysler Fiat Ford Johnson Controls Philips Renault Shell Unilever Retail Ahold Elizabeth Arden Inc. Giant Eagle Stores Harris-Teeter Makro Transport Dutch Railways KLM Swiss Railways Telecom, Media & Technology Avantel BT Cox Communications Dell Computer Energis France Telecom HP IBM KPN Monster.com - TMP Corp Sprint Telecom Italia Telefonica Tiscali Versatel Healthcare & Pharmaceutical Novartis Bayer Solvay Pharmaceuticals Assn. of Paris Hospitals

  8. Working in close collaboration with specialised Target Market partners • Specialised Target Market partners are at least specialised in three ways:1) Known, recognized en respected within a specific Target Market and by the leading companies in that market. (in Dutch Gekend, bekend en erkend) 2) Experienced through at least 3 serious references within this Target Market. 3) Experience with several solutions Getronics offers for this market. Certified Engineers to realise the project successfully

  9. Agenda • Trends in the world today • Target Market approach • About Getronics • About our Global Alliances & Technology Partners

  10. VISION To be one of the worlds’ leading providers of ICT- solutions and services tothe business world. MISSION To partner with our clients – both local and global – delivering ICT solutions and services that help them achieve their business objectives and maximise the return on their ICT investments. Introducing Getronics • A € 2.6 billion global ICT company • 22,000 employees supporting our focus on ICT infrastructure and business solutions • Creating business advantage for you • Strong local presence and globally available standardised services • Independent and transparent – listed on Euronext Amsterdam since 1985

  11. 2. Getronics 1,700.00 5. Getronics 5.6 5. Getronics 5.6 Our Worldwide Ranking NCIS (Network Consulting & Integration Services) NDOS (Network Desktop & Outsourcing Services) 1. IBM Global Services 3,125.00 1. IBM Global Services 17.9 Getronics EDS 1,700.00 17.7 2. 2. 3. EDS 1,300.00 3. Compaq 7.3 4. AT&T Solutions 1,200.00 4. Alcatel 6.3 5. SBS 550.00 6. Hewlett-Packard/Compaq 547.00 6. Hewlett-Packard 4.1 7. Unisys 450.00 7. Unisys 3.1 8. CGI 387.00 8. Lucent 2.7 9. CSC 340.00 9. Nortel 2.4 10. Perot Systems 120.00 10. SBS 2 % of worldwidemarket share Millions of US dollars Source: IDC, August 2002 Source: IDC, August 2002

  12. 1 Sharing our international experience of your industry 2 Covering the territory where our clients need us 3 Giving you the benefit of our alliances and partnerships 4 Delivering quality, reliability and cost-effectiveness What Drives Getronics? We want to become the long-term, trusted ICT partner for our clients

  13. Working with Getronics Our mission is to partner with our clients delivering ICT services and solutions that help them achieve their business objectives. Consulting, designing, integrating, supplying and managing innovative, vendor-independent, cost-effective solutions. Strategic Business Process Outsourcing End to End New Business Applications ICT Management Day-to-day Support Operational

  14. Your Suppliers Your Business Your Customers p r o c e s s e s a p p l i c a t i o n s i n f r a s t r u c t u r e What can Getronics do for you?ICT solutions and services

  15. What can Getronics do for you?ICT solutions and services (see triangle)

  16. The Market-segmentation ABCMaturing Customer Needs Low Cost, Transaction Zone C Professional Services Zone A Product Zone B Basic Business Models

  17. The Market-segmentation ABCInfluence on sales process A) ROI sale / consultative sales process / solution development • Search for 3 Launching customers per geography in Target Markets • Thorough understanding of customers processes + Needs & Req • Needs & Requirements + KO-criteria not able to meet with std product • Pilot-projects drive product development & first ref in Target Markets B) Large sale / solution sales process / multiple (different) products • Collaboration with consultants for Customers outside Target Markets • Clearly divided roles within the sales process • Q3 / Q4 small % of CIP’s and new “PIE-integrators” do implementation C) Fast sale / product sales process / based on commodity products • The IIM-sales process will not be in this area

  18. A Target Markets B1 / NASA Top-250 National C Product (Partner) Channels B2 / NASA Top-1000 Geographical B3 / INDIRECT Unnamed Accounts

  19. Agenda • Trends in the world today • Target Market approach • About Getronics • About our Global Alliances & Technology Partners

  20. Major Global Alliances • Nobody can do everything themselves • Our 3 current formal Global Alliances with Cisco, Microsoft and Dell provide: • Keeping clients aware of developments, and of how these can be adopted • Communicating our clients’ particular requirements directly to those who influence technology development • Combined strength of alliances allows Getronics to participate jointly in very large bids • Getronics clients benefit from what we learn from our business partners

  21. Technology Partners in ICT & Automation • Knowledge, Document & Workflow Management • FileNET, Documentum, Staffware, Open Text • Customer Relationship Management • PeopleSoft, BMC(Remedy), Applix • Specialised Applications • Meta4, Hitachi • Business Intelligence • Business Objects, Cognos, Microstrategy • Enterprise Resource Planning • JD Edwards, SAP • Development Platforms & Application Integration • IBM, BEA,Tibco, Citect, Mitsubishi • Management Platforms • Concord, HP Openview, Tivoli • Platforms & Peripherals • HP, IBM, Olivetti, Stratus,CTS, Hitachi, Oracle

  22. MITSUBISHI ELECTRIC Technology Partners in Automation in focus • Citect IIM : Industrial Information Management - value added solutions , T&T , Q , …. - an industrial database solution - connectivity solutions to Oracle and SQL - many different solutions for production plants • Citect SCADA - Monitoring industrial production plants - Facilities Monitoring and Building Automation • Mitsubishi Electric - powerful systems PLC , Robot , … - capable capturing signals from the automation production floor - providing IT communication possibilities

  23. Vragen? Plain talk practical solutions

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