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Update IP Infrastructure EMEAI

Update IP Infrastructure EMEAI. Agenda. Organization Sales analysis. Organisation. NIBU Tom Burns. ESD Sales E&S Anil Srivastava. NIBU RSC EMEAI Philippe Chadoin. Staff Catherine Dauvergne. Data Sales Specialists. Business Development. Marketing. Professional Services Fred Dosch.

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Update IP Infrastructure EMEAI

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  1. Update IP Infrastructure EMEAI

  2. Agenda • Organization • Sales analysis

  3. Organisation

  4. NIBU Tom Burns ESD Sales E&S Anil Srivastava NIBU RSC EMEAI Philippe Chadoin Staff Catherine Dauvergne Data Sales Specialists Business Development Marketing Professional Services Fred Dosch Sales Admin Sales Forecast Analysis Jo Durame Sales Marketing Youb Saim Admin Financial Control Corrine Admin Channel Development Aref Cheikhrouhou Product Marketing Jaap de Goede Logistics Bernard Cozic Marie C Spitz Field Services Cristoph Kirschner Area 1 TBH Defense Marketing Daniel Maillard Sales Reporting Annie Armando Area 3 Olaf Lindenau Sales Marketing Vincent Fastier Process/Procedures Laurence Maz Derutin Area 4 TBH Technical Response Center Maroun Rouhana Moussa Sales/Pricing Performance Joel Martin Area 5 TBH Area 6 Guy vd Audenaerde NIBU EMAI RSC organisation

  5. EMAI RSC Organization • New comers: • Vincent Fastier to share the sales marketing load with Youb and provide better support to Areas • Marie Jo Durame (Oct 1st) to enhance forecasting and generate more intelligence in the field • To be hired • Business Developer in France approved for external recruitment • Business Developer in Spain approved for external recruitment • To be investigated • Role and position of SEs in the areas • To keep focus on NIBU in 2007 • To maintain the skill level while technologies/solutions scope will go on increasing • To hire an additional person to support Jaap in Product Marketing

  6. Sales Analysis End of August 2006

  7. 2006 EMEAI ObjectivesBreakdown per Area • The sales objectives for 2006 is 63.1M€ • Expected growth of 12.5% over 2005 achievement • The booking objectives for 2006 is 65.6M€ • Expected growth of22.75% over 2005 achievement • The book to bill ratio objective is 1.04 • To be compared to 0.96 in 2005 CIS ECE MEAI UL&EIRE Germany Nordics Portugal France Benelux Italy Spain

  8. Q1-06 EMEAI Sales analysisBreakdown per Area • The sales increased by 16.85% in Q1 2006 versus same period in 2005 • From 13.83M€ to 16.16M€ • The area respective weight is changing due to different growth rate • Area 4 grew by 74.5% • France doubled its numbers versus Q1-05 • MEAI grew by 36.15% • Area 3 grew by 25.15% • Area 1 grew by 16.5% • Area 6 decreased by 8.9% • Benelux grew by 29.9% • UK and Ireland decreased by 19.4% • Nordics decreased by 60.6% • Area 5 decreased by 53%

  9. Q1-06 EMEAI Booking analysisBreakdown per Area • The booking increased by 75% in Q1 2006 versus same period in 2005 • From 9M€ to 15.81M€ • The area respective weight is changing due to different growth rate • Area 1 grew by 266% • Area 4 grew by 130.5% • France almost triped its number • MEAI grew by 56.% • Area 6 grew by 80.6% • Nordics grew by 147% • Benelux grew by 75% • UK and Ireland grew by 64% • Area 3 grew by 57.8% • Germany grew by 39.8% • ECE tripled its numbers • CIS grew from negative to 400K€ • Area 5 decreased by 30%

  10. Q2-06 EMEAI Sales analysisBreakdown per Area • The sales increased by 9.85% in Q2 2006 versus same period in 2005 • From 13.69M€ to 15.03M€ • The area respective weight is changing due to different growth rate • Area 1 grew by 43.3% • Spain grew by 61% • Area 4 grew by 37.9% • France grew by 60.7% • MEAI decreased by 6.3% • Area 6 was stable • Nordics grew by 37.9% • meanwhile Benelux decreased by 17% • Area 3 decreased by 8.20% • CIS plummeted by 90% from 1M€ to 0.1M€ • Germany slightly took off • Area 5 decreased by 12.7%

  11. Q2-06 EMEAI Booking analysisBreakdown per Area • The booking increased by 16.91% in Q2 2006 versus same period in 2005 • From 12.8M€ to 15M€ • The area respective weight is changing due to different growth rate • Area 4 grew by 39.3% • France grew by 61% • MEAI was stable • Area 3 grew by 20.1% • CIS grew by 58.6% • Germany slightly took off • Area 1 grew by 15% • Spain grew by 90.2% • meanwhile Portugal decreased by 68.3% • Area 6 decreased by 2.8% • Area 5 decreased by 22%

