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Amadeus Partner Network SCA Evaluation process

Amadeus Partner Network SCA Evaluation process. V1.0 2012-10-19 Claes Börtemark PMM. Content. Evaluation process of which partner solutions to include in Partner Network SCA partner strategy Partner criteria SCA approval process. Mission with Partner Network in SCA.

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Amadeus Partner Network SCA Evaluation process

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  1. Amadeus Partner Network SCAEvaluation process V1.0 2012-10-19 Claes Börtemark PMM

  2. Content Evaluation process ofwhich partner solutions toinclude in Partner Network • SCA partner strategy • Partner criteria • SCA approval process

  3. Mission with Partner Network in SCA • Complementour offer and shortentimeto market with partner solutions in SCA, where a gap in portfolio is identified. • Improve the attractiveness of the Amadeus platform • Develop alternative IT revenue from partner solutions

  4. Partner solution types in SCA - scope Focus • Internet BookingEngine • Customer Relationship Management • Expense Management System • Mobile System • Other - payment solution Interesting • Back-Office System • Business Intelligence and reporting • Cruise Bookingengine • Fare Loading • LeisureB2B and B2C • Meeting Management • TravellerSecurity • Traveller Service • Other – information (like destination) Maybe (needsinvestigation) • Robotics and qualitycontrol • ProfileManagement • Middleware • Fare Auditing Service Not interesting • Front office system • Mid-Office System • Self BookingTool

  5. Partner criteria SCA The followingcriteriawill be usedto accept a solution in Amadeus SCA Partner Network • In accordancewith GPP Partnership LevelRequirements(on followingslides) • Use the duediligence checklist toevaluate and assess partner company and solution. • For Partner level: to be used as input for decision- mostofthemshould be ok • For Select Partner level: basically all areas needto be ok. • Solution typecomplimentaryto SCA portfolio – Focus or Interesting area • Financialstabilityofcompany • Cannibalization on GDS Business • SCA Organizationlocalresourceneed and availability – ifapplicable

  6. Partner Due Diligence checklistGuideline of things to consider • Strategy • Support market share retention and/or acquisition? • Complementarity with our solution portfolio? • Relationship with our competitors? Willingness to promote Amadeus? • Risk of becoming a competitor in the mid term? • Operations • Financials – Financial solidity and risk of the company to breach its commitments to our customers? • Development organization – Capacity to deliver committed products? • Sales organization – Capacity to address opportunities brought by Amadeus? • Culture • Integrity of leaders and level of trust? • Reputation on the market? • Experience and long-term commitment to the industry? • Capacity for flexibility and innovation • Product • Coverage of customer needs compared to competitive solutions? • State of the art technology? Innovation (e.g. patents)? • Efficiency (speed and cost of new developments and customizations)? • Price positioning versus market? • Risks • Risk of cannibalisation of our GDS business? • Will there be missed revenue from Amadeus solutions? • Is there a potential conflict with strategy of other markets? • Will Amadeus face a resource issue to support or implement the 3P? • Overall assessment • Business impact

  7. Approval process Partners SCA Twotypeof approvals:a) Local partner– toapprovemembershipto program for 3PP or companyin SCA. b) Regional/Global partner – approveaddto list of partner solution on SCA market. • Information aboutprospect and solution from PMM, GPP and/or Sales. • Input and reviewneeded from SALES [CAM(inlc OLTA), Headof CAM] • Analysis and recommendation [PMM] • Based on partner criteria and Membershiprequirements • In linewith Partner strategy SCA • Decision in corresponding forum • PPC. MLG consulted • For Local Premier Partner: LG Details in Appendix

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