  12. YTD August 06 EMEAI Sales analysisBreakdown per Area • The sales increased by 13.55% at end 08/2006 versus same period in 2005 • From 32M€ to 36.3M€ • The area respective weight is changing due to different growth rate • Area 4 grew by 53.9% • France grew by 73% • Area 1 grew by 19.9% • Spain grew by 67% • Area 6 grew by 4.9% • UK and Ireland grew by 16.8% • Area 3 is almost stable • Although CIS which divided its numbers by 3 • Area 5 decreased by 35% • Italy decreased by 36%

  13. YTD August 06 EMEAI Booking analysisBreakdown per Area • The booking increased by 32.6% at end 08/2006 versus same period in 2005 • From 29.5M€ to 39.1M€ • The area respective weight is changing due to different growth rate • Area 4 grew by 87% • France grew from 3.9M€ to 8.9M€ • Area 1 grew by 59% • Spain doubled its numbers from 1.5M€ to 3M€ • Area 6 grew by 26.8% • UK and Ireland grew by 76% • Area 3 grew by 10.5% • CIS grew by 45% • Area 5 decreased by 17.5% • Italy decreased by 19%

  14. YTD’06 EMEAI Sales analysis (End of August)Performances summary • Sales at 36,347 K€ to be compared to 32M€ in 2005 • Growth over 13.5% in line with yearly objectives • Booking at 39,108K€ to be compared to 28,876K€ in 2005 • Growth over 35% in line with yearly objectives • Book to bill ratio at 108% enabling an healthy business • End of September outlook including Q3 MLV sales at 46.3M€ to be compared to 45.4M€ in the NIBU budget

  15. YTD’06 EMEAI analysisProduct Mix for Area 1 • Portugal: 495K€ • NIBU products accounting only for 45% of revenues • IPD products sold to a single customer Santander • Move to Gig Ethernet still to be done • WLAN weak • Spain: 2.3M€ • AOS is only 43% of sales • WLAN is almost 30% of revenues • Almost no legacy business • Stacks account for 42% of revenues • Security becoming visible

  16. YTD’06 EMEAI analysisProduct Mix for Area 3 • Area 3: 11.85M€ of which 9.5M€ in Germany • Almost 80% of sales in AOS • 85% in Germany • Over 60% of revenues with stacks in Germany • WLAN below European average especially due to Germany (3% of sales) • IPD products only sold in CIS (some Millions Dollars to come in Q3/Q4) • Clear move towards Gig and 10Gig • Classical configuration is OS9000 plus OS6850 at the edge

  17. YTD’06 EMEAI analysisProduct Mix for Area 4 • Area 4: 12.4M€ of which 8.7M€ in France • A quite homogeneous area despite numerous countries • Still some XOS business in France and middle east • AOS sales around 70% across the region • WLAN taking off in France still lagging elsewhere • OS7000 still present outside of France

  18. YTD’06 EMEAI analysisProduct Mix for Area 5 • Area 5: 1.97M€of which 1.77M€ in Italy • Not yet migrating toward very high speed • OS7000 still dominant over OS9000 • OS6800 significantly below average in Europe • Still very chassis oriented with stacks below 50% of revenues

  19. YTD’06 EMEAI analysisProduct Mix for Area 6 • Area 6: 7.7M€ • Benelux: 3.2M€ • Fast migration toward OS9000 • AOS over 70% of sales • UK: 3.1M€ • Over 80% of revenues with AOS • Winning configuration is OS9000 plus OS6800 • Nordics: 1.44 M€ • 6200 very high due to Energy Randers in Denmark • Limited penetration of OS6800 • Legacy still high especially with stacks • WLAN taking off

  20. YTD August 06 EMEAI Sales analysisBreakdown per Channel • NextiraOne weight declining overall due to internal reorganization • Alcatel units doubling thanks to push done to promote NIBU solutions • Master Distributors slightly declining reflecting Azlan issues • VARs stable reflecting difficulties to hire new strong ones • Carriers stable but action under going to grow in France and Germany

  21. YTD’06 EMEAI analysisWay to market per region

  22. H1’06 EMEAI analysisBreakdown per Product Line • More than 65% of revenues achieved with solutions that are in the portfolio for less than 12 months • Sales breakdown per product line is evolving over end 2005 • The weight of BoP (8800/7000/6600/6800) dropped from 78% down to 73.35% • Stack (AOS and non AOS) are representing 52.7% of revenues down from 55% in 2005 • WLAN is increasing over 2005 to reach almost 8% of revenues • Management is stable • Security is slightly taking off with Q2 twice bigger than Q1 • XOS business is 5% of revenues

  23. YTD’06 EMEAI Sales analysisDetails on switching • Overall the price per port is increasing over 2005 average at more than 73€ per port while it was 70€ in 2005 • OS-LS-6200 price is balanced by more high end sales (Gig, 10Gig and POE) • Gigabit Ethernet represents 33% while it represented 27.7% of ports sold in 2005 • 2 gig port out of 3 is sold in OS6800/OS6850 • 10Gig Ethernet is really taking off both in OS9700 and OS68xx • Almost 1,000 ports sold in H1 vs 312 for 2005 • 60% of ports sold with OS6850 • Significant revenues when including optics • POE ports is becoming very significant • 21% of all ports are POE vs 11.5% in 2005 • More than 110,000 POE ports shipped in H1 vs 100,000 for all ’05 • 50% with OS-LS-6200

  24. YTD’06 EMEAI Sales analysisProduct line evolutions • More than 510,000 ports sold in EMEAI as of end August to be compared to 800,000 for the all 2005 • Over 14,000 switches delivered • Chassis • 373 chassis delivered in 8 months • 45 per months average versus more than 70 in 2005 • 300+ OS7000 project expected in France in Q3/Q4 • Release of OS9600 and OS9800 might re-energize the segment • Stacks • More than 13,500 units delivered • OS6200 accounts for 5,700 units • OS68x0 is booming • OS6600 monthly shipments divided by 2 over 2005 • WLAN • More than 4,600 APs delivered with an average number of 13.5 AP per controller • 2005 full year was 4,700 APs with an average of 16 per controller

  25. YTD ‘06 EMEAI sales analysisDetails on products OS9000 • 172 OmniSwitch 9700 chassis • 10 Gig ports: 400 • Gigabit ports: 13,056 • 85% are in redundant configuration • Average number of blades per switch : 4.3 • Average configuration 80 ports: 2x10Gig, 78xGig • Average Value: 27K€ transfer price • Average port price: 345€

  26. YTD ‘06 EMEAI sales analysis Details on products OSW7000 • 185 OmniSwitch 7000 chassis • Gigabit ports: 8,050 • 7,540 oversubscribed • 510 wire rate • 10/100 ports: 16,000 • 76% are in redundant configuration (was 63% in 2005) • Average number of blades per switch : 8.6 (used to be 6.9) • Average configuration 130 (used to be 106) ports: • 43xGig and 87x10/100 versus 33xGig and 73 10/100 in 2005 • Average value: 18.4K€ versus 17.2K€ in 2005 • Average port price: 141€ versus 162€ in 2005 • More gigabit ports but more oversubscribed

  27. YTD ‘06 EMEAI sales analysis Details on products OSW68X0 • 3695 OmniSwitch 6800 • OS6800: 2123 • OS6800-(U)24: 327 • OS6800-xxL: 511 • OS6850: 1572 • OS6850-nnX: 178 • OS6850-Pmm: 696 • 22% of ports are POE • 2/3 are sold with a stacking module • Average value: 2,967€ • Average number of ports: 36 • Average port price: 93.4€ (used to be 107€ in 05)

  28. YTD ‘06 EMEAI sales analysis Details on products OSW6600 • 3744 OmniSwitch 6600 • Gigabit ports: 6,288 • 10/100 Ethernet ports: 115,280 • 22% are sold with back up power supply versus 20% in 2005 • 30% of units are P24 versions versus 29% in 2004 • Non POE are still the vast majority • Average value: 1,227€ (used to be 1,218€ in 05) • Average port price: 37.7€ (used to be 32€ in 05)

  29. YTD ‘06 EMEAI sales analysis Details on products OS-LS6200 • 5,715 OS-LS-6200 • 28% are POE models • 72% are regular copper • Average value: 636€ including optics • Average price per port: 14€

  30. YTD ‘06 EMEAI sales analysis Details on products OmniAccess WLAN • 355 OmniAccess WLAN switches (300 in 2005) • Access Points: 4570 • Average 13.5 AP per switch • Average price per AP including switch and SW costs is 676€ • Average configuration price is 9,235€

  31. YTD ‘06 EMEAI sales analysis Take aways • We are in line with yearly objectives • In Sales, Booking and book to bill ratio • We shall deliver more than 1 Million port in 2006 • We need to recover in Area 5 to enable good 2006 closing and prepare for 2007 • We need to grow our BP active base to go on growing in 2007 • New pure data reseller • Leverage voice BPs when possible • To increase access to small and medium businesses through more effective distribution • We need to ease the way we are making business by automating as much as we can processes to reduce exception handling

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